Dr. Robert Zoellner | Oklahoma Auto Auction Founder, Bank Investor, Optometrist, & Serial Entrepreneur Legend, Dr. Zoellner Answers 63 Questions from a Thrivetime Show Listener Shronson Brubert’s Questions

Audio Transcription

You could be anywhere doing a lot of different things, but you chose to be here. And you chose to go somewhere you said, man, I can go and I can get better. I can go and I can learn. I can go and I can maybe go from where I’m at to where I want to go. 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 5 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 US 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 multimmillion dollar businesses. to give what we got. Colton Dixon’s on the hooks.

I break down the books. The C’s bringing some wisdom and the good roots. As the father of five cats on my back. Yes, yes, and yes. Drive Nation on today’s show, we’re answering. It’s the C. There’s a mystery guest.

We’re going to call this mystery guest, G. Ronson Broubert. G. Ronson Broubert. history guest, Johnson and Herbert. Johnson and Herbert, they are a top insurance agent in whatever state they’re in. We don’t know what state they’re in, but they’re a misstate. They choose to remain anonymous. And they submitted 63 questions that they would like for me to ask you during a 50 minute show. So the way it’s

going to go, I am going to tee up the question and what you’re going to do, sir, is you’re going to pontificate and share. We’re going to see if we can get through all 63 of these questions in less than 50 minutes while you are partially hopped up on Dayquil. So here we go. Let’s do it. Question number one, do you have a tax saving strategy with investments? Yes, it’s called 1031. When you sell a property,

you want to put your money into a 1031 and then you delay paying taxes on that property down the road. Now this guy’s doing great by the way this guy Schronson Bruber to every is um what type of investments he asks do you put money in sir? I really like real estate I like gold and silver and I like crypto

a little bit of crypto I think a diverse portfolio is is really good not all your eggs in one basket question number three coming in hot are there any investment vehicles that you refuse to use any investment vehicles where you go and well I if I’m going to invest into a company that’s not a major company, through maybe a stock market, if you will,

I want to have skin in the game, and I want to make sure they have skin in the game too. So I’m not an angel investor. People come up to me all the time and say, hey, I got this great idea. You know, I want to make a coffee shop and I just need two hundred fifty thousand

dollars that’s all that’s all I mean look what Starbucks does they do it’s so easy it’s so easy you know and I always ask him I say have you ever even made a cup of coffee for somebody no I. I said, why don’t you go be a barista for about, you know, a couple of years, then, then, then we’ll talk, you know? Um, so I don’t do a lot of angel investing. If I want to invest, I want to own a piece of the company so I can have some influence in the company. Now I’ve never thought about buying buying me a Lamborghini. So that’s a good in your Lambo club. I want, I do. I want that Steve.

It’s a great investment. Okay. No question. Number four. I’m not going to ask you because I know that you’ll say, I don’t want to answer that question. He wanted to really wanted to know more about his rash and could you diagnose Oh, he’s got monkey pox? Question number five, do you worry about the banking system reporting to the government your purchases of, let’s say, precious metals, these kind of things? Do you worry about that?

Is that something high on your priority list of things to worry about? No, I don’t worry about it. I mean, you know, it’s one of those things if you’re doing everything on the up and up, I mean, you don’t have to worry about anything, you know. It’s the guys that are doing jackassery that have to worry about stuff. That’s right. That’s right. without you. Question number six, when your business is running without you, how often do you check on it? Now again, this guy, Tronson Brubert, he happens to be in the insurance industry. We have no idea what state he’s in. Z, we don’t even know if he’s in one of these United States. Who knows? He might be in Greenland, a future state. We don’t even know, but we do know he’s doing well. And he’s saying, Hey, you know how often it’s running without me now.

I do a light touch every day. I do a medium touch every couple of weeks and I do a, um, like a Shiazi massage on it about every quarter. Yeah. That’s the one you want to be on vacation for. Yeah. You’re checking, you’re checking in on the companies, you’re making sure things

are, they text me every day. Okay. Numbers, numbers. So I do, that’s a light touch is what I call. And then I go over the P and L’s every month. So that’s kind of a little medium, medium take.

And then about once a quarter, I do a little bit more of a deep dive with managers, doctors, you know, meetings and stuff like that. Now how do you go about determining what to pay key employees? And again, I’m not asking for the numbers, but how do you determine, you know, what’s fair? Because you’re a guy who’s always told me you know you want your businesses to be sustainably profitable you want to pay your best people the

best you can pay them but the business does need to be profitable he’s wanting to know how he can figure out what to pay key employees. Here’s what I’ve always found out you find a number one draft pick you find a superstar superstar you find a superstar You find an a player And you say you ask them this question and this is this is this is really tough. So pay attention

How much do you want Yeah, and you would be surprised how many times they come back with a number and you’re like you think to yourself, I’d have paid you more, but they’re happy with that. So I’m happy with that. Everybody’s happy with that. Now they came up with some ridiculous, you know, amount, you know, then, then you have to start using a little bit of a negotiation tactics, but that’s the thing that I found is that, is that people will, they know in their mind what they need. And if you’re not paying them what they need, it’s, it’s unsustainable.

I mean, it’s, they’re going to always be looking for the next thing. Right? Question. Question nine coming in hot. We got to keep this energy going. Question number nine here. Do you use debt to buy appreciating assets? Yes, of course. Okay. Come on. Next question. If you invest in real estate, which sector do you prefer? Commercial, residential, multifamily? What do you prefer? A little bit of everything. Okay, next question. Schrantzen, Rubert with some great questions. Schrantzen, he’s coming in hot.

Do you have one person in charge of all your companies or do you like to have an individual who runs each thing? Individuals that run each thing. Okay, here you go. Next question coming in hot. Do you utilize outsourcing vendors

like a virtual assistant who’s officing out of Indonesia or a virtual assistant who’s in Thailandcing out of Indonesia or a a virtual assistant who’s in Thailand that kind of thing. You know I am one of the businesses that we have started doing that and they’re out of the Philippines and you know you you’ve got to be careful with that but if you do it right you can you can find some good work and save some money that way

What’s your morning routine? Right? My god, let’s say the guys name wrong Well now Matt now it’s it’s a little bit different you depends on the the season and what’s going on. But right now my morning routine is I get up and I plan out my day and I do my to-do list.

If you don’t have a to-do list, then you need to put that on a to-do list, to make a to-do list. And then that to-do list for the day is just, I go through it and try to get as many of those things knocked out as possible and then guess what I look up I go oh it’s

time to have lunch oh it’s time to have dinner oh my day’s over okay tomorrow next question how do you prioritize spending time with family I’ve told this person because he’s listened to some of our shows and I’ve told him that you’re a big family guy. You love your family. He wants to know how do you do that?

How do you prioritize spending time with family versus the business? How does that all work for you? Well, here’s one thing you find out in life is that, you know, when you’re opening a business, it’s like firing off a rocket. It’s a lot of energy, a lot of time, a lot of effort to get that thing going up up off the ground. And so I often get young entrepreneurs asking me when do I how do I know when I’ve worked too much

this week and we don’t need to be home? And I tell them the same thing every time Open your ears and listen because your significant other your children your partner whoever it is that you’re wanting Knowing that you need to spend time with will let you know But listen to them and the key is is that when you do then spend time with them be present put your phones down put your computer up put your iPad on the shelf be present listen eye contact talk to them you know

it’s the worst thing in the world to go out to dinner with somebody and they’re sitting there on the phone the whole time. You’re like, why, why are we, I thought this was, you know, we say being present is a present. You know, I thought, you know, I mean, you go out to, you got to dinner, you know, on your state night. That’s a great question.

Swanson. Great question. And you’re like, honey, do you want to? date night that’s a great question strontz and but great question and uh… you’re like uh… honey you want uh… glass of wine

jimmy that honey you want an app you want this do all that something else so you need else. So you need to be present. You need to be there. You need to be there. Sorry, wrong show. I don’t know what show you’re on. Okay, so all right. Next next question here. I’m tough. I mean, do you read books?

Yes, I do read books. Okay, that’s a great question. Next question. I know these are great. These are great. Again, this person, whoever he is, is making really good money now.

They’re doing well. And these are the kinds of questions that you start asking once you no longer are thinking about how am I going to pay the bills? How how am I gonna sell, so these are great questions. Next question is how do you track your investments? Well yeah you know now they have all these apps that really make it pretty easy to track investments and so I kind of cheat like that I mean it’s it’s I mean these kids

these days got so much easier than we old-school guys did you know I mean you got this thing in your hand that you know if you can Google this or Google that and I mean we had to do old-school stuff so I mean some apps and then then I have some you know like my financial planners, you know, we get together every twice a year and sit down and talk about assets and talk about stuff and go through the list and all that. So now next question, how do you manage stress?

And then Steve gets to ask a question. There are a few questions on this list that we will not be asking you today primarily about you know how do I know if I have monkey pox, these sorts of questions. We’re not going to answer those questions on today’s show Schrantz and Brubert. So how do you manage stress Dr. Z? I was going to say something funny, but you have to understand that stress is inevitable. We’re all going to have it. It’s stress defined by time frame of getting something done. So you have to get something done within a time frame, right?

And that’s the stress, stress bubble. And you have to just understand that if someone said, Hey, you’ve got to do this big assignment, just break it down, break it down into small parts and understand that it’s going to be okay. Breathe deeply, Kung Fu fight, whatever, you do. You gotta do some exercising. You’ve gotta do some, keep yourself in good shape and drink lots of water.

And I tell you what, the biggest thing about stress, and it’s easier said than done, is don’t worry about it. Don’t stress about it. You know, there’s a lot of things people worry about that they cannot have any control over. And those are the things that bother me the most. I’m like, you can’t control that. So why are you stressing over it? You know, why don’t, why are you stressing over that so? control the things you can control and do what you know to do do the right things and

It’ll all be alright Steve Currington. What question do you have again folks Steve Currington calm? He’s a mortgage lender Steve Moore Steve Currington calm Dr.. Z tell me about the craziest firing you’ve ever had to do. Like the most egregious thing that someone did and you just had to go lop their head off. Oh, this is a good story.

Yes. Oh yeah. So I, um, Hey, I don’t have my, um, I don’t have my gangster. I don’t have my, um, Will you do me a favor, James? Will you make a list of any of the sound effects that we don’t have? And then we’ll go in and get that all.

The Godfather. That’s that’s my main. Okay. So the Godfather is the go to, again, this is our maiden voyage in the new studio. Here it is. I love it, I love it by the way. We’ll make

sure that we get that Godfather soundtrack. Okay, back to you sir. So I had a doctor approach me and say listen my husband got his job moved into another city and so I’m gonna have to put my notice in. I’m sorry about that and I go well that happens you know I mean I you know I understand you’ve been a great employee you haven’t burned any bridges maybe if you guys come back to Tulsa you can come back work for me again she says okay great so a day passes and I have another doctor walk into my office and

and whenever they want to shut the door you know that’s it’s never good it’s never good can I shut the door give a minute may I shut the door you’re like, that’s, it’s never good. It’s never good. Can I shut the door? Give a minute, may I shut the door? You’re like, Oh, this is not good. So she shuts the door and she says, listen, I know the other doctor just put her notice in and she’s going to be quitting. And of course at this time I have maybe six, seven doctors that work for me. And she said, I’m going to have to quit too. And I go, what?

And she goes, yes, I am. Unless I get a pay raise and a better schedule and here’s a schedule I want. I’m going to have to put my notice in also. And right then Steve, in my mind, what did I say to myself? I have to figure out a way to keep her until it’s convenient for me to fire her. Right I said to myself you’re fired them in my mind. Yeah. But I didn’t say that out loud. You were like oh my gosh I said we’re gonna make you a job for you. Can’t refuse. And then I said I said oh you bet oh my gosh we’re gonna make you a job for you, can’t refuse. And then I said, oh you bet, oh my gosh, of course, how much you want?

The pay raise? Of course, yes, you’re so worth it. And that schedule, you deserve that. Gosh, you don’t want to work on Saturdays? You couldn’t have, dude. I’m done.

I mean, it’s crazy that I make you work on Saturdays. You couldn’t have to. I mean, it’s crazy that I make you work on Saturdays. I mean, what kind of ogre am I? And then I went out and promptly within the next month found two doctors to come work for me. DOS. Yep. And then they both started working for me. And I called one up, you know, the one left moved off. And then the other one came me and I called one up the one left moved off and Then the other one came up and I said and listen, I’m gonna give you that the super sauce. I’m firing somebody You just say these words

It’s not working out. Yeah. Bye bye. Bye bye. Bye bye. No discussion. We don’t need to sit down. Yeah. I like that. I’m not happy. You’re not happy.

Let’s get happy. This is yesterday. Let’s get, Oh yeah, I like that. I’m not happy. You’re not happy. Let’s get happy.

That’s great. I called her up to my office and I said, I said, bye bye. And in my mind I had fired her, but I couldn’t do it because you always want to go through the filter of what’s best for the company. What’s best for the business. And so then you said to yourself, self, I’m gonna make you an offer you can’t refuse. You

come to me on this day my daughter’s wedding. And you want me to do this thing. Oh, oh, I did find the horse had in your bed. I put a horse in your bed. I’m gonna kill you. Now, but this is real because what happens is we’re having a lot of fun with it obviously, but when you run a business and you have to fire somebody, that’s not a pleasant thing for anybody, but Dr. Zellner’s advice on this has helped me so much.

Just tell them it’s not working out. I mean, you’ve clearly discussed it with the person in advance. You’re not blindsiding people. They know they’re being nefarious and you just have to say, hey, it’s not working out.

Next question coming in hot from a Schronson Brubert. How many books for a year do you read on average? Now, real quick, I want to have a little intervention here. You taught me this, and this is big. You taught me this, and you maybe said it differently, but you were basically telling me, Clay, it’s not about how many books you read. It’s about implementing the moves. It’s not about just being the guy that reads a book a day.

It’s about being the guy that implements the moves you’re learning. Could you talk about that real quick? I think a lot of entrepreneurs feel this need to incestantly read copious amounts of books that they aren’t ever going to actually finish or they’re buying books they don’t read or they’re, you know, they’re just overwhelming themselves with knowledge but not executing. Can you talk about the balance of that? Yeah, what’s the point? I mean, what’s the point? If you’re not going to execute what it is you’re learning, what’s the point? I mean, what’s the point? If you’re not going to execute what it is you’re learning? What’s the point?

Yep. Right. Yeah. I mean, just, you know, watch Netflix series. Yeah. Entertainment at that point. Like why even do it? Yeah, you’re just I mean, if you’re not going to implement it, I mean, you know, there’s a lot of great books out there a lot of great authors out there. And there’s a lot of great mentorship to be found in there.

I know it’s not as fun as a real life person, but it is a level of, you know, you, you will for say you couldn’t hang out with Donald Trump for the day, but you can read art of the deal. Yeah. Right. out with Donald Trump for the day, but you can read Art of the Deal. Right? So you get a little bit of his mentorship, you get a little bit of his mindset, you get a little

bit of a little taste of the DJT. I mean, you’re not going to, you know, call up one day and say, Hey, I’m right. I’m President Trump. Do you mind if I come up to the White House and do lunch with you? Can I pick your brain? Ah, it’d be really good. Melania could be there too.

I mean, just sidebar. And I’ll be very real too. One thing you taught me over the years, which is powerful, was don’t overestimate people’s curiosity. So even today, even though today we interviewed Robert Kiyosaki or today I was on the phone with Eric Trump as on the Trump theme, basically clarifying his booking time for next week. You know, I’m not on

the phone with Eric assuming he wants to listen to my pontifications about anything for 28 minutes. I’m on the phone. I say, hey, you know, two quick items and I try to make the call as short as possible. Now he wants to keep that conversation going. He can, but he manages the Trump enterprise prizes. And I know he’s a busy guy and I know he wasn’t sitting around waiting for my call. And I think there’s people out there that overestimate people’s curiosity or interest

in their lives and their businesses. And that can really end. That can make people not want to take your call because they know every call that comes from you is going to be a 25 minute call. So I encourage everybody out there. If you do have a mentor in your life, don’t over call them. Next question.

Then we’ll go to a James with question here is, what’s your best marketing advice? You know, you run a, you built the state’s largest auto auction, you built an optometry clinic that’s super successful, you’ve helped rebrand a bank, etc, etc. A durable medical equipment company, a durable medical equipment company, a medical practice. I mean, you’re involved in a lot of things. What’s your best marketing advice there, sir? Be consistent. I have multiple legs.

We, you know, like to teach people three stools, three legs to the stool. Four if you can do it, but you want to be consistent. One of the things that happens, I had a guy come up to me one time, he’s a he’s a dentist, and he said, I want to be the Dr. Z of dentistry. I said, okay, well, you advertising? And he goes, no. I go, well, you need to advertise and you’re making an offer and it needs to be something great. And it needs to be something where people are just banging their head against the wall to try to get in to see you.

I mean, it’s got to be powerful, you know? And he, um… Anyway, it was just kind of in passing. He wasn’t really a mentor of mine. It was just kind of at a business meeting, you know, that he came up to me.

Anyway, about a month later, I run into this guy again and I go, so how’s it going? He goes, well, that wasn’t good advice. I go, excuse me? He goes, yeah, I advertised for a whole month. Wow. A whole month. Whoa.

Didn’t, didn’t move the needle any. And I’m like, Hmm. So it’s not just about advertising. It’s about messaging and being on point. Sometimes I, I know I’m a little nerdy in this way, but when I watch it, it shows sometimes I’m more interested in the commercials just to see what

people are doing out there to try to get me to buy their product. Hey, I’m the same way. Yeah. I’m the same way. Yeah. I’m not kidding. When I’m watching a show, a lot of times my family will say, what are you doing? I’m like taking notes.

So I’m going, yeah, that was a pretty hot piece right there. There’s an NFL game on and they’ll go, you know, coming back after the break, yada, yada, yada. and they’ll cut to the commercial and I’m like, shh shh. Sometimes the commercial actually moves me. a complete waste of money, swinging a mess. Now James, you have a question, but before we do that, Natalie, can you tell Devin that my sound effects are somehow disabled? I might have done something wrong there. So James, what question would you have for Dr. Robert Zellner?

Dr. Z, what was your biggest home run investment or business throughout your life? Ooh, my biggest would be the girl that brought me to, oh. I can go really old school on you, James. But I think the biggest one for me was the one that I put the most time and energy into, and that is my optometry clinic.

That was my passion. You know, when I was figuring out what to do, I was grew up very poor. And I said to myself, you don’t see a lot of poor doctors. You know, I mean, most time doctors haven’t got it going on a little bit. You know, I mean, they’re not driving Lambos like you current in but they’re you know, they’re well, to be fair, it’s my dad’s. Oh, there we go. And then I said, well, what kind of doctor do I want to be?

And that led me down the path of optometry because, you know, it’s it’s business and doctoring kind of mixed together and you’re helping people see better. I had glasses when I was very young and the magic of that happened. So that’s what I put my first energy into and that’s the girl that brought me to the dance and once you have a successful business and you get that really rolling good and that

allows you to do other businesses. You know, I know some guys try to do other businesses and they don’t have their first one really rolling efficiently. And next thing you know, they’ve got two bad businesses. Right now, you know, and so you’ve got to be very careful about that. And the timing of that is very important. Now, Dr. Z, next question coming in from a Shronson Brubert, whoever this person is. Shronson man, he’s fired up. We are protecting this person’s identity. We’ll say this person

is in the insurance game. We’ll say they are in these United States. We’ll say we don’t know what state they’re in. Are they in Oklahoma? See we’re not even going to ask that kind of question. We’re not going to talk about that on today’s show. Now what’s your number one rule in business? That’s the question. I’m going to give Dr. Z a moment to think about it because you have many rules you’ve taught me over the years. One of the rules you taught me was, Clay, it’s always showtime. Always showtime. And I remember the first time you said that to me I’m going, what?? You said it’s always showtime when you are in front of your employees. When you’re in front of customers, it’s always showtime. Now you can have your own private time and your own cerebral time when you’re. But when you’re in front of your employees and your staff, it’s showtime. And I thought, well, that’s a good pro tip.

And you said that when you get home at showtime to showtime That was a powerful rule for me to recognize there’s no time It’s not showtime except for the time that I’m in my van by myself But then look out because problems for someone’s probably watching there, too What are your thoughts see just what’s your biggest tip for business owners your biggest tip? Well? I mean you know I have my my My biggest tip is probably my number one. My number one rule is pigs get fat, hogs get butchered.

And that is talks about greed in the industry that talks about, you know, you got to pay your people. Well, you got to pay yourself. well, you got to pay yourself well, you got to charge the right price for your goods and products and services, whatever your business is peddling these days. And I think so many people get kind of off on that,

on how to price their items and that gets them into trouble and then leads to failure. So, big story in my industry, you know, back optometry back years ago, you’d come in and they practically give the exam away and then they would weigh overcharge on the glasses. And so then other companies looked at that and

said, Oh my gosh, you’re buying a pair of frames for 40 bucks, and you’re selling them for $500. Yeah, there’s a huge markup there, we can do it for a lot less than the obvious commercial optometry clinics came into into being. And lo and behold, you know, then the the eye doctors are like, Oh, wait a second. And they were not charging enough for the eye exam, which is, you know, only they can do. Yeah. Whereas the glasses, a lot of people can make a pair of glasses. Does

that make sense? Yeah. So sometimes you get things kind of upside down in your business. So you have to make sure that you’re pricing things correctly, that you’re being a pig and not a hog. Cause if you’re a hog, guess what? Someone will come in and take your business away from you. Now next question, this is going to be a tough question and I’m going to ask it to you, but I want to give you a little bit of room to breathe on this one. Okay. It’s, it question, this is going to be a tough question. And I’m going to ask it to you, but I

want to give you a little bit of room to breathe on this one. Okay? It’s, it’s, you know, how close of a relationship do you build with key employees? Now, what I have seen, and feel free to correct me, I’ve seen you’ve been very kind and generous to the point where at the Christmas party you’ll stand up Z and you’ll say hey if you’ve been here for five years or longer stand up you know ten years or longer stand up pretty soon you’ve got a full room of people standing up that have been there for over 10 years over 15 years and I’ve seen you do that and then I’ve seen it rewarded sometimes with with kindness

and people say thank you and other times you get screwed. And so what I’ve noticed about you and it’s a credit to you and your personality how you choose to behave is you’ve always been kind and welcoming to people even though you’ve been screwed over the years. And so I’ve seen you do that and I don’t know if you have kind of a rule in your mind of how you handle that, because I’ve seen you be the best of friends until people give you reason to not trust them.

Right. And when you look at an employee, you have to understand that that’s their season, they have a season with you. You know, very few, very, very, very, very, very few very few employees are going to be with you say forever right? And so they have a season with you so if you understand that whenever they do then move away or when they do want to retire or when they do want to quit and go do something else or whatever, then it doesn’t

hurt your little feeling so much. And the thing about it is, is I think it’s kind of like parenting. You know, your, your children have friends, they need a parent. And the parenting is that that fine line between discipline, holding accountability, yet being nice, yet taking care of, yet also listening to,

and then sometimes, you know, paddling if you need to, and disciplining. So, you know, it’s really more like parenting. Some of these employees, you know, want to be your best friend. You just can’t let them be your best friends. You know, they want to hang out with you and go do the stuff and, hey, we travel with you

and blah blah blah blah blah blah blah. And you’re just like, yeah, it’s not going to happen. So you know, you got to be careful. But then again, you have to be in their lives, not on to happen. So, you know, you got to be careful. But then again, you have to be in their lives, not on their lives. Now time management. One thing that you taught me years ago, the question is, what’s your

best advice on time management? I know you’ve told me directly, you said, Clay, if you’re going to say yes to something, you have to say no to something else. That’s right. I was thinking, what? I mean, that was that was like, put that on a shirt. You know, that’s a that’s a notable quotable right there. What would be your advice you’re giving somebody right now? Again, this guy’s super busy, super successful.

He’s doing great in real estate and insurance. This is Schronson. We have no idea what state he’s in. And so what would you say for your number one advice for time management? Yeah, let your yes be yes and your no be no. And make your schedule or someone will make your schedule for you. Set your calendar or otherwise it’ll get set for you.

And that’s how you do time management. You be in charge of your day. You’re in charge. I remember one time, this is gonna sound mean, I don’t want to sound mean, it’s gonna sound mean. I was at our Thrive, our old Thrive headquarters and a young man came up to me and you know was all suited up and ready to go and said are you dr. Zellner I said yes yes I am and introduced himself and was very nice he said sir I would really really like to take you to

lunch and pick your brain maybe a dinner you know you know, maybe do that a couple, three times and just really, I got some ideas and like for you to help me flesh them out and on and on and on. And I said, I said, young man, that’s just not going to happen. I said, I could tell you a lie and say, yeah, here, call me or text me and then ghost team and play hard to get and

do all that little game shenanigans and all this. But I thought, you know, my, my schedule is pretty booked right now. I’ve got all the personal people in my life that I’m mentoring. I’ve got all this stuff going on in my life. I’ve got the businesses going on in my life. I don’t have time to slide another one in into

it and that’s just the way life is. So I think a lot of times you know when you’re doing time management you want to be very purposeful about your time and understand that if you don’t schedule it, if you don’t put it on your calendar somebody else will. Now before I ask you the next question, I just want to tee it up here. Steve Currington, we’re going to you next, and then we’ll go to James. So I’ve got two more questions, and we’re going to you too.

So get yourself psychologically prepared. This next question from Shronson Brubert, whatever state he’s in. How much cash should a person keep on hand? Now the context with this person is they have a cash producing insurance business, which is largely residual, which means they sell a policy once and they get paid on it all the time. And they’re wanting to know, hey, is the rule, you know, how much cash is a percentage should I keep on hand?

Oh, I think about three months worth of you know payment. So if you’ve got you’ve got three months worth of, um, you know, payment. So if you’ve got, you’ve got three months, a quarter, a quarter of the year, you’ve got that much money kind of pigeonholed away. Um, in case something went upside down. I think, I think that’s a good timeframe, 90 days, three months.

But next question here. Um, this is something that you’ve done a great job, I’ve seen you do it, is you have created a merit-based pay culture in your businesses where you know you reward excellence. I’ve seen you do that and therefore you see fruit of that because the people that have been on your team have been there for 20 years. I mean one of the incredible teammates that you have that manages one of your companies was my wife’s boss 25 years ago. Yeah. And she’s still there doing great. And I talked to her on the phone and she’s so enthusiastic

about working with you. So I’m not wanting to get into the nitty gritties about how you reward top people, but he wants to know, you know, how much transparency do you want to have with that top person in your company about the financial status of the company? That one person, not the whole team, but that one person. Well, I think you have an inner team.

You have a inner working team that’s really kind of close. You have the few, it’s like a pyramid, you’ve got a few of them that are at the top of the businesses and those people, you kind of let them in behind the curtain and that’s why you can talk to them about the things you need to talk to them about. That’s why you sometimes have to have the hard decisions or hard conversations with them

about, hey, they need to let somebody go, or they need to do this, or they need to do that, or we need to increase prices here, we need to decrease price there. So I think sometimes they like it when they feel like they’re part of the team. I mean still, as the owner, you’re going to be the one that’s going to make the calls. But I think you always have a handful of people that have earned that right to come on board. And like sit down with you in the P&L meetings and say, hey, look, here’s, you know,

here’s your target. Here’s what you know, here’s your target. Here’s what you hit. Here’s your target. Here’s what you hit and let them actually see it instead of just, you know, telling them, hey, you’re not doing good. You know, call them up one day and give, I, you’re, you’re not, you’re not doing good. You need to do better. Now, Z, the final question I want to ask, and I’ll go to Steve here, final question before we go to Steve and then James, is this individual is asking about your daily routine.

Now, I want to share this real quick. When I first met you, you would have been, let’s say, 40 years old, maybe late 30s-ish. Yeah. And you were known as the hardest working man in Tulsa. You would hear that from people. They go, that guy right there, hardest working guy in Tulsa. So I remember you

invited us to a casino themed Christmas party. And I heard that multiple times, like, man, Dr. Z, that guy is a seven day a week guy. He’s going boom, boom, boom. That guy’s going places. And you were a seven day a week guy for a long time boom boom that guy’s going places um and you were a seven day a week guy for a long time and then eventually you moved that to a six day a week guy and then eventually you moved it to a five day a week and i don’t know where you’re at now but could you speak to the listeners out there first off what kind of routine does somebody need to have to

achieve success and then what kind of routine do you or do you allow yourself to enjoy now? Well that’s the thing about it is you know that here’s what happens at the movies and the shows they always highlight the big house the Lamborghinis, the jets, the lifestyles and they should be highlighting the grind that got the person there. And it’s the grind that doesn’t get celebrated enough, but it’s the grind that lets you then have the time to enjoy what you are grinding for.

So, I mean, the thing about it is, is that you’ve got to be purposeful, purposeful driven, and you have to have a goal. And that’s why, you know, we, we try to do the show clay. We try to help people with mentorship on direction in their lives and how to become you know there’s quite a few people out there in the world want to own their own they want to be their own boss right if you’re listening right now you might

said to yourself yeah I’m punching the clock but I want to do my own thing how do I do it how do I do it and that’s what we’re here to do we’re here to help you take that idea and make it happen because it’s a lot of hard work at first. I had a young man once did a clothing store and he came up to me and said, hey man, you gotta come out and check out my new clothing store. It’s really cool and hip and everything. And I went and I walked in and it, oh, this is really cool and hip.

You want a beverage, you know, you want to, you know, hang out, you know, I’m doing, you know, all the cool brands. And, um, so I said, well, you did great. This is awesome. Uh, about 90 days later, I seen, and he goes, I said, how’s your store doing? He goes, I’m going to have to shut it down. And I go, oh no, I hate that.

Why, why are you shutting it down? He goes, well, everybody’s, I can’t find good help. I go, what do you mean? He goes, people are stealing from me. I go, what? He goes, yeah, they’re just, the buddies come in

and they just let them walk out with with clothes and goods and stuff and and um people just steal from me and I said well well aren’t you there he goes uh well I mean I’m not there Fridays and Saturdays of course and I go are those your busiest days and he goes yeah the weekends are the busiest days I go go, well, why aren’t you there? And he goes, oh, no, I’m not giving up leg time. I’m like, oh, no, I’m not.

No, that’s that’s that’s leg time, baby. I’m a big I’m a big wakeboarder. I got to I got to hit the lake. I mean, that’s, you know, and I’m just like, it just broke my heart because I’m going, okay, you know, you’re not there when cats away, the mice will play and they were playing. And now he’s going to lose this business that he put all this energy and money and into and he’ll blame it on everyone else.

And he’ll blame it on him because it, because they were stealing from him, you know, instead of saying, Hey, listen, why don’t you just buckle up and get in there and work six days a week for right now until you finally find some people that you can trust, right? That you can, you built up, you know, that they’re good people and you can trust them. And then you can take a weekend off here or there and go to the lake and go, the lake’s going to be there. Yeah. If you want a business and you want to be able to build a clothing empire, as you said, you’ve wanted to then focus on that. Cause I heard that’s what you did when you started your optometry clinic is you

were like, you hired other people and then you just didn’t come to work. Cause you guys just took off. I just took off. I see. Like, well, I mean, here it’s the keys. It’s got to run it. It’s now real quick, a quick kind of like a 10 minute warning. We’re going to our final 10 minutes. So Steve Burrington coming to you hot.

What question do you have for Dr. Zeller? I have a really good business question. I know that Lagavulin is one of your favorite. Is it like whiskey or what is it? Is it like a scotch? It’s a scotch. What’s the favorite cigar? Ah, Liga Privada.

Drew Estates, number nine. Drew Estates, number nine. Yes. What is this? What is this beverage? Liga. It’s a cigar. Liga Privada. What is this? What was this beverage? It’s a it’s a cigar. Liga. Bravada. This is a cigar. Yeah, he has. He said he made my favorite my favorite drink. Right. Lagavulin. Lagavulin. And then the cigar. And then he said, what’s your favorite cigar?

Got it. So it’s like a provada. What was it? Number nine. And then what was the other part of it? It’s the true estate. Now let me tell you something real quick about lagavulin. First off, I am not a connoisseur of alcoholic beverages. But let me tell you what Dr. Z one time he says to me, hey, you should you should just try a little sip of this Lagavulin, which is created from a peat moss. What could go wrong? See, tell us briefly the process of

Lagavulin. It’s made from a peat moss. It’s made in the Islay region of Scotland and there’s no trees. And it’ll get you drunk just looking at it. Have you ever met an assassin in a glass? I’ll tell you what. I’m serious. Like I used to have a sip, I can’t feel my face, Dr. Zellweger.

Why are there seven of you? So what’s going on? The cooking process, they actually use peat, which is, flack of a term dirt and it’s right there on the beach, the, you know, the sand, I mean the ocean washes up on it.

So there’s a little bit of iodine and salt and earthy tones to it. And so they cook, they, when they cook, when they cook out the barley, uh, I guess that’s what it is, barley. Yeah. Uh, anyway, when they cook it, uh, it has this aroma that gets into it. And so it’s a, it’s really PT.

And where is that? And I’m taking notes here. So where is, where’s this in Scotland, but where in Scotland it’s from the Isley region is that it’s an Island on the Western side of Scotland. I S L E Y. I live in there and met Pete.

Met Pete. Pete. I didn’t get that. I said for another. No, I, I’ve not. I, I hear he’s a great guy. I want to go to Scotland and do one of those whiskey tours. That would be really cool. Would you remember it? That’s the question. Okay. I s l a y I s l e y e y. Okay. Okay. I’m plugging it up. I S L E Y. E Y. Okay. I’m looking it up. I’m taking notes. This is powerful stuff. Go. James, what question would you have for a doctor’s owner, sir? Dr. Z, what’s your best advice for a business owner or employee who does phone sales? An owner or an employee. That’s that’s kind of a wide range. Alright, do employee. I guess I

guess the thing about it is is that if I’m working at a store and I’m selling phones I guess what I would want to do is I want to… I think he means like making outbound phone calls for sales. Yes. Oh, you’re making outbound. Okay.

Yeah. Man, you just got to, you got to smile and dial. You got to smile and dial. Call them all till they cry, buy or die, baby. And I’ll tell you what, one of the things that I figured out is is that your attitude can be come through your voice. Yeah. And honey, honey gets a lot more. Yeah. Oh, there it is. Hi

there. How’s your roof today? Has your roof been damaged? You have a single out of place? I think I do have a shingle out of places. Who is this? Would you like a free estimates? Is there a site? I want to buy this. I tell you what, roofers are us. We could swing by that house and I don’t know. Check it out.

But can I give you my credit card number? Is that okay? My God, I want to pay right now. I mean, take my money. And then I’ll give you an offer that you can’t refuse.

That’s fine. If you just want to move in, that’s fine. I mean, let’s get that. Let’s get that roof tip top shape. Let me give you the keys to my car. Let me just give you my car. Is it okay? Let’s get it going. Turn my will over to you. Is that what you want? That’s fine. I love your attitude. I think I’ll buy outbound calls and you can’t take a two person because you’re going to

get the slam, slam, slam, slam. And you know, whether it’s a hot lead or not a lead, I mean, you could be doing cold calling and that’s tough, but you know what, you’re going to have a what? One, two, 3% success rate. And that’s not a big success rate. If you have a hot lead, in other words, someone called up and said,

hey, I’m interested in your roof because I like a nice roof. And I see you’ve got a special on roofing this month. So would you please give me a call? That was a little bit different pickup, but still I think the bottom line is that honey catches more flies than vinegar. That was way better than any of Sronson’s questions. Now okay, these are five final questions, five final questions coming in hot.

Here we go, coming in hot, five final questions. One is with today’s employees, it’s a little different. I’ve been self-employed since like 1998-ish. There was a time it was crazy when I would have a staff of people when I was building DJConnection.com, and I’m not kidding, we would have an entire week, Zita would go by, and if we had like a staff of let’s say 20 people, maybe one would call in sick. That was crazy, that was called the 90s.

Then around 2000-ish, you’d see like two of the 20 would call in sick, about 10% a week. Then you moved into this thing called 2010 ish. Then it was like five out of 20 are faking an injury and they came up with this new term called paid personal day or it’s a personal day or I’m going through something. It’s my birthday, mental health day, mental health day.

There’s a holiday Columbus day, big deal. Presidential day observing my morning over the loss of who just got elected, that kind of thing. Then COVID happened. Now people are going about about half the people half the time are going Yeah, you know, I just I don’t feel well, I want to be safe on get tested when I so we work every day wants to know that this this particular

listener wants to know know how do you manage Holding employees accountable for showing up to work. Hmm. You fire them if they don’t yes, that’s where you go You know Jack Welch is in his book a good public hanging does a company good every now and then and so You know you put up with it as much as you’re going to put up with it. That’s the question I get asked a lot. When do you know, when do you know you’re going to fire somebody?

I’m like, when do you know you’re going to fire somebody? When you’ve had it up to here and you don’t want no more BS out of them, you know. It’s kind of like when do you know you need to pull over when you’re driving to go to the bathroom. That’s why you’re is it an eight is it an eight are we in an eight right now should I pull over no dad it’s at a four okay we’re gonna drive all the way to Branson until we pull up. So you always want to be hiring because I tell you what employees will always do what’s best for them. Yep. They’ll always do it. And you can’t blame you go. I’ve treated you so well. I give you a Christmas bonus. I gave you a Turkey at Thanksgiving. I, I, I let you have

a mental health day because Steve current and whenever your foot with the Lambo, I’ll be real with you. I’ll be very vague about this situation. The past seven days, I had to explain to a very long-term employee that they cannot, this is, these are controversial rules. I had to say, Hey, you can’t bring an exotic animal with you to work. Yeah.

And you can’t sleep with people that you just met who we just hired at work. Like our office is not a dating service. And they’re going, that’s unfair. I’m not kidding. The reaction was, is that in the handbook? And that’s the sort of jackassery.

You know what I’m saying though? That’s the sort of jackassery. So if you’re an entrepreneur, you can relate to these stories. If you can’t, I get it. Okay. Final question. Where do you draw the line on exotic?

I mean, can I bring like my goldfish to work? Is that exotic? Any animals at all, but let alone an exotic animal that terrifies the customers is not to look. What about an exotic dancer? Stop.

Okay. You were very, you were very concise. You said no animals. It would terrify you if you saw it. And the response I had was I didn’t know what was in the handbook. I didn’t know. Is that exotic? Three questions. We’ve got 60 seconds, three questions. I’m gonna come in hot here. Is advice you’d give to your 20 year old self? What say you Dr. Z? Keep going, you’re doing awesome. Okay awesome. Next

question. Do you use credit lines for your businesses? Do you believe in using credit lines to finance and or start your companies? Yes. Okay final question is when you’re doing a partnership, do you believe that there should be two equal parts or a 51-49? What are your rules for partnership? Always 51-49. You have to have always a boss. Always a boss. Dr. Z, final 30 seconds. You can say anything you want. Any advice. People are taking notes, sir.

Well, I’m still curious about this exotic animal thing. I think, is it, uh… I need to know where the line is, too. Right. Is it a coyote? A goldfish should be acceptable. But I understand the coyote… Follow your dreams.

Listen to the Thrivetime Show. Love your country. Love your family. Love God. love yourself. So many people out there are not loving themselves. And listen, if you’re a man, be a father. If you’re a woman, be a mother.

Find people that need you and help them out. Here we go. We’re in this show with a boom. Here we go. Because boom stands for big, overwhelming, optimistic momentum. And that is what you need to succeed.

Here we go. Three, two, one, boom! Hi, my name is Tim Johnson. I’m the owner of Tuscaloosa Ophthalmology as well as Southern Eye Consultants, two ophthalmology practices in Tuscaloosa, Alabama, and I’m a client of Clay Clark. He asked me to answer a couple questions. The first question was, how did I hear about Clay Clark?

I am a big fan of business podcasts, and his podcast popped up as a recommended listening, so I started listening to the podcast. I was a little suspicious or skeptical because I thought there was going to be like an upcharge or an upsell. But the idea of the month-to-month canceling really appealed to me and I kept waiting for the shoe to drop and for the upsell or for the scam to come in but it never did. It’s very

legitimate. Since working with Clay I’ve gotten a much firmer grasp on how business works even in medicine business is business. I’ve learned a lot about marketing, especially how Google reviews work and how important that is. That’s very important even in medicine. At least once a week, if not every day, I get a new patient because somebody Googled

eye doctor in Tuscaloosa or ophthalmologist in Tuscaloosa. And you’d be amazed how many patients just look for an eye doctor that way. And so he’s really changed our business. Our business has grown a lot. Maybe 15 to 20% this year. And so we’re really

grateful for the things he’s done for our business. And the last question was when did I perfect the the laugh? I would say that you can never perfect the laugh you just keep working at it. And it just keeps getting better and better each day. But you gotta keep working at it. Thanks.

Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month,

year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42 percent increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only

marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof and turnkey marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. I established my practice here in

Tulsa in 1985. I established my practice here in Tulsa in 1985. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer 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 Clinic. Hi my name is Tim Johnson I’m the owner of Tuscaloosa Ophthalmology as well as Southern Eye Consultants, two ophthalmology practices in Tuscaloosa, Alabama.

I’m a client of Clay Clark. He asked me to answer a couple questions. The first question was, how did I hear about Clay Clark? I am a big fan of business podcasts and his podcast popped up as a recommended listening so I started listening to the podcast. I was a little suspicious or skeptical because I thought there was going to be like an upcharge or an upsell. But the idea of the month to month canceling really appealed to me.

And I kept waiting for the shoe to drop and for the upsell or for the scam to come in, but it never did. It’s very legitimate. Since working with Clay, I’ve gotten a much firmer grasp on how business works. Even in medicine, business is business. I’ve learned a lot about marketing, especially how Google reviews work and how important that is. That’s very important even in medicine. At least once a week if not every day I get a new patient because somebody googled eye

doctor in Tuscaloosa or ophthalmologist in Tuscaloosa and you’d be amazed how many patients just look for an eye doctor that way. And so he’s really changed our business. Our business has grown a lot, maybe 15 to 20 percent this year. And so we’re really grateful for the things he’s done for our business. And the last question was, when did I perfect the laugh? I would say that you can never perfect the laugh.

You just keep working at it and it just keeps getting better and better each day. But you got to keep working at it. Look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. Prime Nation on today’s show.

I’m very excited for you to hear this success story about this wonderful couple that Sean, I would describe them as they are killing the game and the most nonviolent way possible. They’re killing the game and the most nonviolent way possible. They’re killing the game. Yeah. And the most nonviolent way possible. They are blowing up in a good way.

Folks, I’m telling you, these folks are really growing their business. And what makes them great. Is there really kind, hardworking, diligent people? And we’re honored to serve them. We’ve got Jenny and Mike here joining us. Jenny and Mike, welcome to the Thrive Time Show.

How are you two? Hi, thank you. Good, we’re doing well. Okay, now I’ll start with you, Jenny, because frankly, Sean likes you more, no, I’m just kidding.

So let’s start with you. So how did you first discover us in the business coaching that we provide? So I was listening to different podcasts about business. I was starting up our business. And so you were the first one to pop up on our podcast

on Apple, I think Apple is what I was on. And so I started listening to you. I got on your website and I was just a little girl starting a business and I said, I’m going to, I’m going to ask this guy to be my coach and I don’t think I’m going to get a shot, but sure enough, within a week you called me. Now, who is this cute, cute child here? But Micah, who is this cute kid here?

It’s a Lennon Rose. She is about to be 10 months old. I hate to do this to you, but can you kind of hold up the baby to the camera a little bit? This is probably… Oh, look at this cute baby. What a great baby.

Quality baby. That’s a healthy baby. Okay. So, Mike, can you tell us, what’s the name of your website there? I think people want to look you up and verify you’re real people that don’t just happen to have a cute baby. Yeah, our website is newconcept.healthcare. Newconcept.healthcare.

So, newconcept.healthcare. I’m going to pull it up right now, folks, so we can all verify that they’re not just a couple who’s taking advantage of the cute baby they have to get a podcast here. This is a real couple because I’m pulling it up here. So this is the website it’s newconcept.healthcare and can you tell our listeners what services do you guys provide at newconcept.healthcare? So we offer more functional medicine. So we offer more functional medicine. So we offer IV therapies. We offer hormone replacement therapies.

We also do acute care. We do pretty much everything, but we’re very much alternative. So we believe in medical freedom. And that’s what we offer. And you guys, you reached out. Do you remember that initial consultation there? Do you remember, Mike, that initial consultation? Did you remember what that was like?

Yeah, it was actually pretty overwhelming that we started in this business with absolutely nothing. And we had the opportunity to work with five times. Yeah. Well, you know, the one thing I always try to do is, you know, my father, great guy, may he rest in peace.

He worked his tail off like so many people do. And there was no real economic result that was achieved from it. There wasn’t any. He had the college degree. He’s working two jobs. I remember he’s late thirties.

He’s working at Domino’s delivering pizzas, working at quick trip. He worked at furniture stores. And I always try to look at every new client we have as though I’m talking to my dad. You know, cause like, what would, what, what would my dad, what could he have learned at the age of 37 that could have changed the financial trajectory of his life?

I try to look at it that way. And so you guys, I paired you up with Sean. You’ve been working with Sean, I believe, Sean, since October of 2020. Is that correct, Sean? I think that’s when they started their business.

It wasn’t until about April of 2021 when we actually got going. So April of 2021. So April of 2021. And at that point, from that point to now, Sean, how much growth have you guys achieved from 2021 to now? Do you know that number? Yeah, I mean, we’re sitting at 2023 revenues were 821,000.

And they’re in October of 2020, like they only had a few months. Yeah. They made about 95,000 by the end of 2020. And then we grew significantly that first year about 375% to 588,000 and we continued to grow there ever since all

the way up to where we’re getting close to the million-dollar mark at this point here just like three years in. Jenny how would you describe the growth? Would you say you’ve doubled or you’re five times larger? How would you describe that? Oh no I definitely feel the growth. There’s, there’s been some growing pains and you guys have helped us through that too.

Um, so it’s been, it’s been amazing. It’s been amazing to, to help people. Cause that’s what I’m passionate about. And, um, you guys have really helped us expand and tell people what we’re about. So step one here, we did, we do this with all the clients. I’m gonna walk people through the steps.

We really needed to nail down your branding. And that’s a big thing because, you know, branding is to humans what clothing is. So as an example, you know, you wake up today, folks, if you run around and you’re streaking through life, you’re probably not going to get a lot of conversations started. So we all have to be

intentional about, you know, what are we going to wear? Are we going to wear a tie? Are we going to wear a polo? Are we going to do makeup? Are we not? So people, they judge us based on our appearance. And so we really had to get a website built. We had to optimize the online brand. Jenny, we do it all included for our clients. So we don’t refer you to another vendor. We do it all.

Can you talk about the impact that that has made on the business? Oh, for sure. Just the website itself, it looks so great. We would have never been able to make it look that great. The way y’all optimize everything and keep us you know with Google just you know where people search us and

we’re the first people that come up and that’s actually how we’ve established our business and started offering some of the things that we offer is because of the tags that we have. I didn’t originally start off as doing IV therapy, but due to people Googling, you know, health care functional medicine, I had three phone calls in a week that said, hey, do you offer IV therapy? And it was very interesting. And I was like, well, no, but I can. And so it was because of you guys that that kind of snowballed and took effect.

So yeah, there’s a lot that you guys have done for us. Now, Sean, we’re working with these wonderful clients here. I’ll pick on Mike here. You know, you always say great things about Mike and Jenny. You’re always, what makes them good to work with? Because I want to make sure for anybody out there,

if you go to thrivetimeshow.com, I consistently offer a free 13-point assessment. I’ve been doing that since 2005. I do it without reservation. There’s no obligation. But there’s usually about one to two knuckleheads a week

that will fill out the form and probably 20 really great people that fill out the form. And then we only take on 160 clients. And so I don’t want anyone to waste their time. What makes Mike so great to work with? Well, Clay, I mean, you, when I first started coaching,

you taught me about these, you know, these two types of business owners. There’s the happy hopers out there, and then there’s the diligent doers. And I think these guys are a great example of the diligent doer. They continually apply effort to work on their business, not just in their

business, they consistently show up to their meetings, they track all of the critical numbers of their business. And they are, they’re aware of what’s going on with all of their employees. They’re paying attention to all the little things going on. They’re keeping all the plates spinning. And they ask great questions.

They actually really do make a great effort consistently to apply our systems and help their business grow. And it’s been working. So step one, we get the branding nailed down. That’s the website, the print pieces, the logos, the business cards. But then you have to develop that online reputation.

Now that could be a tough thing to do, Jenny. And I’m not – this isn’t a backhanded compliment. I’m just saying, but for people that are humble and very kind, of which I would put Jenny in that category, sometimes asking for reviews is more difficult because you almost feel like you’re self-promoting. I’ve never had this conversation with you, but when you, has that been difficult for you to ask people to give you video reviews and

Google reviews after you provided the service or was that easy for you to do? It was not, it’s not easy. It still isn’t easy. It is, it’s difficult because you feel like you’re begging for something even though you know you did the right thing. So it is, it’s difficult for me. It’s just my personality type but we get it done anyways. I’ll find this for the diligent, kind customers we work with, it’s very difficult sometimes

to ask for those objective reviews from real customers. And I find that from my clients I’ve worked with that are sort of like self-described barbarians. I had a guy years ago I worked with, I won’t mention his name or his industry, but I’ll just say he’s obsessed with physical fitness.

And he told me, he says, I’m kind of a business barbarian. You tell me what to do and I will slay the dragons. And I’m like, okay, you need to get Google reviews from everybody you’ve ever worked with. And he’s like, oh, I’m on it. And this guy’s just shamelessly calling through his phone and just lighting people up going,

give me a review. Come on, give me a review. Why would you not give me a review? I’m like, go ahead, dial it down a little bit. So again, you guys are humble, diligent doers. You’re the ideal person here. So I appreciate you sharing that. The next thing we had to do is we people simply cannot say no to it. Now, I won’t mention the name of the company, but I worked years ago, and I still work with this company. They’re a medical company.

They’re doing well now. And for whatever reason, they put on their website, first initial consult, 497. And he went to one of these like borderline spiritual motivational conference things where Jesus isn’t described but they kind of talk about metaphysical alignment and getting your

woosah, getting in your groove, alignment, no friction. And he came back and he’s like, Clay, I believe in the seventh number of completion. I go, I agree. He says, four is the number that’s urgent. I’m like, okay, not going what? I don’t want tire kickers. So I’m going to do 497 for my first consult. That way I don’t deal with the tire kickers. And I’m like, doc, I love you so much.

You’re a doctor. I love it. You don’t have any customers though. That’s why you came to me. You don’t have any customers. So why don’t you do a first free consult? It’s like, I’m not going to do it. I’m going to, I’m going to kick out Sean, the tire kicker. So I’m sure you’ve never seen this with a client. Oh, never. to the Metaphysical Alignment Motivational Jackassery Festival. And she was like, 497 is the number.

I had a dream about it. I’m like, yeah, because you probably talked about it all weekend. You probably are subconsciously thinking about it. You’re probably creating a neural pathway related to 497. And so anyway, after about a year, he finally says, OK, I came to your conference and I saw a person that did the first consult for a dollar.

I’m gonna go with that. And now as business is blowing up, could you talk about your no-brainer, your first consult for a dollar? How has that helped you having that no-brainer offer? Yeah, so it gets people in.

And so when we get people in, we know that we’re doing a good job and we know that we’re trustworthy and our health care is superior to most. So just getting people in for that dollar because a lot of people are, you know, they’re nervous about going to the doctor or they don’t trust health care system and so they know that they can come in, they’re only going to spend a dollar, They can figure out whether or not they trust us, figure out whether or

not we’re the place for them. And we know a hundred percent of the time we will be. Um, so it’s really helped us just get people in and get people to trust us. Now, once somebody fills out the form folks, there’s a linear pathway here. I’m trying to give you a visual here. So you establish your revenue goals, you figure out your numbers to break even, you figure out

how many hours a week you’re willing to work. Even though you have a cute baby, you got to figure out how you’re going to get it done. Step number four is you define your unique value proposition. What makes you unique? That’s something you and Sean have worked on together. You improve your branding. Now you’re coming in contact with humans. Business is a contact sport. I love this part. That’s when you start marketing. You launch your marketing. You have your online ads. You optimize your website. You begin to come up top in the search results. You start to get leads. Do you

remember what it was like, Jenny, when you first got your first online lead? Do you remember the first one where you’re like, it’s working. Do you remember that moment? Yeah, it was almost like we wanted to, well, we did celebrate because it finally had happened. And then as soon as the first one came in, the second one came in. And like I said, it was, it was almost a growing pain experience. We’ve had so many leads so fast. So it was great.

And we still celebrate every lead that we get. Now, Mike, the next step is you have to make sales scripts. We recommend to every client that the calls are recorded for quality assurance. You have a sales script, calls are recorded for quality assurance. You have a one sheet that tracks your pricing, you have pre-written emails,

you begin tracking. Sean’s always bragging about you guys with tracking. Mike, how has it helped to have tracking in place where you can see, you know, how does that help you? Well, it’s really a good benefit because, you know, at the end of the week, you know what your income was, you know what your lead was. So wherever we’re lacking in, we can quickly adjust and make that adjustment and make it work for the next week.

Now, when you, if you don’t have tracking, uh, folks, this is a true story. It’s kind of a sad story. So I’ll, I’ll speak in generality, Sean, I talked to a guy the other day, just share a terrible story. Longtime client and he got motivated. He set up a trade show. He didn’t tell me he’s doing that. It’s fine. You don’t have to tell me, but he set up a trade show. I think he was going to try to surprise me with the fruit of the trade show. So he set up He gets on the call, his energy’s kind of off. And I’m like, are you okay? Yeah, dude, fine. What’s wrong? Hi, just, I don’t know.

I’m like, your lead sheet, we’re getting 10 to 15 leads a week. It’s very consistent. Revenue looks good. He’s like, yeah, I’m in a tight spot. We are in a tight spot.

Why are you in a tight spot? I got roped into four. I did a thing where you get the billboard, you get the trade show, you get the magazine ad. And I did the trade show and we got no leads. And I go, what kind of trade show did you do? And he says, well, I went to the whatever trade show. And Sean, what I find is that there’s the emotional excitement about being on the billboard, being on the magazine cover, and he got called by one of these kind of scam, I call it a scam-och-ery or jackassery. They call you and they go, hey is this Sean? Yeah, this is Sean.

Sean, yeah, we noticed that you have an incredible health care company and we want to honor you by giving you the yada yada of the region award. It’s the yada yada, it’s a regional prestigious award. We’d like to meet with you. Can we meet with you? Yeah. So now I meet here. Now Sean, again I’m not we’re on the phone but I still like the phone voice here. So now Sean, so because we’re so honored, you know, we’re inviting you to a plated dinner to honor your, just your honor, your honoredness, your greatness, your humbleness. And it’s going to be a thousand dollars a plate,

you know, for you and your wife. And did you want four seats or eight? Because most people do eight. Oh, um, I guess just four, four, four. And that does include a glossy magazine feature in, we’ll just call it like Missouri local top doctor Jack Assery. It’s a great magazine. Oh.

And you’re also on the, you’ll be on a billboard. We’ve teamed up with the billboard. It rotates through your, you’re going to see her. Hey, don’t get too excited. And just because we’re honored. You know, again, we’re just honored.

Now, did you want to do the four tickets? Yeah, absolutely. Now, the way it works is it’s going to be four payments of 4,000 for a total of 16,000. And that’s, no, I’m serious. And now they’re in the trade shows

and he’s going to the trade show and there ain’t nobody there. There is nobody there. To be technical, nobody was at this trade show. I mean, everybody was not at the trade show. He’s got photos of like him and his wife and his team in an empty booth and he’s got a

magazine and no leads are coming and he was so excited to tell me. I’m sure you’ve never encountered this sort of thing Virginia have you you know Jenny have you ever seen a situation where that sort of shamakari advertising has been entered into your world in some capacity? I’ve been there I’ve been exactly where what you’re talking about and I’ve set up everything and paid employees.

And I felt like I was nothing more than a free pin show. The only people that were there were people looking for free pins. Oh, I know. And it feels terrible. And then you kind of have to sell it to yourself all day. We’re getting our name out there.

Sean, can you pass the megaphone back there? Yeah. Guys, we’re getting our name out there. Sean, can you pass the megaphone back there? Yeah, because I would tell people, if you want to get your name out there, what you do is you just run outside. Right, come visit New Ponce Up Health Care. And people go, why are you yelling at me? I’m trying to shop for my groceries. New Ponce Up Health Care. Get my name out there.

Is this effective? It’s effective. I’m getting my name out there. That leads to buying Frisbees branded Frisbees. Boozies. You know what I’m saying? branded pen. Yes. All of a sudden you buy these things. Sean, you know what I’m talking about? Oh, yeah. Okay. So now we have to do and I’m going to show you this is kind of of the backend of one of my companies

called Elephant in the Room. And you do a search for eitrlounge.com. And then you go to forward slash staff. I’m not going to give you the password folks, but you log in. And these are all the systems needed

to run the haircut chain. Now, one thing I thought was very interesting is Truth Social, President Trump’s social media platform. The other day they were disclosing, Newsweek was disclosing the revenue of it. And I just want people to know this because I think, and just full disclosure, I’m a very conservative person,

but I just want people to see this. This is just something to look at. Truth Social, they declared in their filing that they did $3.3 million of revenue and had $49 million of losses, which by the way, that’s very normal for a tech startup company.

And their users are going up and they’re having an app. There’s like a reaction in the marketplace. People are actually putting more money in. They’re investing the stock prices going up, but. I don’t know anybody that I’ve met in my life, but I’ve never been a client that can afford to bring in 3.3 million and lose 49 million, you know? So like for my haircut chain, we have five locations. We bring in 3.3 million and lose 49 million.

So like for my haircut chain, we have five locations, we bring in more than 3.3 million and this just in, we don’t spend 49 million. So we have to, we call it a lean startup. You got to keep that thing lean. And so when you go to eitrlounge.com forward slash staff, every document needed to manage the business is here. So the opening checklist for the manager, you click here, boom. This is what the manager has to do to start the day. Everything is documented.

And that’s kind of where we’re at right now with Jenny and Mike’s business. We’re in the process of building all those checklists. Sean, what kind of checklist have you built so far? Oh man, we have a whole page. Their staff page is pretty built out.

We’re really getting there. I think more right now it’s getting, correct me if I’m wrong, we need some managers in there so we can free you guys up from the business. And so we have a lot of the worker level systems. We’re just now working on more of how do we get those manager level systems and find those high quality managers. Now let me give Jenny a little mentor moment here. This will be helpful for you.

I’m going to hop on a flight in about two and a half hours, three hours to go to Denver, right? And I got to go to Denver to meet with the founder of oxyfresh.com. This is a brand we’ve worked with and helped them to grow to 550 locations now. 550 locations, okay? And if you type in carpet cleaning quotes, we’re the world’s highest rated and most reviewed company in the world, in the world. Okay, 274,000 reviews.

We’ve been holding this idea in our mind for 15 consecutive years. I’ve been working on this, Sushant, before I met you, we just were grinding, okay? Yeah. And the biggest challenge that the locations have

is managers, finding good manager. And I tell people this, and it never goes over well, but hopefully eventually it will. I’ll keep refining the idea. The kind of person that enjoys conflict but also likes people is a good manager.

Let me try that again. The kind of person that enjoys conflict but also likes people is a good manager. And I have found it’s not so much trainable as it’s findable. So as an example,

where we’re getting ready to head out to Denver, Sean, you know my personality type. You know that I have to pack all this stuff to get ready to go. You saw my suitcase out there. Yep.

How many times do you think I’ve followed up with the people involved in the trip so far before leaving? Oh man, it’s probably on your to-do list and you’ve checked it off like probably at least five times today I would think. And what kind of things do you think I might have put on my checklist to travel to Denver? First off, just making sure that the timing is working, making sure that you have all the stuff that you need, making sure that you have double of the stuff that you need in case something gets broken, making sure that the people who are there know you’re

coming and when you’re going to be there. Keep going. Do you think I’m checking a bag? Oh, yeah, you’re probably not checking a bag. There it is! Because then we get lost.

Right! No. And am I getting a flight a lot earlier than I need to be there? Way earlier. Yeah, if I’m having a meeting tomorrow, which I am, I’m leaving today at 1230. Yeah. So that’s the sort of paranoia that makes management possible.

So I have literally called. I said, all right, I’m getting on the 1230 flight we’re meeting tomorrow I should be in by like four o’clock Denver time our meetings tomorrow if that flight gets delayed and the next one gets delayed and the next one I’ll still be there I’ve got backup phone chargers I have a rule everybody going with me you cannot check a bag I want to check a bag can’t check a bag why because it could get lost and This is real. I’m not

every I am completely paranoid and that is the the paranoia is what makes the businesses run. Yeah. Yeah. And I asked my staff every day, guys, elephant in the room, did you guys get a review? And they say, well, yeah, we got a review. You asked me 10 minutes ago. OK, I’ll talk to you in four minutes. You hear me say that. I’ll say, I’ll talk to you in five minutes. And I’ll do it.

And it’s a follow up of, because I have to make sure that the checklists are being followed, the reviews are being followed. We’re a licensed business. People don’t know that. You’re licensed by the state, so we have certain cleanliness standards. We could have random people from the state show up. So we got checklists.

And I follow up. And it doesn’t bother me to follow up with the same adult who’s in their 40s six times within a 50-minute span of time. It doesn’t bother me. But most people, that bothers them.

And so have you found that, Jenny, that a lot of people don’t like to follow up? Have you found that or is that just something unique to me? I found that they don’t like to follow up. No, people don’t like to follow up. It’s a almost like an awkward communication thing that people will try to avoid. Yeah. And it’s not necessarily that you’re being mean or any type of

way, but that’s, I feel like that’s probably the way that we feel when we continuously follow up, like we’re having to step on people’s toes, but really we’re not, we’re just getting the job done. My mentorship moment for you is it’s probably the same feeling you have when you ask for reviews. Yeah, it’s probably the same. So, and I’m just saying, and then, and if Mike, did you ever play football or a sport of some kind? Yeah, I used to play soccer. Okay. Soccer. So like when you, what position did you play? Uh, goalkeeper.

Goalkeeper. Okay. So is a goal. This is a great, great example. I didn’t know you were a goalkeeper, but when you’re a goalkeeper and someone’s kicking that ball at you fast, I mean, just the balls coming in there. I mean, people can really kick a soccer ball fast. There are certain people that want to be a goalkeeper, but they kind of avoid the ball. They try to hide from it. They flinch. You know what I’m talking about? But you actually would lunge into it. am I correct? Right. I mean, you’re aggressive, right? I mean, you’re like, you, for some reason, you enjoyed it. Yeah.

Right? I’m getting 100 miles an hour fastball. Have you ever seen somebody who tried to be a goalie? I’m not looking for a name here, but somebody who would kind of hide from the ball? Yeah.

This is the same thing for management. Like as a manager, you have to want, like you have to sort of seek out conflict, but like people. So I’ll say things like, okay, it’s eight o’clock. I need to make sure you put out the flags in front of the elephant in the room store today. Mr. Manager, put out the flags that draw the attention by the road, put out the flags and

I’m going to call you in 10 minutes to follow up. Call him in 10 minutes. Are the flags up? Can you send me a picture? They’re like, do you not trust me? Absolutely not. I trust nobody. Go ahead and send him. And then I’ll call him back 30 minutes later. Hey, did you get Google reviews? Yeah, we got one Google review. You know, the quote is 10. Yeah. I’ll call you back in two minutes. You know, call him back, hey, did you get a review? It’s been two minutes. I know, I’ll tell you what, I’ll call you back in an hour. My whole day is just following up. And then over time, the culture happens where people go, he’s going to follow up.

And now the people that like the follow up like to work there and it’s become a great thing. And that’s where we’re kind of at right now, I think, is we’re getting into the follow-up phase. Do you have call recording in place there, Mike? Do you have the call recording for quality assurance installed yet? Yes, we do. And are you learning some things? Yes.

It is very hard to train people on call on recording experience. Yeah. That’s something we got to do. Now we’re just going through the workflow and then the wowing the customers. What Sean is saying is that your patients are consistently wowed. Now, I don’t know if that’s because Sean is your hype man or if that’s a real thing, but it seems like people are actually wowing. They’re being wowed right now. People when they come in, this is if you look at the workflow, they buy something.

Right here, we have to wow them. You’ve got to create that. Wow. Moment. And again, if you want to download this diagram, folks, just go to thrive timeshow.com forward slash millionaire thrive, timeshow.com forward slash millionaire, you can download it from my newest book called a millionaire’s

guide to become sick, becoming sustainably rich. You got to create that wow moment. I mean, amidst the checklists and the tracking, at some point here, you’ve gotta create a moment that wows people where they go, wow. So I’m trying to get everybody’s creative juices flowing here.

So if you have a restaurant, I work with a restaurant in Florida right now, a great restaurant. They say, welcome in, is it your first time? They say, yeah, it’s my first time. Oh, well, hey, you get free appetizers on us today and one free adult beverage, welcome in.

And that every time it’s that, wow. And then when you come back later and ask for a review or hey, what entree do you want? Guess what? People become generous with how they buy. Another example, I work with an auto auction. The auto auction says your

first time that you buy from the auto auction, you only have to pay a dollar more than the actual cost of the vehicle just to wow people to get that going. I happen to work with a carpet cleaning business, carpet cleaning business, and what they do is they say, hey, the first time we clean your carpet will be any competitors price and it will be at least half off of our normal price. is they say, Hey, the first time we clean your carpet will be any competitors price and it will be at least half off of our normal price and they go, Okay,

great. You got to have that wow moment. What are you guys doing Jenny to wow your customers there? Well, there are things that we do. We will oftentimes like give samples of certain things because we know they work. We have a lot of supplement sales that we do. Again, the dollar consult is a wow moment because we will spend some, you know, 10 to

15 minutes explaining how we’re different. And I feel like they’re wowed because of that. Also, our services are so much different. We spend time in the room with our patients. We listen to them. They’re not just a number.

And a lot of times people have never experienced that. So there’s a lot of wow moments, I think for all of our patients. I understand that 59% of your customers are now from word of mouth. Is that accurate?

Yeah. That’s huge. Yeah, well, and with the customer acquisitions cost too, I’ve heard you say this before, Clay, that if you’re advertising and you’re doing a good job wowing at the same time,

they compound each other and you’ll end up having two to three word of mouth referrals from those patients that are wowed for every one lead you have from advertising. We measured and tracked that they had this last year. For every dollar they spent on advertising, they were able to bring back in $4.61. So that’s a 461% return on their marketing investment.

It’s incredible stuff. And the great news is as we build these systems, if you guys ever wanted to franchise or license or open up multiple locations. If done properly, you should be able to scale it. It should be very repeatable, very duplicatable. Other things you guys have done, you’ve implemented a database to keep track of your customers,

you’re gathering objective video reviews. You guys are really checking all the boxes. I’d like for you, if you can, Jenny here, to give a word of encouragement for any of our listeners out there that are a little bit on the fence right now and they’re going, you know, I have thought about scheduling a free consultation, but I don’t know, I hear it’s $1,700 a month. Can you maybe explain your thoughts, what you’d say to anybody who’s a friend of yours or family that asks you about the value about the business consulting?

Oh, well, I would say that the $1,700 a month is an excuse not to have someone to mentor you. It’s kind of like being in a gym when you need a trainer. We’re not always perfect and business owning is not easy and you need a mentor. I’ve never missed the $1,700 a month, even when I was only six months in when we started with you guys. I’ve never, I’ve never even considered it a loss. It was, it was scary at first to make that, but that wasn’t an excuse.

I knew I needed someone to guide me through this. And you guys have guided us through this, through the entire thing, through employees, through income, through spending, through all of it. And we come through so many problems. There are a lot of problems that are established

when you have a business. I mean, you become very overwhelmed, very fast, and you need somebody that you can call who’s successful, who’s been there that says, you’re not crazy. This happens to all of us. Here’s what you do about it.

It’s been the best decision that we’ve made. Final question I have here for you. As far as having a turn, like a one-stop shop. Years ago I hired a business consultant who was great and he would say things like, and I’m not ripping him, I’m just telling you what would happen. He would say, Clay, you got to work on your business and not in it.

I’m going, that’s true. He goes, you got to delegate to elevate. That’s true. Clay, your website is not optimized. And I’m going, this is great. Fresh perspective. I go, Bruce, could you help me optimize?

No, I don’t optimize. Could you help me work on it? No. Could you help me make a checklist? No. Do you make, do you help me with the print pieces that I need to make?

No. Can you make a video? No. No, do you help me with my online ads? No Clay and he would used to he was kind of an Eastern He’s an Eastern Northeastern American guy and he used to say clay, baby. Let me tell you what I don’t I don’t I don’t make print Pieces. What am I a print piece guy? I’m not a web guy. We know what I am I’m a work on the business guy. You got to find a good web guy

So every meeting we would have would result in me having to find another vendor to pay another $8,000 to build the website, $4,000 to make the video, $5,000 to do… So every time you give a recommendation, it would lead to another cost. Can you maybe explain the value of having a flat monthly fee? Yeah, I don’t have to ever worry about it. Like, I know if I need the website updated, it’s a text away. I know if I’m having trouble with an employee, it’s a text away. I know if I have need financial advice, it’s a text away. And again, we meet every single week and all our questions are answered and we’re held

accountable to what we need to be held accountable for. So it really works for us. Jenny and Mike, thank you guys for your time so much. I really do value your time. I appreciate you guys being here today. And on part two of today’s show, we’re going to tee up another success story because we

want people to know it is possible despite the financial jackassery plaguing our nation right now, it is possible to become successful and you guys are a living example of it. Thank you guys for bringing your baby on the show. We’ll talk to you soon. Bye.

Thank you. Hey, this is Dr. Jay Schroeder from Health vs Chiropractic here in Franklin, just outside of Nashville and just wanted to record kind of my experience with Thrive over the last 16 months I think it’s been, almost 18 months with these guys.

They have really helped me turn my clinic around, my clinics around. I came to Thrive in February of 17. I can say 16 months later, I don’t know where we would have been without these guys, but I know where we’re at now. We’ve got systems in place that make the practices

no longer reliant on me being there for them to be successful. That was a huge goal of mine when I first talked to them. We’re working towards our financial goals. We’ll be there probably within six months. And my stress level has gone down. I’ll be going on vacation next week, not worrying a bit about what’s happening with my two practices

because I know the systems that we put in place is going to make them run as if I was there. So I don’t know what else to say but thank you guys. I love, I look forward to my weekly coaching calls and it’s always something that I get out of those that I can plug in or talk to an employee. It’s just the 2%.

They talk about 2% all the time. You’ve got to improve by 2%. You can’t do it all at once, but that 2% over the last 16 to 18 months has made a huge difference for my life, my family, our practices, and again, just the stress level that we were at compared to now has been life-changing. So thanks guys, really appreciate all you do and look forward to the next 16 to 18 months

and beyond. Thanks. Hey, I just wanted to take a minute to talk about Thrive. 18 months and beyond. stuck and just needed something to light my creative juices and a friend of mine recommended I go check them out and I did and certainly nothing short of amazing that just that weekend seminar as far as what it did for me but based on that I wanted to I wanted to learn more about what they could do to help me

and there’s no doubt without their help I don’t know if I would have got where I want to go and even to the point where I am now. If you are someone who’s looking to start a business or expand your current business I highly recommend you give these guys a look as they will at least give you an idea of what it’s going to take to get you from where you are now to where you want to go in the future.

I’m a guy with big vision and I just didn’t quite know how to get from point A to point B and they’re certainly helping me get to that point down the road. If you look at this board behind you, this is all stuff that they’ve made me think about, if you will. So, yeah, give them a look.

I think it’ll be well worth your time. The first time that I ever met you, Clay, was at that first conference in Tulsa, and that was an incredible conference. And I was so impressed with just the whole thing, just the professionalism, you as a person, your business, your work ethic, and really just who you are. And I was very impressed with all of that.

And I thought, gosh, you know, this might be someone that I would really consider working with. Like maybe he could really help me. And that’s really what got me interested because I was so impressed with just the professionalism of all of it. And I learned a lot. I come about once a year to a business conference and I’d like to come more but every year I try to come with my marketing girl with me and we

always learn something. We always learn something and I’m I think next year I’m gonna bring my husband because he really needs to come too. Okay, Thrive Nation, on today’s show I wanted to share with you a story about a good person who’s growing a good business by treating their customers the way they want to be treated. She’s a long time client. We’re honored to serve her and help her grow her business and I want you to hear a great success story. So that being said, Dr. Stephanie, welcome onto the

Thrive Time Show. How are you? Hi, I’m doing great. Thank you so much, Clay. Well, first off, I’m going to pull up your website. So tell all the listeners what’s the name of your website so we can verify that you are in fact a real orthodontist. Okay my website is smileshollywood.com. Okay smileshollywood.com. Yes I’m going to pull this up real quick here and as I pull this up I’m going to ask you a little bit about your your background because you’re doing really well you’re based in McKinney, Texas. When did you have that vision to become an

orthodontist? Like what age were you where you thought, you know what, I want to become an orthodontist? Well, that had to have been when I was visiting my own orthodontist, Dr. Jim Bolli, who’s retired now, but was an awesome, great orthodontist and one of the greats really. But what’s funny is that I actually wanted to be a medical doctor first and I used to go into his office and he’d say, Stephanie, you don’t want to be a medical doctor. You want to be an orthodontist.

And I said, no, I don’t, Dr. Bolli, why are you saying that? And he started telling me all of the great things about dentistry and why it’s so great because you don’t have to deal with people dying on you. You don’t have to deal with sick people. You get to make people look amazing and beautiful by straightening their teeth and you leave with happy patients. And you know, he talked me into it and I thought, that sounds like a great job. So that’s really how I became an orthodontist.

And you’re in McKinney, Texas, right? So how long have you been an orthodontist in McKinney, Texas? So I’ve been an orthodontist for 26 years. 26 years? Practicing in McKinney, Texas. So I’ve been an orthodontist for 26 years, practicing in McKinney. And when you went to medical school, what percentage of the time in medical school or dentistry school, dental school,

did they spend teaching you how to market and or grow your own practice? Absolutely zero. Zero? Zero marketing skills. Okay, okay.

And so one of the great things that I love about working with you is, you know, we get to help you grow your business, but you know, you get to be more of who you are. I mean, you get to help more patients and help more people create great smiles. And then we get to do some of the you are. I mean, you get to help more patients and help more people create great smiles.

And then we get to do some of the nitty gritty stuff that maybe isn’t your highest and best use. And so I wanted to focus on some of the things we’ve been able to accomplish together over these few years here. First off, from a branding perspective,

I really do feel like your website is first class. From what I talked to Andrew, the coach who works with you, I’m always hearing that more and more patients are coming in from Google. Could you talk about that? How much of an impact does it have having maybe a rebranded or updated website and Google leads coming in? It has had a huge difference. Absolutely huge difference in our patient load coming in. And you know, before I really wasn’t tracking really well. And that’s one of the things I learned from Thrive Time Business was how to track patients

coming in, how to really, how to see where they’re coming from. And at the time, I really didn’t know much about Google. And, you know, being an orthodontist for 26 years, I didn’t really know a lot of I kind of went through a time where I went through shock. It was really what I call culture shock, because the old ways of marketing were not working anymore.

And because I really didn’t know about online marketing, I really didn’t. I was still doing, you know, phone book ads and magazine ads and all of these things. And so Thrive Time has really helped. I started out with 97 reviews. Now we have almost 600 reviews. And it takes a long time to get those reviews

and you have to really work diligently. And Andrew was amazing. My coach, he’s fantastic. Really, really had to prod me sometimes because sometimes I was like an old mule and just stuck my feet in and said, no, I don’t want to do that.

And he said, trust me, it works. And I just kept going and he kept pushing. And I tell you what, it’s really working. We’re getting a lot of patients from Google and it’s fantastic. Now as far as gathering patients from the Google search results, there’s a couple of things that have to happen.

I mean, one, you’ve got to have the most content. There’s four variables. One, you have to have the most original HTML content or text. Second, you have to have the most objective reviews from real customers. Third, your website has to be in constant mobile compliance where we’re updating the website to meet

the current updated guidelines of the ever-evolving internet. And then we’ve got to make sure your website is canonically compliant, where it basically follows all Google’s rules. How much has that helped your peace of mind, knowing that you have a team that’s helping you update your website every month

and that you don’t have to do that. It is a huge relief, an absolute huge relief, because I know that these things are being done. The SEO is being done properly. The backwriting under the website is being done properly and increasing and we’re relevant every single day. We’re relevant

because I know these things are happening. And before I actually was trying to do some of these things on my own and you know I’m not the best writer and then I realized why am I doing this myself because honestly I don’t have the time and so it’s really a great relief to know that these things are being done and that they’re working. And I saw, when I first started with Thrive Time,

I was probably 11 or 12. I was working with an SEO company at the time, and I was probably coming up 11 or 12, which is really the second page when somebody brings you up on the computer. But now I’m at two, I’m at three, I’m at four,

depending on the keywords. So I am more happy. And again, if we do a search for orthodontist in McKinney, Texas, we can find you right there in the top three. Also, after you move past the three pack or the top three there, we can find you right there in the top three. Also, after you move past the three-pack or the top three there,

we can also find your site in the search results. And again, it’s not a result of luck. It’s not a result of some sort of woo-woo plan. It’s specific, actionable processes. The next thing I want to talk about is just overall lead tracking and Dream 100 marketing. I think a lot of times people, not you, but other people, entrepreneurs, none of our listeners,

we might market based on feel. So if we feel like we’re not getting enough leads, we might feel the need to go market. And if we feel like we’re overwhelmed with leads, we might feel the need to not market. But one of the things that we try to teach to our wonderful clients like yourself is the importance of implementing a consistent and implementable plan, a consistent and practical plan. Could you talk about the importance of tracking your leads,

and then also just consistently doing those marketing systems like the Dream 100 that do this route? So the Dream 100 has really been a great addition. We were doing something similar to that, but really not with the concerted effort and doing it on a regular basis. We were kind of doing it a little more haphazardly.

And I really have noticed a difference because when you are visiting dentist’s office and you’re developing a relationship with them and they are seeing you on a regular basis every week or every two weeks, the staff starts to remember you.

And so, you never know, a patient may come in tomorrow and you just drop by their office with a goodie today, and then they are going to think of you whenever it’s time to refer for an orthodontist. And that’s really made a big, big change in our practice too.

And we track every single one of those. So we know how many Dr. X sent over and we know how many Dr. Y sent over. So we know our top referrers and we know the ones that we need to kind of get to know better

and help them send to us too. There’s somebody watching this right now who’s a doctor, a dentist, a lawyer, and they’re going, I don’t know if the Dream 100 works. What do you say to that person who’s sitting down with you right now and they go, you know, I just don’t know if that works. I say it definitely works.

And you definitely do have to get out and meet the dentist yourself at least one time. Even if you just, some of the dentists I couldn’t actually just go meet, you know, to have lunch, they didn’t have lunches. So I just actually went by the office myself.

I took a little goodie with me, you know, a muffin or something. And I’d go by maybe right before lunch and just introduce myself. And then when my gal would come by every week or every other week to deliver things to their office,

they at least knew who I was. I had introduced myself, and we found that we started getting patients that way. So it definitely helps. Now, next thing I wanna talk about is hiring. And I don’t know if you’ve ever felt like this,

I’m sure you haven’t, it’s probably just me. But whenever you have a garden that you plant, I’ll pull up a picture of a garden so we can all picture it in our minds. Whenever you plant a garden, there’s probably some initial excitement.

You go, you know what? I’m going to plant these tomatoes. I’m going to do it. I’m going to get after it. This is my year. I’m going to get the garden going.

I’m excited. I’m going organic. Let’s go. Well, what happens is, is over time people stop pulling the weeds, they stop tending to the garden, and over time the garden becomes like an overgrown monster garden. The garden starts to become something that looks like a mistake, something that looks like uh-oh, something where your neighbors say

are you gonna mow that thing? And it it gets bad and the same thing is true with employees If you have a team of people that work for you on your payroll and you’re a business owner It turns out that the average American today for whatever reason I’m gonna pull some stats here. So people don’t think I’m crazy the US Chamber.S. Chamber reports that 75% of employees steal from the workplace. What? That’s the U.S. Chamber reporting that 75% of employees steal from the workplace. And you might say, really? Yeah. And 85% of employees, 85% of employees lie on resumes,

meaning that they just make up some statistic on their, they throw it on their resumes. 85% of employees lie on resumes, meaning that they just make up some statistic on their, they throw it on their resumes and 85% of employees are again are lying on their resumes. I’m pulling this up here, folks, but there are, there’s a certain group of employees that they just lie on their resumes called 85% of job applicants lie on their resumes and 75% of employees steal from the workplace. So in your business, you have a great staff and you want to keep it

that way. So you can’t hire the thieves. You can’t hire people that lie on their resumes. So that 85% of the population that lies on the resumes, they can’t work for you. And that 75% of the population that steals from the resumes, they can’t work for you. And that 75% of the population that steals from the workplace, they can’t work for you either because you want to wow your customers. Can you talk about embracing the processes

that we teach of the ongoing hiring processes and just always recruiting new people? Absolutely. So we have taken on really the task of making sure that we have every single day and at any one time there is going to be an ad out there for any position in our office. And you know occasionally we’ll have somebody come in and we’ll have them you know just do a little affidavit or something. And what’s really interesting is that even my employees even when I’m not asked I’m not needing someone my employees will be like

why are we having somebody come in do do a working interview, you know, and everybody gets really nervous, but it actually also helps them get on their best behavior again. So, uh, but it’s like, if you always have someone waiting in the wings, then should you have someone that drops off? Maybe their husband gets transferred and they’re a wonderful employee, but it’s just now they have to move

and now you’ve got someone that you can hire. Or if you have someone that’s like what happened in my office where, you know, it was a inventory day and doctors weren’t there and she decided to go work out and hang out with her boyfriend for five hours

and then forgot to clock out, you know? So that’s called stealing. Yeah, and I, you know, and recently, and these are just real examples I’m sharing with people. I’ve had some of my really, really nice employees, two of them decided to have a baby and start a family.

And so I’m not going to hold an employee hostage. I’m not mad that they decided to move on, but you get to a place where if you’re not careful, folks, you’re gonna find yourself in a kind of a defensive posture where you’re not gonna be able to cover the appointments, the obligations, the customers

that are reaching out to you. So if you’re out there today Hiring has got to be a process and not an event So again, just recapping the branding the marketing the search engine optimization the hiring the tracking I want to talk about retargeting ads retargeting ads whenever somebody goes to your website We’ve got to have ads that follow people around the internet so that way people constantly see Smiles Hollywood, Smiles Hollywood, Smiles Hollywood, and that creates

top of mind awareness. Can you talk about how important it is for you to know that you have a team of people thinking about those kind of things so So again, you don’t have to. Absolutely. And I think just being a Thrivetime customer really makes you feel like you’re taking care of in so many different areas because I didn’t even know what those ads were when I first became a client. I didn’t even know. I remember thinking, I wonder how you get to have an ad when you’re when you’re going to your bank account and then all of a sudden this thing pops up, you know,

for some brand of sunglasses that you were just looking at. I thought, how do you get those ads, you know, how do you even find out about them? And so these are the ads that you guys fix this up with and they’re fantastic. And I do know that they do bring in patients. Now, coaching is an ongoing process. Every week, Andrew meets with you every week. And this might sound shocking for folks out there, but every single morning, our coaches have to meet with me at six in the morning. And

I asked them every morning, I say, how’s your client doing and I go over all 160 clients it’s a real thing I go over 40 clients every single day I go over the checklist of all 40 clients every day and we do that for you do every single morning so every week we review the files of all 160 clients to make sure you guys are thriving, you’re growing, you’re not backsliding, everyone’s doing well. Could you talk about the importance of having somebody

who A, helps you track, but also kind of pushes you to be your best? Well, that has been a lifesaver because honestly, well, I kind of learned it on myself because Andrew was good about pushing me and he would say,

okay, well, did you meet with your staff about this or that? And I said, oh yeah, I didn’t quite do that. And so he was really good about reminding me that I needed to meet with my staff once a week or once a day, whatever it was, depending on the item.

But I found like, for instance, with my front desk girl, she was fantastic, but she was supposed to be following up on leads. She was supposed to have a lead list. And so every week I would call her and say, hey, how’s that lead list?

And I would actually have Andrew on the phone with me. And we would talk and she kind of would say, hey, how’s that lead list? And I would actually have Andrew on the phone with me and we would talk and she kind of would say, oh yeah, yeah, they’re good. And then finally, I think she got it. She realized I need a list. And so I think she realized Dr. Christ

is going to ask me every week and I better get organized here. And so she actually came up with her own lead list in her own little system, which was fantastic by the way, and it’s helped us tremendously at the front desk. And anytime we go over the lead list, because I have several, I have about three employees that have lead lists, different kinds of lead lists, and she is fantastic.

I never have to worry about her lead list. The other two I have to check theirs but and that’s the thing is I think you start to really hold your employees accountable and Andrew helps hold me accountable and make sure that I’m doing everything I’m supposed to be doing because let’s face it, life gets busy, you know? And I mean, I’m a mom and I’m a wife and I have all kinds of other things going on too.

And so I want to have a thriving business, but you have to put the work into your business. And it’s nice to have someone there prodding me along when I get lazy. Now you’re one of these wonderful folks where most of our clients,

they actually come to the workshops, they also do coaching. And so you’re somebody who’s been to the conferences, you do the weekly coaching, you’ve seen the whole experience. I guess, you know,

some people describe our coaching system as life-changing or they focus on the numbers. How would you describe how the one-on-one coaching in conjunction with the conferences has impacted maybe you and or your business? Well, the first time that I ever met you, Clay,

was at that first conference in Tulsa. And that was an incredible conference. And I was so impressed with just the whole thing, just the professionalism, you as a person, your business, your work ethic, and really just who you are. And I was very impressed with all of that. And I thought, gosh, you know, this might be someone that I would

really consider working with, like maybe he could really help me. And that’s really what got me interested because I was so impressed with just the professionalism of all of it. And I learned a lot. I come about once a year to a business conference and I’d like to come more but every year I try to come with my marketing girl with me and we always learn something we always learn something and I’m I think next year I’m gonna bring my husband because he really

needs to come too and he’s been he’s been going along with this with me and he’s thinking wow this is really working for you. Maybe I need to come. So we’ve loved it. So if somebody is watching right now, they’re on the website. They go to thrivetimeshow.com. They’re thinking about scheduling a free consultation

or they’re thinking about coming to a workshop. What do you say to somebody out there that’s on the fence thinking about coming to a conference and or scheduling a free 13-point assessment? Well, I say absolutely do it. Absolutely do it. And I will say that it’s a process. It doesn’t happen overnight, but if you stay the course, you’re going to see results, because I’m absolutely convinced.

Dr. Christ, thank you for allowing us to take up some of your valuable time today. I really do appreciate you, and I can’t wait to see you in person here soon. All right. Thanks so much, Clay. Ladies and gentlemen, a lot of people talk about having success. A lot of people want to have success, but you know There’s a proven path to achieve success and about four years ago

I had the opportunity to connect with somebody by the name of dr. Mark Sherwood my good friend Aaron Antis Swore by the results of dr. Sherwood my good friend pastor Craig Hagan swore by the results of dr Sherwood and we had good friend, Pastor Craig Hagan, swore by the results of Dr. Sherwood. And we had a chance to team up. And it’s been an honor to team up with his practice and to help him grow his medical practice. And if you’re out there today and you

want to grow your business, on today’s show, we’re going to talk about growing your business and what happens when you diligently implement a proven plan. And here to talk about it is Dr. Sherwood. Welcome to the Thrive Time Show. How are you, sir? Yeah, I’m doing well, Clay. Thanks for having me. And it has been an honor, hasn’t it? What a ride and what a journey it’s been.

Now, without getting into the specific financial numbers, you and I were talking offline, and I believe since you and I first talked on the phone today, I believe you’re about seven times larger. Is that an accurate number? Am I getting that number wrong in some capacity? No, it’s at least seven, closer to eight.

Yeah. And that’s, so many people talk about growing their business by 2% or 5% or 12% I want to give people some real facts here. We’re gonna go here to Inc I’m gonna do a search right now on Google I want everyone to do it with me assume I’m making this up Inc magazine reports that 96% of businesses Fail that’s according to Inc magazine. That’s not ClayClark.com.

96 percent. Now, if you go to usdebtclock.com, which is, by the way, a great way to get depressed. If you go to usdebtclock.org, you’ll see that in America today we only have 9 million, 9.3 million self-employed people and a country of 336 million. So just, if even 10% of our country was self-employed, that would be 36 million self-employed people. But we only have 9 million self-employed people.

So we’re talking about, it’s like less than 3% of our population is even self-employed to begin with. And so if less than 3% of our population is even self-employed to begin with. And so if less than 3% of our population is self-employed and 96% of businesses fail, by default, folks, you’ve got, you know, I mean, it’s a very, very small percentage chance of being successful by default.

And so what I want to focus on is implementing a proven path and a proven system. So step number one, since you and I have connected, I didn’t teach this to you, but you do it. You diligently implement a plan. Can you talk about that?

Because every week, you and I, we connect every week. In this case, there’s a plan that you do, and I won’t get into all the details, but you do it every single week. You do it in the gym, you do it in your business. Talk about implementing a proven routine every day. Well, I think the end of the story of a routine is it produces predictability and and so I look at it like this, you know good habits done consistently over time

provides reliability Which gives you consistency Which gives you faithfulness which gives you Now, trust is a big deal. Does that trust mean you trust yourself? I hope so. Does it trust mean that your customers

or clientele trust you? They do, because it’s predictable. The thing that people can’t stand, Clay, is unpredictability or chaos or just anxiety that’s driven in businesses. So we facilitate that culture from the top down the bottom up and as you mentioned every day I get up and I’m very routine

and so are you. You know, we started working together. I remember you telling me you get up at three o’clock in the morning blah blah blah blah blah and I did you know I probably like about an hour after you boom boom but it’s very predictable. People know where we are, what we’re going to do, what we’re about and it creates an expectation and I think that among other things has been a key element to experiencing, you know, the 800% growth we’ve had,

which is, to me, it wasn’t that hard because it’s a process that works. Now, next question I want to ask you is focus on what you need to do, but then say no to the things you don’t need to do. Again, you have to say no to grow. So yes, you’re diligent and you’re consistent, but you’re also saying no to grow. And now there are billboards, there are magazines,

there are yellow pages. Yes, there are still a few yellow pages. There are billboards, there’s magazines, there’s local cable TV. There are so many different ways that you could be marketing your business, but you’ve had to say no to grow. You’ve had to focus on, and you and your wife,

you guys do books, you do documentaries, you do podcast interviews. You have a proven path, a proven trajectory that you’re on, but you do have to say no to grow. And sometimes you have to say no to good things in order to say yes to great things. Can you talk about the importance of saying no to grow? Yeah, specifically in our job, what we do, which is a wellness-based optimization of

health practice. The bottom line is I run everything through that filter. Our filter is, does it bring healing to the person? Does it bring betterment to the person? And there’s all kinds of procedures, gizmos, gadgets, and whatnot out here that we could get involved in. But I always look at it from this standpoint. It’s got to run through that filter and it’s got to pass the test. Is

it going to take us more time? Is it going to take us more labor? What’s the expense of it going to be originally? And what’s it going to take for us to recoup the expense if any? And so I run into that filter every single time and if it doesn’t hash out it may be a good thing but it’s not a good thing for us. And people don’t understand that but sometimes the greatest answer is no because it’s not a good thing for us. And people don’t understand that. But sometimes the greatest answer is no, because it’s a no that protects you from getting hurt.

And you mentioned all the advertising mess out there. Clay, we’ve been approached by, as you know, many, many people to advertise in all kinds of markets. But if you don’t know what kind of person that you’re after, what is your target demographic? Then you can’t just throw spit balls out there

at the different sources because you will waste your time and money. And again, in that area, advertising, know to grow is critical. Now, the next area I want to focus on is having a linear workflow, or a mapped out workflow,

or a written down process. So many business owners don’t have a written down process. So let me just give people an example. I’m going to go up to my website, then I’ll go to your website so people can see this. Very predictable. If people go to your website so people can see this. Very predictable.

If people go to thrivetimeshow.com, which by the way, folks, we have about five to 10 people a day that often reach out looking for help growing their company. Now I only take on 160 clients. That’s not a spiritual number.

That’s not a reason I don’t do that for any spiritual reason. It’s just, I have found that with my team, I like to not have more than 160 clients so that I can meet all my clients. And those clients, they schedule a free consultation.

And in order to do that, I have a kind of a call screener that sets up an appointment. They hop on the phone. They find out if they’re a good fit for a free consultation, then my team books the free consultation for me. And because our average client is with us for six years or longer, if you do the math, we have an opening for a new client about every month or so.

So if you look at TWA photos, this is one of my longtime clients based in Chicago. Him, and we’re gonna hear his success story on part two of today’s show. He reached out, he filled out the form. A member of my team called Tim to see if he was a good fit. I then coached Tim on the first call, found out he’s a good fit, did my assessment, found out he’s a good fit. I then coached Tim on the first call, found out he’s a good fit, did my

assessment, found out he’s a good fit, coached him through what we’re gonna do, laid out the proven plan. True story, and you’re gonna hear it on part two of today’s show. Tim went on to build a very, very successful company and he sold his business. Well, when he sold his business for a big-time exit, guess what that did? That created an opening for another client. And so the process we have over and over and over is you go to thrifttimeshow.com, you

can schedule a free consultation. My call screener vets that person to see if they’re a good fit. If they are a good fit, they do an onboarding with myself. Also we have conference tickets. We do a conference every two months. And I’ve been doing this since 2005. So since 2005, I’ve been essentially doing the same process over and over and over.

That’s why when you click on testimonials, you will literally see thousands of client success stories. Just thousands. Not 100, not fifty, but thousands. I want to see if you can walk us through what does the workflow look like when people go to Sherwood.tv? What does that work look like? It’s fascinating and again you know you and I just kind of hit it off because we think the same way.

So we have an opportunity, people visit our website and we get hundreds of visitors every day and people can fill out a little questionnaire. It’s like a health assessment question, it’s free. And they get put through a series of funnel emails to sort of qualify what they want to do. And it sort of kind of vets them at the outset. But if they want to work with us,

just like yourself, we have a free webinar that they can go to. At that point, after attending the webinar, Clay, they then have the opportunity at that point to schedule a one-on-one assessment intake appointment with my wife and myself. At that appointment, we determine whether or not they’re a good fit. If they’re a good fit, we develop a plan for those and execute the same plan with the same form that’s more personalized for their their their lives much like you personalize that plan with

the same general processes for that business. We personalize that plan of the same general processes for their life. Now when people work with me with my business and I’m not a medical business I have a proven process and a proven system. And so when people go and they go to thrivetimeshow.com and they look at the different success stories, we have companies like oxyfresh.com.

We’ve helped them to grow now to 570 locations, 570. And I could go on just listing examples all day. We take companies like Shaw Homes, help them grow from 15 million to $150 million of revenue. And we just have so many success stories. It truly is epic. And that’s why my parent company

is called Make Your Life Epic. That is what we do, Make Your Life Epic. Dr. Sherwood, I would say what he does is very analogous to what we do for business, he does for your body epic. Dr. Sherwood, I would say what he does is very analogous to what we do for business he does for your body. And so again I believe what he does, Dr. Sherwood, Sherwood.tv, what he does for your body is very analogous to what we do for business. We guide people down a

proven path and we actually tell people before they decide to become a client what the path is. We tell people this is what we’re going to do to get you from where you are to where you want to be. Now I know a lot of people, I would say specifically three people that I see on a weekly basis who have lost over 40 pounds since going to Sherwood.tv. So three people that I see on a weekly basis have lost over 40 pounds as a result of going to Sherwood.tv,

learning about the protocols you offer, and then following those. You tell people in advance what the protocol is gonna be. That’s very different from a lot of other medical programs that kind of hide the program or the protocol from the potential customer, from the potential patient.

They hide it, and they say, once you sign up, then we’ll teach you the protocol. Why are you so transparent with teaching people what your protocol is going to be before they become a patient? I think it produces trustworthiness, Clay, because a lot of times, with what we do, transparency is key because my wife and I do it too. And again, I’m not knocking anybody else.

I just know that what you just said is very true. It is analogous to you making someone’s company greater. I want to see their lives get greater. I want to optimize their health, give them the biological aging process of speed that’s optimal. So they’re not aging too fast. And so we live it out, we do it, and then it’s no secret, man, there are some processes that work. And I tell them, you know,

if you’re willing to do this, this will work. And they see us doing it every day. We don’t hide our lives and we don’t shield them. We don’t do something, tell them to do something we’re not doing ourselves. So I think it’s exactly as you said. And to your point, we deal with a lot of entrepreneurs that have worked with you and do work with you.

So the interesting overlap is cool. I can think of a couple of people that we’ve worked with you and do work with you. So the interesting overlap is cool. I can think of a couple of people that we’ve worked with that also have are your clients in their business and I’ve watched their businesses explode as their personal lives explode. So the synergy there is just astounding to me as I think about that. Now I want to walk people through this again here, folks. Again, we’re trying to walk you through that.

How is it that a doctor, a medical provider, a health facility is able to grow their revenue by eight times within a period of just a few years? How is that possible when 96% of businesses are failing? One is you have to have a proven plan. Two, you have to implement that plan each and every week. And three, you have to measure what you treasure.

You just have to measure what you treasure. You have to track or it’s going to slack. And that’s true with health. And it’s true with wealth. You have to track or it’s going to slack. And that’s true with health and it’s true with wealth. You have to track or it’s going to slack. And so any area of our lives, if you’re listening right now, you talk about your

faith, your family, your finance, your fitness, your friendship, your fun, any area where we are not achieving at our optimal performance, it’s probably because we’re not measuring what we’re treasuring. It’s probably, we’re not measuring what we’re treasuring. It’s probably we’re not focusing on it. And again, I’m not attacking anybody out there. There’s somebody out there listening right now.

You are in phenomenal physical shape, and financially, you’re not in shape. There’s somebody else out there listening. You’re in great financial shape. You’re in great physical shape, but your family’s not in great shape. Somebody else out there, you say you got your family, you got your faith, you got your fitness,

you got your friendship, but you’re really, really in a bad spot in another area. So whatever we measure is what we treasure. Talk about that for a second, because you have a way of helping your patients and your clients to measure what they treasure

and to track, and I see people all the time coming into my office being excited. They’ve lost four pounds. They lost six pounds. They lost nine pounds. They lost 20. They lost 21 pounds.

They lost 27 pounds. They lost 30. They lost 40. And you see people gaining confidence every week as they begin to take this massive goal they have, and they begin to take this massive goal they have and they start to see success day after day.

Talk about measuring what you treasure. Yeah, one thing I forgot to add too in the process, we have quarterly events. I mean, and I didn’t, you know, we have those things too, which are kind of cool. That’s kind of a culmination of stuff that people can celebrate. But when we talk about measurables, we talk about this all the time, you know, physical, emotional, intellectual, spiritual, financial, the five parts of a human experience, you know, and so, and I talk to them, I don’t get

into heavy dealing with their debt, though, but I talk to them about eliminating debt and building equity, but I use that same terminology within health. I don’t want wellness debt, I want wellness equity. So in other words, if you can’t measure it, don’t do it. I never do a test unless I know what I’m asking, what questions I’m trying to get answered, and why I’m measuring it. I don’t do that.

You mentioned weight loss. We have a unique way to measure that, not just about what the scale says, but I’m measuring their body composition, Clay. I’m measuring their percent body fat. I wanna know how much muscle they’ve maintained or grown

and how much fat they’ve been able to lose. I wanna know their visceral fat level. I want to know their blood pressure. I want to know all their scores that I can find. We’ve even got tests that can score their biological aging processes and speeds and actualities.

It quantifies that into measurable components. And so we’re actually developing right now, and I haven’t got it rolled out yet, a quotient we’re going to call the FMI age, you know, and it’s going to be a little massive thing that we’re going to put together. Because, you know, I think people are aging in a way that is probably too fast, you know, and I think we can probably age better.

But to your point, I concur a thousand percent. If you can’t measure it and it’s not quantifiable, don’t do it because then it becomes a distraction. Now, I want to tap into your wisdom on this, let you kind of show off what you do a little bit here. You know, one of my wonderful clients is called Kola Fitness, Kola Fitness. I want to tap into your wisdom on this, let you kind of show off what you do a little bit here.

One of my wonderful clients is called Koloff Fitness. Koloff Fitness and Charles Koloff started out doing personal training. He started out doing personal training. And on part two of today’s show, folks, you’re going to hear his success story too.

So you’re going to hear the success story of TWA Photos. You’re going to hear the success story of TWA Photos. You’re going to hear the success story of Kola Fitness. He started out doing personal training. And then he decided, you know what, I want to open up a gym. And then he said, you know what, I want to open up a second gym. And that’s where we met him, is as he was scaling the business.

And so what he does when people want to lose weight, I’ll tell you his secret. He tells them, here’s the deal. I need you to not eat wheat, no sweets, and no alcohol. And people are like, what? He’s like, no wheat, no sweets, no alcohol. We’ll see you three days a week working out. And he starts that process. He starts small, no wheat, no sweets, no alcohol, three days a week working out. And he starts that process, he starts small, no wheat, no sweets, no alcohol, three days a week working out. And over time they start to add maybe

more detail to it, more supplementation, more detail, maybe more vigorousness to it. But they start off with no wheat, no sweets, no alcohol, three days a week working out. And then they start to build on that foundation. I want to get your, just for anybody out there that’s thinking about becoming a Surewood.tv patient or client, and they’re maybe concerned about what’s going to be required of them, what sort of life changes need to be made in the lives of people that, you know, are

thinking about implementing the Sherwood path. And I know there’s a lot of details, a lot of research that you do into each and every patient, but what are a couple of practical steps that every single one of your patients has to implement right away?

Well, I appreciate, you know, I know Charles is one of the great people by the way, and I concur with what he said. That’s a great start for anybody right there. So at least take that. I think for us, our advice would be simply put, if it’s real food, eat it, don’t diet. If it’s an original package, it’s fine. If you can imagine it being in that package in the Garden of Eden, it’s fine. So I tell people typically to stay away, it’s gonna sound crazy, anything the government subsidizes, don’t do it. That’s kind of what I tell them with food and then people can go, oh yeah, I get that because the government subsidizes

wheat, corn, soy, dairy, and that kind of mess, you know. So I tell them stay away from that. Then I tell them that every day I want you to try to get, you know, somewhere between about seven hours, give or take, is probably if you can get that much. And then I tell them every day that you don’t move

is a day you’re dead. So I want them to move more, sit less. The days you don’t move are the day that you don’t move is a day you’re dead. So I want them to move more, sit less. The days you don’t move are the day that you are going to be in the rigor mortis. So I make sure I tell them that. And then I want them to have the last little bit. Speak life over self, man. Don’t speak death over self. Because many times people can walk themselves into a process of oblivion

by talking themselves into death every day saying they can’t do it. Now for anybody out there that hasn’t worked with us, I mean you and I have had the opportunity to work together faithfully each and every week now for years. What would you say the impact has been on your business, working with us, you and I working together, for anybody out there who’s maybe thinking about working with us or becoming a client of ours?

Well, without question, people need guidance today, Clay. It’s like a ship without a rudder. You know, you represent the rudder. You can teach them how to drive, but you also shift that boat in the right direction. And I would recommend people do connect with you because you will do a good job.

It will be consistent. It will be predictable. And if people just copy these habits, no matter what business you’re in, you can adapt them to the business, the habits work, and you will see a good return on that investment. And it will exponentially grow. And then the last thing I’ll say with that, when you connect with Clay Clark, you need to set

your bar high, he will not let you set that bar low, because he’s going to stretch you, he’s going to push you and he’s going to get the on a set like this, he will people pull the potential out of you and get you believing again, in a good way. So highly recommend it. I just, it’s working with you has been an honor.

It’s a true win-win for anybody out there that’s looking for health optimization, check it out at surewood.tv, surewood.tv. And again, what you do is so analogous for health to what we do for wealth. And so for anybody out there, if you’re

looking to optimize your health, check out Sherwood.tv. Sherwood.tv. Dr. Sherwood, thank you so much. And again, for anybody out there that doesn’t know the story here, which should be everybody, you and I were just talking offline the other day.

And you were saying, hey, you know, Clay, I just wanted you to know, you know, since you and I first connected, we’re up, you know, eight times, and I just thought, well, man, you know, there’s so much discouragement in the world we live in. We need to document this and get this on camera. So thank you for keeping us updated, sir. I can’t wait to have you on the show next week. You’re welcome. Thanks for having me as always. Clay Clark is here somewhere.

Where’s my buddy Clay? Clay, where are you? Clay. Clay. Clay. Clay’s the greatest.

I met his goats today. I met his dogs. I met his chickens. I saw his compound. He’s like the greatest guy. I ran from his goats his chickens his dogs

So this guy’s like the greatest marketer you’ve ever seen right his entire life clay Clark his entire life is is marketing Okay, Aaron Antis on March 6th and 7th March 6th and 7th. Guess who’s coming to Tulsa, Russia? Oh Santa Claus no, no, that’s March March 6th. Oh,’re going to be joined by Robert Kiyosaki. Robert Kiyosaki. Best-selling author of Rich Dad, Poor Dad. Probably the best-selling, or one of the best-selling, business authors of all time.

And he’s going to be joined with Eric Trump. He’ll be joined by Eric Trump. Eric Trump and Robert Kiyosaki in the same place. In the same place. Aaron, why should everybody show up to hear Robert Kiyosaki?

Well, you got billions of dollars of business experience between those two, not to mention many, many, many millions of books have been sold. Many many millionaires have been made from the books that have been sold by Robert Kiyosaki. I happen to be one of them. I learned from the man. He was the inspiration. That book was the inspiration for me to get the

entrepreneurial spirit as many other people. Now since you won’t brag on yourself, I will. You’ve sold billions of dollars of houses, am I correct? That is true. And the book that kick-started it all for you, Rich Dad Pornhub, the best-selling author of Rich Dad Pornhub, Robert Kiyosaki, the guy that kick-started your career,

he’s gonna be here. He’s gonna be here. I’m pumped. And now Eric Trump, people don’t know this, but the Trump Organization has thousands of employees. There’s not 50 employees.

The Trump Organization, again, most people don’t know this, but the Trump Organization has thousands of employees. And while Donald J. Trump was the 45th president of these United States and soon to be the 47th president of these United States He needed someone to run the companies for him. And so the man that runs the Trump Organization For Donald J. Trump as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump It’s Eric Trump is here to talk about time management, promoting from within,

marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean everything that you see the Trump hotels, the Trump golf courses, all their products, the man who manages billions of dollars of real estate and thousands of employees is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint. I mean who else has

been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind the business for the last, pretty much since 2015. He’s been the man behind it. So you’re talking, we’re into nine going into 10 years of him running it. And we get to tap into that knowledge. That’s going to be amazing.

Now think about this for a second. You know, would you buy a ticket just to see Robert Kiyosaki and Eric Trump? Of course you would. Of course you would. But we’re also going to be joined by Sean Baker. This is the best-selling author, the guy who invented the carnivore diet. Oh yeah. Dr. Sean Baker. He’s been on Joe Rogan multiple times. He’s going to be joining us. So you’ve got Robert Kiyosaki, the best-selling author of Rich Dad, Poor Dad, Eric Trump, Sean Baker. The lineup continues to grow, and this is how we do our tickets here at the Thrive Time Show.

If you want to get a VIP ticket, you can absolutely do it. It’s $500 for a VIP ticket. We’ve always done it that way. Now if you want to take a general admission ticket, it’s $250 or whatever price you want to pay. And the reason why I do that and the reason why we do that is because we want to make our events affordable for everybody. I grew up without money. I totally understand what it’s like to be in a tight spot. So if you want to attend, it’s $250 or whatever price you want to pay. That’s how I do it. And it’s $250 or whatever price you want to pay that’s how I do it and it’s $500 for

a VIP ticket now we only have limited seating here with them the most people we’ve ever had in this building was for the Jim Brewer presentation Jim Brewer came here that the legendary comedian Jim Brewer came to Tulsa and we had 419 people that were here 4 419 people. Yeah. And I thought to myself, there’s no more room. I felt kind of bad that a couple people had VIP seats in the men’s restroom.

Oh, no, I’m just kidding. But I felt, so I thought, you know what, we should probably add on. So we’re adding on what we call the upper deck or the top shelf. So the seats are very close to the presenters but we’re actually building right now we’re adding on to the facility to make room to accommodate another 30 attendees or more.

So again if you want to get tickets for this event all you have to do is go to ThriveTimeShow.com, go to ThriveTimeShow.com, when you go to ThriveTimeShow.com you’ll go do is go to thrive timeshow.com go to thrive timeshow.com when you go to thrive timeshow.com you’ll go there you’ll request a ticket boom or if you want to text me if you want a little bit faster service you say i want you to call me right now i just texted my number that’s my cell phone number my personal cell phone number we’ll keep that private between you between you me everybody won’t get that private between you, between you, me, everybody. We’ll keep that private.

And anybody, don’t share that with anybody except for everybody. That’s my private cell phone number. It’s 918-851-0102. 918-851-0102. I know we have a lot of Spanish-speaking people that attend these conferences. And so to be bilingually sensitive, my cell phone number is 918-851-0102.

That’s not actually bilingual, that’s just saying Juan for a Juan, it’s not the same thing. I think you’re attacking me. Now let’s talk about this, what kind of stuff will you learn at the Thrive Time Show workshop? So Aaron you’ve been to many of these over the past seven, eight years. So let’s talk about it.

I’ll tee up the thing and then you tell me what you’re going to learn here. Okay. Okay. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh yeah. you know, I got to get my brand known out there like the Trump brand. You want to get that brand out there.

It’s like, how do I actually make people know what my business is? And make it a household name. You’re gonna learn some intricacies of how you can do that. You’re gonna learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell so we’re gonna teach you sales We’re gonna teach you search engine optimization. It’s come up top in the search engine results We’re gonna teach you how to manage how to manage people Aaron you you I mean you have managed to no exaggeration Hundreds of people throughout your career and thousands of contractors and most people struggle with managing people. Why does everybody have to learn

how to manage people? Well because first of all people are either have great people or you have people who suck and so it could be a challenge you know learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes, and you’re really good at selecting great ones.

And we have a process we teach about how to find great people. When you start with the people who have a great attitude, they’re teachable, they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re gonna teach you branding, marketing, sales, search engine optimization.

We’re gonna teach you accounting. We’re gonna teach you personal finance, how to manage your finance. We’re gonna teach you time management. How do you manage your time? How do you get more done during a typical day?

How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two day interactive business workshop. Now let me tell you how the format is set up here. And again folks, this is a two day interactive 15. Think about this folks,

it’s two days. Each day it starts at 7am and it goes until 5pm. So from 7am to 5pm, two days, it’s a two day interactive workshop. The way we do it is we do a 30-minute teaching session and then we break for 15 minutes for a question and answer session. So Aaron, what kind of great stuff happens during that 15-minute question and answer session after every teaching session? I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them. And you go in there and they talk in vague generalities

and they’re constantly upselling you for something, trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing and

what’s awesome about this is we literally answer every single question that any person asks and it’s very specific to what your business is and what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15-minute break to stretch and to make it entertaining when you’re stretching. And this is a true story. When you get up and stretch, you’ll be greeted by

mariachis. There’s gonna probably be alpaca here, llamas, helicopter rides, a coffee bar, a snow cone. You had a crocodile one time. That was pretty interesting. You know, I should write that down. Sorry for that one guy. We lost that one guy.

The crocodile, we duct taped its face. We duct taped a baby crocodile. Yeah, duct taped. It was a baby crocodile. Yeah, duct taped around the mouth so it didn’t bite anybody. But it was really cool passing that thing around and petting it. I should do that. We have a small petting zoo that will be assembled.

It’s going to be great. And then you’re in the company of hundreds of entrepreneurs. So there’s not a lot of people in America today. In fact, there’s less than 10 million people today, according to U.S. Debt Clock, that identify as being self-employed. So if you have a country with 350 million people, that means you have less than 3% of our population that’s even self-employed.

So you only have three out of every hundred people in America that are self-employed to begin with and when Inc magazine reports that 96% of businesses fail by default By default you have a one out of a thousand chance of succeeding in the game of business But yet the average client that you and I work with we can typically double this. I’m just no no no hyperbole No exaggeration, I

have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. And you say double? Yeah, there’s businesses that we have tripled, there’s businesses

we’ve grown 8x, there’s so many examples you can see at thrivetimeshow.com. But again, this is the most interactive best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet. And then you add to that Robert Kiyosaki, the best-selling author of Rich Dad Poor Dad. You add to that Robert Kiyosaki, the best-selling author of Rich Dad Poor Dad, you add to that Eric Trump, the man that runs the Trump organization, you add to that Sean Baker. Now you might say, but Clay is there more?

I need more! Well, okay, Tom Wheelwright is the wealth strategist for Robert Kiyosaki. So peopleist for Robert Kiyosaki. So people say, Robert Kiyosaki, who’s his financial wealth advisor? Who’s the guy who manages? Who’s his wealth strategist? His wealth strategist, Tom Wheelwright, will be here.

And you say, Clay, I still, I’m not going to get a ticket unless you give me more. Okay, fine. We’re going to serve you the same meal both days. True story. We have we cater in the food and because simple, I keep it simple. I literally bring in the same food both days for lunch.

It’s Ted Esconzito’s, an incredible Mexican restaurant that’s going to happen. And Jill Donovan, our good friend friend who is the founder of rustic cuff She started that company in her home and now she sells millions of dollars of apparel and products That’s rustic cuff comments. One says I want more. This is not enough. Give me more Okay, I’m not gonna mention their names right now because I’m working on it behind the scenes here But we’ve got one guy who’s giving me a verbal to be here

And this is a guy who’s one of the wealthiest people in Oklahoma and nobody really knows who he is Because he’s built systems that are very utilitarian that offer a lot of value He’s made a lot of money in the what’s the it’s where you rent. It’s short. It’s where you’re renting storage spaces. He’s a storage space guy. He owns this. What do you call that? The rental? The storage space storage unit. This guy owns storage units. He owns railroad cars. He owns a lot of assets that make money on a daily basis,

but they’re not like customer facing. Most people don’t know who owns the mini storage facility or most people don’t know who owns the warehouse that’s passively making money. Most people don’t know who owns the railroad cars, but this guy, he’s giving me a verbal that he will be here and we just continue to add more and more success stories so if you’re out there today and you want to change your life you want to give yourself a incredible gift you want a life-changing experience you want to learn how to start and grow a company go

to thrive timeshow.com go there right now thrive timeshow.com request a ticket for the two-day interactive event. Again the day here is March 6th and 7th. March 6th and 7th we just got confirmation. Robert Kiyosaki, best-selling author, rich dad poor dad, he’ll be here. Eric Trump, the man who leads the Trump organization. It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible.

And there’s somebody out there right now, you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. You think that’s gonna change your life? I promise you, this’ll be 10 times better than that.

Looks like I picked the wrong week. Quit smoking. Don’t do the smoke your way to thin conference. That is I’ve tried it. Don’t do it. Yeah. Chain smoking is not a viable. I mean, it is life changing. It is life changing. If you become a chain smoker, it is life changing. Best weight loss program though. Right? Not really. So if you’re looking to have life changing results in a way that won’t. You become a jade smoker and it’s life-changing. Not the best weight loss program though. Right. So if you’re looking to have life-changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow.com.

Again that’s Aaron Antis, I’m Clay Clark, reminding you and inviting you to come out to the two-day interactive Thri Time Show Workshop right here in Tulsa, Oklahoma. I promise you, it will be a life-changing experience. We can’t wait to see you right here in Tulsa, Oklahoma.

Transcribed with Cockatoo