Business | How to Implement Turn-Key Marketing for Your Business | Learn the SPECIFIC MOVES AND SYSTEMS That Dr. Zoellner and Clay Clark Use And You Can Too To Market Over 170+ Multi-Million Dollar Businesses

My name is Chad, owner of Home Cleaning Solutions. Give us a call. Give your mom the day off.

I’m Todd and I own Custom Cars Detailing, because nothing sucks more than a dirty car. Closeup. Yeah.

All right. We are just two start-up companies making it happen. We’re going to be bigger than life.

Going to the top.

Nothing says to the top, bigger than life, like a giant digital billboard. Billboards are a little pricey though, so check it.

We’re sharing one.

Okay. Okay. Check it. The billboard goes live at 5:00 PM.

Rush hour baby.

Yeah. We got to count it down in five, four, three, two, one. We did it. Yes. Yes.

Your mom sucks.

What? What?

We’re on the billboard. Yeah. Woo.

If you are looking to gain more customers as a result of implementing proven marketing systems, on today’s show, I’m going to teach you the moves. I’m going to teach you how to grow your company in a scalable way, in a profitable way, in a way that creates both time freedom and financial freedom for you. But I encourage you, do not take my word for it. If you go to thrivetimeshow.com, and you click on the testimonials button, there you will see thousands … When I say thousands, there’s no exaggeration, there are actually thousands. I know this because we enumerate the testimonials. So we have thousands and thousands of testimonials from actual clients, just like you, great people, just like you, who we have helped to scale their company.

Now marketing is just one 1/14th of what we do. But on today’s show, we’re really going to focus on how to market your company in a scalable way. Now, I want you to look up my businesses, and Dr. Zoellner’s businesses, look up our businesses as you’re listening to today’s show, so you can verify that we’re real people, that we actually know what we’re talking about. You can look up drzoellner.com, drzoellner.com, that’s a z66aa.com. I know someone’s driving right now trying to write these down. Z66aa.com. You can look up fullpackagemedia.com. You could look up tiptopk9.com. Tiptopk9.com. That’s tiptopk9.com. You could look up Elephant in the Room, that’s EITRlounge.com. You can really just spend the remainder of your life probably looking up client testimonials and success stories.

But the big idea I want to share with you before we get into today’s training is marketing isn’t an event. It’s a process. It’s a process. So step one, you identify your ideal and likely buyers. So step one, you write down your ideal and likely buyers. Are they male? Are they female? What zip codes do they live in? What keywords are they typing into Google? What keywords are they typing into Google? What social media platforms do they use? Determine your ideal and likely buyers. Then you come up with a three-legged marketing stool. We help you to implement, and to create a three-legged customized marketing stool or a marketing system, that’s scalable and doesn’t require your personal time. You want to build able a system that is scalable, so you can create both time and financial freedom.

That’s really what we teach at our in-person two-day interactive workshops, that’s what we teach on the podcast, that’s what I teach my actual one-on-one coaching clients, and that’s why our average client has massive growth. So now without any further ado, how to build a turnkey three-legged marketing stool for your business, that has the capacity and ability to create both time freedom and financial freedom for both you and your business, and your family, and the people that live with you who choose not to get a job, and the people that you financially support, with the idea i you want to create money, profits, because money is just an amplifier.

The money you make, you can use that money to invest in the lives of others, to help grow ministries, to donate, to buy yourself a boat. This just in, you can use your money to buy yourself a boat. So I encourage you to listen to today’s show and take notes because we’re going to teach you specifically how to market your business effectively. Now without any further ado, here we go.

Two men, $13 multimillion businesses, eight kids, one business coach radio show. It’s the Thrive Time Business Coach Radio Show. Get ready to enter the Thrive Time Show.

That’s it. On the way.

All right, Thrive Nation. Welcome back to the Thrive Time Show on your daily dojo of Mojo Fosho. My name is Clay Clark. I’m the former USSBA Entrepreneur of the Year. That means the United States Small Business Administration’s Entrepreneur of the Year for the great state of Oklahoma in the year 2007, because I am 37 and I wasn’t born yesterday. Now here’s the thing. If you are a premium member of Thrivetimesschool.com, that means you’re paying an outstanding and incredible $19 a month.

Unheard of.

How am I going to afford it? Well, because you have a job and you’re serious about your life. So you’ve signed up and now you have access to email us your questions to [email protected]. You also have access to attend our in-person workshops, and you have access to hundreds of thousands of dollars of downloadables and systems. It’s all there. Thrivetimeschool.com.

So one of our Thrivers out there, just like you, emailed us and said, “Hey, how do I grow my wall foam and insulation business?” So we took the time to do what we call a 13 point evaluation with this listener, to figure out what their biggest limiting factors are, where they’re stuck, and to have a thoughtful conversation to see if we can actually help you. Because Marshall, I’m sure you’ve never had this happen, Marshall Morris, the co-author of the Amazon bestselling book, Start Here. I’m sure you’ve never had this happen where somebody comes in and pitches an idea and you think to yourself, this is not possible, this guy is screwed.

Never happened. Surely.

You never had the thought where you’re thinking to yourself, what you just said is not possible.

Never happened.

Okay. I’ve had it happen, where somebody will pitch me an idea. These are just ones in the last four or five years. Somebody called me and said, “Hey, I want to buy militarized nuclear submarines and use them to desalinate water off the coast of Israel.” I said, cool. Well, what’s your current job? What’s your background? He said, “I work at Subway.” I cannot make these things up.

You said you work at Subway? “Absolutely.” So you’re a sandwich artist? “Yeah.” Do you have any background with nuclear technology? “No.” Have you ever worked in the Navy? “No.” Do you have a lot of money? “No.” Do you have several billion Dollars? “No.” Just to clarify, do you have copious amounts of money and political influence? “No.” Okay. Your idea is not possible. So I love it when I get a question like this where a guy says, “Hey, I’ve got a wall foam company and I want to know how to grow a wall foam company.” So Marshall, I’m going to tee up the definition of wall foam.

Deal.

Then I’m going to tee up the steps. I want you and Dr. Z to break down the hardest part of implementing the steps. All right? So wall foam is a newer form of insulation where essentially you spray the foam, the polyurethane foam into the wall, and it takes the place of traditional insulation. There’s all sorts of research that shows that it’s more effective and helps to reduce your heat and air costs. So it’s a real thing. It’s a real business.

So step number one, if you want to grow from $240,000 a year, which you’re currently at, to $900,000 a year of revenue, you have to determine the number of deals that you need on a daily basis to achieve your goals. You’ve got to know the number of deals you need on a daily basis.

I’ll go with you, Z. Why do you, on a daily basis at the optometry clinic, need to know how many deals you need per day to achieve your goals? Why can’t it be just a vague concept? Why do you have to have a specific number that is your minimal acceptable allowable number?

Well, it’s a target to shoot for. You know what you’re doing, you know whether you won or lost that day. One day doesn’t make a business, so you can lose one day and then win 32 days in a row and you won. But it’s good to know. When you’re in an infancy of a business and a $240,000 gross revenue business … Well, I’m assuming 240,000 gross?

240,000 gross right now. Yes.

That is a younger business. Even though you may have had it open for a long time, that is a smaller, younger business. So to have that target to say, okay, if I want to go to 900, it’s good that you know number by the way, number one. You break that down, then that’s how much per month? How much per week? How much per day?

But somebody’s saying, “Well, Z, but what about it’s quality and quantity? It seems like my team is setting a lot of deals, but they’re not closing or they’re closing a lot of deals, but they don’t set a lot of appointments. They get all stuck. I don’t want to choose a number because what if we don’t hit it?”

Well, I think that’s why Forbes, if you go to their website … Forbes is our business Bible.

It’s the business Bible.

It’s our business Bible.

We write for Forbes. We shamelessly attempt to end up on the cover of Forbes-

We shamelessly promote them because one of these days, we want to end up on the cover.

Right there. That’s all we’re asking for. [inaudible 00:09:20].

That’s all we want.

For a month. Maybe two months in a row.

Maybe a sack of un-sequential, unmarked hundred Dollars bills.

That’s all we’re looking for.

That’s all we’re looking for.

[inaudible 00:09:32].

But having those goals and then breaking them down and realizing they’re bite sized, it’s like this. If I walked an elephant into your room, and I shot it and I said, okay, you got to eat this elephant within a certain amount of time. It’d be pretty overwhelming. It’s telling you, I got to do $900,000 worth of business this year. That’s an overwhelming elephant.

It’s a lot. It’s a lot.

It’s a lot.

It’s big idea.

That’s four times what you’re doing right now. Four times.

Four times.

Four times [inaudible 00:10:02] One time, one time, one time. Four time. Love you long time one time. But the thing is this, so you break that elephant down, you go, okay, if we’re going to get this thing eaten in a year, let’s think about this. Okay? If we get this leg done, say-

Billy, you get in there and you eat that butt, you eat that elephant butt. You get in there.

You got all month. Barbecue.

I don’t care. But you’re eating the derriere, Billy, I’ll tell you that.

I don’t care.

I’ll tell you that. You eat the toes.

But you make a plan on how to attack it so that by the end of the year, you look up and go, hey, mission accomplished. Elephant eaten. That’s why you have the daily goals. You break it down to weekly, to monthly, to daily goals. Then you celebrate those victories. I understand that too. You’ve got to celebrate those victories, especially-

Celebrate, holiday.

Good times.

It would be, so right. Now, my wife worked at Dr. Zoellner and Associates and so occasionally Dr. Z would say stuff like, “Kylie, let’s have a Christmas party to celebrate. Boom, let’s go take the team to Magoos, celebrate. Boom.” So my wife worked there. She would tell me, “Hey, we’re going to Magoos to celebrate a sales goal.” I’m thinking, yes, please. It was a lot of fun.

So Marshall though, you also have to know the number of rejections. Step two, the number of rejections you need per day.

That’s so mean.

So Z, when you’re running your ads on radio, you have to know I need to get in front of this many people per month period.

Absolutely. Absolutely.

To get this many people to come visit my business.

I’m targeting soccer moms. You got to know you’re most likely buyer.

You’re mass marketing, my man. Not going door to door and networking. Because if you believe in this concept of never mass marketing, Z, what happens if our listener today listens, they go, okay, I love everything you said today, but I’m not willing to invest in turnkey mass marketing like radio, like TV, like internet ads, like Facebook ads, like Google Ads, like mailers. Something that doesn’t involve your personal effort. What will happen if they believe that the only way to grow their business is their personal networking and effort?

Well, you know me, Clay, you know how much I love analogies.

Yes.

Not mass marketing is the same, the analogy that I would say is it’s like buying a new car.

Buying a new car.

Going out in your driveway. Starting it up and not presenting the accelerator, and wondering why you’re not going anywhere.

Then getting a box fan-

Then getting mad about it.

Then getting a box fan while your car Is still running. You’re not hitting the accelerator. You get a box fan and you’re talking to the box fan and you say-

La, La, la, Luke, Luke.

People say, “Why are you doing that?” You say, “I don’t know. The car is not moving. I got to do something.”

You call the dealership and say, this car is not getting me anywhere.

It’s not getting me anywhere.

It’s not getting me. I just spent $35,000 on this.

Is there any way you could add an air horn to my $35,000 car? Because if it made this sound, perhaps I could go.

Perhaps it would go somewhere.

Right? That’s probably the issue.

They’re like, they’re scratching their head going. So that’s how we are as business coaches. We’re like the car dealership going, oh wait, you see here, you press that accelerator. The accelerator of a business-

That’s so nice. I hit the accelerator and car move forward. I hit the accelerator car move forward. I don’t hit the accelerator car not move forward. Oh, it’s so nice. It’s so nice. You hit the accelerator. We go accelerate. Because it’s an accelerator. That’s a circle. Z, break it down my friend. It’s not that complicated.

That’s what mass marketing advertising is. This is what advertising really is. That’s what marketing really is. It’s the gas pedal of your business. What happens is it breaks my heart when people set up their business plan that you attack business and then you say, “Okay, advertise.” They go, “Oh, I can’t afford to.”

Can’t afford it. No.

That’s like saying pay your electric bill.

I can’t afford it right now because I’m out there with to [inaudible 00:13:52].

We don’t have phones currently because I had to shut them down because I can’t afford it. You got to budget that in. That’s got to be part. That’s why you build your war chest. That’s why you get money. That’s why you get venture capital. That’s why you get bank loans, SPA loans. But you have to factor in the advertising dollars in your business.

How much of my gross revenue should I spend on advertising?

You want to be aggressive. You want to get cray-cray.

I want crazy. I want to pump it up like Tom Brady. Throw it up, the fricking long ball out there to Randy Moss back in the day before he became cancer on the team.

When I started off, I was 10%. Every dollar that came in 10 cents went back into advertising.

Real quick, I struggle to process words. So I’m more of a what you would call a visual non audio learner. So because I’m looking at you, that helps me. When you said 10%, that would be like 10%.

Yes.

Oh my God, that’s crazy.

It’s in between nine and 11.

Oh wow. Wow.

It’s the integer between nine and 11 with the percent sign after it. So yeah, 10%. That’s aggressive.

I’m going to need a drink, that’s impressive.

Yeah.

What would you say to a small business owner that spends 1% on advertising, or 2%, or refuses to spend even 5%? I mean, what’s the minimum threshold you should spend on advertising if you want to create time freedom?

Well, I think five is probably the minimum starting off. I can understand that. Now since the book face, and the Google, and the other ways you can actually spend not a lot of money and get a lot of eyeballs looking at your stuff.

If you’re sitting in front of a nice, young, female entrepreneur and you have a lot of respect for women, Z, you respect them. Perhaps nobody respects women more than you. You’re sitting here talking to a young female entrepreneur. You’re very kind.

Yes, very kind.

You’re talking to a young Amish entrepreneur. The kindest man you’ve ever met.

Baked goods.

You’re talking to a sweet older man-

Maybe furniture.

An older gentleman, A really nice kind person. You talked to a person who previously has managed a church or a Girl Scout community and you’re wanting to give them the rude knowledge, but in a nice way. What would you say to someone who refuses to spend 5% or more of their gross revenue on advertising in a nice sweet way?

I would be prepared to go find yourself a job.

Ah, Z, that was so mean. The way you said it, it was the tone. It was the tone.

It was the tone. I was trying to be [inaudible 00:16:01]. You heard the pause, though, before I said it? I kind of gave it a little pause.

Marshall? The tone-

The tone.

I gave it the pause though.

You got the pause, but the tone.

Does the pause not soften the tone?

The pause was nice, but you just … No, it was too mean. It was harsh. What about the entrepreneur, the business owner that says, I just can’t afford advertising at the end of the month. It was a tight month and I just can’t afford to spend that much.

I would say to them, hey, on the weekends when your business is shut down, get a job. Start mowing yards, get a lawn. I mean, maybe throw newspaper. I mean, I don’t know. I mean, do something because guess what? We burn the boats. Guess what? We’re the pig and not the chicken at breakfast.

This is an ethical show. We’re not going to recommend you go out there and do prostitution. We’re saying you got to get a job that’s readily available. So cut grass. I mean it’s readily available. You could do it. There’s always a need for it.

Well, the thing, the point is is that you need the money and how are you’re going to get it? I promise you-

But prostitution-

[inaudible 00:16:58]. If you take out the five hours of watching TV that the average US citizen does. 5.2, actually. You can Google that to see. You take out the 2.7 hours per day, the average US citizen does doing the book of the face.

It’s unbelievable. People are on on social media right now 2.3 and 2.7 hours a day.

That’s a full workday. That’s a full eight hours. Take that and go get a night job. Go become a-

There you are, back to my niche. The night job. Yes. I just want to say I am, by day I run a snow cone shack. But at night, if you have a snack attack and you looking for a whole lot of man, you just come on over here and I’ll just … This is my second job.

Come over, get in the hot tub with me. Is that it?

Cory. Cory. Step three. This is the third step. You have to determine the number of hours, our listener has to determine the number of hours per week that they’re willing to work on the business. In addition to the reactive nature of obviously doing the spray foam, answering the calls, doing accounting, there’s all these things you have to do. But to work on the business. When you started Trinity Employment, you started it out of your house, I believe.

Yeah. Kitchen table.

How did you find the time to build what is now a successful company when all of a sudden you’re starting the company out of your house? I mean, what was your process for finding the time?

For finding the time? Well, I quit my job and that was a tough thing to do. But someone very smart told me, “Hey listen, if you do not go and put everything that you have into this,” because I was considering trying to keep a job for part-time and then trying to work the company in as it goes. But it took a huge risk to go do that. I did it and it was the best thing that I could have done. But it was very scary at the time.

How many hours a week were you working for? 40 hours, 60 hours?

No, man, it was 70 or 80. It did not stop. We talk about at least put in a sixth day. We’ve talked about that on the show. Well, man, for us it was absolutely seven for a long time. But it slowly tapered down. We still have to do stuff occasionally, but it’s not near like what it was. It was worth all that effort.

I’m just going to say this because I want to help somebody out there. I was at Resource, Z, where all my good stories happen.

Oh, no. You’re not going to …

I’m checking out a resource, and there’s a young whipper-snapper.

You’re doing a Resource story.

He’s a part-time guy. He’s a new guy. He’s a new guy. He’s a young buck. I’m not going to sit there and give people unsolicited coaching advice. But he saw me pull up in the Hummer and I was getting pinion wood and I was buying the … What do you put in your gas grill? It is-

Propane.

Propane. Yes. Buying the propane. I’m exchanging the container. He says, “Bro, must be nice, bro.” I said, what do you mean? He goes “Driving a Hummer, bro.” Just, “Bro, what are you doing with pinion wood? That’s high dollar pinion wood, bro.” I said, I’m just going to burn it. I burn it all weekend and I’m just going to grill some burgers. He says, “Bro, man, I’ve been working all day, dude.” I said, what time did you get here? He says, “I got here at eight, man.” This is at three in the afternoon. He’s like, “I got to come back tomorrow, man, to be here at eight too. I got to work from eight to seven today.”

I looked at him and I didn’t say anything, but I think the look of judgment is what happened. He says, “Bro, what do you do?” I said, I wake up every day at 3:30 and I work every day until five. I do this six days a week. You know why? He says, “Why, bro?” I said, because I want to dominate.

I did that forever. Now I don’t have to. But there are certain days I choose to do that. But, bro, I did that for seven days a week for a decade to get where I’m at. Because he knows about our podcast. He knows we’re in the top 10 on iTunes. He knows about the car. He’s always asking me questions about, “Bro, how’d you grow Elephant in the Room, man? Was it more about vision or more about leadership?” He always asks these big … I know he’s going to college. I know he’s going to college.

I’ve asked him and he’s like, “Bro, what’s more important, the community or profits? Bro, what do you put first man, your team or the money?” Just these vague questions. True story. He says, “You actually work from 3:30?” I said, yeah, I think John and I both pretty much get up at 3:30 and we work until we’re done.

It’s because we have active businesses we manage and we have all these great guests that reach out to me on the show. I just have to prep. Okay? So I got to start to take things out of my schedule to keep up. But his mind like exploded in front of me. It was like I heard his mind talk. Marshall, this is what his head said. I put a mic, he didn’t realize this, but as I was talking with him, I inserted, using the power of the force, a microphone into his mind. This is what his mind said.

You know what this means? It means that this thing doesn’t work at all.

The idea of a 40-hour work week does not work at all, Marshall. Educate somebody out there.

So a gentleman named Elon Musk-

Never heard of him.

Founder of PayPal.

I’ve heard of PayPal.

Founder of SpaceX.

Heard of that.

And Tesla.

I’ve heard of that.

He says that-

I’m not curious about the founder. I’ve just heard of those companies.

You’ve heard of those companies.

Never heard of Elon Musk.

He’s probably a fledgling company here. Hopefully he makes it. He talks about having to put in 60 to 80 to even 100 hour work weeks even to improve your odds of success. Okay? It’s just like guaranteed. But you can’t accomplish anything in 40 hours. If you want to have a job, as Dr. Z said, “Hey, if you’re not unwilling to put yourself out there and go out on a limb and invest into advertising, then you’re probably not going to make it.”

You got to get off the field.

You got to get off the field, or you probably go get a job. But if you’re willing to put in the 60, 80, 100 hour work weeks that the other entrepreneurs and the other business owners that recognize what it takes in order to be successful, then you got a shot. But that’s just-

Nothing is worse than seeing, and Z, I’m not picking on all homeless people because some people do have sincere mental illness and that’s a thing. But this is just an example. Nothing is worse than someone holds a sign that says, I will work for food. Then when you pull a … I’ve done this, I’m sure you’ve done this, I’ve actually pulled over before and I pulled over.

The most recent time was probably four or five years back. I was at a Walmart parking lot at 71st and, no 81st and Lewis. The guy says, the sign says, will work for food. He was there on the side of the road with what appeared to be a young kid. Didn’t seem like a hostile guy. He’s wearing some loose fitting shorts. I didn’t feel like I was threatened or anything.

I said, hey, I’m totally willing to pay you to work. I’m working, my wife and I just bought a home. We have a bunch of work to be done. What kind of work can you do? He’s my age. He’s like 32, 34. He’s not 50, he’s not 40. He says, “Well, man, I got a back issue.” I’m like, okay, I do too. But how much work are you willing to do? I mean, I’ll pay you like 20 bucks an hour. I’ll pay you 20 bucks an hour to come work for the day. 160 bucks for the afternoon. Is that cool? 150, 160. He’s like, “Ah, I can’t do it, man. I don’t do well with the sun.” It was unbelievable. He had every objection-

He’s standing out in the sun.

He couldn’t do the sun, he couldn’t, he had the back thing. He’s very busy right now. Nothing is worse than holding out a sign that says, I will work for food and not being willing to work for food.

You feel like you got bait and switched? You felt like it was false advertising.

I think nothing is worse than seeing somebody who says, I want to be an entrepreneur and not being willing to get out there and do the work needed to make it happen. That’s sad.

Oh my goodness.

That’s sad. That’s sad. Because everyone around you is thinking you don’t have what it takes. But your out there saying, “I have what it takes,” but you don’t have that. Then you end up going on the voice and you end up singing your audition on American Idol or The Voice. All of America laughs at you, but you don’t see the humor. You think you are really good until America laughs at you. So be self-aware. If you’re not willing to put in the work, go get a job. Job stands for just over broke. So make sure you keep that in mind. Okay?

Now, step number four, final step I want to give you before we wrap up today’s podcast, because the rest of the path will be available for you, courtesy of your coach. Marshall, talk to me about determining your unique value proposition as a wall foam guy. What does it mean to … Why does everyone have to create a purple cow?

Seth Golden wrote, “Boring is invisible, remarkable people and products get talked about.” Why is the most dangerous strategy possible to be not standing out? Why is it so dangerous to be conservative, my friend?

It’s so dangerous because none of the other companies in the industry are doing something aggressive enough just to get a quote or an estimate. So what you have to do is you have to put yourself out there.

Put yourself out there.

Offer something of value to the customer. This is where I see a lot of businesses, they get it wrong. They offer something that is not of value to the perspective buyer, to the perspective customer.

Z’s warming up over there. I can see it.

He’s marinating over there. So what you have to do is you have to create a no-brainer that is aggressive enough to get somebody to fill out a form on the website.

Now, Z once told me, I’m kind of warming him, I’m pulling back the rubber band here. Z once told me, he said, “Clay, if you don’t make an advertisement that is so aggressive, that is so aggressive that it literally punches your competition in the throat, and they go, can he do that? Then it doesn’t grab customers by that same throat and say, listen here buddy, this deal is hot. You are not advertising. If you’re branding, you’re getting your name out there. If you don’t have a hot offer, you are wasting your time.”So Dr. Zoellner, preach the good news about [inaudible 00:26:54].

Listen to me. If you’re spending your money talking to folks, they don’t respond, you are wasting your money. What I’m saying is this, is that when you’re advertising, you’ve got to make it so compelling, so overwhelming, so wonderful, that the people out there, not again.

Say it again.

Again.

Again.

Again.

You’re just telling me to say it again, brother. I told you’re the one preaching. You say it.

What I’m saying is that when they see your ad, they have to, in a zombie-like form walk over to their phone, dial your number, and say, “I got to have what you got. I got to have what you got.” Can I get an amen?

Can I get one of those cans? [inaudible 00:27:34].

Can I get an amen?

I am sweating. Amen.

Marshall, do the dance for me. Come on, come on. There you go. So what I’m saying is this, compel compel them. Compel them.

Compel.

Force them.

You’re saying the word.

Give them no choice.

You’re giving them no choice.

They’ve got to call.

They’ve got to call.

They’re out of their mind.

I’m going to call right now. I’m at church, Frank, I can’t call right now. Where is my cell phone? No, but seriously, you have to make a no-brainer that’s hot.

You have to make a no-brainer that’s hot.

Why don’t people do it?

Listen, I tell you what, the next time you’re watching TV, right now, if you’re watching TV or you flipping through a newspaper and you see an ad, or you see an ad on TV, or you hear an ad on the radio, and there’s nothing that compels you to even think about, even be curious about, you know what? I don’t need a new roof right now, but man, I might want to have them come out and check it out. Because I could maybe need a new roof.

Oh, that’s a hot deal.

That’s a hot deal. I’m going to call those guys because-

Can I give an example of a hot deal? Can I give a hot deal?

Hot deal.

You got a hot deal?

Well, I got a lot of hot deals, but I’m going to give you three hot deals. One is it Dr. Robert Zoellner and Associates, if you’re from Tulsa, from the northeast Oklahoma, you know this, it’s $99 for one pair of stylish glasses and an exam. He’s been sticking to the $99 mark for 25 years. It works.

I’m hanging on, I’m hanging on for 26 years.

Inflation is really … I mean the inflation is starting to … Maybe next year it’s $102. But the point is it’s just $99 for a long, long time. Elephant in the Room. The first haircut is a dollar. Both of them. The deal. It’s like, it’s unbelievable.

But here’s an example of a deal that just-

Well, they don’t only get a haircut at the Elephant in the Room, They pair it with-

[inaudible 00:29:10] It’s an experience.

Hot towel treatment.

It’s unbelievable. I mean, people love the thing. It’s like a country club for hair.

Do they get a beverage too?

They get a beverage, they get a consultation. It’s a whole thing. I’m telling you, it’s next level. Go to EITRlounge.com.

That’s just crazy.

Yeah, their competitors in Oklahoma City are not excited we’re coming, but here we come. Here we come. You can feel our footsteps. Don’t worry. But you’re screwed. Okay, so here’s the next hot no-brainer. My wife and I, the year was Dateline, we’ll go with Dateline, 2003, Tulsa, Oklahoma.

My wife and I had just started to make ARAB money, which is a money that … A lot of money, doing well. I was on southwest.com because I was going to DJ for Southwest Airline’s holiday party. True story. They’d asked me to DJ and I was super excited about it and I thought I should learn about this company. Because I’m a deep myopic focus kind of guy, I ended up buying the case study called Nuts, which is about how they built the company. I love that book. Then I found out my Uncle John worked there and I ended up having a meeting with him and picking his brain. I became a huge fan of Southwest.

But I want southwest.com. They were just starting to do this deal in maybe 2003, 2004, where they would send you updates. It’s these great specials. I don’t remember, I think I signed up for something because I was curious how their drip campaign worked. I don’t remember what year it was. It might be in 2005, 2006. But I would get an email that would say travel down to … What’s the island? A South Padre in Texas?

Yep.

Go to South Padre, trip for two for 999. So it’s like a $999 you go to South Padre. I didn’t want to go to South Padre. I didn’t know anything about South Padre, but I thought if I could go there for $999 and stay at the Sheridan Hotel with my wife on the beach, I need to do this. So I booked a trip and, see, I had no knowledge of the place. Had a great time.I mean, unbelievable time.

It’s a great area. Did you fly into Corpus?

Yeah. We had a great time. After we did that trip, I was like, send me more. Southwest sends these discounted trips. Vanessa and I went on quite a few of those. We had no idea about the location, but the deal was so hot. Now here’s the deal. Southwest Airlines got me, Marshall, they got me.

They got you.

Because once you book your airline ticket, you’re not going to just travel there. You’re going to also get a hotel.

You got to rent a car.

You got to rent a car. They make money, they make commissions on every step of the way. A lot of people don’t realize that Southwest Airlines, they’re making money when you buy the car. They got deals worked out. So you can rent the car, you can get the hotel. I don’t want to go to other websites and shop. I don’t want to name my price and bid on craft to save $17.

No, of course not.

I don’t want to bid to save 17. No. I want to buy it all in one place. That’s the move. It’s great. Hobby Lobby is a great move, Z.

Great move.

Yeah. Cory, have you been to Hobby Lobby recently? Have you been to Hobby Lobby in Tulsa?

Last week.

Really?

Yeah.

What’d you buy there? Did you buy some Accoutrements? [inaudible 00:32:05]

We had to get some school supplies or something like that.

Skull?

Did you say skull? What are you, [inaudible 00:32:13] getting ready for [inaudible 00:32:16] Halloween?

It’s a redneck thing. We do school, you know, wintergreen.

No, I’m talking about skulls like human skulls. [inaudible 00:32:25].

Okay, no skulls.

You [inaudible 00:32:26] my decomposed body so we went to Hobby Lobby.

They’re in the back.

Okay, what, were you buying school supplies?

Yeah. Yeah. There were some school supplies and I try to stay out of school supplies because just too much. But my wife and they needed to go in. I went and looked at all the arts and crafts and all the things.

Did you buy anything? Did you buy an impulse buy?

No impulse buys.

Come on.

No, no, no, no. No impulse buys.

No way. That’s where the whole story becomes unbelievable.

Hold on. I looked at some things that might’ve gone well in my little man cave.

It’s 70% off. Why would you not?

That’s what I end up buying. I’ll wait for, hey, they have the frames and they always go on 50% off. The thing is, you have to wait to go get those.

Who sets the normal everyday price? I remember when I met David Green and sat down and talked to him and I learned that he made crazy profits even at like 90% off. I’m going, this guy is a genius because who makes it the normal price?

The owner of the company.

Right? It’s a move.

It’s a move.

It’s a great move.

It’s a great move.

Toms.com, Tom’s shoes, Marshall, why is that such a hot no-brainer.

It’s a buy one, give one away. It’s like their no-brainer makes you feel good because then they’re giving away a pair of shoes to somebody else.

It touches my soul.

There’s been many, many shoe factories in Africa that have shut down because of all the free shoes.

That’s right. [inaudible 00:33:47].

It’s kind of like, once you start to think about it [inaudible 00:33:50].

You’re a negative guy, negative. This show is so positive.

Sorry.

But seriously, I want to try on these shoes real quick and see if they touch my soul. Little room to grow there. Touching my soul. Okay. Okay. Nice.

That’s amazing.

Can I tell you about the opposite of Tom’s shoes real quick?

Okay.

Here’s another no-brainer. The Kanye West shoes.

Oh my gosh. Kanye.

One of my clients just mailed me a pair of the Yeezys. Z, have you see my Yeezys?

No I haven’t.

I’m going to pass these down to Marshall.

Is this the reverse no-brainer?

Well, this is the no-brainer. I’m going to pass it down. These are shoes that one could argue, if you look at the math, are near $1,000 shoes.

What?

What?

Yeah. These are the Yeezys.

What’s written on them?

Whatever Kanye West wants to write on the shoes.

Yeah, it’s something weird.

So if you go to adidas.com/Kanye, Marshall. I will look at these shoes and a great gift from-

You still had a tag thing on there. I just took it off. You’re welcome.

Thank you, brother. So let’s pull it up here real quick here. So the Yeezys, I mean it’s adidas.com/us/yeezy. These shoes that come in all different styles and they’re expensive. I mean, if you’re going to get an entry level pair of Yeezys right now, you’re going to drop 265 or $300. Then they go up to 565.

How do you spell spell Yeezy?

It’s Y-E-E-Z-Y. I guess there’s all different levels of customization. But if you get the Adidas Yeezy Boost 700, that’s 530. Then this particular pair that I was given pre-customization, I think it’s 265 for the shoes. Then there’s all different customizations. I’m not a big shoe guy, but they are very comfortable and I appreciate the gift. But all I’m saying is what makes that a no-brainer is that celebrities wear them.

That’s right.

So the no-brainer is that like, listen, buddy, listen. Other people like Justin Bieber, like Kanye West, they wear these shoes.

Be like Bieber.

Be like Bieber. So again, I just want to encourage everybody out there, you have to determine a no-brainer. But see what you can’t do is you can’t price your shoes at a price that it is not, it’s not financially profitable.

Not unless you’re Kanye. I mean, and that’s what people do. They go, well, he’s charging a thousand. I’m going to charge 2000 for mine. They’re that much more exclusive, huh? Huh? Right? Huh, huh?

Can I give everybody an example of what you don’t want to do here? Stephon Marbury is a man that I have a lot of respect for his idea, but it didn’t go very well. But Stephon Marbury didn’t understand that one, Z, Do you know who Stephon Marbury is?

Sure.

Cory, do you know who Stefan Marbury is?

Sure.

Come on.

No, not really.

His name recognition is probably like, what? One out of 50 Americans know who he is.

Yeah, I would say so.

Do you think that Kanye West though? But whether you know a song of his or not, everybody knows the name Kanye, because he is in the media all the time. But if you look up Stephon Marbury and his shoe, the N1 shoes, he was making shoes and he had a altruistic motive was to sell shoes, I believe back in the day. We’ll put on the show notes so you can see it. He’s wanting to sell shoes for something like $25 a piece. Then be high enough quality that he would wear them in an actual NBA game. So you want to make them super affordable.

But the no-brainer for him was he had not done the math. That company, as it scaled, it failed because it just wasn’t financially sustainable. So again, you want to make sure, no-brainer, Z, it can’t be such a good deal that you go bankrupt.

True that.

So what percentage of people, Z, come in to utilize the $99 deal? It’s a great deal, but what percentage of people say, you know what? I want those. I want to take advantage of the deal. What percentage maybe come in and say, you know what? I’d prefer to have a designer pair of frames. I want to have-

The last time I ran the numbers on it, which is a few years ago, it was 14%.

So 14% is sort of the max threshold of people that come in and want the $99 deal.

Yeah. Last time I checked it was 14.

Okay, Harley, another no-brainer, Harley. They made motorcycles that are so loud, just so loud, they’re still loud. They’re the reverse of the Japanese quiet, efficient bikes. The no-brainer is that they’re crazy loud. Z, Why is it a no-brainer to make a motorcycle that is so much louder than everybody else? It’s so different in … I mean, they’re not even trying to be efficient anymore. They’re just beasts.

Well, they did it because they said this is a safety issue. Other cars out there on the street will hear you because that’s the big deal is when you’re driving a motorcycle, the cars run into you and kill you. So they don’t see you. So the Harley said, “Okay, they may not see you, but they’re sure as heck going to hear you.”

They’re going to hear you.

That’s why they did that.

I want to make sure that all the listeners get this idea. Harley, there’s a book called Radical Marketing where you can read more about the Harley story, and there’s a lot of factors that went into it. But Harley realized if we make loud motorcycles, they’re going to stand out more. It’s a safety thing.

Also, we’re selling to the American consumer who, we can’t out build, we can’t out efficient, we can’t beat the Japanese in the game of efficiency. We can’t make bikes that sound like this, Z, and they’re safe. So we need to do what we do. We need to make bikes that are … They’re safer, they’re bigger, they’re iconic. People get Harley tattoos. They didn’t try to outbeat the Suzuki brand, or Kawasaki, or Honda. They owned their niche.

So that is my final action item to you, Mr. Listener. Then your coach will walk you through the final steps of the path. We went through just the first four. Altogether you have 13 steps you want to take as soon as possible to take your business and get it to the next level. Without any further ado, here we go. Three, two, one, boom.

Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise.

Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing, he’s key. This kind of guy has worked in every single industry. He’s written books with 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. 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 I’ve 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 org, organizing everything in their head to building it into a franchisable, scalable business.

One of his businesses is like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy, Elon Musk kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like the most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. 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 listen to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, “I’m not going to touch it. I’m going to turn it down.” Because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right.

Anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate, anytime I’ve got nervous or worried about how to run the company or navigating competition and economy, 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.

Of course we were conservative enough that we could afford to take that on for a period of time. But anyways, great man. I’m very impressed with him. So Clay, thank you for everything you’re doing. I encourage you, if you haven’t ever worked with Clay, he’s going to help magnify you. 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. 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 a mortgage lender here in town who had told me what a great job he had been doing for them. 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. 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. 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. 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 is 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 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. 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. As I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made.

I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town. So we kind of felt like we knew what we were doing. I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with Clay, I mean the thing is it’s month to month. Go give it a try and see what happens. I think in the 35-year history of Shaw Homes, this is probably the best thing that’s happened to us. I know if you give them 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 Sprick and I am the founder of D Sprick Realty Group here in Tulsa, Oklahoma. After being a stay at home mom for 12 years and my three kids started school and they were in school full-time, I was at a crossroads and trying to decide what do I want to do? My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did.

My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand. We just rolled with it. I love people. I love working with people. I love building relationships. But one thing that was really difficult for me was the business side of things, the processes, and the advertising, and marketing. I knew that I did not have what I needed to make that what it should be.

So I reached out to Clay at that time and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. 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. 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 impending 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 is due and Clay, and his team, and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen.

I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it.

My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school, I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees.

Clay helped us weather the storm of some of the things a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization.

We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic.

The Thrive Time Show. Today, interactive business workshops are the highest and most reviewed business workshops on the planet.

You can learn the proven 13 point business systems that Dr. Zoellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website, we’re going to teach you how to fix your conversion rate. Now, we’re going to teach you how to do a social media marketing campaign that works.

How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve.

You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I’ve built these workshops is because as an entrepreneur, I always wish that I had this. Because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter Bunny, but inside of it was a hollow nothingness and I wanted the knowledge, and they’re like, “Oh, but we’ll teach you the knowledge after our next workshop.”

The great thing is we have nothing to upsell. At every workshop we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying and I want you to Google the Z66 auto auction. I want you to Google Elephant in the Room. Look at Robert Zoellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system?

When you do that research, you will discover that the same system that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee it’s going to be the best business workshop ever. We’ll even give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see you.