Business | How to Lead an Effective Staff Meeting + How to Find, Train And Retain High Quality Employees (Featuring Actual Audio of Clay Clark Leading Staff Meetings + REAL Employee Testimonials)

Woo, hoo, hoo, hoo, hoo. All right. Guys, I’ve been to the mountaintop and I got something to say. I’m unveiling the new longterm profit goal. Are you guys ready for this? Drum roll, please. This is going to blow your mind. This is what we’re going to do. This is good.

30 million dollars? There’s only two of us.

We made 63,000 in gross sales last year. That’s everything.

Okay, look. I’m a visionary. What you’re witnessing right here, this is leadership. I’m looking at where we’re going to be 20, 30, 40, 50 years from now. Did Henry Fonda, when he invented the Model T, were they sitting around going, “How are we going to build this car?” No, they got their hands dirty, they grabbed the bull by the horns, and then they killed it.

Okay, so what’s the plan?

Step one, we’re going to maximize efficiency. Number two, write this down. Number two…

Step three, emulsification. Listen, you guys follow those steps, we’re going to hit our goal by the winter of 2032. What an incredible Christmas that’ll be. All right, so you guys know what you’re doing?

No.

Awesome. All right, I’m going to hit the links. Oh, Daddy likes.

To run a successful company, you’re ultimately going to need to be able to lead a group of people. And in order to lead a group of people, I would recommend that you have a weekly staff meeting where you hold people accountable, where you celebrate wins, where you discuss what needs to be discussed, where you update your team on what needs to happen this week. And again, the order or the structure for this weekly staff meeting needs to be like this. Step one, you go over the wins of the week. You always want to start off with the wins. Go over positive things that have occurred this week. And then item number two, I recommend that you go over the followup on the numbers. You want to look at the numbers and make sure that the numbers aren’t drifting. And then, you want to have some training. Now, there’s entire books written about this. There’s a book called Traction, written by Gino Wickman. It’s a great book called Traction.

There’s entire books written about how to lead a staff meeting, but the big three I would focus on is make sure you start off by going over the wins of the week, then you go over the numbers, and then you provide some training. And so what I’m going to play for you now is an audio recording from our staff meeting this week, our weekly staff meeting. Every single week, we have a staff meeting at Elephant in the Room, a meeting with our managers. So, the managers that manage the three physical stores that we have in Tulsa, and then the two locations in Oklahoma City, there has to be a staff meeting every week. So, you’re going to hear audio from our staff meeting for Elephant in the Room, Men’s Grooming Lounge. And you might hear some distractions in the background because it’s our actual staff meeting. And then, the second audio clip you’re going to hear is audio from our weekly all-staff meeting. That’s a meeting where there’s nearly 100 people in that meeting.

It’s an all-staff, it’s an opportunity for us to go over the updates of the week to celebrate those wins of the week, to look at the numbers, and then to provide some additional training. And we do this every single week. Now, what you’re not going to hear is you’re not going to hear audio of the people that are running late to the meeting, you’re not going to hear audio of the people that couldn’t make the meeting, you’re not going to hear audio of people that don’t want to be at the meeting, and you’re not going to hear audio of the daily huddles that we have. So we have a weekly staff meeting, but then we have huddles, and we have those huddles each and every day to make sure that things don’t drift. And so, without any further ado, this is not theoretically how to lead a staff meeting, this is me actually leading a staff meeting today.

Okay, let’s do it.

Oh yeah.

[inaudible 00:04:01].

All right. [inaudible 00:04:04].

Video, I will share this [inaudible 00:04:10].

Hey, let’s-

Okay.

[inaudible 00:04:13]. In front of the TV.

Yes.

Is it working?

Yes.

Nice. Printer’s fixed!

We’ve just been trying to fix that printer for months and he came in and just pushed two buttons.

That’s the move.

And then Devin, you got the letter for Broken Arrow, the video.

Yeah, it was delivered.

So the letter got delivered late last week, so, one of us can go with this.

Oh yeah.

Alrighty. Okay. And then-

All right, [inaudible 00:04:43].

Cabinet at Downtown. [inaudible 00:04:49].

Wonderful.

So yes. How’d you guys do on getting reviews?

We have a charge sheet for-

Nice!

Now, we can pull up for that. Look at that?

If you scroll down, Mana, scroll down. It’s on the agenda. The red letter, right there.

But you shouldn’t, okay. Yeah, that’s…

I love it.

All right.

It’s at least 10,000 [inaudible 00:05:17].

They’ve got nine [inaudible 00:05:17].

Nine?

Outside [inaudible 00:05:17].

Great. Okay. Awesome.

The chat system [inaudible 00:05:25].

Okay. And then so we’re giving away [inaudible 00:05:31] is that this week?

I need to get another enclosure from Randy.

Okay.

So I called him. So whenever he drops by one, we’ll give one away.

[inaudible 00:05:42].

Okay. And then, the front TV is not working, at Downtown.

Yeah, it’s just, it was frozen for a long time and then unplug it and then re-plug it back in [inaudible 00:06:02].

So you need a new TV today?

Maybe.

Let’s get that fixed.

Yes sir.

And that’s the menu screen?

[inaudible 00:06:14].

Yes. So we get that right away. When did that go out?

Thursday.

Okay, cool. Mana got that?

Yes sir.

Yes.

Okay, next.

And then Hailey is still uploading videos and then Yong got 30 reviews this week.

34.

34.

Whoa.

Bam.

Nice.

Way to go Yong. And then let’s see here. 276, and there we go. [inaudible 00:06:44] is at-

Whoa, [inaudible 00:06:47].

475.

475 baby.

[inaudible 00:06:58].

Good job, dude.

Make sure you’re added too. Yes.

[inaudible 00:07:11].

All right, and then, [inaudible 00:07:16].

They’re going.

Good.

I noticed we sold the-

What about [inaudible 00:07:23].

With you guys.

Nice.

And then, let’s go over our tracking sheet.

[inaudible 00:07:30].

All right. So 53 clients were turned away. 37 of the 50-

Why did we turn down 53? Is that-

We had two stylists quit at Broken Arrow this last week. So we had to-

Who quit or what happened?

Amanda.

Amanda quit last week. She was not a great fit anyways, so it’s better. And then-

Christy-

Christy [inaudible 00:07:49].

Christy just-

[inaudible 00:07:52].

Ghosted.

So the location that you guys have [inaudible 00:07:56].

She didn’t come to the meeting on Monday and so I kept calling her, calling her and then she didn’t show up Thursday.

Okay. And Mana, do you have other people in the interview process in the pipeline?

Yes. So I was going to have two people here today. One person doesn’t have a car, so she said she’d reapply when she has a car. And then Jeremiah, he was supposed to be here last time, so I reached back out to him and he said he’ll be here today.

Okay. All right.

Yeah, that was [inaudible 00:08:23] shops to cover those so we didn’t have much [inaudible 00:08:27].

Okay.

So I’ve been posting the same adds on Indeed. Do you want me to switch it up and change the name to see if I get more applicants?

Yeah, do whatever you need to do-

To get more people?

To get more applicants. Yes. And then when somebody applies, what you want to do Ben, is you want to call them the same day and don’t make them wait for our Monday meeting to go do a demo cut or-

You want us to have them go in before the Monday meeting?

Yeah, like the same day.

Okay.

Get ahold of them and get them in as soon possible.

The demos work better in the shop just because it’s brighter. It’s hard for them to see back here.

Okay. And then what-

And I’m not disagreeing with what Karli’s saying. I’m just saying when someone fills out the form, get them in right away.

It’s better that way.

Does that make sense?

At any shop that I have a lead at [inaudible 00:09:17].

Yes.

Okay.

But it’s just, don’t let there be a bureaucratic thing. If someone filled up the form on a Monday, be like, “Great, let’s get you in today or tomorrow. When can we get you in?” And just go with that velocity.

Today or tomorrow?

Yeah. That’s what I’ve been [inaudible 00:09:31].

All right.

Cool.

Cool. 3,700 signature calls from made. 88 calls were missed. We spent $483.10 on ads. 80 clicks, 23,904 impressions, 304 came from word of mouth, one from [inaudible 00:09:48]. 30 from [inaudible 00:09:50]. 12 from walks in, one from [inaudible 00:09:55]. One came from a report card and then 66 outbound [inaudible 00:09:59]. 22 memberships were sold, we’re at 3,469 members. We had 500-

So said person that quit, didn’t show up. Anything that led up to that?

No.

No.

We-

Typically it’s something.

Think she, it was personal stuff.

Okay.

We don’t know for sure, but she had mentioned, moving abruptly from Florida away from her husband, from divorce, and, it sounded like it was bad as in she’s trying to get away from him, but there’s no proof. That’s just speculation.

Did you mention the potential living quarters that we have available? Our safe house that’s upstairs.

I did not.

The Top Shelf.

I did not.

How un-compassionate of you.

Top Shelf?

You could have said, “We have this incredible safe zone we call the up Top Shelf.”

I will be more compassionate.

Is that up for dibs?

No. Well, it lacks privacy and, restroom facilities and showering facilities, but it’s there.

It’s lofty.

It’s lofty. Okay. All right, keep going.

[inaudible 00:11:10] Downtown’s at 2,005 reviews, South Hope is at 2,002 reviews, Broken Arrow is at 2,550 reviews, Downtown got four video reviews. I did not see any video reviews from South-

We had one review. Well, I had one.

You had one?

One?

Yes.

And then our close competitor for South went up one review, but it was just [inaudible 00:11:34].

Downtown had five video reviews.

Five. Okay.

Okay. All right.

I know.

And then Bernie [inaudible 00:11:49]. Okay. Who put this one up?

That’s Gabriel.

Okay. What’s the deal?

So basically there was a client who, his profile information was not in the system and a completely different person was booked instead, and it was just chaotic because-

Got it. Who booked him?

That was Arin. The guy before this guy, she copied his number in [inaudible 00:12:15] so she clicked the phone on there.

Okay. She knows about it?

Yeah. I talked to her.

Okay. Next.

And then this happened at the exact same time as-

What happened there?

So what happened was the gentleman was actually leaving out on Thursday.

Yep.

But he got booked on Friday. He was like, “Listen, is there anyway I get a last second on Thursday in?” And they went ahead and booked him 07:30 on Friday. Luckily Katrina had a little bit of space in there where we able to squeeze it in and absolutely killed it. We had a great cut on it. But yeah, we just-

Matt, you aware of that?

Yeah. I don’t know what happened on that one. I listened to the call and Brad did tell him he was booked on Friday the 17th and the guy acknowledged that and then he called back and Liz also confirmed that the next day.

Did you show compassion and tell him about the Top Shelf?

No.

Sir, are you aware that we have a safe place?

[inaudible 00:13:07].

See how many times you can just weave that into your… Speaking of the Top Shelf, have I talked to you about the Top Shelf? No, I’m trying to book a haircut. Okay. Just curious. Anyway, so…

This a manager’s update? [inaudible 00:13:24].

Yeah, I put that on there. So if you scroll up a little bit, we have a staff sheet right there. A staff contact sheet. If you guys will update that with your numbers-

Let’s do it now.

Okay.

Karli, I’m putting you in charge of this. So let’s harass everybody and get their phone numbers. Let’s go. Here we go.

What’s Dylan’s last name?

Come on now. Here we go.

K-L-U-T-T-S.

You mean Klutts?

There we go.

Yeah.

Don’t get Karli pissed

What’s his phone number?

No, I [inaudible 00:13:58].

Who has the number?

Yong. You’ll also need to be put on here. John Lavor.

Oh, he chicken scratched his on our contact list in the back.

Okay.

So we do have his number.

We’re going to put it, Yong Chicken scratch.

And Mana, if you would like to change your last name down there, since that bothers you so bad.

Who put it on [inaudible 00:14:20].

Jordan.

It’s Warner.

Will you make sure that everybody’s phone number’s on here?

Yeah, I will. Got it.

Let’s do it now.

You want me to make sure for [inaudible 00:14:29]. Is that what you were saying?

Yeah. We’re taking the next five minutes to get phone numbers.

Okay.

Okay. I’ll come rejoin you guys in just a minute. Everyone’s phone number on the master list. Oh no, am I on the master list?

[inaudible 00:14:45].

Yong, what’s your phone number?

It’s 918 557 7358.

7358 and John?

918-

Yes.

900 8343.

Are we missing anyone’s? We got Gabriel, John, [inaudible 00:15:11] John, Yong, Tate, Jordan.

Yep.

I told you that you hated that.

Scroll back up a little bit, let’s see if we haven’t discussed via lists.

I’m pulling this up, I’m telling you-

Broken Arrow, that’s good. Downtown look good?

We’ve got Adrian-

Yep, Downtown’s good and Vegas.

We need to take Brianna off.

Yeah.

Let’s add Adrian to this.

Yep.

D-R-I-E.

Why are you saying that that’s [inaudible 00:15:50].

What’s her last name?

[inaudible 00:15:54].

Yeah.

Like last?

Yeah.

Yeah, and her phone number is 918 329 8475.

Is that everyone?

Sure, so who else is [inaudible 00:16:10].

Why didn’t you take Lux’s number?

Why didn’t we?

Oh, yeah. Nevermind.

I think we’re good. Does that look right?

That everybody?

I didn’t miss anything? Good? No? Yes? Okay. Nice.

You have John’s number on here?

[inaudible 00:16:32].

Okay.

We have two Johns. Twavis.

And I hate that. When someone spells the name wrong, I get pissed. It’s not my name.

Don’t you spell it like, K-A-R-L-I?

Just like that Jordan. You know it. Just like that. You’re the only one I don’t get mad at, so-

Aw.

I know. Something about you.

It’s my charming personality.

Oh yeah. I’m thinking it’s those arms.

I like it-

These old things?

He has a nice touch.

Shut up.

[inaudible 00:17:21].

You’re an ass.

Oh, that’s in-

[inaudible 00:17:22].

Four days. Are you ready for it? Are you?

What?

[inaudible 00:17:31] up here.

Okay.

If you guys will print that off today and post the updated version in the break room.

Aye, aye, captain. Give me a call and remind Young.

Hey Karli, will you update…

Karli, I think you can go [inaudible 00:17:52].

You know-

That’s tough.

Don’t threaten me with a good time. I’m going to take a nap.

Watch your head.

You got to watch your head.

Oh yeah, I know. I didn’t go all the way up there because I was like, [inaudible 00:18:02]. Dodge and venting.

[inaudible 00:18:13].

Make him sign a waiver.

We’ll put it on bottom of the steps.

Uh-huh, bottom of the steps. If you can come up here, please sign a waiver. [inaudible 00:18:21].

How many chairs [inaudible 00:18:28].

That, I didn’t do. Didn’t count them.

It’s probably like-

Maybe 30. [inaudible 00:18:36].

Because-

Two rows, for sure.

[inaudible 00:18:39].

Maybe three. I don’t know. Is there two rows? Leg room. Plenty of leg room. There will be one row up there for the conference because in the other rows, they won’t be able to see, the conference. So, yeah, we’re going-

Maybe we should-

To 10 chairs up, I know, with a table with movie snacks.

I’m in. See I’ve got [inaudible 00:18:58].

We can do that all the time.

Yeah.

You got all the phone numbers?

Yep.

Okay, next.

All right. [inaudible 00:19:08].

Okay.

[inaudible 00:19:11].

Are we stable?

[inaudible 00:19:14].

Downtown, if you can [inaudible 00:19:17] please. We got John, [inaudible 00:19:27].

Okay. All right, and then, so I will log into Amazon and take their inventory off. And then-

So you’re going to take the inventory off this week, Amazon?

Yes.

Yeah? Okay.

And then Devin, is this getting better?

Yeah, I checked Thursday and Devor, he had some that he didn’t track, but I haven’t checked since Thursday. But other than that, we’re okay.

Okay, now I want to explain this to everybody the way taxes work, and if you guys could just take notes to kind of hear me that you’re paying attention on this. Okay, so you have graduated tax, income tax. So what that means is the more money you make, the more money they take. We on the same page, we got this, everybody good? So when you fill out your paperwork with PrimePay, you have to go in and select with holdings right on the paperwork. And if you don’t, then the money won’t be taken out of your check, but you’ll still owe it. And I don’t work for the IRS and I’m not super interested in being the middle man to help you pay your taxes. So there are currently four stylists that have through whether accident or intentionally, I haven’t checked the right boxes.

And therefore, they come to me with their tax problem, which is not my problem and I can’t overstate how little I care about it. So then you get a tax, another example is stylists get tips, and if you don’t report your tips, but you go to buy a house and you are tipping, like in a good day, what’s a good tip day for you Karli?

Like 200.

[inaudible 00:21:19].

200 bucks. So you’re doing $200 a day of tips, and that’s a thousand a week and $52,000 a year. And you go to buy a house and you’re like, “Hey, my income was 80,000.” But the bank’s like, “No, it’s 35,000.” And you say, “Yeah, but I get tipped this much.” Not only will they A, that doesn’t work, but now you have to report it as income you got to go pay taxes on. So today when I want to do, Mana.

Yes.

Is I want to devote the entire meeting to make sure that everybody’s set up correctly in PrimePay.

Okay.

And I’d like Karli to be your roundup stylist group. So we’re going to round up somebody. Make sure they’re set up in PrimePay. That’s what I want to focus on.

One at that time?

Yeah, because there’s one that you’re aware of but there’s three stylists who’ve told me just in passing like, “Wow, I owe this much money to the IRS.” And I’m not the tax guy, but if you don’t withhold it, you’re going to have to pay it. And then I don’t want to be the guy who has to help you get caught up on taxes. Okay. Does that make sense?

So not today.

Yep.

The only reason we’re having this conversation is different, this office, in this office. There’s no outside payment received by employees, but in the hair business there is. Does that make sense? Am I being clear?

Yeah.

In this office, it’d be highly irregular for a client to tip you and go, “Hey, great job coaching me, here’s a hundred bucks or the SEO team.” But in the hair business, it’s very normal for tips. And then what happens is when people apply to buy a house, that’s when the issue happens because the mortgage lender says, “How much money do you make?” And you say, “80.” And they go, “No, on your taxes, you reported 30.” And then you go, “Oh, I made that extra in tips.” And then they go, “Okay.” And then they get a bill from the IRS. Woo woo, “hey, you owe back taxes on 50,000 of income.” Does that make sense?

Yeah.

Everybody on the same page?

Yep.

So that’s what we’re going to focus on today. Okay?

Cool.

All right, cool. Yep, keep going.

Okay. And then all managers understand how the unlimited works?

Yep.

And then John, performing [inaudible 00:23:16] song on the 23rd.

Which is, that’s soon, bro.

Yeah.

Wow. Okay, so let’s pull up the agenda for May. It should be, I’m sorry, March 23rd. Yeah, there you go. All right. And then we scroll down. Scroll up real quick.

I’m going to shave my time. So put my time from 07:05 to 07:30. Can you change it real quick? 07:0 5. Yep. And then move Sherwood from 06:30 to 06:55. Okay. And then when you run up there real quick and tell her what you want, your… can you run up there real quick, John? Okay. And then Mana, he’ll tell you what to type there, because I want to put your first name, last name, and website and the name of the song. Cool.

Yeah.

And it better not suck, bro.

That’s great.

I used to work as a DJ at clubs forever. And the way they would pay you if you’d go try to get a gig, the club would say, “How much do you charge?” You’d say like, “500 bucks.” And they’re like, “I don’t have your money for that.” Said, “Okay, why don’t you pay me a dollar and then pay me just every time you sell a beverage, pay me a dollar.” And they’d go-

“Okay. But it better not suck, bro.” That was always the motivational line from the club owners, but it worked. It’s a good way to get paid.

All right.

Okay. And then Mana move it where the 55, there’s a dash between 55 and pm. Can you remove that dash? And then you want to move from 06:55 to 07:05 because you got, I want to give you that window. You got five minutes, but you know a little-

Cool.

Cool?

Yeah.

Okay. It’s good.

That’s it.

All right.

Okay. We’ve got our following schedule here, [inaudible 00:25:30].

Yep.

And, make sure you let the status note [inaudible 00:25:35] also group text Karli and I and then seven o’clock [inaudible 00:25:41] at 07:00 so [inaudible 00:25:42] at 05:00 offering the T-shirt [inaudible 00:25:45] before asking [inaudible 00:25:47].

Yeah, just real quick on the shirt thing, the idea is you’re trying to let them know, “Hey, are you familiar with our membership model”? They go, “No.” And you got the one sheet, right? And you go, “Well, basically you’re just pre-paying for your next haircut at a-”

Discounted rate.

“Discounted rate and so our first package comes with this, this, this, this, boom and our second package comes…” and, you’re using the power of the pen to point at-

Okay, that sounds good. Let’s get those going [inaudible 00:26:08].

The benefits. This is how Deep State pharmaceuticals are sold as well. Okay. Because no one ever reads, they just look at the pen.

This package includes, this, this, this. This package includes this, this, this, and this one… And all of them, you get a you free shirt when you sign up. Which package do you want to go with? Not do you, which one? Not do you. Oh, and any of them, you get a shirt, any membership, you sign up, you get a free shirt as well. Which package do you want? This one or this one or this one. And they go, “What is the difference between…” What do they ask you after say that? What do they say? What do they say after you say, “Which package do you want?” What do they say? Zane, what do they say?

Can I sign up next time?

Okay. What else?

Yeah, yeah, more, baby.

I want to think about it.

There’s more and more [inaudible 00:26:59].

Okay. What else? All these things, you go, “The great thing about these memberships is it’s totally month to month and you’re just pre-paying for your next haircut at a discount. And so it’s basically like you’re just saving money off your next haircut.”

Awesome, good, good, good.

Which package do you think is just the most glorious and you get the Sanctimonious T-shirt and I might even cry a tear of appreciation if you buy and I’m not above begging, I mean, I’m not… And then they’ll usually go, “Fine, just stop groveling, whatever.” But you got to, that’s how it works. Okay? You can usually be, seriously fly in 70% if you bring it. Okay. All right. Next.

All right. Who did their $1 drop offs last week? Anybody?

I did not.

None here at all?

I didn’t

No.

None here? Okay.

Everyone needs to do that. Okay.

All right.

Everybody have the cards?

Yeah, that’s great.

I need some more of those.

All right, so we need to get more cards for John [inaudible 00:28:00].

Oh yeah.

Okay. Is everyone connecting with your team?

Yes.

All right. And then you can get paid, in my upload notes, I state the same [inaudible 00:28:19] and then-

That’s right, yeah, these interviews are very, very helpful. Very helpful. I’m looking at the tracking sheet right now. When do you think you were [inaudible 00:28:32].

And then while we focus on Amazon, we get a free one [inaudible 00:28:36] and then Matt, I need to add Christy and Amanda Togh.

No, I believe that they-

Okay. The audience can leave.

[inaudible 00:28:50] but I do need to take Seth off.

Okay. And then, just remember, [inaudible 00:28:57] 40.

Yes, it’ll be 39. 100%.

Okay. And then are you still steering to the [inaudible 00:29:03].

Yeah.

And then Karli, how are you with-

John.

Hair cuts?

Yeah, we’re good.

Okay. And then-

You want to do those today with-

Yes.

Going through paper? Okay.

Yeah.

All right. And then, here the schools. I went to St. Utah with Jordan and Amanda last Tuesday.

Can I explain something to you again, Mana, just to help you-

Yeah, you can punch it for [inaudible 00:29:27].

I’m not attacking anybody here. This is not an attack. Don’t get offended. This is just, when you’re 40, if you’re organized, this is how your life’s going to be. Okay. So on my to-do list here, it says, right there Devin, can you read that? Underneath the red dot. Underneath the red dot. Underneath the red dot.

It says Vanessa Friday, April 28th when the Domex.

Yeah, there you go.

With the Domek. Sorry.

Yeah, so the Domek, Domek is a buddy of mine. He looks a lot like Tim Allen from Last Man Standing. Kind of acts like that too. And he was like, “Bro, we need to get together.” I go, “We do.” Right? But everything’s planned out.

[inaudible 00:30:10].

So it’s like April 28th is the first day I have available to get together, which is a month after now, and that’s to grill hamburgers. You know what I’m saying? So everything is planned out. So that building I’m building out there, I planned that out a year ago, and it’s going up now. So if you want to be successful, you got to design your life in terms of decades or years you think out. You know what I mean? So you’re like, okay, I automate my savings so that five years from now I can get this thing, or I’m going to start trying to get a permit so that in a year from now I can build the thing. Most people, and I’m not attacking you because you’re not in this. But I’m saying, most people who are looking for a job as a stylist are usually thinking daily.

They’re like, “What am I going to do today? Tonight? “And if you were like, “Hey, what do you want to do tonight?” They’ll be like, let’s do it tonight. Not judging just a pattern, they’re more like looking for something today and they maybe think out a week ahead, but usually they think a day ahead. Does that make sense to you?

Yeah.

As a younger guy, I used to like to fight people a lot. And so now I don’t because it doesn’t make a lot of sense. But at the younger age I’m like, worst case scenario, he wins, I win, but let’s go for it. You know what I mean? But now I’m older, I’m like, probably not a good idea, but so road rage tends to decrease, as one gets older because you’re like, I follow this person to their house and I finally do find where they live, what’s going to happen? Probably not a good outcome, but younger folks tend to be like, “Let’s do it.” I’m being serious. So with stylists, they’re usually looking for a job right now because they just left their job right now. They’re walking out of the job right now because they just got in an epic fight with their manager and said something they probably will regret now, but they just said it.

You’ve been in the business for a long time, so you know what I’m talking about. And it’s usually like, “Oh yeah, Carl screw off and they quit.” And then they apply immediately. So you have to get ahold of them immediately and book them immediately because that’s how their mind works. Does that make sense to you? And this would be true if we were a restaurant, most waiters will go, “Hey, I’m here to apply for a job.” And you go, “Hey, when do you want to start?” They’re like, “Could I start now? I brought my clothes.: And they’re usually showing up wanting to start. That’s why if you see ads for, what is it? The main event, same day starting, it says, the signs will say same day hiring or same… Because they don’t think in terms of weeks, quarters, months, years, they usually in terms of, if I can just make it till the end of the day, here we go. That’s their mindset. Does that make sense to you?

Yes.

Sir.

So when they apply-

Does that make sense to you?

Yes, sir.

When they apply, if they apply in the store, or if they apply over the phone, or they apply… Their flow is right now, and you need to go, “Yes, you’re a great fit. Let’s bring you in today, right now and let’s go.” That’s going to be a better place. But if you’re like, “Hey, next week could we have you shadow,” they’re like, “Oh, it’s so far in the distant future. I don’t even know if I’ll be alive then.”

I totally understand.

Serious. I’m serious. This is real. You gotta book it like, that’s how it is. That’s why, at the casinos, the way they sell out their shows, I’ve talked to some of their managers, but most of their shows are like last minute tickets. They’re like, “What do you guys want to do tonight?” “I hear Journey’s in Town”, “Journey? What’s that?” “I think I know a couple of their songs, let’s go.””Woo.” That’s the mindset. It’s like, I don’t even know who Journey is really, but I heard they’re in town. Crab legs, unlimited, let’s go. That’s the mindset.

Oh, dude.

Does that make sense to you?

Yes.

Don’t book it [inaudible 00:34:01].

Don’t book it. It’s not a good… Don’t make a bunch of steps either. It’s like, let’s get you in to do a demo. Let me get your number, and if it goes well, let’s plan on your start day being this day. Skip all those steps. Ready? I’m going to call you, you’re a stylist. You ready?

Yeah, is this Manna?

Yes, this is.

Great. I saw you’re looking for a job. Is that right?

Yes, I am.

What has you out looking for a job?

I just need to find a [inaudible 00:34:31].

That’s great. Okay, so, we have two steps. Step one, we’re going to have you come to the store and do a demo cut. Step two, you start, or you don’t start. We’ll have you do a demo cut. Are you licensed?

Yes. I have my license.

Okay, today’s Monday. I’d like to do a demo cut today, if we can?

Okay.

Would that work for you today, or what’s the best time you can do it?

Yeah, I can come in today. Can I come in at three?

Yeah, great. Then, if it goes well, you want to start tomorrow?

Well, I can start on Thursday.

Great. Awesome. Let’s do that.

Then, you’ve just already figured it out. Then, if you’re there doing a demo and Carly’s like, “Woo-woo, this is crazy”, not good, but you’ve already dealt with when you’re going to start, all that. Don’t make a bunch of steps.

You’re going to get them in, and give them a start date.

Yeah, yeah, but I mean just skip all those steps so it doesn’t become a bureaucracy.

Wonderful. Yeah.

I can do that.

I know. Let me put it this way. I know people that graduated from Oral Roberts University with a degree and a subject that they aren’t interested in. I asked them, why did you get that degree? They go, I couldn’t figure out how to change my major. They, literally, went to the guidance counselor and said, “Hey, I’d like to change from history to multimedia.”

The person says, “Well, you need to fill out this form.” They go, “I can’t figure out the form.” They went ahead and graduated with that other degree in something they’re never going to use just because they couldn’t fill out the form. You get what I’m saying? This is humanity. It’s wild.

This is why people watch 18 consecutive Netflix videos because it auto cues the next one. They’re like, I couldn’t stop it. Next thing you know, I watched every House of Cards. I was like, I don’t even know what happened then Game of Thrones. I was like, that’s…

Whoa.

Sorry. Wow. You have to get all of them book it in fast. Okay. All right. Next.

All right. Then, I …

What did you do?

I dropped my phone.

Okay.

Everybody is up to date. We did sales training this morning we’ll do it … actually, Yong will you be sales training while I’m [inaudible 00:36:59].

Yes.

Then, I did drop off last week. I was a drop off again this week. Then … so we’re going to delete this.

Yong, I don’t hate you, but I’d rather have Devin lead that. Devin, can you lead that?

Yes.

Okay. Have Devin lead that sales training.

Have Devin lead the sales training? Okay.

Yes.

[inaudible 00:37:37] Okay, and then give them two weeks of training.

Yes.

Okay. Then, I did update all the reviews so update there.

Yep.

Then, is everybody still hammering out their Facebook recommendations?

I’m trying to.

Getting reviews.

Yep.

Then enforcing the dress code?

Yep.

Then table is due next Monday by 8:00 AM, not 8:05 but 8 AM.

Yep.

We have table done. Then what is the item of the month?

Shampoo.

Shampoo goes on the hair.

All right.

Conditioner makes the hair silky and smooth.

All right. That’s it.

Oh really swan? Is that it?

Yes.

Who has not seen this movie?

Zohar? Is it the Zohar?

It’s Mr. Deeds, isn’t it?

Billy Madison.

Oh, it’s Billy Madison.

Can you pull it up? Billy Madison shampoo please.

Adam Sandler.

I’m going to go do that.

Yeah, go for it.

Knew it was was an Adam Sandler movie?

Yeah, it is.

Oh yeah.

Here we go.

55 by 3.

Coolant defreeze syndrome is extremely rare.

Try that.

Crank it up a little bit.

Crackers in the car. You should find some.

Well, maybe if you told me they were delicious Triscuit crackers, I could have enjoyed them with you.

I’m sorry.

Well, sorry doesn’t put the Triscuit crackers in my stomach now does it.

I’m sorry we kept you waiting.

Well have you all met.

Eric Gordon executive vice president and our operations manager, Carlisle Farms. Oh, sit down. Sit down. You, where’s Billy?

Juanita said he’d be done in a few minutes. I’m sure you’ll all be very impressed.

Shampoo is better. I go on first and clean the hair. Conditioner is better. I leave the hair silky and smooth. Oh really fool? Really? Stop looking at me Swan.

Okay.

I think he is so cute.

All right, we start it too.

It’s good. It’s great.

All right. 3, 2, 1. Boom. Yes.

Yes.

Step one, schedule them day of.

Yep.

People don’t plan ahead like …

I don’t know yet.

Okay, everybody, welcome to today. It’s Monday. Any big wins of the week? Wins of the week? Yes.

It is Carly’s birthday today.

Carly’s birthday.

Yes.

Isn’t that where she rides the birthday bull and then there’s mariachis and the whole deal. No? Carly? You’ve been here a while. How long have you worked here?

Six years.

We got to hire the mariachis. Okay. Where’s Amana?

Yes sir.

Mariachi Monday. Next Monday.

There you go.

It’s Carly’s 22nd birthday again. It’s awesome. We’re excited for her. Mariachis, do you like breakfast burritos?

I love breakfast burritos.

Braum’s?

Yep, great.

We’re getting Braum’s breakfast burritos for our Mariachi Monday.

Yeah.

Yeah, yeah. It’s going to happen. I’m going to call the mariachis. Get the Braum’s breakfast burritos because that’s what Carly loves. Then the Monday Mariachi’s.

Thank you.

All right. Are you happy that people know it’s your birthday or is that not a win for you?

I’m all right with that.

Okay. It’s a win for you, but not a win for you. Okay. Good job. Okay. Great job. Okay. Other wins of the week? Wins? Win? There’s got to be another win. Secret win floating around. There’s another win. I can feel it. I can feel it. Yes.

My husband started Spartan college on Monday and he starts flying …

To be a pilot?

Yep.

Wow. Okay. Yeah. Okay. Any other wins of the week? I think I saw another hand go up. Was there one more hand that went up? Was there one more hand? No? Yes.

Arkansas beat Kansas to go to the Sweet 16 so that’s a big win.

You’re fired up about that. Is Arkansas a top 20 team?

No. Not this year. It doesn’t matter now.

Yeah. Yeah. They beat Kansas?

Yeah.

What was Kansas rated?

They were the number one seed.

Really?

They won.

Wow. Wow. Okay. Arkansas is moving into the Sweet 16.

Yep.

Where’s that going to be played at?

Las Vegas.

Are you fired up?

I am pumped.

I feel like you want to make a bet and I want to make a bet with you right now. Let’s do … so you want Arkansas to win? Who they playing next? Do you know?

UConn.

Okay. What’s Uconn’s seed?

They’re the 4th seed.

Okay. How much do you want to bet that Arkansas wins?

They’re pretty good.

What do you want to bet? You want to bet anything? You want to bet anything?

No. I think the hogs can win.

How much you want to bet that they’re going to win?

I don’t know. 20 bucks?

Okay, here go. Oh, here you go. You bet 20. Let’s put this on the record there. Let’s put it on the record there, Devin. Okay, so you’re betting, you’re betting 20. Okay. That they’re going to win? If they don’t win, you owe me 20.

Yeah.

But if they do win, I owe you a hundred bucks. That sound good?

Yeah.

When is the game played?

It’s on Thursday at 6:15.

I’m going to be making money Thursday night. No. You ready? You ready? You want to do that?

Yeah.

Okay. That’s our bet. Okay. You got that, Devin, you got that down? Okay. We’ll pay out next week. Okay. All right. You got that? You feel good about that? Okay. That’s a win. That’s a win. Other win? Other win? Any other wins? One more win. There’s got to be one more win. One more. Was there a win over here kind of floating in this? Yeah. What?

I finally did not get kicked out my bed last night from my two year old.

Oh, nice. There you go. That’s great. All right. Shakababa. Okay. This week store superstars. John F. What say you?

I had Allison. She had a float day that she hasn’t had barely any clients, so she stayed really positive and still ended up with a hundred.

Staying positive. There we go Allison. Woo. Jordan L.

I got Crystal. She’s super helpful. Always taking cleanups, cleaning the shop. She gave up a day off to help out Joel because he was sick, so she worked. Covered his close.

All right. Yong, what do you got?

I’ve got Katrina. Did an amazing job with her clients and kept a very positive attitude, even though she had some jobs which she did poorly. She did really well pitching the first Luxe to nonmembers.

Okay, great job. Now, who got the biggest tip of the week? Biggest tip of the week? Biggest tip of the week. What’d you get?

50.

50. 50. You got 50? Okay. Who else got … anybody get more than 50? Really? It’s kind of a low tipping week. Amanda, when’s your birthday?

Mine.

Yeah.

October.

You should start using that move. Get bigger tips.

Half-birthday.

You got a birthday coming up? Here we go. Or maybe you should fake an injury. You’ll get more tips too. It happens. I’m serious. Some of you guys get injured all of a sudden. Tips go up. It’s your birthday.

Walk around with a clubbed foot. You know? It might work. Get up and start.

Okay. You win. You win. All right. Tip of the week. Great job. Okay. Any issues with the call center? Any call center issues? Issues with the call center? Anybody? Issues with the call center? Call center? Yes.

It was at six on Saturdays and we having people booked at six.

Ooh.

6 to 6:15, I think.

That’s the gift that keeps giving right there.

Yes.

Matt. You got that?

Yeah, I’ll check that.

Okay. What day was that?

Saturday.

Okay. Saturday Shakababa. Yes.

I’m not sure if there was one that was fixed, but we had a 30 minute appointment and then right during the appointment they had a brow wax on someone else.

Yeah.

At the same time.

Yeah, I did too. Dustin luckily had a little free spot that time, so he was able to take that brow wax. We did get that resolved. But, yeah.

Okay. Anything else in the call center, call center issues? Nope. Nope? Nope. Okay, great. Okay. Any issues in the store? Anything broken? I know we have a downtown TV that’s out. Is that right? Downtown tv. We’ll get that fixed today. Amana, you got that?

Yes.

Anything else?

Downtown TV and then South Washington.

What’s that?

South Washington.

We’ve been ringing out towels to dry them.

Is it? Do we buy a new one?

We’re going to buy a new. We’re going to buy one that can handle our load.

When are we going to buy this?

Today.

Today.

We’re going to Lowes.

Lowes today.

Or Home Depot. Whoever …

Okay. Lowes.

Someone doesn’t like Lowes.

Mariachi Monday. Breakfast burritos from Braums. Lowes. Okay. Fun with words. Okay. Any other burning fires this week? Burning fires. Okay, we’re going to do today is I got, I need you guys to take notes. Again, just if you don’t have a note, take a device, maybe grab a Fresca can and sort of etch it into your arm somehow or get a ketchup packet. If you don’t have a piece of paper, Carter, can you make sure it has paper, pen. Pen and paper. Okay. And in Zane, can you help on this process? Paper, pen. Pen. Paper. Paper. Pen.

Let me know if you don’t have one of the two.

Pen. Paper. Paper pen. We need paper and pens and preparation before our big breakfast burrito from Brahms Mariachi Monday. Pens, paper people, Lowes.

Yeah.

Lowes. Before we begin taking notes, take 60 seconds. Maybe two minutes, three minutes. Meet somebody you don’t know. Emulsify, emulsify. Meet people you don’t know. We’re coming back in just a few minutes.

Pen, pen, pen.

Okay, we’re back. Okay. What I need to have you guys go over today, just three things if you can jot down. One is taxes, the word taxes. Second word is death. We won’t focus on that too much today. Okay? All right. First word is taxes. Second word is death.

Texas, or taxes.

Taxes. Taxes. T-A-X-E-S. Taxes. Taxes, death.

Which one?

Third? The process of both. I’m not going to spend a whole lot of time walking you out on how to die, but that’ll happen. But there’s taxes and death are going to happen. On the taxes side, we have a graduated tax system in our country, which is not something that I approve of. I’m not excited about it. If it was up to me it would be a flat tax, but it’s not up to me. So whatever.

The more money you make, the more your taxes go up. That’s a conversation that you have to have with the IRS and not me. Okay? I just have to make sure that you fill out the paperwork because you’re an employee. What happens is I’ve got four people in my life right now who didn’t withhold their taxes and now they have a big tax bill. I’m not the middle man. I can’t overstate how little I care about your tax situation.

I care more about the migration patterns of the squirrels out there than I care about your tax situation. I’m taking this time to help you, but I don’t care and I don’t want it in any way feel any kind of guilt or shame or burden to handle your taxes. Nor do I want to feel any guilt or shame on feeding the squirrels.

You know what I mean? Your taxes, we’re going to make sure everyone’s set up properly. That’s what we’re going to do today for elephant in the room. Then we’ll do it for the office staff this week too. But you want to make sure that you set up … When you set up your taxes, it’s going to ask you how much do you want to withhold? Okay? It’s going to ask you these certain questions, but just understand that the more money you make, the more your taxes go up.

If you used to make 30,000 and now you make 80, so Aaron, you’re going to pay a lot of taxes. Yeah. Then what you’ll do is you’ll start off probably as a Democrat.

Oh my God.

Then as you start paying more taxes, you’ll probably switch. You’ll be like total sold out Republican by the end of the year because your taxes will go off. But you’ll start, because I went to college and you start off kind of trending Democrat or whatever, but then you’re like, holy, I’m Republican. I don’t even know what they stand for, but sign me up because the taxes are going to go up.

Okay? It’s graduated tax. How many of you’ve experienced what graduated taxes does to your taxes? Have you, okay, so someone like Carly or someone like Jordan, you guys are faithful, kind, hardworking individuals, and you do a great job. You couldn’t do anything better as far as cutting hair.

Great job, great job. Many of you do a great job. I’m just picking on you two because you guys have been here awhile. You do a great job. What happens is the more money you make, the more you get punished. Oh, that’s exciting. Imagine you played basketball and the best player, they’re like, because he’s good like your son, I know what we’ll do. We’ll put ankle weights on them. That’s what it’s like our tax system.

The better you are at making money, the more taxes you’ll pay as a percentage. What’ll happen is usually by the end of the year, most of you who are coming from a job where you’ve made a certain amount, you’ll find you’ll make a lot more, Aaron, because Aaron, you’re putting in the work. Have you noticed this yet? Have you seen your taxes?

Unfortunately.

Yeah. Now, the reason why the government would like the taxes to be taken out without you knowing is most people don’t look at it. Over time you’re like, holy. That’s why a lot of pro athletes will move to Florida because there’s no income tax in Florida. But there is massive income tax in California. That’s why you’ll see players go, oh, I’ll play my last year in Florida because of the tax situation.

Anyway, homework, so step one, we need to make sure that we’re set up properly with prime pay or paychecks or whatever it is, the pay. You want to set that up so that you’re mechanically set up properly. Then as far as death, am I going to talk about that? But it is going to happen. Taxes, we know it’s going to happen. Okay? Now the third is the process.

We won’t talk about the process of death, but it is going to happen. The process of taxes there is one move you can do to reduce your taxes should you want to. Now, if you want to pay the most taxes and go, I have contributed to pay 1/100th of a percent of what it takes to buy one missile, then that’s great. If that’s what you want to do is pay as much taxes as possible because you’re like, I love roads and I want to pay as much as possible for these roads.

Yes, if you love government spending and you want to spend more, this doesn’t apply to you. But if you want to reduce your taxes, this is a move you can do. If you buy a house on the planet earth in America, you should be able to pay less taxes because of the write-offs associated with the house.

Who’s experienced this? If you rent, not so good. The government’s trying to encourage you to buy a house. Who has become a first time homeowner in the past five years? First time homeowner. 1, 2, 3, 4. Okay. That is the only really viable strategy that I can give you to reduce your taxes. But if you’re renting, you don’t benefit from those tax write offs.

Does that make sense to you guys?

Yeah.

I know I’m oversimplifying, but my pro tip for you … now as these are more details about reducing taxes. If you buy a house that’s worth 300,000, but you go buy it today for 200,000, how much money did you make in equity? If you bought a house that’s worth 300,000 thousand but you bought it for 200,000, how much did you make in equity? What?

A hundred thousand.

Boom. Does that make sense? Are we on the same page?

Yeah.

Yeah. Now why would anybody in their right mind sell a house they just bought for 300,000 for 200,000?

Divorce.

Divorce, boom. There it is. A divorce is a great source. If you know someone getting through a divorce, you might say, Hey, I’ll be praying for you and buying your house. I mean, do you want, I mean, so, okay, so emotional people tend to buy something at the peak of their emotion. They’re like, woo, buy a new car, but then they sell it at the low.

Does that make sense? I bought a new car, woo. I’m excited. Now they’re depressed, I’m going to sell it. They lose money on both sides. Non-emotional people typically win because they buy low and sell high. Make sense? Yes. My highest desire for you is for you to A, not to owe back taxes.

Okay? Now let’s talk about stylists versus office employees. If you’re a hair stylist and someone tips you, an average, let’s say you’re making, my goal for you as a stylist should be able to make a hundred dollars a day of tips or more. Some of you make 200 a day, some make 150. But whatever you make, what’ll happen is when you go to buy a house, the mortgage lender will say, how much do you make?

If you’ve previously not been reporting your cash and now you want to report your cash because you’re trying to buy a house, they go, how much do you make? If you said, well, I made 30, however I got tipped 20 and I didn’t report it. Or if you do side work, a lot of people do side work, gig work, side hustles. Maybe you’re doing video projects on the side, you’re doing a project on the side.

If you don’t report that income, maybe that seems exciting, although illegal to not do that. You then when you went to buy a property, then all of a sudden they want you to pay back taxes because they cannot get you a mortgage approved if your taxable income isn’t high enough. Does that make sense?

A book that is very helpful for everyone to read, I’d highly recommend you read it. It’s called Rich Dad, Poor Dad. It’s written by Robert Kiosaki. I read that book when I was 18. Read it again when I was 19. Read it again when I was 20. Didn’t read it for a few years because I was doing what it said to do. Then, I’ve interviewed him a few times and or interviewed him on him on my show. Anyway, but the idea is you really, really want to reduce your taxable liability if you can.

The best way that I know to do that is to buy a house. If you look at a house and you find a house that you want to buy in Coweta, and the house is worth 200,000 and you can buy it for 162 because somebody has to sell it, then that’s a good deal. How do you find houses that need to be sold? How do you do that? What’s the process like?

People, typically, who are going through a tight financial situation stop mowing their lawn. If you just look for tall grass in nice neighborhoods, that’s the pro tip because usually someone has tall grass like Amazon, there’s a monkey, there’s a spider monkey, there’s like an Anaconda in their front lawn. It’s like the movie Jumanji is being shot right there in the front, it’s like Jurassic Park right there in their front lawn.

That person is usually needing to sell their house. If you say, “Hi, I’m interested in selling your house.” That’s usually a good one. Also, a for sale by homeowners. That’s where somebody’s like, man, I want to sell it myself because they maybe can’t afford to pay the realtor or they think they can sell. Those people are usually good sources for that.

Expired listings where you have a house that didn’t sell during the window. As interest rates go up, less people buy houses, which causes people to usually be more flexible with selling them, more desperate to sell them. Does that make sense? Because the interest rates are higher. As interest rates go up, houses will sit six months, seven months, eight months, 12 months, whatever. That’s the process. Does that make sense? Dudes and non dudes? Okay, so let’s re recap. Taxes are going to happen.

Woo. Yeah. Yes. No. Okay, death is going to happen. Woo. Yeah, no. Okay. But the process of reducing your tax, reducing your taxes is going to involve you buying real estate. That’s a pro tip. For those of you who that have children, make sure when you’re filling out the form that you update that every time you have a kid. All right? Because that’ll allow you to reduce your taxes.

What we’re going to do today is Carly and Amana are going to work with the elephant staff to make sure everybody’s set up properly. Because some of you, your life has changed since you filled out the form. We hired you four years ago, you didn’t have a kid, now you have two. I want to make sure you’re getting those deductions. But then tomorrow we’ll be working with the rest of the office staff on that. Okay? All right. That’s what we’re going to do. We’ll go over stats real quick here. So stat …

… on that, okay? All right. So, that’s what we’re going to do. And we’ll go over stats real quick here. So stats, going over stats, here we go. And downtown John F, what do you got?

38.

Woo. Woo. It’s not quite woo. It’s more of a woo woo. Can’t go rick flair. Woo. Making it just kind of, woo. Okay. Stop, stop. Woo, woo, woo. It’s like the beginning of that. Woo, but you stop. Woo.

Were you going to say woo?

I was, but I had to stop. And it’s like a bunt. Okay. All right, here we go. And South Tulsa, Young.

28. Lot of spring break.

I agree with that a little bit. Spring break. You get a lot of spring breakers in there? A lot of college whipper snappers. Who are you?

We got a lot of wrestlers.

Wrestlers.

[inaudible 01:07:08]

Did you grapple with them? Did you have to pin them? Get a membership, huh? Okay. All right. Next Broken arrow. Yes. Jordan

45.

That’s better. That’s good job. But not a full Woo. Not a woo, but more of a, whoa. It’s, there’s a momentum to it. You’re, woo. I need you to stop. Rick Flair. Why didn’t you say Woo? Well, it was 45%, so I just went,

Okay. All right, great. Okay. Okay. So we’re going to focus on, and you guys can leave after you’re set up with your tax situation. We’ll do that today. Unless there’s a specific demo cut, Carlie we need to do for anybody who’s potentially new. Okay? But I just want to focus on getting all the stylists set up, making sure your tax situation is set up properly. No haircuts, unless it’s the demo, if it’s someone’s new. Okay. Okay. And then Manna, Carly, where do you guys want to post up? Where do you want your workstation to be?

Over by my computer.

Your computer?

Yes.

Where’s that?

All the way in the back.

Oh, everybody kind of form a line this way. And if you work in the office, I need you to step this way. We’re going to go over workflows. Okay? So we’re going to work in the office closer, going over workflows, office closer workflows us. We’re going over it. Workflow, workflow, work flow. All right. Okay. So everybody in the office scooting in closer. Getting closer. Closer. Office people to come closer. Closer. Non-office people, not closer. Office people closer. Non-office people, not closer. Office people closer. Okay. So this is what’s called a workflow. And a workflow is what makes a business work. And most business owners don’t have a workflow. And so if you ever want to consult clients, you have to get a very firm grasp of how this workflow works, because that’s how it works. Okay? So box one Carter, what does it say?

Establish revenue goals. And what are your yearly gross revenue goals? And what are your total weekly gross revenue goals?

And most people have no idea about that ever, because most people don’t think ever, they just sort of exist and make it week to week, day to day, lunch to lunch, meal to meal, hour to hour, never thinking. So when you sit down with a client and you’re saying, Hey, what are your revenue goals? Most of them have never had that thought. So right now, as we’re uploading videos, I have certain revenue goals specifically for the client and for Katie, Haley and those of you who upload, I have, I want you to be able to generate a certain amount of money, and I got to figure that out. And we’re working through it. And it’s kind of a little, when you’re doing it and you’re tracking it’s a little bit frustrating for both parties. But then once you nail it down, you go, okay, we can do that. Okay, so next is determine the breakeven number. Why do you have to figure out the breakeven number for every client? Why

You got to pay the bills,

Caleb, why break even number?

You make money,

Sarah. Why?

Because I mean, you need to know where your numbers are at.

You need, so for this conference have, we’re going to have a conference on Thursday or an event on Thursday, and it’s going to be here. And we’re going to have, how many people so far do we have tickets for?

We have three hundred and seventy.

Three hundred seventy. Okay, so that’s a lot of seats. Okay, so where are we going to put, I don’t know. We’ll figure it out. Okay. But you have to know that. And then gross revenue. Do you have any idea how much gross revenue has been sold for that one?

I want to say it was in the 20 thousands, but I can double check.

Yeah, but it’s very low. So the revenue’s very low. And why is that important to know, James, Mr. Patriot?

Well, you want to know if it’s sustainable and if you could do it again and again and again.

And it turns out it’s not. So the reawaken events we do, they’re not sustainable. They’re not going to be profitable. They’re never going to be profitable because how much do people want to pay for a ticket if they can?

Five bucks.

Right.

Or nothing.

People on the phone are like, Hey, can I get a ticket for five bucks? Hey, my budget’s tight. Cause I just went to the wrestling event and dropped $200 a night on that, and then I went to Mahogany’s and dropped 400. So I only have $5 left. Or bro, like Netflix, man, I pay for that. And I download a lot of songs on Apple, and they’re like a dollar a piece, a buck 29. And I spent 40 bucks last night at Outback. So can I get a ticket for five bucks. I mean, people will do that. And so the reason why I let people name their price to the reawaken of tour events is because I want to reach people.

That’s my sincere goal. But that doesn’t mean I can avoid math. But that event we’re going to do here, it’s going to reach a lot of people and it’ll look good. It’ll be good energy, and people will love it, but it’s not profitable, nor is it financially sustainable. And I’m aware of that, right? So that’s how you have to know that. That’s why a lot of these Patriot people that do these conferences, they always call me and go, man, I did an event in Missouri and I lost 40 grand. How do you make any money? And I go, I don’t. And they go, ah, well why do you do it? And I go, as I’ve been saying, trying to save America. That’s the thing. But I do the math and I have to fund it through other things. Now, the next box here, if you have to define your value proposition.

So you have to know who your top three competitors are. If you don’t know who your top three competitors are, you’re not going to be able to beat them. You have to know. You can’t not know which every single client we’ve ever worked with ever. They don’t know who their top three competitors are. I can think of a handful of clients that have ever known who their top competitors are, because usually they say weird stuff because they’ve watched too many Tony Robbins videos. My only real competition is myself and the other restaurant down the street that’s kicking your ass. Okay? Well only competitions myself and the other team who has a player who’s seven foot two who just destroyed you. And so you got to know your competitors. Okay? Next is you have to figure out, you got to mystery shop these people. Go to their businesses, check them out, fill out the form, see what happens.

So I had friends of mine who went to CPAC. Now, those of you aren’t super political. CPAC is another conservative event. And they went there and I said, how was it? And they go, it was a really weird energy. And I said, what do you mean weird? They also got a funeral, kind of a vibe. And I go, are you saying that to me because you liked? And they go, no, no. It was really awkward. I go, why was it awkward? They’re like, it just felt like depressing. People felt like there’s no energy. And I’m going, okay, okay, what else? And I asked other people, how was it? And they go, well, Trump’s speech was awesome. What else? And I’m asking them, how was it? And they go, dude, I spent a thousand dollars on a ticket for that. How was it? I spent 4,000 on my booth. Really? How was it? And I’m asking questions because I want to mystery shop. The compa competition. Yes. Okay, next, say, improve your branding. On a scale of one hand, on a scale of one to 10

Being, how highly would you rate your website print pieces,

On a scale of one to 10, with 10 being the highest, how highly would you rate your website, your print pieces in social media? Well, on a scale of one to 10, if ten’s the best and one’s the worst, how highly would you? And that’s like a self-awareness thing that people really have a hard time with that really have a hard time with that. This is the thing, if I worked for me, I would love this job, but you might not. And I’m aware of that.

I’m, I’m not bothered by it. But if it was me, I would love this job. But other people don’t. And I’m aware of that idea. You know what I mean? I’m aware that when I wake up at three, nobody else is typically waking up at three. And I’m aware that when people go home, I’m usually the last one to leave. And I like it and I do it. And it’s fun for me. And I don’t expect that to be what you want out of your life. But that’s what I like. But I’m aware of that. But if I said, Hailey, to work here, you must get up at three. Haha. And you must work till seven. Haha. You’d be like, you’re crazy, bro. You know what I mean? But I like it. I’m committed to that idea. But you don’t have to be.

That’s why the work schedule here is seven to three. Can someone please tell me why the work schedule here is seven to three? I’ve been doing that for eight years. Traffic. What else? Because you guys went to school. That’s the problem. Because school was like, what? You got fall break. What you got spring break. Tell me all the breaks you got fall break. What? Spring break. What? Summer break. What else? Christmas break. Easter. What else? President’s Day. King Jr. What? Me days, birthdays. I don’t do any of that crap. And I think it’s a waste of time.

But people are like, I went to school and I school had fall break and spring break, and my birthday was a special time. And you, or do you, from the 1700’s, what’s your issue? Why don’t you, ah, so seven to three is my way to make it sustainable for you. But when a guy like Aaron says, Hey, I would like to work here six days a week. Can I? I say, sure, but I’m aware of the situation. Does that make sense? I’m not thinking that I’m going to change the way people process life. I’m not, you know what I mean? But if I tried to, I would just get myself perpetually pissed and nothing would get done. Does that make sense? You feeling the flow? Okay. So three-legged marketing stool. Why do we have to have a three-legged marketing stool? Three-legged, just

One could dry up and you always want…

Yeah, so you’ll get a client that’s like, I make all my money off of Google. And then guess what happens? They get kicked off the Google map. Had a very good client of mine for years, and he was obsessed with Google. Google’s great. Through no fault of his own, his map got removed, he lost all of his reviews, and it happens to about one out of 10 clients. And his website got de-indexed and basically had an employee on his team who left and the employee left. He had all the passwords. He couldn’t get ahold of the guy. Some stuff happened, loses everything. Well, his whole business is one leg. So once that gets turned off, you’re done. That’s why every client needs to have three ways they market, not one and not 75. Why not 75? Okay. What else?

Too much to [inaudible 01:18:32]

Well, yeah. Yeah. You think about this too. You got to manage every, you got to manage them all. Making sure they’re all working. Tracking. Okay. All right. So next, sales conversion. Why do you have to have a script in place? Sarah? Why can’t I just be like, Hey, say whatever feels good. Go for it.

Well, everyone will be getting different information.

And why is my desk right there by where the calls are made?

So you can hear us.

And if I can’t hear you, that’s a problem. So it’s like, oh, I’m really good. I’m just quiet. Well then you’re not good at sales. Cause I’ve never had a quiet person be good at sales ever my entire life. And it’s never going to change. It’s not going to change. There’s no, no quiet person in the history of the world who’s never been good at sales. It’s not a thing. Okay, so they, right, well, I’m really good at sales. I’m just quiet. No, you’re not. And you’re delusional. Okay. That’s like, I’m really good at sprinting. I just am slower. I’m a really good painter. It’s just, I call it modern art because I can’t paint actual things, you know what I mean? It’s like more I use, I use auto tune primarily. Okay, sure. So you just, you’re either good or you’re not. Okay, you got to have call recording. Okay? The next is one sheets. Why do you have to have a one sheet? A one? A sales presentation that explains everything in one sheet. Katie, what do you think?

[inaudible 01:19:47].

It’s quick. It’s easy. Humans can understand it. That’s why we have a flyer for every event. Okay, next pre-written emails, lead trackers. Boom. Okay, we move on to the next box here. Management, you got to every client we’re ever going to work with, they got to figure out what people on their team will not do their jobs. There are certain people on the planet Earth that want to come to a job and not do their job. And I don’t understand this, but this, there’s a certain group, and I don’t know what that is, I don’t get it, but it’s a thing. I once had a job and at the job I had an employee pull me aside. Day three, day four. And he says, Hey, one way you can fake your call times is to call other extensions. And it’s set up so no one knows that you’re doing it. So that’s what I like to do. I’m like, oh yeah. So he is like, what I’ll do is I’ll call and then I’ll call other extensions so it gets a call time. Cause that’s the key to promotion here.

And that there’s endless ways for people, I know people in IT who create emergencies so they can fix them. I know marketing people that will call up a business owner and go, are you aware that your website isn’t optimized and it’s in danger of being, what do they create this fear? I know insurance people that freak people out all day to create risk and fear and all that. And there’s a lot of moves people use to avoid doing work. There’s a lot of, and you just want to make sure that you’re figuring out in the company who’s doing their jobs, who isn’t. But there’s certain, I call them squirrels. And a squirrel is a rat with good branding. There’s really sharp, well-spoken people that do a terrible job and they hide behind their likability. That’s a move that’s called the homecoming king. Homecoming queen. Yeah.

You know what I mean? It’s like where somebody’s maybe not good at anything, but they’re likable and therefore they win. I don’t, you know what? I’m sure you’ve never seen this. Or they’re somehow related to the owner. There’s a lot of that. The son of the owner somehow keeps getting promoted, but he is a complete jackass. I’m sure you’ve never seen these things. And his small business, it happens all the time. Okay, so then here, a sustainable repetitive, weekly schedule.

Every client we work with has to do a weekly group interview and they have to do a daily huddle with their team. The reason why Andrew does a huddle with you guys is you guys do a phenomenal job, but there’s always one problem per day that needs to be fixed. So that light that kept going out that says now or never. How ironic is it that a sign that says now or never took a week to get fixed? Okay, these are things, so I want to fix it today because today is, who knows the apocalypse could be tomorrow. I mean, the Euphrates is drying up? It could happen. So it’s really important that you huddle with the team every day and owners don’t want to huddle with their team. And can you explain to me, Sarah, why do you think a business owner we work with wouldn’t want to huddle with their team? Well,

He doesn’t want to hurt any feelings. He doesn’t want them to know something’s wrong.

Yeah, people avoid confrontation. So you want to, this is a big, and you’re trying to, if you coach clients, these are things they’ll do. I don’t do a weekly, I don’t want to do a daily huddle. I want to do a monthly, can I do a month? How does, who’s ever had a job where they give you a quarterly evaluation? Have you ever had that quarterly evaluation? How’s that go? Yeah, they sit you down and they go, so Amber, Amber. And you’re like, Ashley. Yeah, Amber. I mean, Ashley, I have really been looking at your file. You and you, you’re, you’re doing great on attendance, but really I think it’s communication really synergy. We got to work on that a little bit. Synergy. Communicating in a way that’s more synergistic. And so I’m going to give you a B plus for this quarter. Now here are 17 books I recommend. I haven’t read them, but I recommend them. And if you’ll read them, then we’ll maybe revisit. Isn’t that how it goes?

Yes.

Awkward as hell. Last time you had, was it a dude or a female in doing that quarterly?

Honestly, I can’t remember. Because they all said the same thing. They didn’t want to be there.

Right.

I didn’t want to be there and we were working.

Right.

They didn’t care what was going on.

That’s why I don’t do quarterly evaluations. I’ll give you a daily, if I got a problem, I’ll tell you, usually I’ll walk by the desk. I’ll say, Matt, great job on that call if I hear it, you know what I mean? But I’m not going to give you BS feedback or I’ll go deep. Great job on that print piece. If it’s real. Aaron way to go upload or I’ll say, Hey, great job Katie on that upload. I mean, but I’m not going to give you this irrational quarterly meetings based upon some Jack Assery. And again, that’s school talking. Okay. All right. Next, you got to make sure that you have a human resources system where you clearly know who your A players, B players and C players are. And you need to know if you are an A player, a B player, or a C player, you need to know that.

So let me just walk you through what A players are. B’s and C’s an A player gets to work before they’re supposed to be there and gets everything done before they go home. That’s what an A player is at the end of the day. They get there early and not talking, getting up here at three in the morning. I’m just saying. But the person who gets here 10 minutes before their shift and then gets everything done, that’s an A player.

A B player is always a little bit late. Therefore they’re always a little bit rushed, therefore they’re always cutting a little bit of corners. And then a C player doesn’t do their job at all and they somehow just by the grace of God have a job. And then when the markets get tight, whenever there’s a economic tight, they all lose their jobs and they’re like shocked. I can’t believe it. What happened? Well, you were the worst and you knew you were the worst. I know I know this because I know you Carl. Ah, you’re right. I was the worst. That’s what C players do. See players to keep on, to keep getting unemployment, you know, have to apply for jobs. So C players just apply for jobs just to keep getting unemployment. This is the strategy.

C, players are the kind of people that forget things all the time and always have a great story as to why they forgot. These are C players, this is what they do C players. Okay, all right. So that’s why we always have to do a weekly interview process to always bring in new talent. And then accounting. This is the stuff people don’t want to do. I like accounting. I mean, I don’t understand why people don’t like it, but it’s where you have to have a relationship with the numbers. So how many tickets did you sell on Sunday, James?

I sold 22.

Okay, 22. I’m just being real. Not trying to be judgemental, but we’ve got about 60 days until 55 days I think, until the event we’re doing in May. And we need to sell about a thousand tickets I think ish. Am I accurate there?

Yeah.

So if we take 50, we take a thousand divided by 50. What’s that number, James?

50.

50. We have a thousand tickets to sell divided by 50. How many tickets per day? And hey, listen, listen, listen. I’m not judging you. I know that you went to school and that’s the problem, okay? Because school, they only talk about what doesn’t matter. It’s okay. Okay? How many you have to sell a day, Sarah. You have a thousand tickets to sell. You got 50 days. I’m not attacking anybody. You went to too much school. If you hadn’t gone to school, you would know, know this, but you didn’t. You did go to school. And that’s the problem because at school, I don’t know what the hell they talk about for 18 consecutive years, but it certainly isn’t math.

Oh, it’s 20,

Right? So at our current pace, if you sell 20 every day, just you, then we’ll get there. And I know that 15% of people don’t show up to things. Why don’t 15% of people show up? D, why do 15% of people buy a ticket for something and then don’t show up? What is that

Emotional reasons that happens.

It’s just what it is. The thing, it’s always a thing. It’s just, it’s what it is.

They’re C players.

Could be.

No calendar.

It could be a lot. I mean be a lot. I mean, I know that for me, I don’t like going to things. So a lot of times people buy me a ticket to a thing and I don’t go. Cause I don’t want to go to the thing. And if someone gets it to me, I really don’t want to go because then I didn’t choose. That’s kind of, so if someone buys me a ticket for a thing, I’m like, I’m definitely not going to that. Hey, cause I didn’t want to go. But now that I can have an obligation, I’m definitely not going. Cause that’s how I am. So I’m the guy that doesn’t show up for that kind of thing. Or people were always running late, people, something came up, a health issue, I don’t know. So we need to always oversell by 15% in order for it to be full because otherwise it’ll look empty.

Does that make sense to you guys on the same page? So math, boom. Okay? And then at the end of the day, the business owner who deals with all this stuff, they have 14 jobs, 13 jobs. You got to figure out what’s the point of it all. Because if they don’t have a point to it, then there’s no point. And then you end up with a client that is mad at you because they’re so successful. And that happens almost every time if they don’t know their life goals. And why is it that? So I had a client I worked on Saturday, funny story. He says to me, dude, I’m killing it. I’m making so much money, I’m making more money in a week than I used to make in a month. It’s incredible. But I’m depressed. Feel alone. I’m going, you feel alone? Well, you’re not alone.

Cause I’m on the phone with you. So there’s two of us right now. How many people do we need to get on this phone call to feel not alone? That’s what I said. And he is like, what do you mean? I mean, how many people do we need to have on this call? Do we need to have a group call with 45 people? We’re on the phone, we’re on the phone, we got a Zoom call with 87 people. We need to be at a Bieber concert sitting in the pit. What do we need to do? Why do we need to do to fill? And he’s like, I guess I just thought it because you don’t need 55 employees to grow a business from a thousand a week of sales to 4,000 a week in sales. So you just need a system. So now it’s just him by himself and he’s alone.

And he was like, I just feel so depressed. And I’m like, what did you want? And he’s like, I just felt like it would be like, I don’t know, is this so depressing? I just make all this money and I’m by myself all day. And I’m like, that’s a first world problem. I mean, try. Go explain that to some guy in Kenya. Guys, I have a ton of money and I’m always by myself with nothing to do. Can you pray for me? I mean, people shut up bro, right? It’s the first world problem. Okay? So you, your clients, you got to know their goals if you’re coaching them because otherwise when they get there, they won’t be happy that they got there. Does that make sense? On the same page? Okay, so why does Elephant in the room, the haircut chain exist? Matt?

Cutting.

Keep going.

Provide an upscale men’s treatment lounge option.

Keep going.

Theory is that for somebody like Carly who’s been here for six years, she just had her birthday today. She typically makes more money now in a day than most hairstylists make every four days. So she makes great money, the business is profitable and it creates time, freedom and financial free. That’s the idea. You know what I mean? So I don’t want Carly to be a hair slave. Most hair people are hair slaves. Are you aware of this? Hair slaves? Are you aware of this? Who’s ever worked in the hair industry? Are you aware of hair slaves? It’s a thing. This is how it goes. Okay, it’s like women’s hair. It’s even worse though, but it’s like, Hey Pamela, okay, she’ll call you because if you cut hair, you’re cutting the hair of a woman named Pamela and you’re cutting hair for some woman named Madison because everyone’s name is Madison right now.

So we say, and Madison’s like, Hey, I can’t come in today to get my hair cut. Can I come in tomorrow? And the stylist goes, well, I’m double booked then. I couldn’t do that. So the stylist has to keep track of their schedule. And if the stylist goes on vacation ever, then all the hair people are like, well, I’ll have to get you when I get back. So if they leave for seven days, they come back and have 14 days of haircuts to do in seven days because they’re a hair slave, because all the scheduling goes through them, then they have to market all the time. They have to run around going, if you want a haircut, let me know. I’m here for you. They have to do booth rent, they have to answer the phone in the store. So when the phone rings in the store while they’re cutting hair, they have to answer the phone and cut hair.

Have you seen this phenomenon? So it’s designed to be the three wins, okay? The three P’s, okay, it should be profitable, all right? The business should be profitable. The people that work there should like it, and then it should provide a product that the customers like. That’s the three P’s. Theoretically it should create a product that customers love. Woo-hoo. That employees, they make good pay and it makes a profit for the owner, that’s the theory of it all. So that’s how that works. Okay, that’s workflow, that’s page five. That’s what we do with clients. And then homework today as we get going here, Sarah, you’re going to help finishing finish selling out the Tulsa event, getting all the details wrapped up for the office today, so it’s sharp. And then for those of you who are going to be at this event on Thursday, tomorrow, I want all the chairs to be set up. I want everything to be working before we leave tomorrow. So that way Wednesday and Thursday, we’re good leading into the event. Okay? All right. So 3, 2, 1, boom.

I’m here with five fifteen.com and we just want to welcome beautiful.

My name’s Clay Clark and I’m looking to hire great people like you. I grew up poor, became unpoor at a very young age, and I built many successful companies. I’ve built bjconnection.com. I’ve built epicphotos.com. I’ve built elephantintheroom.com. I’ve helped to scale oxyfresh.com. I’ve helped to scale tiptop k9.com, I’ve built makeyourlifeepic.com. I’ve built the Thrive Time Show podcast. I’ve written 20 books. But the point is, I’m looking to hire great people like you. And you might say, well, what’s it like to work in your office environment? That’s a great question.

My name is D Tucker and I’ve known Clay for going on about five years now. I’m the lead designer here at Thrive and working with Clay, clay is an anomaly. If Thrive is a set of principles, watching Clay is like watching the standard. It can be an amazing experience just being around him.

So what you’re going to see now is some testimonials from longtime employees or employees we’ve had over the years who share what it’s like to work in the environment. Because I would hate for you to invest your time in coming to a job interview to work for a company that you don’t want to work at.

My name is Victoria Woods and I’ve been working with Clay for about two years. Working with Clay has definitely been an experience. You learn something new every single day, you’re always moving forward. Since working with Clay, I have learned so many different things, not only in terms of business knowledge, but in my personal life as well. Honestly, it would be really hard to go in and list the different things that I’ve learned, but I do feel that I’m at a place now where I could go anywhere if I chose to and be really successful thanks to the things that I’ve learned from working with Clay.

Basically what I do as a business consultant at this particular company Make your life epic as I help grow businesses. So we business owners reach out to us at thrivetimeshow.com. They find us through our podcast or they find us as a referral from friends and family. And I sit down with business owners and I help them to scale their company.

My name is Marshall Morris and I’ve known Clay Clark for the past nine years. Up here in the office, I serve as one of the business coaches. And over the past nine years, it has been fantastic. So in the time that I’ve been working with Clay, I’ve learned a whole capacity of different things. In fact, I think that that’s one of the most differentiating things up here in the office is how many different things that you can learn. I’ve learned search engine optimization, sales skills. Clay is one of the best sales trainers in the world. And as well as website development, managing people, managing clients’ expectations, these are all invaluable skills that you can learn up here in the office and that Clay’s taught me.

So we have to teach you as an employee, if you come work here, search engine optimization, web development, videography, photography, online ad management, accounting, bookkeeping, workflow design, you’re going to have to learn all that stuff.

Hi, my name is Jordan Denmark. I’m on the design team at Thrive. And working with Clay is really unpredictable, dynamic. It’s kind of like working for Mr. Miyagi combined with Eminem, the biggest thing that I’ve learned from Clay is the concept of trade offs. So sacrificial work ethic, you have to give something to get something. Clay is extremely self-assured. He is unapologetically himself all the time. He’s hilarious.

So nothing further new. Here are some longtime employees sharing what it’s like to work with me. And again, I’ve been doing this since 2005, so I know what I’m doing. I just need great people like you to work with me so that we can help our clients have massive growth.

So I am the call center manager for Elephant in the Room, which Clay co-owns and coaches on a weekly basis. Clay has been awesome. I would say he is my goat, my greatest of all time. He’s been a really solid mentor. I’ve learned a lot of information about how to be a better leader in a very short amount of time. Since working with Clay, I have definitely learned a lot about how to be a better leader, how to be a more solid manager, how to motivate my team, empower my team, how to hold my team accountable, and also how to help them bring that enthusiasm that makes our work culture so awesome.

And basically what it’s like to work with Clay is it’s hard at times, but also extremely rewarding. You learn something new every single day. Through the process of the eight months that I’ve worked here, I’ve learned more than I did when I was in college for business. So you learn a lot and you learn not just about business, but also life experience as well. So it can go in two different ways and it’s fantastic. I would describe Clay’s personality as somewhat eccentric. He is very determined, he’s consistent, he’s hilarious, he’s extremely hardworking and he just loves to get things done. He’s a grinder and he really loves to see progress and success in his employees and his clients.

My name is Paul Mathre and I’ve known Clay for about a year, specifically since February, 2016. My role with the company is that of a business coach and getting to work closely with Clay. It’s a great learning experience at all times because he’s like an interactive book, just an infinite source of knowledge. Working with Clay has inspired me to do many things business wise and in my personal life. One of the greatest things that I’ve gained from Clay is to wake up earlier every day. So I wake up two hours earlier every day, and it’s gifted me over a month of my life of 24 hour days over the course of a year. And in that time, I’ve managed to be very productive in reading books and getting action items done for clients and just generally improving my quality of life. If you don’t know, Clay, I would describe him to you in very few words. He loves life, he loves energy, he loves passion, he loves positivity, and he loves winning. Most importantly, Clay knows what he wants.

My role at the company is in sales and scheduling. Since I’ve been working with Clay, I’ve really learned that the only limitations that I have

With Clay, I’ve really learned that the only limitations that I have are the ones that I put on myself. I would describe Clay’s personality as a giraffe. He’s a big picture thinker and a big thinker, so if he asks you a question, he usually has this very specific reason why and you just might not know what that is for a while until it applies to you.

The teammates and employees that work with Clay are people who have vision, drive, ambition, and they know where they’re going. They know their goals, so that’s been really amazing. Clay’s passion for helping business owners is really like tunnel vision, in a good way though, he’s so determined to help his clients win. I would characterize Clay’s management style as a strong leader. He really wants you to go as far as you want to go and he’s going to help you get there. The kind of people that would not like working with Clay would be anyone who lacks ambition or is unwilling to change or grow. The advice that I would give to someone that’s going to meet Clay for the first time would be come hungry, bring your A game, and be intentional about your questions and your time with him.

So now you’ve heard about what we do from our employees, but now let’s hear from our customers so they can share with you how we help them to grow their companies and that’s why we’re looking to hire great people like you so we can help them grow their companies. So without any further ado, here are our client testimonials of how we’ve helped them to grow their businesses dramatically.

Hi, I’m Dr. Mark Morrow, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a market 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% increase month over month, year over year. The group of people required to implement our new digital marketing clan 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 proven turnkey marketing and coaching system that will grow your practice and get you the results that you are 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.

One of the things that I hear in my world a lot as a business consultant from business owners is they will tell me, “Clay, I want you to help me, but my industry is different.” And so on today’s show I’m going to introduce you to a wonderful client who’s a pediatric dentist and I also am going to introduce you to a wonderful client who’s a real estate agent, and I’m also going to introduce you to a wonderful client who does mortgages, and a wonderful client who’s a family doctor and a wonderful client who trains dogs, and a wonderful client who runs the UPS stores for all of Canada. They will introduce you to a wonderful client who has a massive real estate empire, real estate franchise empire. Then I’m going to introduce you to a wonderful client that sells new homes. Then I’m going to introduce you to a wonderful client who sells insurance and then a wonderful client who runs a church and a wonderful client who…

The wonderful client who sells insurance. I think I mentioned that. A wonderful client that has a research lab and at the end of the day you’ll discover that if you will follow the proven systems that I will teach you at our in-person workshops or through our one-on-one coaching program, it’s like bumper bowling for business. It’s like if you’re tired of throwing gutter balls and you want to have success, this system will absolutely change your life. It’s a step-by-step system, it’s a linear workflow. It’s going to absolutely change your life. Now any further ado here is Dr. Morrow sharing about how this system has changed his life and his business’ life and the lives of his employees and the growth of his pediatric dentistry. So here we go.

Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise and Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy’s just an amazing. This kind of guy has worked in every single industry. He’s written books with Lee Cockerell, head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day he does anywhere from about 160 companies.

He’s at the top. He has a team of business coaches, videographers and graphic designers and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires, helping them grow their companies. So he’s seen guys from startups, go from startup to being multimillionaires, teaching people how to get time freedom and financial freedom through the system, critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable scalable business. One of his businesses has 500 franchises.

That’s just one of the companies or brands that he works with. So amazing guy, Elon Musk kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much when I say that Clay is like he doesn’t care what people think when you’re talking to him, he cares about where you’re going in your life and where he can get you to go. And that’s what I like him most about. He’s a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you and Clay has been an amazing business coach. Through the course of that, we became friends. I was really most impressed with him is when I was shadowing him one time, we went into a business deal and listened to it.

I got to shadow and listen to it and when we walked out, I knew that he could make millions on the deal and they were super excited about working with him and he told me, he’s like, I’m not going to touch it. I’m going to turn it down. Because he knew it was going to harm the common good of people in the long run and the guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right and anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate anytime I got nervous or worried about how to run the company or navigating competition and an economy that’s like I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the covid shutdowns, lockdowns because our clubs were all closed for three months and you have $350,000 of bills you’ve got to pay and we have no accounts receivable.

He helped us navigate that and of course we were conservative enough that we could afford to take that on for a period of time, but he was anyways, great man. I’m very impressed with him. So Clay, thank you for everything you’re doing and I encourage you, if you haven’t worked with Clay, work with Clay, he’s going to help magnify you. And there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day and literally the rest of the time he’s working and he can outwork everybody in the room every single day and he loves it. So anyways, this is Charles Colaw with Colaw Fitness. Thank you Clay. And anybody out there that’s wanting to work with Clay, it’s a great, great opportunity to ever work with him. So you guys have a blessed one. This is Charles Colaw. We’ll see you guys. Bye-bye.

Hi, I’m Aaron Antis with Shaw Homes. I first heard about Clay through mortgage lender here in town who had told me what a great job he had been doing for them, and I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over 800 million in real estate, so honestly, I thought I kind of knew everything about marketing and homes and then I met Clay and my perception of what I knew and what I could do definitely changed after doing 800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes and I mean we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay.

So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four-month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would’ve come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us and it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry.

He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builders shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I’ve found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do. I’m not paying attention to what other leading industry experts are doing, and Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental.

It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town, and so we kind of felt like we knew what we were doing and I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with Clay, I mean the thing is it is month to month.

Go give it a try and see what happens. I think in the 35-year history of Shaw Homes, this is probably the best thing that’s happened to us, and I know if you give him a shot, I think you’ll feel the same way. I know for me, the thing I would’ve missed out on if I didn’t work with Clay is I would’ve missed out on literally an 1800% increase in our internet leads going from 10 a month to 180 a month. That would’ve been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to Clay and his team. I guarantee you’re not going to regret it because we sure haven’t.

My name is Danielle Sprik and I am the founder of D Sprik Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years and my three kids started school and they were in school full-time, I was at a crossroads and trying to decide what do I want to do? My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did.

My husband suggested real estate, he’s a home builder, so real estate and home building go hand in hand and we just rolled with it. I love people. I love working with people, I love the building relationships, but one thing that was really difficult for me was the business side of things, the processes and the advertising and marketing. I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time and he and his team have been extremely instrumental in helping us build our brand, help market, our business, our agents, the homes that we represent.

Everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage eight months ago, and in that time we’ve gone from myself and one other agent to, just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today building a business, having 16 agents, but I have to give credit where credit’s due and Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen.

I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer 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 experienced, 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.

Hey, Clay Clark and my Thrive Peeps. It’s Steve Currington, as you can tell, although I’m not wearing my signature green shirt as usual, but I am riding in my signature green Lamborghini, and I just wanted to say how appreciative I am of Thrive and all the guys at Thrive Time and the show and everything that you guys have done at total ending concepts, we have had tremendous growth and a lot of things changing, especially on the marketing front and from a coaching perspective and from a web presence and branding and our internet leads are up, everything is hammering on all cylinders, and really we’re just trying to figure out how we can leverage the systems and the processes that we’re learning at Thrive more in our business. So now we’re setting up a lead tracking system that has been long overdue and we’re doing lots of stuff, but I wanted to take a minute and say thank you, thank you, thank you to Thrive and Clay Clark and Dr. Z and everybody for all the help in helping us grow our business and hopefully buy more Lamborghini like this the more we sell.

So appreciate it guys. See you.

I’m Rachel with Tiptop Canine and we just want to give a huge thank you to Clay and Vanessa Clark.

Hey guys, I’m Ryan with Tiptop Canine. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us.

This is our old house, right? This where we used to live years ago. This is our old neighborhood. This is [inaudible 01:58:00]. It’s nice.

So this is my old van and our old school marketing, and this is our old team. And by team, I mean it’s me and another guy.

This is our new house with our new neighborhood.

This is our new van with our new marketing, and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome. But Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year.

In October 2016, we grossed 13 grand for the whole month. Right now, it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand.

So we really just want to thank you Clay, and thank you Vanessa for everything you’ve done, everything you’ve helped us with. We love you guys.

Bird, they said it couldn’t be done. They said you couldn’t fill up the BOK Center. They said it wasn’t possible, but yet if you look, it appears to be full. Oh, we’re making America boom again.

Very full.

Very oh, very full. Lots of marketing courtesy of John Kelly and Devin and Darling-

And this mind.

And this mind and this hat. So there it is. [inaudible 01:59:48]. Sold out, baby. Oh, oh.

My name is Taylor Hall. I’m the general manager of the Tulsa Oilers professional hockey team. Our goal every night here at the BOK Center is to try to fill the seats with lots of people and create an exciting environment so when somebody comes to a game, they want to come back.

Working with Clay and the staff at Thrive, they’ve really helped us in many, many ways. Website and graphic design and video production, and a lot of things that go along and a lot of businesses, including ours, doesn’t have a staff or a full-time videographer or graphic designer. But the biggest thing that we noticed was the needle mover, more sales, more attendance, more successes in business. We had a record year last season working with Clay for the first time. Our average attendance is higher than it’s ever been, so there was a lot of really cool things that we did and they worked.

That’s the nice thing about working with Clay and the team over there. It’s just not one person. You get the entire team .if you need video design and editing and production, they’ve got that. If you need graphic design, if you need some coaching, your sales people and call scripts, PR, they offer all that. Clay was instrumental in helping guiding us and getting us on the right track so that we could really raise the bar and become ultra successful. So it is been an amazing experience for us.

My name is Nick Smith and I’m an agency owner with Farmers Insurance. I grew up in a middle class family all the way up until I was about 13, and then my dad lost his job and then all of a sudden he was gone and I was being raised by my mom by herself. She was probably making 20 grand a year. In order for me to have a car, I had to pay for the car, I had to pay for the gas, I had to do everything on my own. So the independent thinking had to come early if I wanted to do anything. A couple years ago, man, I was stuck in a rut. I really honestly was and I couldn’t see it. Not because I was doing it wrong, it’s because I didn’t know any better. Rates were not good. Selling was difficult.

Staffing was just unbelievably difficult to keep good staff in here. I was having a ton of turnover and I was about ready to hang it up and sell out. I was just done. And that’s about when I got introduced to the concept of the will of Wealth and Thrive. Some of the specific things I’ve learned about running my business is systems and being organized. Before, I think I just shot from the hip a lot of times, but man, since I started this whole journey and I’ve developed systems for each of the employees, but not just the employees, but for the position.

So the fear of wondering when I’m gone, wondering if things are being done, I don’t have to worry quite as much. Business-wise, finally got over the hump and we’re actually growing again. Whereas before, we were just declining, decline, declining, and now we’re back up and we’re back over what we were a couple years ago now. The training’s ongoing even from where I’m at now, I still feel like I need to get further. The training itself is just… It’ll rock your world. It really will change the way you think and look at business. So all those things just culminated into this big successful business that I feel like I have now. All that stuff has just been life altering.

All right, Clay’s awesome. He’s very entertaining, very energized, does some quirky, unique ways to get engagement with the audience. So really pleased to have Clay do our keynote today. Well, I think it was being willing to take some risks on stage, taking some risks relative to how to set the audience up. I think that created this sort of what’s going to happen next. And so just that risk taking created a unique tension that I think ultimately resulted in a great experience. Well, I think Clay would be an awesome presenter for number of groups. One, I think that the material that he delivers is spot on, but he also can deliver some additional products and services to the organization even beyond just the things that he does on stage.

My name is David Drucker, I’m the president for UPS Stores Canada. Also, a member of the AFA board in our honorary position. So kind of a crossover with both sides. I thought it was great. I thought Clay did a wonderful job. I think anytime you’re able to get a diverse group together to start finding the commonalities, you’re starting to pull the threads together that are going to make something for the future. I think that was the objective for today, and I think Clay was really able to pull that out. I thought Clay was really good at shifting speeds. He was fast when he needed to be fast, detailed when he needed to be detailed, was able to read the room. Every so often, if we started drifting off too far to the left or too far to the right, he was right there to rudder us back on course. So really, I don’t think we could have chosen a better guy for the day to lead us.

My impression of Clay was his energy and just the energy that he had on stage and how passionate he is about his message. And I really felt like I could connect with that because it was very genuine and believable and sincere, and I really appreciate the sincerity of it all. So the lesson nugget is in fact the action nugget. It’s like you can think of things all day long. You can read books all day long, you can do whatever you’re going to do as far as business planning, but if you don’t implement and actually take action, then it doesn’t mean anything. It is all about taking the steps and standing up and going forward and engaging in an action activity. Well, what was so different about this is the sense of humor. Their really great sense of humor, very lively, very engaging and interesting, and a lot of presentations you just kind of sit there and go, oh, no, no, but this was fun. This was fun and interesting and engaging.

Oh, I love Clay. Very funny. You never know, right? With a keynote speaker, you don’t know. So you got to kind of open up these, got a good sense of humor. I like the video at the beginning. It started out perfect. I’m like, oh great. Another speaker that’s been to a millions corporations. I liked it. It was really well done. The guy’s good.

Clay’s fantastic. The guy is hilarious, captivating, kept the room moving. I love the fact that he got everybody up and moving. The fact that you could get John Tan up dancing in his seat, like that is worth the price of mission right there.

That’s awesome.

It just reinvigorates you. You hear somebody talk about how you put it in systems into your business, how you got to seize the day. I mean, all that stuff is stuff you know deep down you should be doing. But those reminders help and it really, it’s the right time if you’re open to it. I mean, that’s what it’s all about. Because I’m a product of the nineties, I liked his notorious BIG rap a little bit, but I get it, man. He’s exactly right. I got a ton of buddies that are sitting around playing PlayStation every day and they’re not studying success. And I think that’s the thing.

Because to me, the one thing I really take away from that conversation is poverty is our baseline. Everybody knows poverty. You don’t need to teach poverty, you need to teach success. And the fact that he said that was like music claim, I think he just really gets our industry. You get a lot of realtors that try and be motivational speakers. But he truly is a motivational speaker. He’s a businessman. He’s obviously been around the block and done a lot of things. And I think all those applications because real estate at the end of the day is the business of business.

I love Clay. I’ve known Clay just socially, but I’ve never heard him speak before. And I was probably most taken by the fact that he was just common in so many ways and made fun of himself, but also brought that aspect of these are my lessons, and these are lessons from some very influential people who all recognize. So probably what I took away from him the most was the net promoter score and the fact that your wow factor from what you provide to your clients really creates that score and you really have to go the extra mile to bring people to that level of impression.

I appreciated Clay’s story about his father and the picture with the kids, with the girls. I thought that was very meaningful and takes the whole thing, the rest of his message and stories and things that he’s sharing and really puts them in perspective for people who are listening. You could tell he enjoys what he does and believes in what he’s presenting, and that’s a connection with an audience that is more important than the name or even what’s being presented. It’s real, it’s transparent, and it’s genuine.

My name is Josh Wilson and I’m the owner of Living Water Irrigation. So I’ve been working with Thrive since December of 2017. So the biggest changes we’ve seen as a company is first of all, just systematically how we do things, how we present things. Our Google presence is phenomenal, our website’s a million times better, and just the overall accountability and the process by which we’re conducting ourselves. So our biggest win since working with Thrive is we literally, March was a record month for us. It was almost twice as much as our biggest month prior to that.

In the last week or so, we’ve closed about $250,000 worth of business. We still have to go dig a bunch of dishes and get it done, but we signed about $250,000 worth of business with the relationships we’ve built, the things that they’ve implemented through Victoria and Clay and everybody here at Thrive. So I would recommend Thrive to other business owners simply because they can point out where you’re flawed and what you need to work on. You just have to be real and honest with yourself on what you need to improve upon. So that would be first and foremost, and the huge reason why I would do it, because it works. It actually everything that they said when we came in for our initial meeting to today, absolutely positively has been accomplished.

Hi, I’m Clay Clark and I want to hire you. However, before I can hire you, I have to meet you and interview you, and you’re probably going to need to know how to get to my office. So right here behind me is the Thrive Time Show World Headquarters slash Camp Clark and Chicken Palace. You’re going to want to look for this address here and this address is 3920. I got on a look for the [inaudible 02:10:50] and if you’ll follow me down my winding road, I will direct you how to get into our office.

I’m Clay Clark, and you are in my office.