Clay Clark | Business Coach | Marketing 101 + Step 1 – Define Your Ideal & Likely Buyers Step 2 – Create a No-Brainer Offer That Potential Buyers Cannot Resist Step 3 – Market to Your Ideal & Likely Buyers Over & Over Again!!!

Audio Transcription

What you will get wrong is that you will not pay enough attention to users. You will have, you will make up some idea in your own head that you will call your vision. And then you will spend a lot of time thinking about your vision in a cafe by yourself. And write, build some elaborate thing without going and talking to users because that’s doing sales, which which is a pain in the ass, and they might say no. And you’d be way better off finding someone, anyone who has a problem that they will pay you to fix and fixing it and then seeing if you can find more people like that. Best case is if you yourself have the problem, right? But like, you will not ship fast enough because you don’t want to face the likely feedback that you will get from shipping. It’s humbling and humiliating when they tell you how shitty what you built actually is, right? But that’s the only way you get it better. Yeah. So you will shrink from contact with the real world or contact with your users. That’s the mistake you will make. The strategy is that most people don’t do enough follow-up on people who say no. So what we could now call unconverted leads. And so at every level of business, there’s almost the idea of I just gave them my best. I just gave them my best presentation. I just had them in the showroom, I had him in the office, I had him in the store, I was in front of him on stage. Now I gave him my best webinar. If he’s not going to buy from that and he’s not going to buy now, why invest a whole bunch of time, energy and money chasing him? All of the empirical data is in opposition to that. So the automobile business, for example, every car salesman on the planet pretty much has a religious belief that if you don’t close them now, you’re never gonna see them again, okay? Their language is there ain’t no be backs, all right? The empirical data is that the average person shops for a car over a four to six week period. They buy the car from one of four dealerships that they go back to two or more times. Therefore, if you don’t give up on them and you did follow up. Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you. And they have a lot of time on their hands. This started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former US Small Business Administration’s Entrepreneur of the Year, Clay Clark. And the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilmer. Two men, eight kids, co-created by two different women. Thirteen multi-million dollar businesses. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, and now we’re at the top. Teaching you the systems to give what we got. Colton Dixon’s on the hook, I’ll break down the books. See, bringing some wisdom and the good ones. As the father of five, that’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s the CNC up on your radio. And now, three, two, one, here we go. We started from the bottom, now we here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we here. We started from the bottom, now we here. We started from the bottom, now we here. Well, Thrive Nation, on today’s show, we’re talking about this idea of why only 3% of potential buyers are looking to buy at any given time. What? We’re talking about this idea that most people are not looking to buy most things most of the time. Let me give you an example. I really like putting gas in my car. I actually get excited about it. I like going to get gas. I need gas. You know that I need gas. We all need gas. Or if you’re an electric car driver, you need to recharge your car. You get the idea. But it doesn’t mean that I need to recharge my car now or buy gas right now. It means that about three days, every three days a month, maybe two days a month, I refill my gas. Why? all day every day? Well, because I don’t need to recharge it if it’s already charged. So let’s talk about your business for a second. Who are your ideal and likely buyers? What product do you sell? Who are your ideal and likely buyers? What product do you sell? Now, once you figure out what product you sell and who your ideal and likely buyers are, just understand your ideal and likely buyers are probably going to only need to buy from you 3% of the time. Chet Holmes, bestselling author of The Ultimate Sales Machine writes, about 3% of potential buyers at any given time are buying now. 7% of the population is open to the idea of buying. The remaining 90% fall into one of three categories. The top third are not thinking about it. The next third, they think they’re not interested, etc., etc. And here to talk about it is David Frazier, the founder of BunkyLife.com. Sir, how are you? I’m doing fantastic, Clay. Thanks for having me. So I’m going to pull up your website for a second as we tee up this idea, because the goal of today’s show is to teach everybody how to achieve top of mind awareness. What you and I have to do is we have to market through the clutter of commerce, through the mix of constant marketing messages, and we have to get the attention of our ideal and likely buyer. But we also have to know that even if we’re really good at marketing, just 3% of our ideal and likely buyers approximately are looking to buy right now. Dave, what are your thoughts on that? I think a lot of people think you can just market to your ideal and likely buyer once and then you’re done. I think it’s something like you need to hear something seven times before it even Registers that it’s a thing that you know or you could have heard of so the reality is if you’re not reaching someone At least seven times. They’re not even aware you’re on the map Right so I mean that’s a that’s a challenge. It’s a challenge you got to figure out Okay, who are your ideal and likely buyers, and what are you saying to them? So let’s go to BunkyLife.com. Who are your ideal and likely buyers at Bunkeylife.com? So for us, it’s families, usually with kids, our grandkids. They are small business owners or professionals like teacher, lawyer, that type of thing, doctor. And they’ve got this cottage or this second home or sometimes they want it in their backyard. But basically, they want to have friends and family come and stay over, but they don’t have enough space. So they want the bunkee for like a little bedroom so that everybody can come together. So you sell bolt-on bedrooms, you sell add-on cabins, you sell… How often have you met somebody at a trade show or talked to them on the phone, a customer, and they go, oh, that’s what you do, or, oh, okay, I get it now, or how often do you hear those little epiphanies where someone goes, ha-ha, I get what you do now. Probably every day. I mean, generally speaking, we try to use our marketing to kind of dissuade people that don’t get it away. But the reality is people get through. And of course, the people just kind of drive by, like, say, our factory or shop, they pull in, they go, oh, we got those sheds there. We go, well, they’re not really sheds. They’re actually more of a bunkie, which is kind of like its own thing. So there’s an educational process for our little category. But I think that’s true for everybody. If you really serve one group really well and you don’t want to serve the other group, part of your marketing and part of your messaging has to be like, hey, we’re for people that have flaming blue hair. We’re not for people with orange hair. Does that make sense? You know, this is really interesting, but we had a person who claims to listen to our show every day I just spoke to before we hopped on today’s show, and they made the statement, so you’re having a business conference? You’re having a business conference? And I said, yeah, I’ve done them every two months, since 2005 actually. And they go, really? So you’re having, I didn’t know you do business conferences. When’s the next one? I say, December 5th and 6th. They go, oh, well, put me down, I wanna go. And I said, so you want two tickets? They said, yeah. And they said, I’ve never, I didn’t know you had one coming up. Now here’s what’s wild is if you go to Rumble.com, let’s go there right now folks and you’re a subscriber, I put out shows every single day, business shows and on every single business show I do, I put a commercial to the upcoming event. So every single show I do, every single time, I put a commercial up to the event. So this is a business show and at the end of the show is a commercial for the event. This is a business show. Even in the thumbnail, there’s a promotion for the event. Yet this person said, I listen all the time. And I said, really? So what was one of your favorite shows? Just trying to get to understand them a little bit. Not interrogating them, I just want to know. And they go, oh, I love this show, love that show. So what occurred to me is that even though my average show is about an hour, hour and a half, they only listen to the first 10 minutes or so while they’re driving, and then they move on to the next thing. So I wasn’t upset, it just again validates this idea that most people have to hear something multiple times before they’re even aware that you’re doing the thing. Let’s go back to this. Again, the goal of marketing is to achieve top of mind awareness. TOMA, that is the holy grail of marketing, top of mind awareness. You want your idea, your ideal and likely buyers to know you exist. Again, you have got to market consistently to the same ideal and likely buyers. We don’t have enough marketing dollars to market to everybody. We’ve got to figure out who our ideal and likely buyers are and market to them consistently. I see a lot of business owners, David, they try to market to the whole world, not knowing that, A, you can’t afford to do that and B, even if you do know your ideal and likely buyers, you have to market to them a lot before your customer really understands what you do and you achieve the holy grail, which is top of mind awareness. So true. Yeah, there’s just, there’s whatever you think you need to do in terms of volume to reach your target market, probably three to five X that, and that’s probably still not enough. Let me pull this up real quick. This is wild. Back in the day, I’m trying to give people a lot of examples on today’s show. Back in the day, I used to, every single week, I would set up a booth, and I ran my disc jockey company at a place called Fascianos.net. It was a bridal store. I haven’t ran the DJ business for over 10 years, so it’s been a long time since I went there. But I would go to this bridal store, and I would set up my disc jockey systems. And I would go there because I wanted to market my business to my ideal and likely buyers. And brides looking to get their wedding dress were my ideal and likely buyers. I DJed, probably 80% of our 4,000 events that we did per year were weddings. So if we did 80 events per weekend, 60 of them were weddings. And so every single Saturday, I would set up my booth, my system, my team, and we would set up at the bridal store and we would promote the disc jockey services that we provided. Every single Saturday I would do it. And David, it was a very effective form of marketing because we’re there in the bridal store, got our booth set up, we’re playing music, we tell brides, hey, you can register for a chance to win a free wedding disc jockey. We did it every week and it would never fail to amaze me. People would say, wow, so what do you guys do? And I had seen them like the week before when they’re in there shopping for their gown and I’ve got a post-up stand that says wedding disc jockey service. I’ve got print pieces that say wedding disc jockey service. But brides would go, now what do you do again? Why is it that we have to market to our ideal and likely buyers so often before they get what we do? I just think you gotta emphasize people. People are busy, they got a lot going on. They don’t have time. Like you read these things a lot because you’re in the business every day and you’re looking at the every little piece of promotional thing 18 times but they’ve never seen this before and they’re walking by and they’re fast and then they’re a bit hungry and you know what they they’re thinking what they’re gonna make for supper that night, and they’ve got a million things in their mind. What am I gonna do for my homework assignment, blah, blah, blah. And they’re just, the mental thing is going on, and they walk right by whatever you do. So they don’t notice it until you really get in their face and do it multiple, multiple times. They’re gonna have to go, wait a second, I think this is a discharge service here. And it’s not because people are stupid, it’s because we’re all busy, we’re all perpetually distracted. We all are thinking about something else when we are driving by. And some of us are pretty stupid. And some of us are stupid. Let’s just be upfront about that reality too. Well, let’s talk about this for a second though. There’s a restaurant in Tulsa, God bless them. Not great food by the way, they just went out of business. And I hate when people go out of business. I hate watching that happen. I happen to know the business that went out of business and I hate to see it. And so many friends of mine drove by the business every day. They’re in a pristine location, but their signs were clever and not effective. So they had marketing signs that were clever and kind of witty if you got it, but no one ever got it. And the food was great. Talk about that for a second, because so many people have clever. Yeah, do they have a clever name? Like something like it’s an Indian food place called curry on or like something like that. I’ve never seen a clever name do well. You almost guarantee like if I wish I could short businesses with clever names somehow because they never do well. I thought this particular business I’ll just be kind of vague. I’d want to be respectful to that business owner that failed recently, but they, you would really have, I mean, even when I told people like, Hey, let’s go there for dinner. I’ll take you out. I love taking people there. Cause I liked the guy a lot. I would pay for the dinner. Hey, I’ll take you there. Let’s meet, let’s do dinner. And I’m I’ll pay boom. And you know, people that I knew would say, where is it again? And they would live by it. And they’d go, is there’s a restaurant there. And even when they pull in the parking lot, it’s like, are we here? And it, cause it just the way that it was set up, it was clever. I think somebody watching this on your website right now, you’re too freaking clever. You’re too clever. You’re too clever, you’re too witty, you’re too, to the point where no one gets it. So let me just give an example of good marketing, okay? So we go to Elephant in the room, this is our haircut chain. The first haircut is a dollar. Let’s schedule your first haircut for a dollar. You try your first haircut for a dollar. You know what, right now, if you want to book online, you can. How much is the first haircut? A dollar. I should probably on the website say more, and I mean this sincerely, I should probably say, you should try a haircut for a dollar more obviously, more often, because you go here first time, first time here, yeah, it is my first time. What do I do? Schedule my first haircut for a dollar. What do I do? First haircut for a dollar. But I feel like it could even be more obvious. It could even be more obvious. You want to make it where your no-brainer is obvious. Let me give you another example. Colaw Fitness, long-time client of mine, colawfitness.com. I just spoke to the owner of this company’s dad the other day. This is Colaw Fitness. I’ve had the opportunity to help them grow for what, seven years now, eight years now? Look at that, folks. This is the holy grail. Look at this, folks. The first, look at, don’t cry, folks. Don’t get super emotional. Your first month is $7. What’s the call to action? Your first month is $7. Wow! What is that? My first month, $7. Huh? $7. What is it? A gym. Okay. So many people, their business, their marketing is too clever. Let’s go to BunkyLife.com. When they go to the site, why do you right there on the site say, we’re famous for small cabin kits called bunkies that can be easily built in a weekend? Why have you chosen those words on the top of your website? Just to get the idea of what the heck is a bunkie, I want to explain the concept right away as the first thing you read. Then of course, pictures of the thing right away. Then basically, if you keep going down, you’re going to get the models and the prices right away. Cause that’s the first question ever goes, how much are these things? This is what they ask for. This is about, again, most people, they wanna know how much is it? What options do you have? What else do people wanna know before they hit that magic buy button? What else do people wanna know from you before they wanna hit that buy button? So they wanna know how much Scott’s going to give to me. So basically we try to say anything that’s, we want to give them enough information that they get what the thing is and then we don’t want to give them all the information because we want them to reach out to us. We leave that one, basically we’ve designed the whole website around leaving out one thing so that they do have to contact us and then we can get a conversation going. For us that’s the cost of delivery. So we say it’s going to rain from here to here so they have a ballpark and then emails for an actual quote. That helps a lot for our whole process. So let me walk the listeners through the steps and feel free to correct me or one-up me or interject anything you want to. I want to go through the three steps everybody needs to do here. One, you have to write down who are your ideal and likely buyers. So important you figure out who your ideal and likely buyers are. Who are you marketing to? Who are your ideal and likely buyers? Step two, you have to figure out what you’re going to say to them in the event that you get in front of them. You know, what is your no brainer offer? So step one, define your ideal and likely buyers. Step two, create your no brainer offer. And step three, you’ve got to get in front of these people over and over and over and over and over until you hate yourself and you want this podcast to end because you’re tired of me saying over and over and over and over until you’re to the point where you’re like, I don’t ever want to say it again, over and over and over. And then after you’ve done that, say it some more. Those are the three steps to effective marketing. Please feel free to add some clarity to that. But one, define your ideal and likely buyers. Why do you have to do that? It’s just, it’s like you said earlier, there’s just, there’s an infinite amount of people in the world and you have to find your people that you can uniquely help most and that you are uniquely gifted in helping. The reality is every product, every service is not for everybody. It’s not everyone’s cup of tea. You’re not everyone’s cup of tea. If you just embrace that, you’re gonna attract the people that are gonna eventually write the check and you’re gonna repel people that will never write the check anyways. Step one, define your ideal and likely buyers. Step two, create a no-brainer offer that’s so compelling and so effective that people can simply not resist the power of the offer. Talk about why you have to have that no-brainer. It just, it breaks down that friction of like, hmm, I don’t know about these people and just allows them to kind of go, okay, I’m gonna reach out for the free quote or I’m gonna reach out for the free $1 haircut. I just, you want to make that leap between not contacting you and contacting you as small as possible and as easy as possible and as frictionless as possible. So if they come in and they get a $1 haircut, yeah, you only made a dollar, but you got them in the door. And then from there, they know where you are. They’ve been to your location. They smelled the smell. They, you know, they either liked it or they didn’t, but at least they’ve experienced it. And then you can easily sell them that second haircut or that larger thing. Step three, you’ve got to market to your ideal and likely buyers over and over and over and over again. And folks, as you’re thinking about the preponderance of that statement, if you go to thrivetimeshow.com forward slash millionaire, which I talk about often, thrivetimeshow.com forward slash millionaire. You know, the other day I talked to this wonderful man. He said, man, I didn’t know all your books were available for free at thrivetimeshow.com forward slash millionaire. And I said, buddy, that’s because I do poor marketing. He said, what do you mean? I said, I only mentioned it on like every show. I need to mention it on more shows because you should know that every one of my 30 plus books I’ve written is free to download right there at thrivetimeshow.com. And I say it on every show, but I should probably say it more. And thanks for pointing that out, sir. I’m not mad at the customer that he didn’t know that we’d offer all of our books for free to download. But again, so today we’re going through this book called A Millionaire’s Guide to Becoming Sustainably Rich. We’re on page 281. You can download that book for free at thrivetimeshow.com forward slash millionaire. And I’m not being critical of a long time listener, but he said, hey, you know, I listen to your show every day and I had no idea all your books were available for free to download. Let’s talk about that one more time. Why do you have to say it over and over and over and over again? Because if people don’t hear it over and over and over and over and over and over and over again, they don’t actually acknowledge that they heard it over and over and over and over again. That’s just the reality. People don’t take in things that just one time. You think about how many times you got to take kids to pick up their shoes. You got to say it over and over and over and over again. Then it might actually happen. So let’s look at your website real quick here in closing. BoogieLife.com. It’s a great website. I tell people to go to it each and every week. We talk about it. I actually own a Bunky Life and I’m looking at buying another one right now. Why should everybody check out bunkeylife.com, sir? Well, it’s a great opportunity to get yourself a bolt-on bedroom. Let’s say you’ve got a backyard that doesn’t currently house your in-laws or your cousins or your Uncle Fred when they come to visit you could make that happen as early as this weekend We ship all over North America and we could get this to you. You could build it as early as this weekend Boom and boom David Frazier. I really do appreciate you joining us on today’s show. That website is bunky life calm and sure We’ll talk to you next week Thanks, I want to share this story. This gentleman on today’s show, a longtime client, great person. He has grown his business. We’re at 578.34% growth from 2019 to 2023. Let me repeat that. Let me try again. So today’s guest is a beautiful man. I believe he’s grown his business by what percentage, Sean? 578.34%. It is impressive, and I don’t know if it’s more impressive it’s him or it’s the products he builds. He builds these incredible houses, and this guy has really decided to take his love of building high-end, beautiful homes. I mean, it’s like art meets construction, and he’s decided to turn his passion into a career, into a business and we’re super excited to have him on today’s show. Again this is the founder of Skyhousecompany.com, the founder of Skyhousecompany.com. Jeff Pell, welcome on to the Thrived Time Show, how are you sir? I’m good, thanks for having me. So tell us right now, we’re business, I’m going to pull up your website just so our listeners can know you’re not a hologram here. What kind of things do you build at SkyHouseCompany.com? Can you hear us, Jeff? Don’t want to lose you. You broke up on me a little bit there. Oh, sure. What kind of things for the listeners out there that maybe don’t know who you are or what you do, what kind of products do you build? We build one-of-a-kind houses that typically involve architects and interior designers for clients that really wanna be intentional with pretty much every nook and cranny of their house. And we typically build that type of house on the side of mountains with long range views. Wow, and so this house here, you just built this house on the side of a mountain. Let me pull this up real quick here. Can you tell our listeners as we get prepared to play this clip here, tell us about this house once the clip comes up and tell us kind of the work that went into it and just kind of walk us through this project. Yeah, this was a pretty neat project. It had an existing house on the lot and it basically, you’ll see here in a second, it drops off to a sheer cliff that overlooks the Blue Ridge Mountains and the gorge that’s hundreds of miles away. You can see Charlotte on clear nights. So, it was a challenging, fun job site to fit everything in on such tight quarters with getting building materials and all that around the house, but a really cool house to try to work with the existing setbacks with the town, try to create and maximize the view, as well as they were interested in what we would call a generational home with the building materials, the building science behind it, the performance of the exterior materials to where you have real low maintenance and durability that this house could be handed down to the family for generations and everybody can enjoy it, the quality of it versus it’s a house getting handed down to the kids and there’s so much money involved in repairs and updates to it that they end up getting rid of it. Wow, this is a gorgeous project. Let’s look at another one because this is what you do. We talk here on The Thrive Time Show a lot of times about helping clients and helping them grow their business, but I like to showcase the work you do because you do incredible work here. Let’s pull up this one here. This is more of a 3D thing where I have to do kind of a 3D look there. So let me… It’s too many levels to it. Let me go in here. I’m in here exploring. I’m going to go to the kitchen. We’ll just start there. Tell us about this house here. What’s this house and where was this house originally constructed? This house is up in a development in Eagle’s Nest where we do, it’s kind of a booming development in the area, lots of construction going on. And this is for a local architect that I have a special relationship with that is actually retiring in a month or two, so this will be one of his last projects that he will have done. So, teamed up with that architect and the interior designer, and we’re able to give these guys really a full package feel of a mountain retreat where kind of that rustic design clashes with some contemporary modern elements. It still feels warm and just has an overall great relaxing vibe. Wow, this is just incredible work you do there. And, again, Jeff, for people who haven’t been to your website, the website we’ve got here is skyhousecompany.com. Now, Sean, you’ve had the pleasure of working with Jeff here for quite a while. So, Jeff, how did you initially hear about us there, sir? How did I hear about you guys? I believe John gave me a call. It might not have been Sean. I think it was Kendall, actually. Kendall. Kendall Pope, yeah. Really? Shout out to Kendall Pope. Thank you. Yeah. That’s great. That’s great. And then we’ve had the opportunity to work with you for how many years now, sir? What are we? Five years, six years? Yeah, five in April. Five in April, actually. Yeah. So let’s go through it. You know, again, because people say, I want to grow a business. We have a linear path we coach all of our clients through. The first thing, you know, Jeff, is we really have to make sure that the brand is as good as the product that you deliver. Now some companies reach out to us, I’d say about half, and they need help on the quality of the product and they need help on the brand. But ideally, you want to have a great product and a great brand. When you came to us, you already had a great product. You just needed to improve that brand. Tell us about the importance of having that new website and making sure that we have objective reviews from customers that actually, you know, the sample videos, the sample walkthrough tours. How has having those sample videos and that enhanced website brand helped you? Well, I think it’s a key to, you know, it’s a crucial leg in the foundation of growth and scaling. So, the marketing side of it, when I was first starting out, it was just word of mouth referrals and you know, one happy customer to another. It’s a marathon, and the sooner you get into that marathon race and start, the better. And we’ve now seen it as a machine. And that’s where the real payoff is. And now we’re kind of just adding to it consistently. It helps with the brand and the reputation of verifying your, you know, to just the public audience that’s searching for you, that trust factor, and then showcasing your work and setting it up in a manner to where it’s easily accessible for somebody to get an insight, an accurate insight into your company. It’s been a game changer. Now, Sean, I want to ask your comments on this real quick here. Years ago, I worked with an accountant. I’ve helped him grow his business by, you know, nearly tenfold. And when I first met him, he had no website, but he had a pretty decent-sized business. It was already a $2 million portfolio, but he had no website. And even when I was first onboarding him, I ran into a handful of people that said, Clay, do you recommend a good accountant? Do you have one you recommend? And I said, well, I use a company called CCK. However, just so you have options to compare, this is another brand we just started working with. So check out CCK and this other brand. And almost everyone that I referred to the quote-unquote other brand called me back and said, they don’t even have a website that makes sense. Why is that, Sean, that people won’t even do business anymore if it’s word of mouth, oftentimes, unless there’s a great website? Well, people just, they want to verify. I think there was a Forbes article you introduced me to that was actually written years ago that says that like 64% of people are, they’re trusting the online reviews more than the personal recommendations. So if my mom tells me to use this plumber and I go and Google and I don’t find that plumber, I’m probably going to go with whoever had the most reviews over mom’s recommendation. And that’s 64% of people. I think that article is from 2014 or something. So it’s been a while. That’s still the case. And especially with Jeff, distinguishing clients is how he’s… The discerning and distinguishing clients, he says, we create exclusive homes. The type of person that’s going to spend a million to $3 million on a home is going to do their research and they’re going to be looking at your competitors. And you’ve just got to make that first impression online with these people. Now, Jeff, as we’re walking you down the path, you know, the first box is we want to establish the revenue goals for every client. You’ve clearly done that. Two, we want to know how much revenue you have to do to break even. You’ve clearly done that. Box three, you’ve got to figure out how many hours a week you’re willing to work. Now, this might sound crazy if you’re somebody out there that doesn’t have a lot of leads, but in your case, you are now generating a lot of leads. Tell us something about the importance of blocking out time for family and for business. Talk about that. Oh, it’s absolutely important, especially when you get married. You know, I think since we even got linked together with the coaching, I’ve gotten married during that time. I just, I have a five and a half month old. My first baby is five and a half months old now. And it is crucial for that work-life balance more now than ever, but I think, you know, I tend to work… I’m more of the working side of the things of my work week, but that’s early on with the systems that we kind of create and work through over these years, it’s giving more freedom back because the machine, the systems and stuff are working a little bit more for me instead of me having to work it. Now this is big. There’s somebody out there watching today’s show and you say, I thought the book of Genesis told us to work six days a week. Someone else is going, no, no, my college professor said, life balance, buddy, buddy, work 40 hours a week, buddy. Someone else is, no, I work six days a week. And there’s people out there right now watching. They’re debating this. I like to work I’m not saying this to divide the room. I’m just saying this is how I view the world. I Like to work six days a week years ago I became friends with a lot of business guys and I found out that most of us work six days a week Some people want to work five days a week. Some people want to work four days a week I know adults who are very successful to now work three or four hours a day. One of the most successful people I’ve ever met, literally, no exaggeration. He works four hours a day, but he blocks out time. So if you look at my schedule, folks, I’m just going to show you my schedule. Everybody out there, this is my schedule. This is what I’m doing. I’m not, this is what I’m doing. This is where I write and how we’re interviewing Jeff Pell. I’m not doing something else. Every hour of my day is blocked off. That’s what I’m doing. You say, what are you doing with your gaps then, buddy? Well, somebody canceled today. So I created a gap where I can follow up on things. But I block out time every week for what I’m doing. And that’s what I do. And so it’s so important to learn that concept of blocking out time. Now, Jeff, as we move through the system here, the next thing is you got to create a unique value proposition and a brand. I know you and Sean have worked together to develop sales materials and a one sheet. A one sheet, I’m not going to show your one sheet. I want to show some different examples, but I’m going to pull up the one sheet for a pool company we work with. This is a pool company in Tulsa. We worked with them since they were a startup. Now they’re very successful, but this is their one sheet. And the one sheet is a clear comparison and for this business, their model of making a one sheet is comparing what they do, Sierra Pools, versus their competition. That’s how they do it. So their conversation is, hey, we do 0% long-term financing. We’re family owned and operated. We do a free 3D design. We’re the highest quality, and here’s how we stack up to the competition. Other people want to have a different one-sheet style. But, Jeff, why does everybody need to have a one-sheet? Just to create that quick, clear distinction between you and the others when somebody is in the market to make a decision to go with one company or the other. It’s so big. It’s so big. Now, the online ads, this is something, Sean, and again, as we go through this path together, I find a lot of business owners, they get stuck right around here. Box six, marketing, because you go, look, I’m a home builder, man. I’m a doctor, man. I’m a dentist. I’m a lawyer. I don’t have time behind the scenes to update my website to meet the new requirements of the newest iPhone. I do not have time for that. I’m building houses. I’m seeing patients. I’d love to get your thoughts on this, Jeff, of the importance or the value of having a dedicated team led by Sean to make sure that those things are just sort of happening in the background for It is, it’s absolutely a necessity part of, a necessary part of our whole system and our marketing and everything. It’s built into our core. It is something that happens like clockwork on the calendar and it’s just, it’s a necessity. So somebody saying, I don’t have time for that, or you know, you can make time to meet with, you can make an hour out of the day to meet with your coach and come up with a game plan and the strategies for all of that marketing, targeting, all that stuff and then you guys take it from there. But you do have to put in initial work. Now I want to hammer this on because Sean’s always bragging on you and he’s saying, hey, when I work with Jeff, what’s great is that we have our weekly meeting and we knock stuff out. And so Sean’s always saying that in the background. Sean, as we look at here, this next step, again, as we’re going through the system, folks, you can, everybody can follow along. You just go to thrivetimeshow.com forward slash millionaire and you can download the systems for free. You can look at the systems, but it’s about implementing, Sean. It’s not about just knowing the knowledge. I mean, you gotta implement. So with Jeff, you guys have created a lead tracking, you’ve created a business, created business tracking, you’ve created implemented workflows. Yeah. You’ve created sales scripts. Yep. Call recording. Sean, what makes Jeff a good client to work with? Because what we do is very analogous to being a personal trainer and ultimately the client has to show up. Well, one thing is he does a good job keeping those things up to date. Jeff and I, we look at the scoreboard on a regular basis in our meeting, which would be our business tracking sheet. We’re constantly using the lead tracking sheet. I mean, you’re talking about people who are building a home over the course of two years, some of these people. So we’ve got a long lead time on some of these and we’ve got to keep up with all those people. He does a great job when it comes to tracking. He’s also pretty good at leveraging his team to be able to get things done. Many times I’ll be working with a business owner and I’ll tell them, Hey, we need to get this done. They’ll delegate it to somebody, but then they never follow up. Jeff follows up and he makes sure the stuff gets done, which is great. So we’re able to keep progressing. Even if he’s not necessarily the person doing everything on his team, he’s able to leverage his team well. And he’s doing that using to-do list systems and checklists. That’s kind of where we’re at now in the processes. We’re a little bit later on where we’re building all those systems and management. Jeff, I don’t know why I feel like it’s going to, I’m going to describe it this way, but I run into a lot of people that say, you know, I don’t need sales scripts. I don’t know why I feel like they say it that way, but it’s like, I don’t need sales scripts. I don’t need a one sheet. I’m too busy to build. Listen, buddy, I’m too busy building my business to take the time needed to block out an hour of power every week to meet with a coach and to build a linear workflow. And I’m too busy. You say, why are you too busy? So what would you say to somebody out there that is just feels like they’re too busy working in the business to work on the business? Well, I think first you got to, there’s got to be some kind of nugget of an aha moment to realize that if they want something to change and they want to create that time first, they may just have to force it into place, whether they need to be more disciplined with their time management, tracking their time. I mean, that’s what we did right out the gate. I didn’t, even to create my own schedule, me and Clay Clark, it’s like, write down everything you do for three weeks, you know? And then we bucket that in the high level, lower level, worker level management, and in the org chart of my business, which was me and, you know, a handful of people. And so I think you have to have an aha moment to see, okay, I can structure my time. I can get an hour here to see. And once you see the value of putting all this together, that time is going to hold its place and you’re not going to miss it because you’re going to see the value in it as you build it. And these people that may not understand it, I was even guilty of doing that in the front end on some of the systems or why do we have to have a script? I’m the salesman, you know, why do we have to have any system? Cause I was doing it. Well, that’s the whole reason we have to do it. If it’s coming out of me and I’m recreating it every time, let’s recreate it on paper, you know, and then Easily now able to have somebody else take lead calls. There’s a lead report sheet. It’s a it’s qualifying the lead I don’t even see half the leads it all gets tracked And then the qualified leads get set and put into my calendar on specific days for an initial consultation So, you know, yeah, I think you somebody has to see that value In order to get it. But if you get a little bit of it, it’s a no-brainer. Now, you said once you see the value in it, it’s a no-brainer. That’s what I’m kind of paraphrasing. Could you explain the value in it? Because I look at your business and I go, wow, this guy, Jeff, he’s grown his business by 578%, 78.3%, 578.34%. I just talked to a guy on Saturday, Sean, who I’ve worked with for five years. Mm-hmm. I’m not sure to be competitive, but I am kind of competitive. This guy’s grown his business by like 18 times. Now, the reality is he started at a smaller number than where you’re at today, Jeff, but he’s grown by 18 times. You look at Shaw Homes, another home builder, they’ve grown by 10x. I mean, I can go on and on. I see the value in it all day. But how would you describe the value of having a coach helping you down the path? Well, it’s incredibly valuable because first of all, it’s a long, linear process. You got the marketing side of it, you have the administrative side of it, you have the organizational understanding of what a company. And I enjoy that. So it’s very valuable to me. I also value the accountability of that from Sean, is that we are on a trajectory and we’re moving forward, whether it be the marketing, whatever we’re targeting to try to get done. Right now it happens to be kind of high level checklists and systems that were built into our construction schedule down to the nitty gritty of, you know, checks and balances and KPIs and all that good stuff. So I mean, it can go very detailed. I want to tell you a story about a home builder. I feel pretty good about this. The home builder, Jeff, he actually built my house and we were talking offline one day and I said, hey, you’re like, in a, not a gross way, but like a Bob Ross kind of way, okay? You are loving on my house. No, I mean, you are into it. I mean, I’m watching you bevel that stone. I mean, we could clearly move in a week ago, but no, no, no, no. You, Mr. Wiggs, you want to make my house perfect. I mean, you want to, I almost have to pull you off the job. You’ve already been paid, bro. And you’re still wanting to keep going. I mean, this is like a Kaizen. Folks look that up. Kaizen. This is a big idea. It’s continual improvement. It’s an Asian concept. For many people that don’t understand that philosophy, it’s called Kaizen. Everyone should look it up right now. It’s this philosophy of continual improvement. I said, bro, you are Kaizen-ing on my lawn. Like I want to move in my house, but you are Kaizen-ing on my lawn. It’s the Japanese concept of continual improvement. You are polishing it to the point of, I am getting worried about what you’re doing right now. It is incredible. He’s walking around my lawn, looking around like, I’ve got to cut that, got to move that. It’s incredible. And so, I said, you should probably number the houses moving forward. Every time you do a house, put the number of the house. Go ahead and engrave that somewhere, like as a stone. He goes, I like that idea. And he’s been doing that. And people feel like they’re buying like a signature house. And I am so fired up to help you grow your business, because I know you actually care about the house, and you put a pride in your work. You go into like Target, I’m not being disparaging, but you’re going to Target, though, you go to Target, come and go, USPS, you say, hey, do you know where the bathroom is? They go, I don’t know. Might as well work here. I’m on break. You know that whole thing? But you go into Sky House, and Jeff, you have a passion for your customers. Talk to us about the passion for your customers, because you really get into it, which makes Sean get into it. I almost explode every time I get a chance to see one of your updated videos. They’re so good. What’s your passion? Well, I mean, you hit the nail on the head when he doesn’t want you to move in yet because he wants to bevel some of the stone and get it just tidied up and right. I mean, that’s… I look at our houses and look for any problems. I think that they’re cool houses, but I’m always like, okay, we can do better on the next one this way, whether it’s the finished product or the way we communicate on the finished product with the customer. I’m passionate about getting, you know, growing and getting better and more refined. I mean, we have hit numbers where we were doubling our revenue for a couple of years and we came to the point last year. I was like, look, we’re at this point where we’re probably at the size we’re not going to, you know, so let’s take this same workload, refine it. Um, and that, that’s where I’m passionate about doing, putting forth my effort and gifts into, into projects with awesome homeowners and architects and designers that feel the same way. Um, and, and really can appreciate that level of creativity meets durability and functionality. You know, the final five minutes we have, I want to respect your time, but I have three more things I want to ask you, so I’m going to go rapid fire. So many people say, I can’t find good people. And Sean, I don’t know why I want to say this, but it’s like, I can’t find good people. And I just, it’s that, I don’t know if they say it as much as I just feel this momentum of defeatism. Yeah. I just can’t find good people. I’m going, dude, I don’t know where you’re getting that sound. Am I hearing that? Are you hearing that? I mean, it’s almost like a dog whistle, but I can hear it. But my clients don’t have a hard time finding people. My customers do not, my clients do not have a hard time finding. The 160 brands we work with, they don’t have a hard time finding people because they’re always implementing the group interview process. And now you have a highly skilled workforce. You have to hire high skilled people to do what you do. Can you tell the business owners out there the importance of constantly never stopping that ongoing hiring process? It’s another one of those core implementations into the company that maybe I fought it even for a year. Yeah, at least a year. And at least a year, maybe two. Maybe COVID came and I put my foot down. Yeah. And I was like, let’s get going. I ended up having to move a group interview to the Homebuilder Association because there was like 26 people coming. I felt like I was public speaking. And actually, there was one person out of that group, and she still works here today, and she’s killing it. It’s at so it’s absolutely You know what it does it gives you your First of all your you you get into the hang of it. I do them Wednesdays At five o’clock or Thursdays at five o’clock for two different positions. They don’t show up. They don’t show up go about my day in their group interviews and I’m not in the need to hire, but I’m always going to hire if it’s an A player the right fit. A players have jobs, they probably may be having a crappy week and hate their boss and they’re going to go look for other stuff. So I want to get in front of those people. And I also don’t want to be put in a position where I feel like I’m forced to hire somebody that my gut doesn’t tell me will be a great fit that will help become a pillar of my company. So it’s great for you to be able to stay true to your culture and your course while growing the business. It’s not the funnest thing to do every single week, every year, all year round, but it’s not that big of a deal either. And if you create a system in place, you can hire somebody, you can have a checklist in place that they do it all and all you do is show up at five o’clock for the interview. And they let you know if they canceled or not. So that’s what I do now and it’s all tracked. Now, the final question I have for you that we have for you here, and again, it’s a little bit of a long form wind up, but this is Sean, I want people to say, well, what’s the most important part of business coaching? Is it the marketing? Meh. I go, did you say meh? Is it the accounting? Meh. Hiring? Meh. And they go, I just need accounting. I just need a checklist. I need human resources. Man! I don’t want your feedback on hiring, buddy. I just want to do marketing. I don’t want to do stuff. And they view growth as one particular thing. So it’s like, what’s the most important ingredient that goes into the cookie? Is it the milk? Is it the eggs? Is it the sugar? Is it the, what’s the most important ingredient? What’s the most important part of the car? Is it the wheels? Is it the transmission? Is it the steering wheel? Is it the gas? Is it the, the idea is that it’s all of it. It’s implementing all, it’s foot working on the business, not in the business. What would you say to anybody watching this video right now? They’re thinking about paying our monthly flat coaching fee but to do that, they have to schedule a 13 point assessment first, it’s free. What do you say to somebody out there that’s watching right now, maybe in the same shoes that you were in years ago, what do you say to someone thinking about scheduling that 13-point assessment? First, I would have them ask themselves this question. Do they really want to be a business owner, or do they just not want to work for somebody else? Do they do they want to have the lifestyle of an employee? With the with the label of a business owner because I think there’s a mistake there sometimes but if somebody really wants to Create a brand and has a has a long-term vision and see something out in the far future. That’s just not there yet Sign up because it is total encompassing. It’s not marketing. It’s not, you know, different businesses that you guys coach probably have weaknesses and strengths and one might be accounting, one might be marketing, but it’s the totality of it. It’s the org chart. It’s understanding every nut and bolt that works into your business that makes your business thrive or operate. So I don’t know if somebody thinks that they just need marketing, maybe they need to feel a little bit more pain out on their own trying to start something out. And then maybe they’ll call you guys back later, but I’d say pick up the phone, give you guys a call and just get fully committed to doing something without questioning it too much because it’s proven systems, you know, and it’s still tailored to any business. You know, you guys coach, you just mentioned accountants, pool guys, I’m a builder. You guys do all kinds of business. Well, brother, I can’t wait to see you again in person. Maybe we’ll see you in person workshop coming up here soon. Have you ever asked this guy about the Tebow conference? I think I’ve asked him like maybe 12 times. It’s not about asking. We’re going to send a small team to abduct you. There we go. And they’re going to bring you over to the conference featuring Tim Tebow. But I really do appreciate your time, sir. It’s great connecting with you again. Sean speaks nothing but very highly about you, and he’s really excited about your growth. I am, too. And, again, thank you for carving out time for us. Absolutely. You guys have a great one. Take care. Thank you, Jeff. Talk to you later. Bye-bye. Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you. And they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilner. Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses. We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re at the top. Teaching you the systems to give what we got. Colton Dixon’s on the hooks, I’ll break down the books. See, it’s bringing some wisdom and the good looks. As a father of five, that’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s the C&T up on your radio. And now, three, two, one, here we go. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. My name is Jennifer Sumdahl, and I’m originally from Oregon, but now I work as a home builder with my business partner, Frank Winkley in Branson, Missouri, with Winkley Home Builders. I have been in the home building business with my business partner, Frank, for a few years now. We originally learned about the Builders Training Academy when we attended a Thrive Time conference in Oklahoma. We thought it would just be a couple days, learn a few tips, but it’s evolved into so much more. When we came to the in-person workshop, we learned a tremendous amount. For me, it really helped me recognize that you weren’t just going to come and learn about how to run a business, you were also learning about how to work on your business. And it also challenged me as to how much time would be devoted to that each week, because they’re both equally important to grow a business. So that was a new concept for me. And then we just learned so much about marketing and the website and the SEO and so many things that I recognized as two entrepreneurs starting a business that we were going to need some help with. The weekly coaching meetings with Aaron are like nothing else I’ve ever experienced. And it took a while to kind of get in the groove. But these are working meetings. These are not meetings where you take a piece of paper and you write some notes down, and then you say you’re going to do something, and then you come back and it’s not done. Boom, no. The computer is on, the agenda is live, and you are producing things in the meeting. It’s probably the most productive 60 minutes that you would have during your week, because it’s all about accountability too. There’s no room for whining and there’s no room for excuses so if that is your go-to this would not be a good fit for you but if you’re ready to see your business explode then this would be a perfect fit for you. I would describe Aaron’s presentation and coaching style as phenomenal. He has this incredible balance of being genuinely encouraging and sincere and full of wisdom, while at the same time pushing you to this brink of where you think you can’t do something, but along with his encouragement and then the proper tools and the training and the resources and the websites and the suggestions from, you know, other experiences that he’s done with his company and other clients, it all comes together. And I just have to mention, like in one of our last phone calls, when we talked about one of our big wins, it was that we are exploding like a volcano with leads right now. And I have to say that is a direct connection, a direct positive result of Aaron’s coaching style and what he brings to us each week. The biggest game changer that Aaron has helped us with, I think one is accountability. No one else is going to ask us about whether we tracked our leads or not. Aaron is very deliberate in making sure that we’re progressing leads, that things are not getting stale. If things are getting left to the wayside, he helps us dig deeper to figure out what do we need to do different? Or how can we manage the information? How can we delegate things within our company? And so I think that accountability each week has been a huge game changer for us. Aaron’s coaching style has helped us differently than any other books or seminars that we’ve been to. Because, first of all, you’re talking with a real life person each week. And he brings this depth of knowledge that once you talk about it, you’re just like, Oh, I should have thought of that. But he brings it to the table as a proper solution. It’s not overly complicated, but it helps you move like sort of to the next stage or the next level in a project. That’s very sincere, exceptionally genuine, very encouraging, but he doesn’t baby us. Like, he is straightforward in a really healthy, balanced way. If you decide to not work with Aaron, you’re going to miss out on an experience of a lifetime. You’re going to miss out on the wisdom of a man who’s worked decades within the industry, who can help you grow your business. You’re going to miss out on expanding your business. You’re going to miss out on the revenue that could be brought in, not necessarily by hiring a tremendous amount of new people, but instead, just working a lot smarter within the industry. So if you choose not to work out with them, you’re missing out on a lot. Hello, I’m Wes Carter. I’m one of the shareholders at Winters and King. My favorite thing that Thrive has helped me accomplish here in our firm is thinking a little bit outside of the box. They do SEO, they do printing, they help us with a lot of things from the day-to-day marketing for the firm, but they also help us think of things that as attorneys we probably wouldn’t normally think of that help us market our services to our clients. One of the things I love about working with Thrive is that they make it enjoyable to actually do work with them. It’s not dry, it’s usually fun, but it’s always very enjoyable and practical. They give me things and ideas that I can put into place. It’s not just some theoretical spiel that they give me. We get practical steps that we work on together to do my job better. So me personally, I would easily recommend Thrive 15 services to my friends, my families, I’d recommend them to my clients. I think they do a good job, they’re passionate, they care about their clients, and I think it’s actually a valuable service they provide to people that are in the business world. My name is Jeff Thomas. I’m originally from Atlanta, Georgia. It’s all about getting to the grindstone. It is about putting the… It’s one thing to have a specific vision or a dream, but knowledge without application isn’t knowledge at all. That’s nothing. It’s really funny. The atmosphere is very lively. Everybody that is working for Clay is very upbeat and not tired, not sluggish, not complaining, not whining. They don’t have anything to do with those types of characteristics. It’s all about getting to the grind and having fun while you do it. I haven’t actually been to any conferences in the past, but what I will say from what I’ve seen on YouTube and what from other friends have told me is this isn’t like a motivational kind of thing to just you know hoo-hoo rah-rah gets you motivated but it’s like practical steps that if you do take them which most people aren’t willing to do then you will grow and you will you’ll achieve the specific things that you want. Well for one thing I will say that this isn’t necessarily for everyone so if you’re not willing to work this isn’t for you but I will say that if you are willing to work and you you know you’re just getting started but you have actually taken a step in that direction, then this will actually help you grow further exponentially than you could ever imagine. My name is Taylor Hall. I’m the general manager of the Tulsa Oilers professional hockey team. You know, our goal every night here at the BOK Center is to try to fill the seats with with lots of people and create an exciting environment so when somebody comes to a game they want to come back. Working with Clay and the staff at Thrive, they’ve really helped us in many, many ways. Website and graphic design and video production and a lot of things that go along. And a lot of businesses, including ours, doesn’t have a staff or a full-time videographer or graphic designer. But the biggest thing that we noticed was the needle mover. More sales, more attendance, more successes in business. We had a record year last season working with Clay for the first time. Our average attendance is higher than it’s ever been. So there was a lot of really cool things that we did, and they worked. That’s the nice thing about working with Clay and the team over there. It’s just not one person. You get the entire team. If you need video design and editing and production, they’ve got that. If you need graphic design, if you need some coaching, your sales people and call scripts, PR, they offer all that. Clay was instrumental in helping guiding us and getting us on the right track so that, you know, we could, you know, really, you know, raise the bar and become ultra successful. So it’s been an amazing experience for us. My name is Caitlin. I own a tumbling gym called Justice Tumbling Company, we call it that. Working with Clay is so helpful. He’s being diligent with everything and making sure we execute our goals and really make things happen. It’s fun, it’s tight, it really gets you energized and going and just makes you really want to work. To get the momentum going, to really just like get that buzz, to really give you the energy to get up and make it happen. I’m Bob T. Lee. I’m in the charcoal grilling industry and the name of my business is Grillblazer. How will I apply what I’m learning at this conference and my regular weekly attendance that it’s helping me establish my business and get it off the ground. Clay’s presentation style is just blatant disregard for what anybody wants. He just has fun, it’s him, everything that you see is authentically clay. It’s a great deal of fun. Everybody enjoys it. They know when you walk in they think they’re coming into a carnival, and frankly they are. I started the business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school. I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards, and I own Revolution Health and Wellness Clash. JT, do you know what time it is? 410. It’s TiVo time in Tulsa, Russia, my baby. Tim TiVo is coming to Tulsa, Oklahoma during the month of Christmas, December 5th and 6th, 2024. Tim TiVo is coming to Tulsa, Oklahoma, and the two-day interactive Thrive Time Show Business Growth Workshop. Yes, folks, put it in your calendar this December, the month of Christmas, December 5th and 6th. Tim Tebow is coming to Tulsa, Oklahoma in the Thrive Time Show two-day interactive Business Growth Workshop. 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. And a lot of people have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now, the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. 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. Folks, I’m telling you, if you want to learn branding, you want to learn marketing, you want to learn search engine optimization, you want to learn social media marketing, that’s what we teach in the Thrive Time Show two-day interactive workshop. If you want to learn accounting, you want to learn sales systems, you want to learn how to build a linear workflow, you want to learn how to franchise your business, that is what we teach at the two-day interactive Thrive Time Show business workshop. Over the years we’ve had the opportunity to feature Michael Levine, the PR consultant of choice for Nike, for Prince, for Michael Jackson. We’ve had the top PR consultant in the history of the planet has spoken at the Thrive Time Show workshops. We’ve had Jill Donovan, the founder of rusticcuff.com, a company that creates apparel worn by celebrities all throughout the world. Jill Donovan, the founder of rusticcuff.com, has spoken at the two-day interactive Thrive Time Show business workshops. We have the guy, we’ve had the man who’s responsible for turning around Harley Davidson, a man by the name of Ken Schmidt. He has spoken at the Thrive Time Show two-day interactive business workshops. Folks, I’m telling you, these events are going to teach you what you need to know to start and grow a successful business. And the way we price the events, the way we do these events, is you can pay $250 for a ticket or whatever price that you can afford. Yes! We’ve designed these events to be affordable for you and we want to see you live and in person at the two-day interactive December 5th and 6th Thrive Time Show Business Workshop. Everything that you need to succeed will be taught at the two-day interactive Thrive Time Show Business Workshop December 5th and 6th in Tulsa, Oklahoma. And the way we do these events is we teach for 30 minutes and then we open it up for a question and answer session so that wonderful people like you can have your questions answered. Yes, we teach for 30 minutes and then we open it up for a 15 minute question and answer session. It’s interactive, it’s two days, it’s in Tulsa, Oklahoma. We’ve been doing these events since 2005 and I’m telling you folks, it’s going to blow your mind. Yes, ladies and gentlemen, the Thrive Time Show two-day interactive business workshop is America’s highest rated and most reviewed business workshop. See the thousands of video testimonials from real people just like you who’ve been able to build multi-million dollar companies watch those testimonials today at Thrive Time Show Com simply by clicking on the testimonials button right there at Thrive Time Show calm you’re gonna see Thousands of people just like you who’ve been able to go from just surviving to thriving each and every day We’re gonna add more and more speakers to this all-star lineup, but I encourage everybody out there today Get those tickets today, go to thrivetimeshow.com, again that’s thrivetimeshow.com. And some people might be saying, well, how do I do it? I don’t know what I do, how does it work? You just go to thrivetimeshow.com, let’s go there now, we’re feeling the flow, we’re going to thrivetimeshow.com. 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. You started out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get an inheritance from parents or anything like that. I had to work for it. And I am super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton. I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Jerusalem, Oklahoma. I suppose it’s Tulsa, Jerusalem. I’m really trying to rebrand Tulsa as Tulsa, Jerusalem, sort of like the Jerusalem of America. But if you type in Thrive Time Show in 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. Who? You! You’re going to come. Who? 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. Thrive Time Show two day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner, and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s gonna be the best business workshop ever, and we’re gonna give you your money back if you don’t love it. We built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you got to do is go to Thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki, 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 we have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric, 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? First of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. He said, ìHave you read this book, ìRich Dad, Poor Dad?î I said, ìNo.î My father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books and I went from being an employee to self-employed to the business owner to the investor and I owe a lot of that to you and I just want to take a moment to tell you thank you so much for allowing me to achieve success and I’ll tell you all about Eric Trump I just want to 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 too, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, Kings Point in New York, acta non verba, watch what a person does, not what they say. not what they say. Whoa!