Business Podcast | How to Create Repeatable & Scalable Business Systems (Nail It & Scale It) Or You Will Create Perpetual Chaos | Examples (Where Are My Passwords? Where Did That Tool Go? Did That Client Pay Us Or Not?)

Audio Transcription

I’m Jerry from Jerry’s Landscape. We do irrigation, tree removal, landscaping. We pretty much do it all. You know, I can landscape the heck out of a property. That’s never really been a problem for me. I’ve got to go. I’ve had a tough time with accounting, with my bookkeeping, but then I came up with this amazing system that has really been a game changer for me. This side of the dash here, this is all the invoices. This side of the dash is going to be expenses. Then I’ve got any miscellaneous receipts or anything like that that goes in the back seat. Then of course anything tax related. You know, I don’t even know what half that stuff is. But anything from IHRS, that’s going to go right here on the passenger side floorboard. I’ve even got a place for customer complaints. Right out here. I’m kidding actually it’s not really the best to even open the windows at all. Blow everything around. Is it a perfect system? No. I can’t use the defrost in my truck which sucks. You know having passengers that doesn’t always work out so well. But it’s a small price to pay. We’re meticulous. Every transaction matters, period. Okay? I mean, the system, that’s what I love about it. It’s virtually foolproof. Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilman. Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses. We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We took life, started from the bottom, and now we’re at the top. Teaching you the systems to get what we got? Colton Jixxon’s on the hoops, I break down the books See, bringing some wisdom and the good looks As a father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the C and T up on your radio And now, 3, 2, 1, here we go! We started from the bottom, now we here We started from the bottom and we’ll show you how to get here We started from the bottom, now we here We started from the bottom, now we here All right, Thrive Nation, on today’s show, we’re talking about step eight and nine of my proven process to help business owners grow. Step eight and nine. So, step number eight is determining the customer acquisition cost. So, you have to determine the customer acquisition cost. What does that mean? Okay, let’s say that you’re advertising this week and you spend $100 on advertising. So James Popquist, you spent $100 total on advertising and you get 5,000 clicks and 25,000 impressions, but no leads. What is the cost for a customer? Well, you didn’t get any customers. Right. So why do marketing companies wanna track the number of likes and views and impressions? Because it sounds good and they use it as a selling point. And I want to show an example right now, but I can’t on the screen. So I’m gonna pop over here so you guys can see it, but our listeners can’t. So I don’t wanna throw someone to the bus who is bogus, because if you’re bogus, you got your own problems. You know what I mean? But I just want to show you guys a bogus example, okay? So this person here always has around 530,000 subscribers on Twitter or X, right? But they have no money. How is it possible, James, that somebody could have 500,000 followers on Twitter or on X and have no actual customers. Well, it turns out that your followers are probably bots. Interesting. Austin, how is it possible that somebody can have 500,000 subscribers and no clients, no money? She goes, this person’s called me and said, hey, I’ve got 500,000 subscribers. I should be a speaker at your conference. That’s what they said. I got 500,000. I should be a speaker. And I go, okay, great. And then the person has nothing to speak about that makes any sense. And then the whole time they’re trying to get me to refer my real clients to them. How is that possible that the social media expert has 500,000 subscribers, but no income? Obviously she’s not leveraging. Um, if, if these are real followers, um, she’s not leveraging that, that power. Maybe she’s a, no, I’m not the one to walk you through that. Is that me? Should example of a functional business. Okay. Just to, just to, we’re clear, we’ve grown the guy’s business from essentially $800,000 a year to last week. He did 883,000 of sales last week. Okay. So that’s the, that’s real, right? So this week we spent a total of $1,350 on Facebook, $3,345 on AdWords, $59 on AdRoll, 11 on the clicks. So the cost per lead was $117.37. Now, the leads that came in this week, we had how many leads total, Austin? 10. Okay. How many came in from Facebook? Four. How many came in from the Edmund showroom? Three. How many came from the Moore showroom? We got one. How many came from the Bethany showroom? Zero. How many would came in here from the Tulsa showroom? We got another one. How many came in from wholesale leads? None. How many came in from YouTube leads? Zero. How many came in from trade show leads? We got 17. How many came in from door hangers? Zero. How many came in from HubSpot? Got four. How many came from yard signs? Zero. So if you’re looking at this real quick, because you’re a genius and I’m a genius, we’re all geniuses. What would you stop spending money on out of this list here? No, seriously, if you had to make the call. If it’s not even putting a digit on the board, we can get rid of it. Now, how long of a time would you need to see zero before you had become abundantly clear that that number should be… So look at it, let’s look at column O. You see column O? Yeah. And I would like for you, and I don’t want you to play games, don’t play mind games, our listeners. Our listeners deserve for you not to use mental mind games. And again, folks, we’re talking about growing a business here. And so sometimes when you grow a business, there’s things that you try that work, okay? There’s things that you try that don’t work, but what you have to do is you have to take the emotion out of it, you have to look at the facts, right? So you gotta look at the facts, and then the facts, those are what you wanna make your decisions upon, is based upon the facts there, okay? So if you’re looking at the numbers here, and we’re doing this every week, we look at the numbers, we track every week, and you start to see that zero is a pattern. So we go up here from zero to, how many leads came from the showroom this week? Yeah, zero, uh, all up and down for weeks, weeks, months. Look at that. There’s nothing. You were going to renew the lease, would you? No. Really? No. Okay. So again, if it would say that, let’s say a lease for one of these locations was like $7,000 a month. Wow. Would you, would you renew the lease? Please don’t torture me. You wouldn’t renew the lease? No. Okay. Interesting. So where are the leads come? Let’s do a quick review. Yeah, we got a Google leads. Yep. We got some Facebook. Yep. We got some Edmund shows. Yep. I see one for more show, more showrooms. Yeah. Zero for Bethany, we got to get rid of that. So if you, if you were advising this customer, what would you stop spending money on? Anything that has multiple zeros for multiple weeks. If that is a pattern, a clear pattern, then we can get rid of it. What would you spend money on? Just to make sure there were, what would you, what of these would you keep spending money on? So trade shows? Yeah, that’s a hot one. There it is. Let’s get some Google leads. Yeah, we can keep that on some Facebook and some admin showrooms. Other than that. I mean, oh HubSpot. We got four for HubSpot. I’m just saying if that was me and I’m advising that client, I’m going to say let’s focus on the things that work. Right. So James, we sell conference tickets. I’m going to ask you the question. I don’t want you playing game Don’t play my games with me James. I’ll have time for it. Okay. All right What percentage of the people that buy tickets to our conferences come from Facebook? Uh One percent actually there are a couple people that see us on Facebook. So you’ve got people that’s it on Facebook Yes, like how often like once a week you hear that let it’s less than that But someone yesterday saw us on Facebook, but I mean it’s every like two weeks, maybe? It’s rare. Because you talked to, we talked to, we asked every single person how they heard about us, right? It’s rare, but it’s not zero. Okay. So step one, okay, we’re making note here, okay? So step one, you want to install a tracking sheet, okay? Tracking sheet, all right? Step number two, this is very important that we do this, okay? So step one, you install a tracking sheet. You must ask every customer how they heard about the business. So for elephant in the room, that’s my haircut chain. We go, thank you for going to elephant in the room. How can I help you? They say, I’m going to give you my haircut. We go, great. How’d you hear about us? This just in, people find us all the time from Google. You know, all the time, Google. And we go, wow, from Google, that’s great. So people find us from Google, and then people find us all the time, again, from Google, and they find us from search engine, and they say Google, they say search engines, but that’s how they find us, you know? So that’s what happens. And then they say, also found you from word of mouth. And that’s how it works. And it’s not because I have a bias towards that, I just ask everybody, how’d you hear about us? Right. It’s absolutely important that you install a, step number one, a what? Tracking sheet. Right. Step number two, you got to ask every single customer what? How they heard about the business. Right. Okay. And step number three is you must determine the cost, determine the cost to acquire a new customer. And that’s what it is. And you do it over and over and over and over and over. Gotcha. And it’s so important that you do this, because if you don’t do this, what’s gonna happen? You’re not gonna know what’s going on. You’re not gonna have any numbers. You’re gonna be spending money on ad revenue, ad marketing tools that don’t work. Right. You’re gonna be wasting your money. Right, and this is how it works, okay? In part two of today’s show, we’re gonna share a success story of a long-time client who’s absolutely doing really well. He’s actually grown his business by 360%, but we have to track. Now again, there are people, James, and I’m not attacking people, I’m just giving an example, there are people that sell newspapers. I’m sure you’ve met these people. Yes. And they’re like, you should advertise in our newspaper. And we’ve had people that have actually, they wrote an article about our conference in the newspaper, and we have never got a ticket from the newspaper. No one reads the newspaper. Right. And it’s not mean, it’s just a fact. And so it’s really important that everybody out there, you get to a place where you say, do you have a tracking sheet? So I’m asking you questions here, folks. So do you have a tracking sheet in place? And do you have a tracking sheet in place? And the answer for most people is no. And it says, do you ask every single customer and married customer, every customer, how did you, how did they hear about you? It’s very important that you do that. And then you have to, this is super important that we do this, okay? So you have to ask every single customer, how did they hear about you? And if you, and James, you ask every single person. I do. Why? So that we know where our effective marketing is, so we could spend more time there and more effort there. Right. So again, do you ask every single customer, how did they hear about you? You have to do that. Okay. And then what you’re going to do is you’re going to, you know, do you know the cost to acquire a new customer? And these are the things that you, you have to have in place. And if you have this stuff in place, it makes it very easy to scale a business. Cause if you know, wow, every a hundred dollars I spend on advertising generates one lead. Well, guess what you’re going to have then? You’re going to actually know, okay, I can scale that. So if I’m going to get 10 customers, I need to spend $1,000. You can scale it out. But if you don’t know that, it gets wild. So again, do you know the cost to acquire new customers? It’s really important that you track that and you do it systemically, you do it every single time. It’s not an emotional thing. Because if you’re not careful, what’s going to happen is you’re going to end up advertising on something that doesn’t work, all right? Now, step number nine. Do you have a universal way to save all your files? Why is it so important that every single person who works in your organization saves the file the same way? So that it’s easy to find by every single person in the organization. Hey, so this isn’t matching up with this, and I’m not sure which one’s right. Can you just hunt down the original for me? Yes, me do. Alright. Hey, Kev, what were you saying before about the paperwork? Me do now. Go. Stop worry. Kevin, do you feel okay? Me feel good. Body strong. Sleep big last night. Yeah, I think we should get him to the hospital yeah all right kid why don’t you come with us no no guys he’s fine he’s always been like that no he hasn’t I mean he’s gotten worse over the years he’s making a statement it’s an ironic comment on our expectations of him a funhouse image of our model of Kevin you keep think that me mechanic not speak English but he know what me mean when me say car no go, and we best friends. So me think why waste time say lot word when few word do trick. Kevin, I appreciate what you’re trying to do. Thank. Here, we have a word code, same way we have a dress code. And what we’re talking about is basically the speech equivalent to just wearing underpants. Sometimes words you no need use, but need need for talk talk. But save time, more success. Does it save time, though? Because we’ve been here for about an hour. No me fault. Kevin, at most, you’re saving a microscopic amount of time. Many small time make big time. What are you going to do with all this time? Sea world. Kevin, you can’t possibly save enough time to see the world. Kevin, are you saying see the world or sea world? Sea world. Oceans, fish, jump, China. No, see, right there, that’s the problem with your method. Because I still don’t know if you’re saying sea world or see the world. And it’s taking a lot of time to explain it. Fine. Fine. I’ll talk normally. So why do I absolutely, totally, completely at all times hate the idea of, of, um, abbreviations, like why, why do abbreviations just Austin, why do abbreviations bother me as a business? Cause you don’t, I don’t know what an abbreviation means necessarily. I mean, if you’re assuming that’s one thing, but you can just cut the crap and we can just, you can just spell it out. So we know it takes the guessing work out of it. And I’ve got a lot of wonderful clients I’ve worked with when I start with them, you know, their business card was designed by their business card designer guy and he, he saved the business card as BC. So they’re there in their Dropbox or they’re in their Google drive looking for their business card and they can’t find it because it’s labeled BC. Or they save their passwords for YouTube as YT. And so you’re in there looking for the YouTube passwords you can’t find. And so again, if you don’t save your files in a universal way, it becomes impossible to scale things. So last night, one of our stores, we had a leak in one of our stores. So last night we had a leak in one of our stores. And that leak in one of our stores caused there to be water damage. Okay, so immediately I got a call from the manager. They called me, they called Carter because we had a leak in one of our stores. So immediately they called me, they called Carter, they knew Carter’s number, they knew my number, and they were able to get ahold of us. And then we were able to call the plumber and the repair guy. This is all like at 830 last night. And we’re able to do that because we have a way in which we save the number so everybody can find the phone number immediately. Right. And most businesses don’t have that in place. Okay, next is do you have a training system in place? Now I’m not obsessed with you having training videos, it’s just do you have a training system in place? Now again, if you give your employees videos to watch, you know, I find that a lot of companies, they have training videos that nobody watches. You don’t create training videos that nobody watches because a lot of companies have these training videos, but nobody watches them. So the question is, do you have a training system in place, and that could be specifically like a checklist. You know, do you have, uh, this would be just examples here. This is going to be, um, checklists. This could be a shadow process. This could be, um, a training video, but you don’t want to create this ridiculous system that nobody actually uses. Right. Have you ever worked in a job there before Austin? I’m not looking for the name of the company, but where there are training videos you’re supposed to watch and nobody watches them. Yes, I have. Have you ever seen this before, James? Yeah, in the military, it’s a huge thing. Training videos? Yes. And it’s like, on today’s video, we will be teaching you the seven steps to replacing a yada yada using a yada yada wrench. The yada yada wrench is best used for… Right. It’s brutal. It’s horrible. Right. And so, and at the end of the day, you watch the video and everyone goes, I have no idea how to do it. Right. So then you have the person who already knows how to do it, they teach you. Exactly. Right? Right. Hands on, so you learn by doing, not by just hearing, right? Right. The next is, do you have documented processes and checklists for delivering all of your products? It’s really important, the question to you, do you have documented processes and checklists for delivering all your products? That’s the question. And then finally is, do you have everything backed up at all times? So again, when you’re talking about repeatable systems, there’s a lot of detail we’ll get into on part two of today’s show, but I’m just asking you very practical questions. Do you have a universal way and place to save all the files? And if not, let’s go ahead and insist, no more abbreviations. So when you look at a brand that’s been built over a year. So, you know, elephant in the room, it’s, you know, our 14th year in business. We have a checklist for every single aspect of the business. So if we say, where is the opening manager checklist? We simply go here. We pull it up. We pull up the checklist and then right here, we follow it. Easy, easy, simple. Yep. So we’ve got to have a checklist in place. Super important that we have a checklist in place for everything. You’ve got to have a checklist. Again, do you have a universal way all files are saved? Okay. Do you have a training system in place? Do you have documented processes and checklists for delivering all your products? Do you have everything backed up at all times? This is important. Now, Steve Jobs, this is the legendary founder of Apple, the guy who saved Pixar, the guy who invented the iPhone and introduced the iPhone and iTunes. Whether you like him or not, he turned out to be accurate about a lot of things. I disagree with him about his mysticism and his various other worldviews, but one of the quotes he said was, simplicity scales and complexity fails. So again, these are action items now. So you want to make checklists for everything and every aspect of your business. You want to rename all your files, you want to rename all files to remove abbreviations. You want to get all the passwords in one location. You want to listen to the podcast we have about making checklists. You want to remove abbreviations and all jargon, all inside lingo. James, is there any inside lingo in the military? Yeah, it’s filled with inside lingo and it leaves you second guessing yourself all the time because you’re like, wait a minute, what does that mean? Wait a minute, what did he just say? Yeah, I mean, I remember when I was going to Oral Roberts University, they had a classroom, a place you would go to to be taught. And it was called the LRC. So everyone’s like, hey, man, I got my class at the LRC. Are you going to go to the LRC? And I was a freshman. I’ve been there like two days. I’m going, what is the LRC? And the senior tour guide guy, he says to me, the orientation guy, he’s like, what do you mean? I go, I mean, what is the LRC? What does it stand for? He’s like, the LRC, I mean, it’s where your classes are. I’m going, I know, what is the L, what is the R, and what is the C? He said, I don’t know. I don’t know. Turned out it was like the Learning Resource Center, you know? But then it’s like, hey, are you going to meet me up at the yada yada? And I go, what’s that? He goes, the yada yada. And I’m like, what is it though? But he goes, it’s the gym. Like the gym, like you work out? Yeah. Well, why is it called that? I don’t know. And like everything had an abbreviation and nobody had any idea what the meanings were. So I ended up getting out a to-do list and I was like, I’m going to decode everything so I even know what I’m talking about. But in most businesses, people don’t want to seem dumb. They don’t want to seem dumb. So they typically go, oh yeah, yeah, LRC, yeah, the MP3, the DVD, send it right over here. And then they have no idea and you end up saying, they end up, no one has any idea what they’re talking about. Right. And then that creates the universal jackassery needed to cause poverty. So if you’re out there today, folks, I really strongly encourage you to create a system for every single aspect of your business. I know we covered a lot of ground there, but that’s part eight and nine of our system. Now, for anybody out there who’s a coaching client, we’ll walk you through this and we will help you scale this aspect of your business. But if you’re not a coaching client, you can schedule a free consultation today simply by going to thrivetimeshow.com. That’s thrivetimeshow.com. When you go to thrivetimeshow.com, you can click on the consulting button right there and you can schedule a free 13-point assessment. Or if you want to come to our next in-person workshop featuring Tim Tebow and others, you can learn more about it today by going to thrivetimeshow.com and clicking on the conferences button. Austin, I appreciate you. Now folks get prepared to hear a success story of a wonderful client who’s having massive success. So we’ve actually seen our recurring services go up 360% just since StarWing Play. 360%? Yes sir. All right Thrive Nation today’s a very special occasion because we’re joined here with a client who’s just a great guy, a pleasure to work with, low drama, hardworking, and he’s somebody out there I believe that you’re going to relate to. He’s a business owner, he’s a family man, and he’s wanting to grow his business so he can provide for his family and expand his impact. Brian, welcome onto the Thrive Time Show. How are you, sir? Thank you, Clay. Thanks for having us. So, real quick, so that our listeners can verify you’re real. Can you tell us your website address? I’m going to pull it up right now so people can see it. It’s perfectclean.net. A perfectclean.net. I’m going to pull it up on the screen so everyone can follow along. It’s a perfectclean.net. And as I pull it up, can you tell the listeners, what are the services that you provide at a perfectclean.net? We provide window cleaning, pressure washing, and gutter cleaning in the Broken Arrow, Oklahoma area. And how did you originally hear about us, whether it be the conferences or the podcast or the workshop or the coaching? How did you originally come in contact with us? Yeah, I came out to a conference a couple of years ago, and that’s how I got introduced to Thrivetime. OK, so we’ve had the pleasure to work with you, and I’m excited about your success. But before we get into the success, can you tell the listeners what motivates you to grow your business? Because you are a very, very sincere person, and I absolutely love that about you. I think of you, I think of this is a guy who is a sincere guy, loves his family. Can you share this? What’s motivating you to grow your business? I believe for me, you know, we’re called to just not just survive, but to thrive. So for me, it’s part of my calling. I believe that it’s not just to take care of my family, but also to impact my city and this nation with the gospel. And we’re doing that through business. So when working with you, we’re going through a lot of systems simultaneously. So some people will call me because they’re, what happens is I’ll work with a client and they’ll have massive success and they’ll tell their friends, oh, they really helped me with my accounting. But then I’ll have another client I work with and they’ll tell their friends, oh no, no, they help me with my branding. Someone else will say, no, no, no, it’s the workshops. And we do all of that included. So I want to go through kind of the line item of a lot of the things we’ve worked on together to help you grow the business. So first is implementing merit-based pay or incentivized pay. You know, if you’re a waiter and you’re watching today’s show or a waitress or you’ve ever been one, you get paid primarily based upon tips. If you do a good job, you get paid more. There are great attorneys out there who understand the game. The better you do, typically the more you make. There’s professional athletes that watch our show. The better you play, the bigger your contract is. But sometimes in small business, companies can drift away from merit-based pay. Tell us about the merit-based pay system and how that’s impacted your business. Oh, it’s been a game changer. Of course, for us, we’ve been paying hourly for the past 10, 12 years. And of course, you’re paying people even when they’re taking breaks at Quick Trip. But once we implemented incentivized pay, it’s actually, I didn’t know how well it was gonna work, but it’s actually motivated, especially our top performers now, we have one last pay period, he almost made double what he would have made on hourly pay. It’s so important everybody implements merit-based pay. Second is having the idea of having a weekly meeting for somebody to meet with you, to look at your business, and to make sure it’s not drifting. What kind of an impact does that have, knowing that you’re going to have a weekly meeting every week to look at your business, to work on your business, to make sure that it’s not drifting? I think for me, it’s been very helpful. I think when you’re as a business owner, you’re caught up in the middle of just the daily decisions, making everything work, but not sometimes setting that time aside to take a look at what’s going on with your business, maybe not until the end of the month. So when you have that weekly meeting, you’re actually able to see a play by play. This is how we’ve done in the past week. This is where we are. You’re able to analyze and see how well you’re doing as opposed to your goals. And it just keeps you in touch with the business as you go along. So one of the things we do every week, and this is not the only thing we do, but one of the things we do is we want to look at all 13 aspects of your company, all of these certain aspects. And one of those is marketing and branding. And it’s really important that you get leads, because if you don’t have leads, your business won’t succeed. Can you talk about the search engine optimization, how much that’s impacted your business by having people that are obsessively focusing on optimizing your website? Yeah, we’d worked with a previous company before and we were optimized for something that we weren’t even getting calls for. And just working with Thrive Time and Clay, just the changes they’ve made to our website, we started getting organic leads. We’ve gone from not showing up on the first page of Google to first page, first actually in our city for window cleaning. So that’s been awesome getting those calls and people finding us organically when they just search with window cleaning broken out. Now, once the leads come in, you got to have a sales workflow or a sales system. So you’ve got to have a call script and you got to have pre-written emails and pre-written text messages. You have to have packages you can sell. Talk to the listeners out there about the importance of having scripts and actually having a sales system in place. Yeah, that’s been very crucial for us because before working with Clay, we didn’t really have a sales system. It was basically we took the call and just asked the customers what they wanted and we would just try to offer them whatever they were asking for. But having a sales system is helping us to be consistent. It’s helping us to make sure that we’re pitching. Like one of the big things has been recurring services. So we’ve actually seen our recurring services go up 360% just in Starwood Clay. 360%? Yes, sir. Well, and you know, this is so powerful because you have a window cleaning company, I have a haircut chain, I’m involved in a dog training business, I’m involved in a haircut chain, I’m involved in a marketing company, I’m involved in, you know, a home remodeling and different industries. And what I find is when you have a model that can be recurring, that’s incredible. So for the dog training business, Brian, I can’t really convince our clients to train their dog every 30 days because that doesn’t make any sense. But if there’s a homeowner out there that loves their home and they wanna make sure that the house is in good quality, it stays in good standing, that their house doesn’t drift into a dystopian disrepair situation. There are services that you offer that are recurring. Can you tell the listeners about the recurring services that you guys offer? Yeah, some of the recurring services we offer is, we do offer window cleaning, of course. We also offer gutter cleaning and pressure washing. We see a lot of that, especially with gutter cleaning in the spring and in the fall. We also have clients who, basically, especially once they have your service, they want to keep those windows looking clean. So it’s been a great benefit to us and to them to offer them a recurring service where they don’t have to worry about it and they can just enjoy their view and enjoy their home. Now, I like you, I actually talk about you about every 48 hours. I don’t know if you’re aware of that, but about every 40, because we have a more, every single morning we have a business coaching meeting where we analyze every single client we work with and we make sure that the clients aren’t drifting. So every single morning we review the clients. There’s 160 clients. So if you kind of do the math, we have four of those meetings a week. So we’re looking at every client about every, you know, three, four days. I mean, we’re looking at your account, making sure you’re doing well. And how much has that helped to have a team that is pushing you, whether you can see what we’re doing behind the scenes or whether you see it in the meeting? How much has that helped you, just having a team that’s behind you pushing you to victory? I think for me, it’s been really great because on my own, actually before coming to Thrive, I was actually feeling stuck and a bit overwhelmed with the business. I just felt like we’d plateaued. And it’s been great having a team working with me, one helping me keep me accountable and also sharing new ideas and also working on the backend with the website and getting us ranking and get those calls coming in. Now, one of the things I struggled with and I was first starting my first company called DJConnection.com was implementing the thing called the Dream 100 system. And on part two of today’s show, we’re going to get more into the Dream 100 system, but that’s where you make a list of your ideal and likely buyers and you reach out to them. And it occurred to me at a very young age, because I was building pjconnection.com, that there was a very low probability that the top venues in my community would start referring me by default. It became very clear to me that the top bridal shows, the top bridal stores, the top venues, the top caterers, they weren’t going to wake up with a burning desire to start referring me. And it occurred to me, you know what, I have to reach out to these people and consistently, if I’m ever going to get them to refer me, because at that time, remember, I was building America’s largest wedding entertainment DJ service. How much has the Dream 100 system, by implementing the idea of consistently reaching out to your ideal and likely buyers, how much has that impacted your business? It has greatly. I think you can have the best service in the world, but if nobody knows about it, they can’t utilize you. So for us, just implementing the Dream 100 pretty much every week, going out, interacting with our potential clients, people who can bring us referrals, has been a game changer. If you were, if there’s somebody out there who’s in need, a lot of times people go to thrivetimeshow.com, I’ll pull up the website real quick here. When they go up there, they think that success is for somebody else. And I think it’s because some of our success stories are so big. I think when people see the success of Shaw Homes growing from 15 million to 160 million, or they see people like Rustic Hoth having dramatic success, or they see OxiFresh opening 500 and something locations. A lot of times they start to feel like, man, I don’t know whether I qualify to have success. I think it’s because they’re comparing themselves from where they’re at now versus where OxiFresh is now. They start to look at where KOLA Fitness is now, and they go, man, KOLA Fitness has multiple locations of their gym. I could never do that. And people start to feel discouraged. But we do have a scholarship program that we have, and we don’t do it for every client. But we charge $1,700 a month, $1,700 per month, to help our clients out. That’s what we charge, $1,700 a month. We operate at a 20% profit margin. But we also have a scholarship option to help out people that maybe are in need or maybe need a hand up or maybe people that just need somebody to help them get to that next step, but maybe they can’t afford that $1,700. What would you say to anybody out there that’s thinking about scheduling a 13-point assessment, but maybe they don’t feel qualified? Maybe they feel like, I just don’t know if the time is right. I don’t know if I have the money for it. What would you say? I’ve been that guy, so I can definitely relate to that. I would say that, and that’s what happened to me the first time I came out to the conference, I hesitated, but it’s exactly what I needed. What I found is you do have to take that leap of faith and Clay and his team, they have proven systems and you might look at yourself and look at your business and see how can I get from where I am today to some of these testimonials that they’re talking about? But it’s a proven system. You just work it, it works. It’s very much like a franchise. It’s very much like a franchise. What I love about working with you, and Carter’s always speaking positively about you, I knew you’d be a great fit for our program because of your integrity and what you stand for. But Carter was telling me, he said, We sent out the mass text message and Brian didn’t fight me on it. We did it. It produced results. Could you talk about that? How has the text-based marketing started to impact your business now? Yeah, at first I was a bit skeptical. I was like, I don’t want to bother our clients with all these text messages every month. So I was a bit hesitant. But as soon as we implemented, it’s actually been very helpful. Um, one of the things I noticed was that we were actually able to reach some clients that we hadn’t done work for even in a couple of years and we’re getting reconnected with them. And then some of them actually ended up becoming recurring clients. So it’s, it’s been, uh, it’s been very helpful. Now we have our upcoming workshop in June where we’re going to have, uh, Tim Tebow will be there. That’s the legendary two-time Heisman Award winning football player. He’s a well-known outspoken Christian. Then you have John Lee Dumas, who’s the host of one of the most successful podcasts in the world right now, folks. It’s called EOFire.com. He’ll be there. You’re going to have the founder of Rustic Cuff. It’s a brand that has done very, very well, RusticCuff.com. We’ve actually done some work with Jill Donovan. It’s RusticCuff.com. They sell millions and millions of dollars of these custom cuffs for women. It’s an incredible brand. And I can go on and on listing off all the speakers that are going to be there. Colton Dixon will be there. But once you get past all of the big names that are there, and you scroll down, you say, what am I going to learn at this conference? Like, what am I going to actually learn? Well, we don’t have any upsells. There’s no get-rich-quick scheme at the back of the room. No one’s high pressuring you. We have scholarship tickets available to make it affordable for everybody. But let me get your thoughts on how has the conference itself impacted you in your life? How did that conference itself help you? Yeah, for me, I’d highly recommend it to everybody. The first time I came out, I was sitting in the conference, and I was thinking, where have I been? One of the things that I realized was because I knew I had a problem in my business and it was very clear. I didn’t have the systems in place. It was just highlighting all these holes in my business and you had the solution. So I’d recommend it to everybody. Just come check it out and you won’t leave the same. There’s tons of value. Now most conferences at the end, what they do is they go, folks, we have four availabilities. Oh, and you need to sign up right now because we have, and there’s a lot of pressure at the back of the room. There’s a lot of, I want to talk to you about that because I believe, and you can correct me if I’m wrong. I believe when our conference ended and you walked out and either decided to become a client or not to become a client, there was no pressure. Nobody in the back of the room beating you over the head, trying to get you to sign up for something. Can you maybe explain that? Because I think that’s the big hesitation people have when it comes to coming to a conference is they assume that that’s going to happen. Yeah, there was no sales pitch at all. It was basically just tons of massive value and just how to grow your business. And pretty much it was just like, Hey, if you want to work with us, you can work with us, you know, if you don’t, you know, you don’t have to, yeah, that’s it. That’s interesting. Um, so I’m going to scroll down and look at this page real quick, because I want to get your thoughts on these things, because you’ve got a chance to really implement a lot of this. But at our conferences, you’re in a room. We cap the attendance at our big one in June, around 300 people. But then we have smaller conferences we do all throughout the year, where you’re going to have about 150 entrepreneurs there. You can ask questions. You can take notes. We serve lunch both days. Some of our clients, you know, travel to our event from out of town, like Michael Levine’s from California. I’d say 80% of the attendees are not from Tulsa. And so before somebody comes to a conference, they usually want to know, you know, what’s this thing going to be like? I tell people we do a 30 minute training session, followed by about a 15 minute Q&A, question and answer session. And then we take a break. And we do that for 16 consecutive sessions over two days. So I always tell people, I mean, you’re gonna show up and we’re gonna hand you a workbook, but you’re gonna leave with just pages and pages of notes and you’re gonna leave with an action plan. But how would you describe what that conference is like for people that have not attended before? Oh man, yeah, I mean, the conference is high energy. I mean, you just get to meet all sorts of people in different phases in their business. You get to interact with them, get to hear their stories, but also get a lot of good content on actionable items. One of the things I love about Clay is that he’s done this himself. He’s not just talking about some theory. He’s proved it, and you get actionable items that you can actually implement in your business right away. You know, people always ask me too, they’re Brian, they always say, well, Clay, you know, why do you still own companies? Why don’t you just do coaching full time? And I said, well, I don’t know what that means. I mean, I get up at three every day and I go to bed at nine and, you know, my flow is I get up at three, work till about five or six. So then I, you know, hang out with my family and then go to bed and that’s kind of my flow. But I find that I enjoy running a business. I actually enjoy, you know, I believe that the Bible tells us, I really do believe this, the Bible is very clear, you know, we’re supposed to work as unto the Lord, and someone can disprove me on this, and I know the Hebrew word for work means worship, and the word for work means what? The Hebrew word for work means worship, and the Hebrew word for worship means work. So people say, well, huh? I mean, so I kind of view it as like my work is like my praise and worship every day, and I really enjoy helping clients like Brian and that’s why I love showcasing their success. And again, on part two of today’s show, we’re gonna do a deep dive into the Dream 100, but I wanna get your thoughts on this. I mean, we’ve got these boxes, we’ve broken up the whole system into 14 boxes. So box one, knowing your revenue goals, how has that impacted you knowing your actual goals now and what you need to do to break even? How much has that impacted you having a clear understanding of your numbers? Yeah, I think for me, you know, in the beginning we were just kind of going off of feelings and, but having clear goals, you have something that you can actually attain to. Speaking of which we just hit recurring revenue, our first recurring revenue goal yesterday. So that was, that was awesome. So you know where you’re going and you can actually work towards it. So that’s been really exciting knowing what our goals are. Amen to that. Now we move on to these other, again folks, this is all, if you want to follow along, folks, you can go to a webpage we have here. It’s free to download. You just go to Thrivetimeshow.com forward slash millionaire. So you go to Thrivetimeshow.com forward slash millionaire. When you go there you can download my newest book, A Millionaire’s Guide to Becoming Sustainably Rich for Free. You can just download it. And then we’re reading right now. We’re just going through right now. We’re breaking it down right now, not from feelings. We’re going through a specific page in the book and this is page five, right? So box number three, we have to know the number of hours per week where we are willing to work. And you’re a big family guy. You’re a big church guy. You’re a big business guy. So you’ve got one life, you got 24 hours a day. And I know you’ve told me multiple times that your family comes first. You want to make a big impact on your community. You also want to be a great husband. These are things that you’re focused on. Can you talk about the importance of having a schedule? How has that impacted you now having a schedule and a routine in place? Basically for me, it’s helped me prioritize my life, set everything in order as far as I know when I’m doing calls, I know when I’m reaching out to customers, I know when I’m doing estimates. I think before, everything was kind of, I would just roll with the day. Whatever the day brought, I would just try to make it work. And then at the end of the day, I’d look at my to-do list and the most important things hadn’t been done. So having a set schedule has really freed me up and freed up my time. And when I get home, I can actually be present because I’m still not thinking about the things I hadn’t got done. Amen. I just, I just, it’s such a joy to watch you put all this together. Having a unique value proposition. I think people, again, they look at the business and they go, what folks, we have to figure out how we stand out in a cluttered marketplace. So when people look at my business elephant in the room, um, you know, they look at the haircut business and they go, play, you’re not the only haircut guy in Tulsa. How have you been able to be successful? Okay, what we figured out at Elephant in the Room is we’re gonna offer a high-end men’s grooming lounge experience, a high-end men’s grooming lounge experience, but that first haircut’s a dollar. So it’s a very high-end, man-centric experience where people come into the shops, they tour the shops, they have a look around, they go, man, this place is awesome. Guys, we have guys that literally come in to get their hair cut every week just because they like the atmosphere, they like the atmosphere, the overall environment. But we’re not the only people in Tulsa that cut hair. We have to have a unique value proposition. Oxifresh, we work with them, it’s the world’s greenest carpet cleaner, they have a unique value proposition. EO Fire has a unique value proposition. Let me get your thoughts on this unique value proposition. How important has it been for you to come up with a no-brainer that really moves the needle and knowing your unique value proposition? It’s been very helpful because one, it helps grab people’s attention. I think these days, people have short attention spans, so they might have a lot of offers coming in front of them, but it has to be something that catches their attention and makes them stop to look at you and see what you’re offering. It’s just, again, I love what we’re seeing here because this is a real person who’s a real good guy and money is just a magnifier, folks. Money just makes you more of who you are. So if you’re a total jerk who’s a dysfunctional person that hates people, you’re going to be a guy with a lot of money who now hates people. I mean, it’s just going to magnify who you are. Branding, I know we’ve spent a lot of time optimizing the look of your website, optimizing the look of your print pieces. How has that impacted you, having all your print pieces, your website? Again, we’re never done, I mean we’re never done with it, we’re always improving, but how has that helped you to have high quality print pieces, one sheets, websites, marketing materials? How has that impacted you? I mean, it’s helped us come across as, you know, a lot more professional. If you look at our website, it looks high class. I mean, we had a decent website before, but the one we have now just looks great. It’s attention grabbing, makes people wanna click on it and actually reach out to you. Now, again, folks, I’m telling you, if you go to thrivetimeshow.com and come to our workshop, your life is gonna be changed only if you’re willing to put in the work. And that is what today’s guest is doing. So yes, we’ve taught Brian these systems. Yes, we’re pushing Brian, but Brian is putting in the work. So if you’re out there today and you’re willing to put in the work, we wanna work with you, but if not, we don’t, okay? So having the sales system we got now, we have one sheet, pre-written sales scripts, lead track as we have it. We know what it costs to get new customers. Repeatable systems, this is a part where so many people get stuck. They don’t have any systems in place for anything. And for the sake of time we have, this is where we’re going to kind of wrap today’s interview. So when you go to eitrlounge.com forward slash staff, this is obviously my business, so I can show you, but we have an entire built out system of all the checklists and all the processes and everything needed to scale. I would argue that’s kind of the phase where you’re in right now, is you’re systemizing everything. Talk to the listeners about the importance of getting everything out of your head and into a proven system? Yeah, I mean, that’s real crucial. I think whenever you start a business, you know, you’re the owner, you know how everything works. But if for some reason you weren’t there, no one knows how anything works. So having a system, somebody else can come in and pretty much just follow the steps and get the job done. So I guess my final question I’d have for you is, if you were sitting right next to a guy at a conference and he says to you, you know, at our conference in June, and there’s some guy from Michigan or some guy from California sitting next to you and they’re like, does the system really work? Can you, I’d love to get your thoughts. What would you say to anybody out there that’s thinking about becoming a client? I’m living it. I mean, it works. You just have to work it. It’s been proven by business owner after business owner, and all you have to do is just put in the work. Brian, I really do appreciate you for carving out time for me. Thank you for lowering your standards for putting up with me today. I appreciate you, too. And I’m really excited for you. I’m excited to be on the team with you, and I hope you feel loved and appreciated. I know I’m probably one of the most busy, pragmatic people you’ll meet, but we are 100% focused on helping you, and Carter says nothing but great things about you. So again thank you for carving out time for us there and on behalf of Coach Carter, your coach, and the rest of the team we really do appreciate you. I appreciate you and thank you for everything you’re doing for me and my family. All right brother you take care. Bye bye. All right you too. Bye. My name is Tyler Hastings and this is my wife Rachel and our company is Delrick Research out of New Orleans. During our time working with Thrive, we’ve had numerous successes. When we first started, we were working with one physician. We had one research site, and we were seeing on average, you know, between 10 and 15 patients a week. Since working with Thrive in the last 18 months, we now have four research sites. We work with over five physicians, and on average, we’re now seeing over 60 patients per week. Recently, we’ve been the top enroller worldwide in seven studies, which is just incredible, considering where we were two years ago, 18 months ago. Thrive really differs from the other conferences that we’ve been to and the other kind of programs that we’ve been through, because they actually really practice what they preach. And they implement the same systems and the processes that they teach you about. And they give you real life examples that really work for them and show you with the training how to implement that yourself. For example, Tyler and I actually got the opportunity to come out to Tulsa and we were fortunate enough that the Thrive team took us out to some of the businesses that they own and we really got to see in real life, real time, some of the systems and processes and it was just incredible. A real life example of some of the businesses and the things that they’re implementing. Having a coach is important to us. They act as not only an accountability factor, but they’re someone we can talk to on a daily basis as we go through the problems of running a business that inevitably come up. They always understand what we’re going through and they’re always there to help us or guide us through the problems that we experience. The best part of our experience working with Thrive has just been seeing our relationship grow. So at each step as our business grows, you know, they have something else to provide us with. They’ve got the resources, whether it be marketing, graphic design, website development, or even in the accounting practices, maybe we need a new insurance policy. If they have someone they can connect us with, or, you know, they have the direct resource we need to speak with for any of the problems we face. If someone is thinking about signing up for the coaching program, I would highly recommend that they call in for a free 30-minute coaching session and see exactly what the team can do for you. Just speak with someone, let them know what you are going through, and I think you will find that regardless of what you need, there is someone there that can help you. I’m Mike Levine and I thought I’d tell you this story maybe it’ll be of some value to you. You know about 25 years ago our PR firm was running hot as hell and we had six of the top 20 musical artists in America on the Billboard charts. No company even had two and here we are with six. So we had the most number of successful artists in the country by far. But I still wanted to sign another musical artist who wasn’t been on the charts for a while but I loved and respected greatly. I wanted to sign the great Ray Charles. I decided that even though I had all these big stars, I was going to go after Ray Charles. And I called him. And I ultimately did sign him. I did sign him. But I’d like to ask you, listening to this right now, to try to guess. Just close your eyes and try to guess how many times I called Ray Charles before I signed him. Are you going to? All right. Let’s try to close our eyes. Close our eyes. Here we go. Now, we’ll do it multiple choice. Did I call them A, 10 times, B, 20 times, C, 30 E more than 40 times. Close your eyes. Now write down your answer. Write it down. Don’t you cheat now. Write down your answer. I’m gonna give you the correct answer in three seconds. 1, 2, 3. Alright, here we go. The correct answer is 46 times. I called Ray Charles’ office 46 times. You want to hear something crazy? I didn’t even need Ray Charles. Here I had all the other big music stars. But I think the story for some of you may, may, may, may have impact. When you think about all the tenacity required to go after your big dreams. I’m talking about little dreams, talk about big dreams. Anyway, I’m Michael Levine. JT, do you know what time it is? Um, 410. It’s TiVo time in Tulsa, Rosalim, baby! Tim TiVo is coming to Tulsa, Oklahoma, June 27th and 28th. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. A lot of people have followed Tim Tebow’s football career on the field and off the field. Off the field, the guy’s been just as successful as he has been on the field. Now, the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying, Tim Tebow is going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Also, this is the first Thrive Time Show event that we’ve had, where we’re going to have a man who has built a $100 million net worth, who’ll be presenting. Now, we’ve had a couple of presenters that have had a billion dollar net worth in some real estate sort of things. But this is the first time we’ve had a guy who’s built a service business, and he’s built over $100 million net worth in the service business. It’s the yacht driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s going to be here in Tulsa, Oklahoma, June 27th and 28th. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He’s inspired me listening to him talk. And not only that, he also has, he practices what he teaches. So he’s a real teacher. He’s not a fake teacher like business school teachers. So you got to come learn from him. Also, let me tell you this, folks. I don’t get this wrong, because if I get it wrong, someone’s going to say, you screwed that up, buddy. So Michael Levine, this is Michael Levine. He’s going to be coming. He said, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, for Prince, for Nike, for Charlton Heston, for Nancy Kerrigan. 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say Colton Dixon’s in the house. Yes, Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to thrive timeshow.com. Again, that’s thrive timeshow.com. And some people might be saying, well, how do I do it? I don’t know what I do. How does it work? You just go to Thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to Thrivetimeshow.com. Thrivetimeshow.com. Again, you just go to Thrivetimeshow.com. You click on the business conferences button and you click on the request tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. Did you start out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get any inheritance from parents or anything like that. I had to work for it and I’m super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to Thrivetimeshow.com. You might say, well, when’s it going to be? June 27 and 28. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russia, Oklahoma. I suppose it’s Tulsa, Russia. I’m really trying to rebrand Tulsa as Tulsa, Russia, sort of like the Jerusalem of America. But if you type in Thrivetimeshow in jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside see the facility We’re going to have hundreds of entrepreneurs here. It is going to be packed now for this particular event folks The seating is always limited because my facility isn’t a limitless Convention center you’re coming to my actual home office And so it’s going to be packed so when June 27th and 28th who you you’re going to come who you I’m talking to you You just get your tickets right now at ThriveTimeShow.com. And again, you can name your price. We tell people it’s $250 or whatever price you can afford. And we do have some select VIP tickets, which give you an access to meet some of the speakers and those sorts of things. And those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about what makes them work and what makes them not work. Now why would a man living in Hollywood, California, in the beautiful sunny weather of LA, come to Tulsa? Because last year I did it, and it was damn exciting. Clay Clark has put together an exceptional presentation, really life-changing, and I’m looking forward to seeing you then. I’m Michael Levine, I’ll see you in Tulsa. James, did I tell you my good friend John Lee Dumas is also joining us at the in-person, two-day interactive Thrive Time Show Business Workshop. That Tim Tebow and that Michael Levine will be at the… Have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping EOFire.com podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military and he started recording this podcast daily in his home to the point where he started interviewing big-time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names putting up shows day after day and now he is the legendary host of the EO Fire podcast and he’s traveling all the way from Puerto Rico to Tulsa, Oklahoma to attend the in-person June 27th and 28th Thrive Time Show 2-Day Interactive Business Workshop. If you’re out there today, folks, you’ve ever wanted to grow a podcast, a broadcast, you want to get an, you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales, you want to come to the 2-Day Interactive June 27th and 28th Thrive Time Show Business Workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big-time super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at Thrivetimeshow.com. James, what website is that? Thrivetimeshow.com. James, one more time for the four of you. Thrivetimeshow.com. I got three strikes, I’ma go for it. This moment, we own it. Hey, I’m not to be played with. Because it could get dangerous. See these people I ride with. This moment, we own it. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops. Because we teach you what you need to know to grow. You can learn the proven 13 point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems, so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re gonna leave energized, motivated, but you’re also gonna leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this and because there wasn’t anything like this, I would go to these motivational seminars, no money down real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter Bunny. But inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you’ve got to do is go to Thrivetimeshow.com to request those tickets and if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric, Eric Trump, but we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought, since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who is my age, and I can say or cannot say? Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. All right. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. He said, have you read this book, Rich Dad, Poor Dad? I said, no. My father, may he rest in peace, he didn’t know these financial principles. I started reading all of your books and really devouring your books. I went from being an employee to self-employed, to the business owner, to the investor. And I owe a lot of that to you. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there too, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business, and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us and getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored, you’re awake, you’re alive the whole time. It’s not pushy, they don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of business. Planning your time, breaking it all down, making time for the F6 in your life, and very welcoming. I attended a conference a couple months back and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are, you know, you want to take a step-by-step approach to your business. Whether it’s marketing, you know, what are those three marketing tools that you want to use to human resources. Some of the most successful people and successful businesses in this town, their owners were here today because they wanted to know more from Clay, and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence, that businesses don’t change overnight. It takes time and effort, and you’ve got to go through the ups and downs of getting it to where you want to go. He actually gives you the road map out. I was stuck, didn’t know what to do and he gave me the road map out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want, they guarantee it will be answered. This conference motivates me and also gives me a lot of knowledge and tools. to do it. Everybody can do these things. They’re stuff that everybody knows, but if you don’t do it, nobody else is going to do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before, but I’m back again because it motivates me. Your competition’s going to come eventually or try to pick up these tactics. So you better, if you don’t, somebody else will. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. 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 is where we used to live two years ago. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from 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. So now that we have systems in place we’ve gone from one to ten locations in only a year. In October 2016 we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the ThriveCon workshop, you’re missing out on a great opportunity. The Atmosphere plays office is very lively. You can feel the energy as soon as you walk through the door and it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. Love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key, marketing is everything. Making sure that you’re branded accurately and clearly. How to grow a business using Google reviews and then just how to optimize our name through our website also. with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me as opposed to me constantly being there for the business. New ways of advertising my business as well as recruiting new employees. Group interviews, number one. Before we felt like we were held hostage by our employees. Group interviews has completely eliminated that because you’re able to really find the people that would really be the best fit. Hands on how to hire people, how to deal with human resources, a lot about marketing and overall just how to structure the business, how it works for me and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business. It’s real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom but find your purpose in your business and find the purpose for all those other people that directly affect your business as well. Everybody. Everybody. Everyone. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. you you you you