Business | Learn How to Hire, Inspire, Train and Retain High Quality Employees | Learn How Clay Clark Has Helped Multi Clean to Experience EPIC Growth Year Over Year While Building an Incredible Team

Steve?

Yes.

Hi, thanks for coming in today.

Thank you for having me.

Yeah, I appreciate you applying for the job.

Always.

When’s the earliest you could start? Tyler.

Kyler.

Mrs. Anderson.

You can call me Marleen.

Okay, Marlene. We appreciate you applying for the job.

Thank you. I appreciate being here.

Let’s just dive right in.

Boom, go.

What’s your availability like?

I’m boycotting daylight savings time, so I’ll either be an hour early or an hour late depending on the seasons.

Tell me a little about yourself.

My mom says I have to get a job, so that’s why I’m here, because he wants me to get a job.

Why did you leave your last job?

Of course, Harry, he was… I felt he was looking at me in a particular way. Of course, he was blind, so I don’t know why I felt that.

Why did you leave your last job, Steve.

Fired. Next question.

What do you think you bring to the table?

I can read people’s energies. Let me get your energy real quick.

Oh.

You’re a coyote. Congratulations.

I don’t run errands and I don’t answer the phone. You know what I do? I look hot. 24… Hot.

Whatever you need, I can do it. Janitor, CEO, cook, I can do it all. I have done it all and I will do it all.

Okay, so you do have experience in all of those areas?

No, but I just believe I can do it.

Availability, that’s a week to week thing for me.

Okay.

I really… We’ll see.

What do you consider your weaknesses?

Chocolate. Candy. Snickers.

Okay.

Reese’s Pieces.

Okay. Becky, I think we’re done here.

Do I get the job?

On today’s edition of the Thrive Time we’re going to teach you how to find really good employees. I know a lot of business owners out there say they struggle to find good employees. I will tell you there’s a lot of great employees out there struggling to find good employers. There’s a lot of employees out there struggling to find good employers and a lot of employers struggling to find good employees. I get it.

Really it’s about matchmaking. It’s about finding A players that want to come to work early and stay until the job is done. It’s about finding good people with good energy. People with the four E’s and a P. People with great energy, people with the ability to execute, people with the edge to make the tough call, people who can energize others, and people with passion. Four E’s and a P. Energy, edge, execute, energizing other people, and a passion for the workplace.

On today’s show we’re going to walk you through how to find really good employees for your company. We’re going to walk you through the entire system and process of finding good people. Now, finding good people is 1/13 of the success system that we teach at our in-person two-day interactive business workshops. If you’re out there today and you want to learn how to start and grow a successful company we’ll teach you how to hire, how to inspire, how to train, and retain good people. We also need to teach you marketing, and branding, and sales, and search engine optimization, and online advertisements. We also need to teach accounting, and legal, and leadership. There’s just… Sales. There’s just so much we need to teach. That’s why we do these two day interactive business workshops.

Now, on part one of today’s show I’m going to share with you a brief testimonial from a happy client that we’ve worked with over the years to help him scale his company. Then on part two of today’s show, we’ll really get into the training and the nuts and bolts of how to find great people, how to hire, how to inspire, how to train, and retain great people. Then what I’m going to do is I’m going to share with you about a franchise opportunity. For anybody out there that’s looking to buy a business or to shift careers. Maybe, you’re looking to switch into a new career. Maybe, you’re looking to become self-employed. I think, that the Tiptop Canine franchise opportunity may be a great fit for you. If maybe that’s not a good fit. If you’re not a big dog lover I would encourage you to look at Oxi Fresh O-X-I fresh dot com.

In full disclosure I’ve worked with both of those brands for years to help them refine their systems. We’ve developed these systems so that you, for an investment of $50,000 or less, you can own your own business and you can be off to the races, because you know you’re following proven systems. Again, we’re going to walk you through how to hire and inspire, how to train and retain great people. Then we’re going to introduce you to the Tiptop Canine franchise system opportunity and to the Oxi Fresh franchise opportunity. Without any further ado, if you’ve ever been looking or searching for how to hire and inspire, train and retain great people this show is for you.

My name is Kevin Thomas and I’m the owner of Multi-Clean Commercial Cleaning Services. Before we did the group interview we would interview everyone in the office and it would take up to 15 hours to interview 15 people. After we started doing the interview it would take us 45 minutes to interview those same 15 people. Usually within the first 15 to 20 minutes of a group interview we would recognize our, what we call our A players, we would recognize two to three A players. We would have the opportunity, 15 people in 45 minutes, which would save myself money and my team hours. It’s helped us, because it saved us hours, saved me money. It lets us nail down a good candidate for the position immediately and not having to wait a week, a week and a half to get to a good candidate.

They did. There was initial pushback, but once we implemented and did it we hired two people recently.

Nice.

Two of those people still in the office. The pushback was it was uncomfortable, but I did all the speaking, all the talking. Now they love it. Our record is we had 27 said they were going to be there in four show up.

Nice.

That saved me 23 hours of waste of time. Wow.

If you had ever struggled hiring, inspiring, training, and retaining high quality employees then this is the show for you.

Some shows don’t need a celebrity narrator to introduce the show, but this show does. Two men, eight kids, co-created by two different women, 13 multimillion dollar businesses. Ladies and gentlemen, welcome to the Thrive Time Show.

(singing)

Yes. Thrive Nation welcome back to the Thrive Time Show on your radio and podcast download. On today’s show for those of you just joining us for the first time, you’ve never found this podcast, you’ve never discovered this podcast before we have Mr. Aaron Antos on the show. You might say to yourself, why would we have and Mr. Aaron Antos, why would we have him on the show? Well, there’s two reasons. One, he actually knows what he’s talking about and has had success in his industry. Two, he was willing to pick up the phone when I called him and said, would you be on the show? These are the two… One, we’re never going to have a guest on the show who doesn’t know what they’re talking about. Aaron Antos, welcome on to the Thrive Time Show. Sir, how are you?

Oh, I’m doing fantastic. Thanks for having me.

Now on the record, my understanding is that you have sold over $800 million of homes throughout your career selling new homes. Is that correct?

That is correct.

How did you go about selling over 800 million of new home construction?

Well, other than my incredible good looks… No, I’m kidding. That was actually not a factor, but… I was actually mentored originally way back in the day by the person who was the vice president of Toll Brothers, which is actually one of the largest builders in the country.

Toll Brothers.

Yeah.

We’ll put it on the show notes.

Yeah.

He lived down the street from me, and I grew up knowing his family, and, thankfully, he mentored me. I learned a lot from a genius in the business, and took some of those notes, and continued to work with it through the rest of my career.

As you learn to master those sales skills, one of the things that you’ve been able to do well and to do consistently well is be able to teach other people how to sell well. You could only personally sell… The average house that you sell at Shaw homes today, shawhomes.com, the average house that you’re selling is approximately what price point.

Over the last 12 years at Shaw Homes our average was about $275,000.

Okay. The most expensive homes that you might sell the high average would be what?

That would be our Waterstone series. That gets up into the $6, $700,000 range.

A question I’ve always wanted to ask you before we get into hiring people here, I feel like a lot of neighborhoods are named by the same people that named Shampoos. As an example, if you go into a section of the store and you go in there to buy, let’s say… There’s a section, Marshall, where you go and it’s awkward. Where they’re going to sell feminine products in shampoo.

Okay.

They put it on the same aisle, usually. Feminine products are on one side and then the shampoos on the other side of the same aisle.

Okay.

It’s weird, because I don’t know about you, but every time I see a female in that section I immediately act like I wasn’t going to that section.

Yeah.

I’ll go get some avocados and I come back. If you look at the female products as I have, because I’m a husband. Sometimes I have to buy these things, bring them home. That’s even more awkward checking out with these things. The product will be called like Summer’s Eve, or a Midnight Dawn, or Waterstone. Yeah. Like the shampoo it’s the same thing. It’s Lavender Love. I feel like neighborhoods are the same thing.

Yeah.

Do you steal the names from shampoos and feminine products?

It’s actually either that or it’s what used to be there before we put in the neighborhood. For example, Forest Glen.

Yeah.

That’s in the area where we cleared all the trees out. Or a deer run where they used to run, but they no longer do, because there’s cars driving through there.

Wow. Well, if that wasn’t a Pro Tree hugger message. I don’t know what is.

Exactly.

Unbeliev- okay. At Shaw Homes you now have taught a team of people to sell effectively.

Yeah.

Right now, as of the time of this show, correct me if I’m wrong, but I believe this just in Shaw Homes in Tulsa, Oklahoma, you are hiring. You are looking to hire people right now.

That is correct.

What kind of money do you pay if someone wants to come work for Shaw Homes?

Yeah. First of all, it is merit-based pay.

Okay.

It is a meritocracy…

What?

… at our company. I know that’s a controversial topic.

You get paid based on what you do and not what you say you’re going to do.

That’s exactly right.

Weird.

Depending on the quality of the human and how well they do, they’re going to be somewhere between about $45,000 up to $150 to 200,000 a year.

We have… We, typically, have 30 to 40,000 people listening in Tulsa, Oklahoma at any given time. If someone’s listening right now and they’re saying, “Can you repeat that again?” You start off paying about how much a year to work at Shaw Homes?

About $45,000.

They can make up to how much?

The top person I ever had made a little over $350,000 that year.

If you’re driving in your car right now and you need a job or somebody needing a job and they are trainable, they’re high energy, they’re good people, what’s the best way to get ahold of you over their Shaw Homes?

That would be to go ahead and send me an email at [email protected], that’s [email protected] or you can reach me at the main office, which is (918) 258-6161.

Let’s go ahead and go over, Marshall, five of the variables that Shaw Holmes looks for. There’s other variables that look for. Let’s go over the five variables that Shaw Holmes looks for when they’re hiring good people. Okay. We’re going to read here from the Boom Book, which is a book that all the listeners can download for free and get the ebook for free simply by going to thrivetimeshow.com. Steve Jobs writes, “A small team of A players can run circles around a team of B and C players.” Steve Jobs writes. Again, “A small team of A players can run circles around a giant team of B and C players.”

Steve Jobs, legendary former CEO of Pixar. If you’ve ever seen the movie Toy Story or any Pixar films it is he who resurrected the company and made it profitable. When George Lucas was going through a divorce and he could not have the time needed to take the company and lead it the way it needed to be led he asked his good friend Steven Jobs to take over the company and he did. Or you might know him from co-founding Apple and then famously coming back to save the company. Steve Jobs. You might know him as the co-founder of the world’s most successful company.

Talk to me about A players. What does an A player look like to you, Aaron? When you’re looking for an A player what does that look like?

Well, first of all an A player is somebody… A lot of times people would think this is a determination of their skill level and that’s not actually what we look for. We look for A player where it comes to character, integrity, a person who is going to do what they say they’re going to do. That’s actually a pretty difficult thing to find. We also are looking for someone who has incredible people skills, they love other human beings, and they want to help other people. Ultimately, in our industry you’re going to make friends with the people who you’re going to do business with and you’re going to really get to know them. After all, a lot of times they’re handing over their life savings to move forward in building a home with us. They’re not going to hand that over lightly, so they need to know that you’re a high character person that they can trust and that you’re a teachable human being, because there’s a lot of information you need to know in our industry. The great thing is we can teach it to you. You don’t need to know it all.

Move number one at Shaw Holmes. This is something you can apply out there if you own a business. Shaw Holmes only wants to hire A players. Getting into the facts, because Aaron said it’s very hard to find high quality people. Marshall will put this on the show notes, but according to Ink Magazine, “85% of job applicants now admit to lying on their resumes. What? 85% seems like a high number to me, buddy. Seems like you’re trying to turn this into some negative reverse motivational speech. Looks like you’re trying to take my life down to the bottom by filling my brain with facts. I don’t want to talk about the facts, I want to talk about feelings.

No. Listen. Seriously, though, this is true. 85% of people lie on resumes. Aaron, is it not mind-boggling? You see so many resumes filled with hyperbole and who hoo-ha.

Yeah. I love the ones that after they come and go through our interviewing process they start asking me during the process. When I give them an opportunity to ask questions, it’s things like, “Are you going to look into all the stuff I put on my resume? Is there going to be a background check?” I always know that there’s something scary coming down the pike when they start off with those types of questions.

The US Chamber of Commerce now reports that 75% of American employees steal from the workplace. Marshall, the first time you heard that stat, did it not blow your mind?

Yes, absolutely. It’s like, “Who are all these people?” What you realize is you see it all time, resources, equipments, anything.

If you’re out there and you can show up on time and you’re going to do what you say you’re going to do, you can do what you say you’re going to do and you show up on time Shaw Homes, that’s shawhomes.com, these guys are hiring. This is not a theoretical example. They are actually hiring and these are five of the variables they look for when hiring. They look for A players.

Now, move number two, this is something big. At Shaw Homes they’re looking for diligent doers. How’s that different from an A player. Diligence means your ability to consistently bring effort. It’s the consistent application of effort. That’s what diligence means. It’s the consistent application of effort. A lot of people can be A player for like a week. I’ve seen seen people be A player for a month. The problem is the sales cycle when selling a new home is not a week or a month. A lot of people walk into a model home they evaluate and they say, “I want to buy a Shaw Home. I’ve done my research. I want to move forward, but I first need to sell my house.” Aaron, a lot of times you’ll meet somebody in a Shaw Home and they might not buy from you for a year, or three months, or six months. How long does it take, typically, from the time you first meet somebody until they have secured financing, they’ve sold their house, they’re ready to buy a home? How long does that typically take?

Yeah. It can range. Some people come in and they’ve already done a lot of looking. They’ve already done a lot of online research. We live in the information age. They might take three or four days.

Wow.

But, if they haven’t done a lot of research and they’re just getting started we’ve had people take up to two or three years going through that entire cycle, because, maybe, the timing wasn’t exactly right and they want to look early and check out what’s out there. It sometimes is a year, two, three that you’re following up with somebody before they actually make that purchase. You have to be one of those people who are not just out there to pressure somebody into something.

There we go.

You’re out there to help them through the process in their timing.

Elon Musk, right now, he’s a CEO who’s in a little bit of hot water, obviously, with Tesla and some of the things he’s dealing with with the SEC based on some statements he has made. Previous to that, you can’t argue he built PayPal. Can’t argue he built Tesla. Can’t argue he built SpaceX. Can’t argue that he’s built Solar City. You really can’t argue with the success he’s had. You might argue with some of the ways he’s gone about doing it recently, but this is what Elon Musk says. He says, “One lesson I learned at PayPal is to fire people faster. That sounds awful. I think if somebody is not working out, it’s best to part ways sooner rather than later.” If you’re going to show up and be A player for like a week or a month and then you’re not going to be consistent it’s not going to work out for you at Shaw Holmes. If you’re a consistent diligent doer, you’re an A player. Aaron, what’s the best way for someone to get ahold of you guys and to apply for this job?

Yeah. Either email me at [email protected] or you can reach me at the main office (918)-258-6161.

All right. The next variable they look for at Shaw Homes, these are, again, there’s other things they look for, as well. We’re just hitting on five things that Shaw Holmes is looking for. They’re looking for people that have goals. What? Yeah. People that have goals. I’m going to quote Jack Welch, the famous CEO of GE who writes… By the way, Jack Welch grew GE by 4000% during his tenure. He writes, “If you pick the right people, and give them the opportunity to spread their wings, and put compensation as a carrier behind it you almost don’t have to manage them.” Aaron, there are some people out there that aren’t motivated even by commissions. They’re not. There’s people out there that no matter what… Is it possible to make over a hundred thousand dollars a year working at Shaw Homes?

Definitely.

There’s people out there that don’t care. Right?

That’s true. I’m always amazed at what the motivating factors are for people that come on board with our company. Over the years having sold a lot of real estate I’ll have friends or acquaintances that I meet and they always come to me with the question of “How did you get successful in real estate?” I always tell them, “You’re asking me the wrong question when you’re asking how. That’s not the mindset you need to come with. The mindset to be successful in any sales environment or any job in general is to ask yourself why you’re going to be successful and not how you’re going to be successful.” I feel, when you have a really big reason why then the how-to will figure itself out.

Oh, preach that again.

Yeah. The how-to will figure itself out.

This is so good. I’m going to cry.

Yeah. You end up having diligence applied because you’re chasing after something. Not everybody comes in motivated by money. I’ve had people… One of my top people over the last couple years his motivation was that he wanted to leave a legacy to his children. It wasn’t about the money. He wanted to show his kids that his dad was a hardworking person so that they would have a good life. Not so that he had a good life, but so they would have a good life. There’s a lot of different motivating factors people come in with, but you definitely… The size of your why will determine the size of your paycheck when you’re in commission based pay.

Yes. Marshall. Marshall, you is my motivation. I think, sometimes when I get on this set and I thought to get all ready, and I get all excited, and I look over at you, and I think to myself, “Yeah. That he’s a size of my why. That is why I come to on this show. He so sexy and he just so… Andrew, you’re not supposed to let that guy through.

Ooh.

Don’t let him through again, Andrew. Your job as the call screener…

I’m a call screener. Yeah.

…your job is to screen that calls. Don’t let him through.

I dropped that one.

Every time you let him through, it gets awkward. People say, “Stop it, Andrew.” Andrew, stop. Put down the shake weight.

Got it. All right.

Okay.

It’s down.

Let’s continue. Now, here’s the deal. The next thing that Shaw Holmes looks for when hiring people is they look for disciplined people.

Now, Marshall, I’m going to read a notable quotable from Chet Holmes and I’d like for you to break it down. First, can you share with the listeners who in the world is Chet Holmes and why should we care?

Chet Holmes is the best-selling author of the Ultimate Sales Machine who was partners with Charlie Munger, who is currently still Warren Buffett’s partner. Charlie Munger is worth 1.8 billion.

Billion.

Billion with a B.

Oh billion dollars.

Billion dollars.

One Billion. Oh, that’s a large number.

That’s a large number.

Put down the laser.

Okay. Chet Holmes, he wrote the Ultimate Sales Machine and talked a ton about time management, holding effective meetings, creating an effective sales process. He’s a guru and he’s helped number of different companies grow. You’re talking about discipline.

This is what Chet Holmes has to say about discipline. He says, “The missing ingredient for nearly all the 1,000 plus clients I’ve worked with to directly improve their business is pig-headed discipline and determination. We all get good ideas at seminars, and from books, and from radio talk shows, and business building gurus. The problem,” Marshall, the problem, “is that most companies do not know how to identify and adopt the best ideas for their businesses. Implementation, not ideas is the real key to success.” Marshall.

Yes.

Marshall, you’re listening.

Yes.

Don’t make me threaten you with a kung pow punch. Okay. Aaron, let’s talk about this. Marshall talk this pigheaded discipline. I want to start with you, the PhD Marshall.

The PhD.

You got to have a PhD. You got to have pigheaded discipline.

Got to have it.

The pH, you got to have a PhD. The pigheaded discipline. Someone should write that down. Ooh, that’s good. The PhD. Marshall, why do you got to have a pigheaded discipline to work at Shaw Homes or any A level job in America?

Well, we talked about it at the beginning of the show here in that Aaron has sold over $800 million…

He’s hiring right now. If you’re looking…

… worth of homes.

… if you’re looking for a job. This just in… This just in, if you’re looking for a job or of somebody that is looking for a job and you prefer to be hearing about these jobs via a CB radio transmission go to shawhomes.com. That’s go to shawholmes.com and apply for a job today.

I don’t know if I can go there. I’ve got carpool tunnel.

Then don’t apply for a job, but if you have any type of discipline, rigor, motivation, and you are looking for an actual joby job that pays well…

I don’t know if I want to get paid well, I’d rather just mail it in working at a job I hate.

If you’re an A player and you want to make copious amounts of cash so that you can buy your wife expensive shoes. If you’re a female and you want to buy the things that you want to buy for yourself, because you want to be an independent woman. You don’t want to need him. You don’t want him to have to hold you, and tease you, and please you, because you want to provide for yourself. You are a sophisticated single lady and you want to provide for yourself.

Wow, you went off there.

If you need a job go to shawhomes.com. That’s shawhomes.com. Marshall, back to you.

He has the proven best practice. You don’t need a vast experience…

Come on.

… of sales in the background. Aaron will teach you everything that you need to know. I’ve seen him do that.

We’ve seen him do it.

I’ve seen him sit down…

Come on.

… and teach everything that you need to know about selling these homes and you too can be very successful. You too.

I don’t have time to apply. I’m spending my day pretty busy today, Marshall. I’m going to be spending my day. I got a new box full of…

Then you’re not a good fit.

I have a box fan, and I just bought it, and I was going to talk into it, because it’s really fun when you do it. In fact, yesterday I did it and this is what it sounded like.

La, la, Luke. Luke, I am your father.

Wake up though. Seriously, this is a job that pays how much, Aaron.

You’re going to be somewhere between $45,000 and $150 to 200,000 most likely.

Stop walking to Oklahoma City and protesting. Just go apply for a job at Shaw Homes. You can do it. Stop saying you can… Get off… Aaron, you see people on Facebook posting pictures of a cloud saying, “Why can’t I find a job?” Stop doing that. Just apply right now. Aaron, what happens if somebody has the PhD? They have the pigheaded discipline. They actually reach out to you. What’s the next step in the hiring process?

Yeah. The next step would be to come to our group interview, which is done on Wednesdays at 5:30 at our main office, which is 1420 West Kenosha St, in Broken Arrow. It’s across the street from Rhema Bible Church where all the Christmas lights are that everybody goes to.

Nice.

It’s at 5:30 on Wednesdays and we do a group interview there every Wednesday evening.

Now, I want to say this because Aaron Antos is filled with local colloquialisms. These colloquialisms are the… He’s a Tulsa guy. He’s a real human. Okay? This is not a podcast that if be heard all over the planet. I’m going to pull us up on this big screen here, so you can see this. Right now, if you look up here, behind you on the big screen out of all the podcasts in the business section we are now number three in the world.

Oh, that’s awesome.

Now, if you are saying I’m I’m not though looking for the number one business podcast. You’re saying I’m looking for all podcasts in all categories, so we’ll go look this up. Here we go to Top podcast on iTunes of all categories. We are number 10 in the world right now. Okay. Serial is ahead of us and Epic podcast, obviously, but we’re ahead of Joe Rogan, we’re ahead of Conan O’Brien, we’re ahead of Rachel Hollis. We’re ahead of Ariana Huffington. We are ahead of TD Jakes. We are ahead of Joel Osteen. We are ahead of Wall Street Journal. We are ahead of Ted Talks. We are ahead of Dave Ramsey. We are ahead of how I Built This, but if you’re out there… We’re ahead of the lady from of the Shark Tank. What’s her name?

Barbara Corcoran.

Yes, we’re ahead of her. We’re ahead of everybody. You know why Thrive Nation? Because, you have taken the time to listen to this podcast. If you’re thinking about moving to Tulsa for a job, seriously, the cost of living in Tulsa is it not significantly less than…

Oh, it’s so low.

… than New York.

Yeah.

Florida, California. Talk about the cost of living in Oklahoma.

Yeah. I was actually shocked. I moved here from Michigan, originally…

Don’t you know.

… I swear my costs for living probably dropped 35% when I moved here.

True.

It was amazing. The amount of home you can purchase here compared to where other places that I’ve been is amazing how affordable.

Let’s talk about what I could get for $350,000 at Shaw Homes right now. What kind of home?

Yeah. Oh, my gosh.

How much square footage, what kind of accoutrements?

Yeah. You can be… Depending on what neighborhood it’s in you can be anywhere from maybe 3,000 to 3,700 square feet.

Oof.

In that price range.

You serious?

Which is amazing compared to other parts of the country. I know in a lot of places… People always talk price per square foot where I came from your $200 to $250 a square foot. It’s unbelievable how much you can purchase for the price here.

Let’s go on to a Zillow real quick and let’s go to El Cajon, California, which is outside of San Diego by about 20 minutes. You can get into San Diego to the beach within about 25 minutes. I have family that lives out there and let’s look for a home here. That is four bedrooms, five bath, it’s 4,600 square feet in California. That’s $950,000. Now El Cajon is not on the water. It is like Broken arrow. It’s the same relationship that Broken Arrow has the Tulsa, it’s a suburb. Let’s go here into Zillow and let’s look at some other houses here. Again, California. Let’s look for three bedroom, two bath, we’re talking about 1,500 square feet. Marshall, it’s $499,000.

That’s a lot.

In El Cajon. 1,500 square feet. Aaron, for $499,000 in Tulsa how much square footage could I get of high quality, Shaw Homes, premium real estate?

You’re going to be up in the 5,000 square foot range.

Bro. You could have rooms of your house you never go into.

Exactly. You can have a maids quarters.

You could have a walk-in closet that’s like a room. You could have a home with a gate. You could have some incredible real estate for four to $499,000 in Tulsa, Oklahoma. It’s worth the move. I want to go back to PhD though. Pigheaded discipline.

That’s right.

A lot of the employees, Aaron, who work for you, they work in a model home.

Correct.

Which means you have cameras up.

Yep.

For safety, for security, for training purposes.

Yep.

You’ve got recorded phone lines that way for safety, security, for training purposes, you have that.

Yep.

What kind of person can work alone in a model home for eight hours a day or 10 hours a day? What kind of person can handle it? You have some great sales people over the years? What kind of person can handle it and what kind of person does not have the PhD?

Yeah. Well, first of all, I would say a person of character, because when you’re by yourself in a location in a neighborhood then you have to be an honest person. You also have to be that…

Greg, why don’t you… Greg, why aren’t you wearing pants?

You also have to be the type of person that you can follow a schedule and you can stay on task for extended periods of time. You talked about PhD, having that pigheaded discipline. It’s when nobody is sitting there looking over your shoulder, other than a camera, you have to be the type of person who can stay on task and do easily repeatable tasks over again. Make phone calls to follow up with clients. Doing things like presenting a home to customers when they walk in. It’s the same home over again, so you have to be able to repeat that presentation over again. It’s not anything difficult. I find that the tasks we do are not difficult. The difficult part is people staying on task. That’s what-

Is people staying on task. And so, that’s kind of what we deal with, mostly, is having those repeated tasks. The phone calls are similar every time. The people walking in ask the same questions over and over again. So, somebody who’s disciplined to continue to answer those questions over and over again in a similar fashion, they do well.

Okay, now the final attribute that we’re going to talk about today… Now Shaw Homes looks for other attributes, but I’m trying to make sure that this is very coachable, very practical training for all the listeners. And, it also allows you the listener, to know whether you are a good fit for Shaw Homes. I’ll tell you what, if you’re a listener to this show, you definitely are the right fit because we don’t have any… Marshall, do you know this? It’s 100%. Marshall, this is a stone-cold lead pipe-locked fact.

Fact.

0% of our listeners are knuckleheads.

That’s incredible.

You know why?

Why?

Because I say things that offend all the knuckleheads.

And they get off.

They get off within 10 seconds, usually. When they listen to the show and they hear the intro and they say, “Two men who’ve built 13 multi-million dollar companies.” The knuckleheads are, “That must be nice. Those guys are jerks.” Or, “That would be nice if I had $13 million.” No, our listeners are curious. They want to know, “How did they do it? How can I do it? What would make people take time out of their schedule to teach me? I’m curious.” They listen to the show with a notepad. They take notes.

This next attribute that Shaw Homes looks for, and all great A-level organizations look for, is they look for coachable people. Coachable people. Now Marshall, on page 16 of the Boom Book, I’m going to read a notable quotable from Eric Schmidt. I would like, if it’s possible, I’d like for you and for Andrew to provide me the echo that I need to make what I’m saying sound better.

That’s amazing.

Got it.

I’m going to clear my throat and try to bring out my best epic voice and try to take this show to the next level. Marshall, you ready?

I’m ready.

I got to get psychologically prepared, physiologically prepared, spiritually prepared. Here we go. Here we go and here we go.

“The advice that sticks out I got was from John Doerr.” This is Eric Schmidt saying this, by the way, the CEO of Google. The CEO of Google, this is what he’s… The CEO of Google, this is what he’s saying. He says, “The advice that sticks out that I got from John Doerr was in 2001.”

John Doerr, John Doerr, John Doerr.

John Doerr, by the way, is a famous venture capitalist. Let’s try this again. Reset the whole thing.

“The advice that sticks out, I got from John Doerr, who in 2001 said, ‘My advice to you is to have a coach.’ The coach he said I should have is Bill Campbell.”

Campbell, Campbell, Campbell.

“I initially resented the advice, because after all, I was a CEO.”

CEO, CEO, CEO.

I need better echo! I can’t work under these conditions. Do you realize I’ve been featured in such feature films as… It’s too many of them to name really, but continue.

“I was pretty experienced. Why would I need a coach?”

Coach, coach, coach.

“Am I doing something wrong? I’m Eric freaking Schmidt.”

Eric Schmidt, Schmidt, Schmidt.

I added that part. He didn’t say that part but, “My argument was how could a coach advise me if I’m the best person in the world at this because I’m freaking Eric Schmidt?”

He didn’t say that part. I added that for dramatic effect as the narrative reader that I am, “But, that’s not what a coach does.”

Does, does, does.

“The coach doesn’t have to play the sport as well as you do.

Do, do, do, do.

They have to watch you and get you to be your best.”

Best, best, best.

“In the business context a coach is not a repetitious coach. A coach is somebody.” You see what I did right there? I said somebody. I said body. That was kind of a funny part right there. Andrew, I did that for you. Oh, love it. “A coach is somebody who looks at something with another set of eyes.”

Eyes, eyes, eyes.

“And, describes it to you in his words.”

Words, words, words.

“And discusses how to approach the problem.”

Problem, problem, problem.

That might have been the best piece of epic reading in the history of humanity. You know what I’m saying? I mean, wow. Wow. Anyway, so now that we know that, Marshall, break down why Eric Schmidt, the CEO of Google, is saying that the best advice he’s ever gotten… He said this in an interview in Fortune magazine, he said, “The best advice I ever got was somebody telling me that I needed a coach.” Why is that so important to be coachable, man? Coachable.

You got to be coachable. Being coachable means one, receiving constructive criticism or receiving coaching with an open mind and with a humility that I’m going to get better. That’s the first thing. Then the second thing about being-

Like example however Marshall, you told the other day you were talking to me. I said, “You know that I’m kind of a big deal, right?” You said, “No.” I said, “Okay.” I took that feedback.

You took the feedback.

I realized that you are an idiot because I am one of the best of my time.

That is right. That’s right.

All right. But you got to be coachable. Some people will literally, they’ll get feedback like that. You see it, Aaron, they’ll take feedback and they’ll say, “How can I get better at sales?” Then you’ll say, “Well, what you want to do is you’re going to want to build rapport. So, when you meet them, here are the questions you would ask.” They’re like, “Yeah, but it was different. I can’t do that, but this is what happened.” No matter what you said they always “Go, yeah, yeah but yeah…”

Aaron, I know you’ve sold 800 million of homes, but this particular … Can you talk to me about the level of coachability you’re looking for at shawhomes.com?

Yeah, you bet. I mean, we’re looking for people who are teachable. Teachability, it’s like we obviously have the video cameras you mentioned in our offices. We also have the call recording on our phones. I always believe that with every person, there’s a better version of you inside of yourself. I’m going to quote the great Jim Harbaugh, coach of the Michigan Wolverines, the greatest university on Earth.

He says that people need to focus on getting one-tenth of 1% better every day. If you do the math on this, it actually means that in three years from today, you will be 100% more effective at what you do than you are today. Most people are trying to strive to be like 30% better in a day, and then they burn out really quickly. Those people who will receive feedback and go, “Yeah, I’m going to make that minor adjustment,” they get a little bit better every day. Before they know it, they’re so much more effective at what they do.

They have to take it with a humble attitude. They have to really be looking inside when they’re getting feedback and say, “Hey, can I do that better? Can I make that adjustment?” Then they have to trust the leadership in their company to guide them in the right direction. Those people that can let go of the reins a little bit and let somebody else help guide them, they tend to do the best of anybody that we bring in.

Marshall, you’ve worked with a lot of really nice business coaching clients that are very coachable and one that comes to mind are the good folks at Platinum Pest.

Yes.

Platinum Pest is a pest control company in Tulsa, Oklahoma. And these guys, Jared and Jennifer are so coachable. Can you talk about what that coachable attitude looks like that Aaron’s looking to hire for over there at Shaw Homes and that you look for out of the business coaching clients that you work with?

So one of the first things is, like I said, the humility. So Jared and Jennifer, they come in every single week with a humility to get better. And they want to know what are the proven systems. They want to know what are the processes, how to do things differently because they had grown a successful company. And we’ve talked about on previous podcast episodes that we’ve done it a certain way up to this point. But in order to get to that next level, we’ve probably got to do things differently. So what are those proven systems? And so that’d be the first thing is one, they come with a very humble attitude. And the second thing is they’re implementing these systems. They’re having success implemented.

Let’s think about five things they’ve implemented this year, and then we’ll have Aaron kind of break them down because these are things that Shaw Homes does as well.

Okay. Yep.

So one, let’s talk about they are very obsessed with delivering a great quality product and then they want their staff to get reviews after they’ve delivered a great product. Seems kind of crazy, but some companies do a great job and then they don’t get reviews online or some companies don’t do a good job and then they ask for reviews and people give them bad reviews. Can you talk about how they’ve been able to get reviews and how they’ve been able to hold their staff accountable to getting reviews?

Yeah. So one of the things that they’re doing is now they have an evaluation form or they have a checklist whenever they go out to a job that they’re doing. And they put it on there for the technicians to get reviews. And so they’ve applied that pigheaded discipline where hell or high water, we are getting a review from this job. Please leave us an objective review. If you need help being shown how to leave a review, we’ll show you how to do it. And they’ve just gone out there and gotten it. It has produced results from them. They’re getting new jobs because of their reviews.

Aaron, Shaw Homes, you guys pride yourselves on offering great quality homes. How many years have you guys at Shaw Holmes’s been building these homes?

Since 1985. So long time.

That’s like 40 years.

Yeah, that’s close.

Well, we got ’90 and ’95. Yeah, 2005. So 30. That’s 30 years.

33.

33 years. 33 years you guys have been building quality homes. And then after you build those quality homes, why do you insist on gathering objective reviews from your satisfied clients?

Well that’s because if you don’t ask for reviews, then all you get is a couple of haters. How many people have been out to a restaurant to eat dinner and the only time you even think about giving a review, a review is when the food was horrible and the service was horrible?

I’ll tell you what, I’m going to leave a review right now. I’m going to leave a review right now.

And most restaurants do a good job most nights, but when you have that one bad night, you’re guaranteed to get reviews that are not good.

Marshall, this is wicked bad. I’m leaving a review right now.

Wicked bad.

Wicked bad. Back to you, Aaron.

We get a lot of customers that we’ve built for, obviously tons of them over the years. And so I think we have a little over 400 people who have given us a review and we end up a 4.9 out of five stars, over 400 plus people.

There it is.

And so we just ask everybody to do it. And that way it doesn’t matter. It’s a realistic number as opposed to just the haters out there putting out a review like the bad night at a restaurant.

Now Marshall, call recording over there.

Oh my gosh.

Talk to me about how call recording has changed the lives for the good folks up there at Platinum Pest and [inaudible 00:42:21].

So we implemented call recording and this has been the single most helpful system that we’ve implemented.

Changed their lives.

Changed their lives.

Lives have been changed.

And so one, Jared and Jennifer themselves have been able to get better on the phones, but also it’s an accountability for all of their other team members that are on the phones on a daily basis.

Marshall, are you saying they set up a call center?

They didn’t set up a call center, but they set up an office that serves as their call center.

Why would they not set up a call center? You can outsource it to India. You can do it. For $4 an hour, you can set up a call center, you can have it remote to set up. Why would you not outsource the call center, Marshall? Come on, answer the question.

Every time I’ve seen a client outsource their calling twos somewhere else, it’s not gone well.

Why do you hate the call center? It’s a great idea and it’s a viable option.

Yeah, you can’t do that. It’s not a proven path.

I’m on Fiverr right now to sign up.

Nope, can’t do it.

Okay. So they set up a call center. What percentage of leads do they close now? Did they get leads from Facebook?

Yeah, they’re closing 85%.

Are you hearing that?

85%.

We don’t have any other client that’s at that level.

No, it’s awesome.

85% of the leads that come in they’re booking them for-

It’s incredible.

Facebook, Google, whatever.

Yep.

Call recording. Aaron, some people go, “You mean I’m going to work at a job like American Express, like DirecTV, like Southwest Airlines, like Disney where they’re actually going to record my calls at Shaw Homes?” Why do you guys record the calls?

Well, you hear that recording sometimes when you call businesses where it says, “This call is recorded for quality assurances.”

Call may be recorded.

Honestly, one of the number one reasons is for quality. We want the customer to get the same message from our company over and over and over again and not just whatever somebody thinks up off the top of their head. Sometimes you have an employee show up and they had a horrible morning. The kitchen was set on fire that morning while they were getting ready and then they fell into the tub while they were ironing out their hair and electrocuted themselves.

And then they show up to work and they get on the phone. And if they don’t have a script, it doesn’t usually go well because their emotional state is all in a tizzy. So the great thing about that is it’s going to be a consistent message, but it’s also nice because somebody new coming in, a new person that we hire, they don’t need to know everything you would ever have to know about home building, which is a pretty dynamic and robust industry. There’s a lot of information. So they’ve got a proven path in front of them where they know what to say and how to answer questions that customers would have. And it just gives quality assurance to the customer getting a consistent message and consistent information from us.

Marshall, speaking of emotional, this morning before Aaron arrived, Andrew showed up and bought me a gift. It’s a wood block. It’s a wood block. And he bought me a mallet to go with it, it’s a great gift. And so we’re going to play a special edition of Name That Tune. Aaron was talking about people coming to work and bringing their emotions to work. And we’ll play Name That Tune now. This is how it works, Marshall. If you get it right, you get this sound, which is 4,207 mega points.

Okay.

Now if you get it wrong, you get this sound, which means that when you get to heaven, God will give you a look that’s not favorable.

Got it.

You’ll be still get in. And I have no proof of this. I have no data. But I believe it could be plausible that you walk in and he’ll go, “Really? Is that all you can do there? I mean, I gave you ears, I gave you breath, I gave you training. Your dad’s a smart guy.” Okay, so we go ready? Right here. Do you need more?

Is that-

You need more?

Is that…

Got to make sure you hit the block every time.

Is that Emotions by Mariah Carey?

No, it’s, (singing) by Whitney Houston. Oh, I kind of changed it up a little bit.

I see what you did there.

You want to play one-

That didn’t sound anything like that song.

Do you want to play one more round?

Yeah.

Okay, let me do this one. This is a good one. Okay, here we go.

That’s exactly like the first one.

No, no. Listen, listen, listen. A lot of times you guys are into hyperbole. You attack me. It’s a personal exaggeration and it’s a reality distortion field. And I’m tired of it. This song is an amazing song and I’ve practiced it for hours. Here we go. Marshall. What song is it?

Is that Somebody’s Watching Me by Rockwell?

No, it’s (singing) from Aladdin.

I gotcha.

(Singing). You are not you… You know what you get? You get a demerit in heaven and a demerit right now. That’s two. That’s two demerits. Two demerits. Okay. So we move on. The systems they use at Shaw, okay. System number three at Shaw Homes because we’re going to go work for Shaw Homes. This is going to happen. This is going to happen. This is going to happen if you work at Shaw Homes. It’s going to blow your mind out there. Consistent training. Consistent training. Platinum Pest. How has consistent training impacted them? Because they don’t just train one time. They don’t hand their team a manual and say, “Whoop, there it is. We’ll see you later.” They do consistent training. How has consistent training helped their team?

You got to schedule consistent training every single week. And when it’s a habit, when it’s a something that’s in the regular schedule every single week, your team’s going to get better every single week and you’re going to have a team of A plus players. You’re going to coach them up to being able to do things that they previously couldn’t do before they worked with you.

Aaron Antis Shaw Holmes is hiring right now. The jobs are starting around $40,000.

45. Yep.

45,000. And someone can earn up to how much?

Up to 150, 200,000 if you’re good.

And all they have to do is apply today am by going to shawhomes.com. Should they email you? What’s the best way to reach you guys?

Yeah, you can send me an email at [email protected] or you can reach me by phone at 918-258-6161.

Now what, talk to me about the importance of that consistent training you guys provide your people at Shaw Homes.

Yeah. Well, we’re in an industry that is, like I said earlier, it’s dynamic. It’s robust. There’s thousands of moving parts to a home. And so you need to have a lot of information inside of your brain in order to be able to communicate to the client and they come in… This is an HGTV world we live in where everybody’s an expert on homes and real estate and home building.

And so people come in with a lot [inaudible 00:49:07]. Exactly. So we get a lot of people coming in with a lot of different questions that they’re asking, and they’re usually not going to hand over their life savings to go do something like this and build a home unless they feel confident in the person that they’re talking to and like they’re a knowledgeable individual in our industry. So we do regular training all the time. It’s a rock in our schedule. It never changes. And the great thing for somebody who’s working in our company is because we’re coaching them and training them, they get regular feedback. It’s not a thing where it’s like you get one review at the end of the year and you find out whether you’re fired right before Christmas or whether you still have a job for the following year. So through that training process and constant feedback, you really know where you stand and you continue to grow in our company.

Thrive Nation, you might have heard this, it’s a regular reoccurring training at Shaw Homes.

Surely you can’t be serious.

I am serious. And don’t call me Shirley.

He’s being serious right there, Marsh. He’s being serious. Now, the next move they have at Shaw Homes is you’re expected to know your numbers. So as a salesperson, you can’t just make up quotes. So many home builders get themselves in trouble by making up quotes they can’t deliver on. As an example, my wife and I think we’ve determined the vendor we’re going to use to build our Camp Clark and Chicken Palace Lampoon Lagoon. The word lampoon, for those of you who aren’t familiar with the word lampoon, lampoon is sort of where you are making fun, poking fun at social norms. So everybody else is okay with it, but you sort of publicly ridicule it. And I think that’s all I do, basically. I feel like my job is, I just slip sort of very counterintuitive existence. And so I feel like calling it the Lampoon Lagoon is very important, Marshall.

We got the pool, we got the grotto going on. I met with the pool guy yesterday that I think the final guy, he’s given me a quote for the deck, the pool of the lagoon, the grotto. He’s told me how long it’s going to take. I think we’re going to start construction here in about three weeks of the deck area and then January, start digging the hole, put in the pool. Marshall, he says though, if you pay deposit today, you put 25% down today, that locks in the cost of the materials because we’re going to go and buy them all. Because if we don’t get them here, we don’t ship in and it’s limestone. I think limestone rocks, they’re big actual boulders. He’s like, “If we buy them now, the price of those things might change. If there’s any Steel used to build your deck,” I mean apparently the prices have changed dramatically this year, Aaron because of these tariffs. Can you explain how some of the policies of the Trump administration has affected the cost of building materials?

Yeah. Well there’s a lot of suppliers of lumber that are in Canada. And they’re cutting down their crops of trees up there and they’re bringing them into the United States where a lot of the construction is happening and it’s been a booming year for home building. And so they’re bringing those across the border. And when that happens, there’s money added onto it. And a lot of the companies that used to do all the lumber jacking in the United States went out of business back in ’07, ’08 and have not come back. So we’re bringing in a lot of wood from outside of the country. And so there’s added tax from the tariffs added on. And so the cost of lumber along with having a huge demand, there’s a lack of supply. And so lumber materials have gone up quite a bit this year.

This just in lumber materials have gone up quite a bit this year. Marshall, Platinum Pest Control, they know their numbers. How is that helpful for them running their company?

Well, we have a part of our agenda every single week where we go over their weekly dashboard. That’s how many leads came in, how many deals did they close, how much money came into the bank account? Not how much did we sell, but how much actually was deposited into the bank account. And then additionally, what did we spend in order to get those leads into the business? And when you do this on a weekly basis, you’re never blindsided by money not being in the account. You’re never unsure of how much you can spend on advertising. They know their numbers.

I think some people out there, they try to run their company in a way where it’s like… Marshall, have you ever seen it rain?

Yes.

Aaron, have you ever seen it rain?

Yeah.

Okay. Andrew, are you familiar with the concept known as a rain?

Yeah.

Have you ever seen business owners that what they’ll do, Aaron, is they’re home builders. You’ve probably seen your competitors do this, but it’s like it starts to rain, right? And it’s almost like a lot of rain’s coming down here. Kind of heavy Marshall, heavy, heavy rains coming in.

That’s right.

And they’re trying to like dodge raindrops, that’s their move. People are trying to dodge, they’re running like a serpentine fashion. They’re like, “Get out of the way. Get out of there.” Just running around, not getting an umbrella, not using an umbrella technology. And people are trying to dodge prices changing. And it’s like you can’t dodge prices changing in the home building industry, any industry. It’s going to change. You can’t dodge price changes. And some people want to just sort of avoid it and try to dodge these… Prices are changing every day of different materials. How in the world do you stay on top of the price changes, Aaron? Or do you guys endorse these strategy known as rain dodging?

We are not a rain dodging company. But actually, true story, I had a good friend of mine who told me that he had built a home. When he found out what I did, he said, “We built a home just recently. And we ended up in a situation where right before we were going to close on the home, the builder came to us and said, oh, by the way, you owe us an extra $42,000 and I need it before the end of the week.”

And I have a sound of what your friend felt like when he heard this. This is it.

Exactly.

It freaks you out a little bit. You’re not ready for that. It’s a little scary.

So what happens is builders don’t really know what their numbers are and they’re not keeping track of it. And we’ve implemented a very in-depth software system. We give the customer the price upfront. We know what our costs are and we also have our costs work worked out into the future. So for example, if we’re going to order our lumber package, it might be a month or so before we actually need it on site, but I have my prices locked in long term so that [inaudible 00:55:28]-

You’re locking them in?

I can quote them a price and it’ll still be the price later.

Come on.

And there’s no surprises down the road as opposed to somebody who’s like popping surprises on the customer all the time through the process and then surprising them at the end with $42,000 in extra costs.

Let me tell you about the pool guy. Let me tell you about this pool guy. This pool guy. I love this pool guy. He comes to my house, shows up on time, meets with my wife, talks to her, because really I say, “I’m going to talk over with my wife.” My wife will make decisions and I will be notified of those decisions. So my wife’s talking to the pool guy, then I chime in with my [inaudible 00:56:05] Amish knowledge about the deck. I want to extend the man cave that look, that motif into the bottom level of the deck. And I want the grotto so I can go back behind their waterfall, Andrew, and read books, right? So I’ve got a couple unreasonable demands. The rest of it’s very reasonable. My wife’s going to do what she wants. It looks great. I love the design.

But the guy says, “Here’s the deal. This is what the quote is today.” He breaks it down and it’s like, I want to say it’s like 172,000 for the pool, the limestone. It’s like a heater, there’s some kind of heater. There’s like a gas heater that heats the pool. There’s a hot tub overflows, there’s the umbrella holder things, there’s uplighting. Cool. And then he says, now for the deck it’s going to cost. Boom, boom, boom. And I recommend this guy. And I talked to this guy and this guy said, “Well, in order for us to do this…” Both of them are, they say, “But if you paid today, you lock in that price. And in our contract it states that we won’t raise the price throughout the process.” Not knowing your numbers is bad for you. It’s bad for the customers, it’s bad for your budget. It’s not a move. Something you’re going to add?

Yeah, I was just going to say it. It’s never the contractor that pays for his poor accounting and is not knowing the numbers. It’s always the customer who ends up paying for it and getting surprised by it.

And this is usually how it sounds, Marshall.

This is the kind of call you get.

Marshall, have you ever hired a contractor to do some renovation of a property you’ve lived in or owned? Have you ever done this before?

My parents just redid their bathroom and-

They have a good contractor or a bad one?

They did not have a good experience, but I was coaching them through the process.

This is typical what they do. The person will call and go, “Marshall, when you get a chance or call me back there. Got some updates for you.” And they usually, so they’re calling from a CB or they’re in a truck while they’re calling you. Because it’s like they’re in a moving vehicle while calling you. Know what I’m talking about though?

Oh, yeah.

So you have a moving truck. They’re in the moving truck while calling you. That’s kind of the key. First off-

They’re sorting their accounting in their truck while they’re on the phone with you.

Right? Because that’s the key to making sure that you have no idea what’s going on. So they’re in the truck. “Now, Marshall, here’s the deal. The price of steel or me, let me turn that down real quick. Let me all… Randy get off, Randy, Randy, get off. Sorry. We had a little nuclear meltdown here. Everything’s good now. The price went up by 27%, so I’m going to need to come by and get in there draw for $7,200. And… Seriously, someone’s going to die. You should lock that up, man. Sorry, we had somebody… I almost had an accident here. Mark, what were you saying now, Marshall?”

When are you going to be finished?

“Well, I would be… Seriously, somebody’s going to do something with that jackhammer. Sorry. Sorry. Anyway, so we’re all good.” But the efforts they do, they’re like, “No, no one’s paying attention.” Right?

That’s right.

It’s crazy. Shaw Homes, when you talk to someone, are they actively building while they’re talking to you about the price of the home? Is the salesperson talking to you amidst a build?

No, they’re in a model home and they actually walk you through a really simple process to pick everything out. And you walk away with a line item printout with exactly what you wanted in the home, spelled out to the penny so that there’s no surprises at any point. And we don’t ask you for any commitment until you 100% know all the way down to the dollar exactly what the home is going to cost you. And then we never change it through the process. We will allow you to change it if you want to, but we’re not going to surprise you with anything.

Now the final system I want to talk about that Platinum Pest has been able to implement that you guys also do at Shaw is you guys have a fully optimized website at Shaw Homes and you also have one of the Platinum Pest, one of your clients. And Marshall, how many more leads are those guys getting now or how is being top of Google impacted Platinum Pest?

Oh, yeah. It used to be that they were just getting one or two, a couple leads a week, and now they’re getting upwards of 15, 20 leads a week and they’re just closing everything. They’re closing at like 85% for either a one time treatment or they do a phenomenal bimonthly treatment that where they come out automatically every other month and it kills all the pests and they wow they’re customers.

But when the leads come in, somebody has to call them. At Shaw Homes, your website’s optimized, but when a lead comes in, someone has to call them. And so if you’re going to apply for a job today, you going to want to come work for Shaw Homes. You want to be an A player working for an A-level company, Oklahoma’s largest builder, a company that’s headed by people that know what they’re doing. Aaron sold over 800 million of homes. If you want to join a winning team, Shaw Holmes, you’re going to have to call the leads. And a lot of people, they don’t answer the phone, Aaron, if they don’t recognize the number.

That’s true.

A lot of true consumers will not answer the phone if they don’t recognize the number. That’s why is it so important for the A players who want to work for Shaw Home to embrace the idea of calling every lead until they reach the person?

Well, first of all, just honestly, this is our perspective on it. We want to save them from the craziness that’s out there in the home building world. We don’t want them to build with a company that has horrible accounting. They don’t know their numbers and maybe are going to go out of business during the middle of the build, which we’ve seen this happen. We’ve actually taken over homes to finish them for customers in the past because the company went out of business during the middle of building a home for somebody. And so we want to save them from the horror of that kind of an experience. We want to save them from dealing with a company that’s going to lie to them or do things that are maybe not on the up and up. So we’re persistent in trying to get ahold of somebody that’s contacted us and reached out and said, “Hey, we want more information on you.”

If you’re out there today and you are looking for a job and not just an ordinary job, you’re looking for a great job, a job you’re going to love, a place where you’re going to love coming to work every day and a place where you have the ability to earn a lot of money, you can earn north of six figures doing something where you’re serving people. It’s a happy job, by the way. A lot of people have jobs where you might work in a funeral home or you might be a crime scene investigator. I actually met a guy who sells a franchise, not kidding, it’s a crime scene investigation franchise. Imagine what those conversations would be like. “Honey, how was your day at work?” “Well, at my crime scene investigating franchise where the more business we get, the more death is occurring. Today was a great day. We had a lot of new people die.”Seriously. The company is called, I believe it’s called… Let’s see here. Oh my gosh. Marsh, you’ll have to look it up.We’ll put it on the show notes. It’s a crime scene investigation franchise.

That’s crazy.

That would be just a horrible job. Shaw, is it not a happy time when people are looking to buy a home?

It is. And we normally don’t have to do any crime scene investigation in the home building business. And so yeah, it’s a great atmosphere. There’s a lot of fun people there. In fact, on staff in our main office, many of the people that are there today were there 12 years ago when I started working there. And so it’s definitely a family atmosphere in our company.

When you work there, it’s like every day at work is a holiday every day. Every day is a great day when you work at Shaw Homes. Marshall, I’m going to play name that tune with you one more time, because people loved it so much. We’re getting such incredible reaction throughout the planet, throughout the world as we’re rising to the higher and higher and on iTunes. I attribute that mainly to my incredible ability to play any song that I want to with this woodblock that I’ve now mastered since playing it for the first time this morning. So here, I’ll play my next song. And I would like for you to actually try this time because remember, on this one you get one mega point if you get it right and if you get it wrong, you get judgment from everyone, all the listeners. Hundreds of thousands of people will say the name Marshall Morris and they’ll go, “Marshall Morris. Thrive Nation practice with me. Marshall Morris. Fricking Marshall Morris.” Okay, you ready Marshall?

Yeah.

Here we go. The category is song.

Okay, you ready Marshall?

Yeah.

Here we go. The category is “Songs that were sang that became top 40 Hits.”

What?

That’s like a lot of songs.

I’ll narrow it down, “Really, really huge top 40 hits sung by humans.” Here we go.

That was just like the other two.

No, this one isn’t. Listen the way I’m holding it, Andrew, you see it? You see I’m holding it. I’m holding the mallet more from the bottom.

It’s the technique.

It’s a technique.

It’s the angle at which you hold the mallet? That’s the difference in the songs? That doesn’t make any sense.

You don’t understand music, man. Listen to this. Andrew, earlier today, before you guys got here, he said, “Listen, Clay, after you master the wood block, I have another…” And let me pull it up real quick. Okay, let me get it. This is the other instrument that Andrew’s having me practice here.

I know, I know.

I know what it is too.

No. Okay, let me get. I got to cause I got to cue it up. Okay, this is the other one. Andrew got me a didgeridoo last week and he asked me to practice. So this is audio of me practicing the didgeridoo last Friday through Sunday. 10 hours. We’ll put a link to it in the show notes. This is me playing the didgeridoo. This is 10 hours of it. Andrew and Marshall. I’ll put this art… Marshall, if you’ll put this in the show notes, please. Some of the listeners who want to hear 10 hours of didgeridoo.

I don’t think there’s any listeners that want to hear 10 hours of this.

What? First off, when I started off, let me tell you where I was struggling. I started off, I was going [inaudible 01:05:33]. I didn’t sound quite right, but now it sounds like this.

Both of those sound the same. There’s no difference.

He has no art. He has no art, Marshall, he doesn’t understand the musical ear, the stylings. Now Marshall, do you want to name that tune? I’ll go back one more time.

Okay.

Can you play it again for me? Just so that…

Is that Blue Oyster Cult?

Holiday. Celebrate. Holiday. Celebrate. If we took a holiday. Oh, yeah. Took some time to celebrate. Just one day out of life, it would be so nice. Holiday. And I dedicate that to Shaw Homes because if you get a job at Shaw Homes, every day will be a holiday. Aaron, if people want to go to Shaw Homes, they want to learn more about you, they want to apply for a job. What’s that action step they need to take one more time?

Well, first of all, they need to learn how to play the wood block like you do, Clay. And then they need to call us at 9-1-8 2-5-8 6-1-6-1. Or they can email us at [email protected].

Marshall, we’re going to end this show with a boom. But as we end this show with a boom, I’m going to introduce the wood block and I would like to see if you can lead us out as I… I’ll do the wood block and then you lead us through the 3, 2, 1.

Okay. Got it. 3, 2, 1. Boom.

Keeps going and going and going and going. Everybody. And going and going and going. Everybody. White people, Samoans, black people and Asians. Here we go. All the single ladies. All the single dudes. All the people in the back. All the people in the front.

Get ready to enter the ThriveTime Show on Talk Radio 1170. Broadcasting live from the center of the universe. It’s business school without the BS. Featuring Optometrist turned entrepreneur Dr. Robert Zelner with US SBA Entrepreneur of the Year, Clay Clark.

All right, Thrive Nation, welcome back to the ThriveTime Show on your radio or podcast player. And what we’re doing right now is we’re going to answer the question of how do you run a group interview? Eric Chup, you’re a business coach. Can you explain to the listeners what even is a group interview? We have a listener who’s obviously listened for quite a while and they want to know how to run a group interview. But I want to break it down just a very fundamental question. What is a group interview?

So it’s not what most people, what I find most people think it is. Typically when you say the word group interview, people think that you’re going to be sitting in front of a group of people who are interviewing you. And it’s actually the exact opposite of that. So it’s you’re going to be in a group of people that are being interviewed by one person.

So as a business owner or manager, you’re going to get all of the job candidates, all the applicants are going to come into one single interview in a group and you’re going to do it all at one time.

Now, the reason why you do that is according to the US Chamber, if you can look at that stat, but according to the US Chamber and CBS News, I want to make sure we have the fact checked on the show notes so all of the Thrive Nation can actually prove, or you could prove to yourself that what I’m saying is true. Because the statistics are going to seem alarming when you first read them for the first time.

True.

But according to the US Chamber of Commerce and CBS News, 75% of employees are stealing from the workplace and most are doing so repeatedly. I mean, think about that for a second. I mean, Chuck, does it ever shock you how many people that will come to the group interview? The group interview is scheduled for let’s say 5:00 PM.

5:00 PM.

On Tuesday night, let’s say.

Okay.

Out of 30 people that said they’re going to be to the interview, by the way, the candidates don’t know it’s a group interview, they just think it’s a job interview. Of the people that are supposed to be there on time, what percentage of them do you feel like from your perspective actually show up even on time?

It’s less than 50%. Almost every time.

It’s brutal.

It’s unbelievable.

So according to the US Chamber, again, 75… Chup, what are the stats showing in there?

So we’ve got, let me get it here, let me get it here. So yeah, like you said, 75% of employees steal from the workplace and most do it repeatedly according to CBS News on Money Watch.

Not good. And we’ll put that link on the show notes, but that’s not a good thing. It’s not a good thing. Also, there’s all sorts of statistics you can find out there. They show that the average… Forbes did a study and asked employees, what percentage of you are wasting time? They just asked, “Hey, let’s be honest, we’ll do a survey. We won’t tell your boss.”

It’ll be anonymous.

But what percentage of you are wasting your time? And they found that 31% of employees are wasting their time.

On the same article, right here, it says, A typical organization loses 5% of its annual revenue to employee fraud.

Ow.

Same study, same article.

It’s not good. It’s not a good thing. And so here’s what I want to put into your brain there, Thrive Nation, here’s a notable quotable. It says… This is from Andrew Carnegie. This is the guy who built the Carnegie Steel. He’s a guy who started working at the age of 13 to support his family because financially they were not in a good spot. He says, “As I grow older, I pay less attention to what men say. I just watch what they do.” That’s Andrew Carnegie. So here’s the ideal I want to put into your head is that you’re going to have to interview at least four people to find one person who is honest.

At least.

At least.

At least.

So 75% of employees are stealing from the workplace according to the US Chamber of Commerce, right? So 75% of them are stealing. And according to my personal research, I’m just telling you, if we interview 20 candidates this week, maybe two of them who have the skill, have the character needed to work for us. They have the skill, but they don’t have the character. From my experience, two out of 20.

So the question is how do you find good in people and how do you run a group interview? This is how you run a group interview. One is you schedule a specific time. You schedule a specific time each week to do your job posts. So you have to do those weekly job posts. If you don’t do weekly job posts, you’re going to lose. If you don’t do the weekly job post, you’re just going to lose. You have to post every single week on Craigslist, on Indeed, you have to do it.

The second is you have to have a weekly time scheduled to interview. You have to have a weekly scheduled specific time. Why do you have to do that? Because anybody who applies for a job, you want to send them a pre-written email and the pre-written email will let them know, “Hey, you might be a good fit. We’ll go ahead and interview you this Tuesday night at five.” And you just send the same email to every single person.

Every single person.

And that way when they show up all at one time or they don’t, you don’t waste hours of your time, you just waste one hour of your time. And then when you actually interview the people, you want to have a game plan. You actually want to have a game plan or a script for the interview. And this is what you want to go over in your interview.

One, you want to go over the compensation for the job. You want to know the compensation. All right? First thing, you want to go over those expectations. You want to go over the expectations. What are you expecting from the applicants, right? The expectations. The second is you go over the communication, how will you communicate with me if we work here?

The third is you want to go over the compensation. And the fourth is you want to go over any questions they have. Now when you talk about expectations, you want to get into the values you want to get into, specifically, what makes your company a great place to work for. You want to get into all that. You want to create a polarizing environment where people know quickly whether they want to work with you or not.

You’ve got to go over one, the expectations. Two, the communication, how you’re going to, if hey, if you work here, you’re going to be expected to work here nine to five, and your boss is Carl. And if you’re ever running late or whatever, you call him or you, but this is how we communicate. You don’t text or you don’t email or whatever your policies are. Third, this is the compensation. This is what you get paid if you work here. Then fourth, you go over and do you have any questions?

Chup, you’ve seen the group interview done week after week for years. Why is it such a powerful super move for companies that are struggling to find really good people?

Well, here’s one of the hangups I see with a lot of clients that we implement this with, is you have to do it every single week. Like you were saying just a minute ago. If you’re waiting until you need somebody to start looking for them, you’re never going to find that A player. It’s going to be super rare that those stars align, that that A player, that A team member that can perform that has the character and the skills that you need to do it are going to be looking for a job that exact moment you’re looking to hire. So you have to do it every single week to keep that pipeline of applicants full.

So let me give you an example. Back in the day, here’s kind of a fun story for you, when I was running DJ Connection before I sold it, we were doing about 4,000 events per year at djconnection.com.

That’s a few.

And what happens is every weekend you have to do about 80 weddings, which means you have to send out 80 separate men to go and provide entertainment for 80 separate weddings. Now to be fair, sometimes a DJ would DJ Friday, Saturday, Sunday. So you’d have one guy to do three shows. So usually you’d run a squad of 45 active DJs, 80 on your roster though, okay? And no other DJ company in the country could relate to me. They’d asked me to come speak at these wedding seminars and wedding events saying, “Hey, you’re the entrepreneur of the year. Could you come in and teach us how to run a wedding business?”

And I told them, well, what you want to do is you want to never be short on employees. You never want to be short. You never want to have to put up with somebody past their expiration date. Because if you have 80 DJs, you, and it sounds crazy, but I would call a guy and say, Hey, I’ve got a show for you this Saturday. About half of them would refuse to do the show. They’d say, where’s the show? And you’re like, this was back in the day, by the way, before the Mayo Hotel was totally renovated. This was when it was first opening. I’d say it’s at the Mayo Hotel. And they’re like, downtown?

What?

I don’t want to go downtown.

Stench.

No one’s downtown. And then you’d say, well, okay, I have a event for you at Forest Ridge.

And they’d say, sure, I’ll do that one. And then you call the next guy, “Hey, I’ve got a show for you at the Mayo Hotel.” They’d say, “Mayo Hotel? Downtown?” Now everybody wants to DJ there.

Right.

But back in the day, no one wanted to be the…

Did you guys ever do anything at The Castle in Muskogee? You know that place?

Yes, we did.

I love that place.

I used to have to really, really have to motivate people to get them to want to do that event. It was kind of a hell gig. Yeah. Well, now we are had our holiday party this year at the Mayo Hotel. It’s beautiful. But I had these DJs, I had to get these 80 people to commit to doing these 40 shows this Saturday and this Friday. Now here is what is crazy. Is out of 40 guys that were scheduled, Chup, do you want to guess how many of them wouldn’t show up for their load up time. Now the way it worked, your shows…

Oh, for the load up time.

Your show’s supposed to be at eight o’clock start. Usually it’s like a seven o’clock start.

Right.

So if you were DJing tonight at the Summit Club, you’d have to get there at five o’clock to set up, right? But I had your load up time would always be five hours before the show.

Make sure no snags, everything’s going to work.

What percentage of the DJs do you think that would wouldn’t show up for their load up time?

Half? Quarter?

At least one out of 10.

Wow.

One out of 10. So we had, with 40 guys going out, I had to pay five guys just to hang out and that’s probably where the name five guys come from.

Five guys.

I had to have five guys I would pay just to hang out at the office just in case they were needed. They were called runners. And so this is something that’s massive. I never had a problem where I didn’t have enough DJs to cover my shows because I never stopped doing the group interview.

Exactly.

So again, I’m repeating the action steps here. You have to have a weekly job post every single week. I would recommend that you post on Indeed, in Craigslist and you never stop. Someone might be saying, well, how much do I spend on that? Depending upon the business, I would recommend you spend at least $200 a week on Indeed and Craigslist every single week. Craigslist is $25 per post per the time of this recording. It changes all the time. Second, you’ve got to have a weekly specific scheduled time. Chup, why do you have to have a weekly specific time? And why can’t you change it from week to week every week?

Because you’ll end up missing it yourself. If it’s not a rock in your schedule and it’s something that you can’t change, you need to put that thing at, like we talk about all the time as a rock in your schedule, fill up the sand of life around that rock because this has to happen. It absolutely has to happen if you’re sick, if whatever, you have to make this interview at the same time because that’s already going to be out on your ads. People are already going to be expecting you to be there. So you have to have it at the same time every week.

Now the pre-written email, why do you have to have a pre-written email that explains the specific time of the interview, the location of the interview, and all of the details of the job? Why do you have to have the email pre-written?

The whole point of this system is to save you time. Is to save you time from one-on-one interviews, from responding to every single person with a typed up custom email. So you have a canned response that you send out, telling them all the details so that you can immediately do it. You can send it out as soon as that comes in. You can do it in your meta time, but you have to have it canned so you can just send it immediately.

And then why do you have to have a game plan for when the candidates actually show up for the job interview? Why can’t you just wing it? Because a lot of people say, well, I just wing it. I don’t even know how I do it. I just do it.

Because everybody can tell when you’re winging it.

Oh.

And then top talent, talented people, people with high character are not going to want to come work for you. It’s not inspiring to show up to a job interview where it seems like the person who either owns the company or is running the job interview has… It looks like they don’t know what they’re doing. And if you don’t know how to do a group interview and you’re asking yourself, well, why do I need to do one, it’s because 75% of people according to CBS News in the US Chamber are stealing from the workplace. According to Forbes, 31% of people don’t even try at the job. So Andrew Carnegie, if he were here, the late great Andrew Carnegie said, “As I grow older, I pay less attention to what men say. I just watch what they do.” Unfortunately, three out of four people don’t have what it takes to hold a job in America today. They just can’t be consistent enough to get it done.

And so if you’re struggling with hiring, sales, marketing, all of these things, I mean hiring might be just the tip of the iceberg for you. Maybe you need help with your accounting, maybe you need help with optimizing your website. I would invite you to take advantage of our offer we have going right now, which is unbelievable.

All you got to do is go to ThriveTimeShow.com in iTunes. So just type in ThriveTime Show…

ThriveTime, one word.

And then the word iTunes. ThriveTime Show and the word iTunes. You go up to iTunes and if you subscribe to the podcast.

Yep, subscribe first.

And you simply write a review. Again, just subscribe and write a review of the ThriveTime Show in iTunes. Then you get a free conference ticket to attend our next in-person workshop, which is in February, right Chup?

February 16th and 17th. It’s a Friday and those tickets are normally $99.

So you’re going to get $198 of free stuff…

Two tickets. Two tickets.

Two tickets as a result of simply subscribing on iTunes and writing us a review. When we come back, we’re going to be talking about what if your spouse or family member is not driven or passionate about anything as it relates to the business. Wow, what an awkward question. Why would you email that to us? To [email protected]. It’s the ThriveTime Show on your radio.

Make sure you never miss a broadcast by signing up for the ThriveTime Show podcast.

My name is Adam Wilburn. I heard about Tip Top K9. At first I was a client back in, don’t even remember exactly what year it was. Ryan Wimpey came out and he trained my three dogs and long story short, I turned into a dog trainer before I bought a Tip Top location, I was an HVAC Tech. We did building automations for school districts, mostly. What I like most about being self-employed is all the hard work and hours that you put in directly affect you and your family. Not a big corporation, lining somebody else’s pockets. What I like most about training dogs is actually the results that we get and the reaction we get from the people. We get dogs that are completely uncontrollable, the people at their last wit, and then we come in and we can kind of save the day and it’s fun to be able… I’ve literally had clients cry. What I would say to anyone who is looking to buy Tip Top location is you just have to do it. The reward is great. Working with the people are awesome. It’s a awesome career. You just have to do it.

Hey, I’m Ryan Wimpey with Tip Top K9 and I’m the founder.

I’m Rachel Wimpey and I am a co-founder.

So we’ve been running Tip Top for about the last 14 years, franchising for the last three, four years. So someone that’d be a good fit for Tip Top loves dogs. They’re high energy, they want to be able to own their own job, but they don’t want to worry about that high failure rate. They want to do that like bowling with bumper lanes.

So you give us a call, reach out to us and we’ll call you and then we’ll send you an FDD, look over that, read it, fall asleep, too, it’s very boring. And then we’ll book a discovery day and you come and you can spend a day or two with us to make sure that you actually like it. Make sure that training dogs is something that you want to do.

So an FDD is a franchise disclosure document. It’s a federally regulated document that goes into all the nitty gritty details of what the franchise agreement entails.

So who would be a good fit to buy Tip Top K9 would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun. It’s very rewarding. And who would not be a good fit is a cat person.

So the upfront cost for Tip top is $43,000 and a lot of people say they’re generating doctor money, but on our disclosure, the numbers are anywhere from over a million dollars a year in dog training, what our Oklahoma City location did last year to 25, 35 grand a month.

To train and get trained by us for Tip Top K9 to run your own Tip Top K9, you would be with us for six weeks here in Tulsa, Oklahoma.

We’ve been married for seven years.

Eight years.

Eight years. So if you’re watching this video, you’re like, “Hey, maybe I want to be a dog trainer. Hey, that one sounds super amazing.” Go to our website, tiptopk9.com, click on the yellow franchising tab, fill out the form, and Rachel or I will give you a call. Our Oklahoma City location, last year they did over a million dollars. He’s been running that shop for three years before he was a youth pastor with zero sales experience, zero dog training experience before he ever met with us.

So just call us, come spend a day with us, spend a couple days with us, make sure you like training dogs and own your own business.

Well, the biggest reason to buy a Tip Top K9 is so you own your own job and you own your own future and you don’t hate your life. You get an enjoyable job that brings a lot of income, but is really rewarding.

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 plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services you’re choosing to use a proof and turnkey marketing and coaching system that will grow your practice and get you the results that you 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. Then I’ll introduce you to a wonderful client who has a massive real estate empire. Real estate and 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. And now, without any further ado, here is Dr. Moore 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 Kola with Kola Fitness. Today I want to tell you a little bit about Clay Clarke and how I know Clay Clarke. 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’s 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, 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, 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 I’ve seen guys from startups go from startup to being multimillionaires, take teaching people how to get time freedom and financial freedom through the system, critical thinking, document creation, making it, putting it into, or 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 most about him. He is 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. 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’ve gotten 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.

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 ever 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 Kola with Kola 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 Kola. 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, 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’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, 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…

… 100% 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 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. 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 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 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’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 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 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 just a lot of people experienced, especially in the medical world.

He was instrumental in helping with a 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 Carrington, 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. 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 Lamborghinis like this the more we sell, so appreciate it guys. See you.

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

Hey guys, I’m Ryan with Tip Top 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. This where we used to live. Here you go. This is our old neighborhood. [inaudible 01:42:02] Nice, right?

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 4 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. 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.

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.

[inaudible 01:43:26], they said it couldn’t be done. They said you couldn’t fill up the BLK, 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, very full.

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

And this mind.

And this mind and this hat. So there it is, [inaudible 01:43:51]. It’s sold out, baby. Oh. 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 BLK 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 salespeople 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. It’s 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. 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 kind of shot from the hip a lot of times, but since I started this whole journey, 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, declining, 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. All those things just kind of 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, he 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 kind of created this sort of what’s going to happen next, 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 a 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 Druker. 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. And 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 with 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. 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.

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, the 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, he’s 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 million 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 he could get John Tanney up dancing in his seat like that is worth the price of admission right there.

That’s awesome.

It just reinvigorates you. You hear somebody talk about how you put in systems into your business, how you got to seize the day. 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, that’s what it’s all about.

Because I’m a product of the nineties, I liked his Notorious B. I. G. 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 playing. 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 we all recognized.

Probably, what I took away from it 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. I’m the owner of Living Water Irrigation. I’ve been working with Thrive since December of 2017. 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.

Our biggest win since working with Thrive is, literally, March was a record month for us. It was almost twice as month 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.

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. 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.

Just how does an irrigation and sprinkler repair company increase in sales by over 450% in just one year? Well, according to Forbes, 9 out of 10 startups fail and 8 out of 10 existing businesses fail. How can one company grow by 450% in one year? Ladies and gentlemen, without any further ado, it is now time for, get another edition of Wins Of The Week.

Doing the bull dance, feeling the flow, working, working.

You can do it.

We are joined by none other than my brother from another mother, Mr. Josh, the founder of Living Water Irrigation. Mr. Josh, welcome onto the show, my friend. How are you?

I am awesome, Clay. How are you sir?

Well, I’m excited for the listeners to get to know more about you. Could you share the name of your company, a little bit more about what you guys do at Living Water Irrigation, where the name comes from?

Absolutely, positively. Living Water Irrigation, the most important part of that, to me, is John 7:38. It’s mentioned in the gospel a number of times, “We’re the living water,” but our specific scripture that we drew our name from is John 7:38. It says, “Whoever believes in me, rivers of living water will flow through him.” We have a very distinct vision as a company on who we are and what we want to do and I believe that I was put here to go make some money to give it away.

And I’m not going to ask you for the specific details of your career and how you started the business as far as a linear timeline, but how long has this particular business been around?

We’ve been around just two years, sir.

Two years. And you guys, we first met, how did we first meet?

I came in and y’all started coaching me over the Thrive Time, over Thrive 15.

And do you remember when that was approximately and how you first heard about us?

It would’ve been October or November of ’17.

October or November of ’17.

Yes, sir.

And in terms of your growth as a company, how much have you grown this year?

This year, we’re up 450% year over year.

Now that you’re implementing this program, you’re getting more calls, right? Are you getting more calls?

Absolutely.

Sales are going up?

Absolutely.

You’re gathering reviews from your real customers, adding content to the website, adding a gallery of work?

I’m going to actually take a minute and make you really uncomfortable, Clay.

Nice.

When we started with y’all, it was awesome. We had a little company, just me and one dude and one little van, and ’17 was great. I ate more than Ramen noodles, but not much more. ’18 was really good. We started to implement the systems, got Start Here, got the Boom Book, went to a couple conferences and said, “Okay, I’m going to buy in. I’m going to sell out.” We went to the coaching, got coached by Marshall and Victoria and started to implement as opposed to just listen, to actually be doers. It’s in James. It says, “Don’t just be hearers of the word, but be doers as well.” So we implemented scripts, we implemented systems, we implemented checklists, we implemented a proforma for quoting and all these things that you talk about.

Yeah.

Just as a real person, and I’m real, I promise you, there’s a bunch of Josh Wilson’s out there.

Yeah.

I’m a famous baseball player and football player.

Oh, wow.

And a gospel singer.

Oh, whao.

But this Josh Wilson just digs ditches for a living. But I just want to say thank you [inaudible 01:57:56] standing here for all the systems. I encourage everybody out there, go pick up Start Here, go pick up the Boom Book, the stuff you hear on this show, it actually sincerely works. It’s not just some nonsensical guy sitting in an awesome man cave who’s bored, so he wants to record a show. And then, from there, here’s another super duper move for you. Schedule your day.

Oh, wait a second. Wait a second. That right there’s a hot tip. Holy cow.

Schedule your day. I was listening, just a few months ago, and I was running all over the Tulsa metro area from Glenpool to Owasso to Broken Arrow back to Owasso to Jinx to Midtown.

No, no, no, no, no, no.

And I’m like, man, why am I getting nothing done?

Why am I getting nothing done?

Well, your issue is that you’re running places. You got to drive.

Why am I talking using a megaphone? Back to you.

Well, obviously, I wouldn’t have this belly if I was running.

Okay.

So my wife says to me, “Hey, how was your day, honey?” “Oh, I worked all day, I did all these things.” And I’m like, “Wait, I have nothing to show that I did anything.” So super move number one, you’ve said it 17,000 times. Whatever gets scheduled gets done. So now, my day is scheduled.

Come on, now.

So if it’s not on my schedule, nope, it doesn’t happen.

Listen here, here’s a little secret. You can become successful. You have the tools needed to start and grow a successful company, but you’ve got to implement the best practice systems. You have to implement the proven systems, checklists and processes that have been shown to work time and time again. And it is very hard for me to help you implement those systems if we don’t get a chance to know you. So if you’re out there today and you’re saying, “I feel stuck, I don’t know what to do,” I would encourage you to go to thrivetimeshow.com today and watch over a thousand, we have a over a thousand video testimonials from real people just like Josh. Watch those videos and build your faith. Believe that you can actually do this. And then, do one of three things.

One, you could schedule a one-on-one consultation with me by simply going to thrivetimeshow.com and scheduling that free 13 point assessment. Now, our team is going to vet you, make sure you’re not psychologically impaired or your dream is not delusional. Now, move number two. You could book your attendance at our in-person Thrive Time Show workshop. The tickets are normally $250, but if you want to attend the workshops because maybe you’re in a spot right now where financially, you’re kind of strapped, just subscribe to the Thrive Time Show podcast and leave us an objective review. And after you leave us an objective review, take a screenshot of the review and email it to [email protected] and we’ll give you tickets for just $37.

Or maybe the Thrive Time Show Business School is the right move for you. Maybe it is. Listen, it’s only $19 a month. And when you subscribe to the Thrive Time Show Business School, here’s what you get: you get access to the massive amount of videos. We have over 3000 training videos taught by the world business leaders. You can watch those videos. That alone has tremendous value. Also, you get to attend one in-person workshop per year. Now, if you think about it, if you go to, I don’t know, Harvard, the average graduate debt sits at around $101,000. If you go to Oral Roberts University … Let’s say you go to Tulsa University, you’re going to spend $35,855 per year. If you go to the Harvard Business School, you’re going to spend $66,000 per year. If you go to the Wharton Business School, you’re going to spend $64,828 per year. If you subscribe to the Thrive Time Show Business School, it’s month to month and it’s as little as $19 a month. Check it out today by going to thrivetimeshow.com.

And now, without further ado, we like to end each and every show and win of the week with a boom, because boom stands for big overwhelming optimistic momentum. And now, without further ado, here we go. 3, 2, 1, boom!

The Thrive Time Show two-day 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. Zellner 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. And because there wasn’t anything like this, I would go to these motivational seminars, no money down real estate Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge and they’re like, “Oh, but we’ll teach you the knowledge after our next workshop.” And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product.

Literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. And I encourage you to not believe what I’m saying, but I want you to Google the Z66 Auto Auction. I want you to Google Elephant In The Room. Look at Robert Zellner and Associates. Look them up and say, “Are they successful because they’re geniuses or are they successful because they have a proven system?” When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and 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.