Business Podcasts | How To Carry Your Marketing Message Effectively To Your Ideal And Likely Buyers

Audio Transcription

Okay, we’re going to head down to the final hour of power here. And a couple of things, in order for the helicopter to take off and to land, it needs a place to land. And therefore, if you have a black Toyota, I think that we have failed to communicate to you that you can’t park there, because that’s where the helicopter is going to land. So we have a black Toyota that would need to move, and a white Nissan that would need to move, and a perfect clean truck that would need to move. So if you have a perfect clean truck or a white Nissan or a black Toyota, you’ll need to move that or you might have a helicopter landing on your vehicle soon. So again, a black Toyota, a white Nissan or a perfect clean truck, those are all vehicles that would need to move. Again, that’s a black Toyota, a white Nissan, and a perfect clean truck. OK. And so what we’re going to do now is we’re going to have our final hour and a half of power. We’ve got a lot of great stuff we’ve covered today. But I want to get into page 123. And I want to bring up Marty Grisham here. I’m going to bring up Marty first. OK. I’m going to bring up Marty. And I’ll bring up Pastor Leon in just a minute here. Marty is a roofer. And I want you to hear about his story briefly. What’s your website there, Marty? OKRoofNerds.com. OKRoofNerds.com, and it’s a roofing company. Roofing company, yes. And are you the first guy or the only guy to have an idea to be a roofer? I am the 27,000th person in the state of Oklahoma this year to decide to be a roofer. And how did we first meet? Do you remember how we first met? Yes, I do. Yeah, through Aaron Antus. Yeah. Okay, so Aaron Antus, who’s not here today, Aaron Antus is a guy that we helped him grow Shaw Homes from $16 million to $160 million in sales, and that’s Aaron Antus from ShawHomes.com. And so we meet on Saturdays. Every Saturday, yes, sir. And we meet on Saturday, and your business is now in a spot, and maybe I’m over-speaking, but I think you’re in a spot where you now are able to focus on ministry full-time Yes full-time, but yet your purpose for doing roofing you do ruffs But your purpose for roofing is to do ministry is that right? Yeah, that was the plan all along to provide an income for us so that we could begin ministry And it’s been it’s been a good experience. I’ll repeat it again. It’s kind of a profound idea. You’re a roofer. Yeah, so you can do full-time ministry. Yeah, because I’m when I’m on the roof I’m closer to God than all the regular people. All right so and when we first met Everybody here has a different personality type and somewhere on page zero I want you to write these three personality types that there’s others but these are just three categories I find with clients There is the super positive self-help guy who has a lot of ideas. I call these idea people. Big idea people. They’re positive. They got good energy. Positive self-help. Okay. These are these people are positive, good energy. You know, that’s that person. Okay. New ideas all the time. Then there’s the second client. These are stoic people. Stoic people. Typically, I put myself into that category and I know that like socially, my Asian clients get it more. But my Asian clients that I have, they are pretty funny because we’ll talk and one of them goes, you remind me of how I was raised. I go, how’s that? He’s like, any like tears at all? My dad would say, stop crying. And I’m like, you know, and that’s kind of like how I am generally speaking with myself. So I don’t really have a lot of patience for myself or any type of emotional outburst. I just sort of stay on. I don’t like the best or the worst thing isn’t really that bad or great. Everything is just the same, you know. So like, you know, like my dad died like the same day my dad died. I was like, I’m going to go back to the office and do some work. Yeah, because that’s how I processed it. I don’t know. But like at a grievathon, I’m just like, this isn’t positive, but I believe is in heaven. So okay, and I move on, you know, and some people think you’re crazy, but that’s how I am emotionally. Then there’s other people that are quick to go negative. So you got the people that are always up. Person in the middle of stoic, they’re pretty much always calm. And then there’s the super negative. Think about these three groups of people for a second and you can figure out which category you’re in. But there’s some people that as soon as the first sign of adversity happens, they’re like, oh, it’s never going to work. It sucks. We’re screwed. And there’s the other group that it could be going great, but they never really get up or down. And then there’s the people that are up. The people that are up all the time, they tend to hop to new ideas more often because they see everything as an opportunity. The people who are stoic tend to be very consistent but sometimes it’s hard for people to relate to them and for them to relate to people because they don’t really understand what you’re talking about. Emotion isn’t a natural thing. And then you got the down arrows where they’re so down all the time it’s hard for them to ever believe they can do it. You know I mean because of maybe the way they were raised or the way they’re I don’t know their environment. Marty if you had to put yourself in one of those three categories, which one would it be? Really, an enchantingly good-looking one that’s real steady, steady and just not too up, not too down, just kind of steady. Yeah, yeah. And the other thing about Marty is when I started working with Marty, I noticed that Marty is like a really, really positive guy. And so people really like working with Marty. And so I think there’s a lot of things that you, on the sales side, it’s really easy. It’s like easy sales stuff. We never had to have like a lot of sales talks. But I think some of the grinder stuff maybe isn’t as fun for you. No, not at all. Yeah, for sure. I mean, I love the sales. I love getting in front of people. I’m a people person. But Clay’s, yeah, I’ve been with Clay for almost six and a half years, him coaching me every week. And I would say my biggest downfall is every week he looks at me and says, are you going to do your homework? And I’m like, yes sir, yes sir. Because you know, but some things I do and I’m, you know, so I also, you know, I don’t have just roof nerds, I also have the ministry and he’s helped me in that. And I have to say, if I do what he says, it grows every single time. And if you don’t mind me sharing, about a year ago I came to him and said, I can’t keep doing this. The ministry is failing. I have no money. This is a joke. And he said, because you’ve not obeyed me. And I’m like, okay. He’s like, you’re not. You don’t do the stuff. Well, yeah, because he whips me. He whips me. No, he doesn’t. But he but so I said, Okay, my bad. And I immediately started doing what he said. And it’s been just beautiful ever since. So the system works. But it’s a really important thing where we have to identify ourselves and figure out. So I’m just trying to help somebody out there as a stoic person. I don’t mind making cold calls. Because if I get rejected, I think it’s kind of funny. I’m always like, whatever. It doesn’t bother, it doesn’t stick with me, it doesn’t bother me. So I could have the most horrible thing. Just a minute ago, Mr. Doomloop, JT over there, where are you JT? He’s like, hey, just so you know, you got this terrible email just sent to you. And I’m like, thank you. But so like, I don’t mind that. I could have a bad email and then hop back over here and I’m fine, you know what I mean? But that is okay. But then maybe the sales thing was harder for me to learn because I’m not naturally up. Does that make sense? And then for people that are down, I find people that are kind of lower energy, accounting for whatever reason is easier for these folks. Legal documents are easier for them. But then like sales and marketing is outside of the comfort zone. Are we on the same page? Okay, so with Marty, as we’re going through the workflow here, we’re gonna open up our book here. And I want to ask you which part of this was the hardest for you to implement. So I’m going to go here to page number five. Establishing your revenue goals. Was that hard for you to sit down and determine your goals? Was that pretty easy? That was hard. Yeah, that was hard for me. So you’re here today and you’re going, you want to circle the boxes here that you need to work on, okay? So if you need help on the revenue goals and the revenue goals, it’s so because a lot of people don’t like math So they just don’t do it. I met a landscaper the other day. Who’s not a client I feel bad for the guy, but he said I need more sales. I said, well, how much profit do you make per job? He said I don’t know. I’m not a math guy. I said I know but me when you’re and I’m going you need to know right? He goes I don’t do math I’m like, but you have to if you’re gonna run a business and he’s like That’s what the last coach told me. And I don’t want to work with a guy like you who’s going to be beating me over the head with math. I don’t do math. I’m going, OK, probably not going to get that. OK. But you got to do math. OK. Next box, the break-even numbers. You really have to know your numbers. You need to break even. Marty, was that easy for you, hard for you? Was that exciting to do? I remember the first time your team brought that to me and they built a little scale and the profit and loss. And I put my numbers in there and I was shocked. I was shocked that I was only making like $300 for every repair. I couldn’t survive on that. So yeah, it was hard for me, but that little, your system really woke me up to, I need to increase my price and do a lot more jobs. Now, the third box is the number of hours you’re willing to work. Now, this is where people get really divisive because of the way that people were raised. So, or the way that the part of the country you live in, or the political party you voted for, or whatever podcasts you listen to, everyone’s got their own thing. So I meet Marty on Saturdays at noon, is that right? Yeah, at noon, yeah. And I, again, I told you guys, I’m not saying this is a great thing, I’m just saying I work every week, six days a week. That’s what I like to do. So that’s, that’s just my thing. But some people are only going to work two days a week. That’s fine. I just told you a story earlier today, a true story, about a very wealthy guy who works from 10 to 2 every day. But you need to circle somewhere on here, and you need to write it down on box 5, how many hours you’re willing to work. And you want to make sure that your spouse is on your same team. Because what happens if you’re going to work 72 hours a week, but your spouse wants you to work 41 hours a week? What happens? Not good. Yeah. You guys are negative people. Okay, we’re on the next box. Okay, unique value proposition. You have to know what makes you different from everybody else. And whether it’s a ministry, or whether it’s a roofing company, you have to know what makes you different. And so we look at Marty for a second, and then we think of Steve Martin, the comedian. He wrote a book called Born Standing Up. Steve Martin, the comedian, Father of the Bride, that whole guy. And Steve Martin in his book, who’s read Born Standing Up? It’s a really phenomenal book. But in the book, Steve was very self-deprecating and he said he came to the conclusion that he wanted to be a comedian, but he wasn’t that funny, which could make it difficult. He wanted to be a magician, but he wasn’t that crafty. And he wanted to be a musician, but he wasn’t that good. So he decided to turn it all into a routine. And his routine was he is the comedian slash musician slash magician guy. Has anybody ever seen Steve’s old comedy back in the day? So he would have an arena with 20,000 people. Marty, do you ever do the quarter trick where you make a quarter disappear? Do you know people that can do this kind of thing? Yes, I do know. Sleight of hand. Yeah, my magic. So Steve would say in front of a group of twenty thousand people in a sold out arena, he’d go. All right, ladies and gentlemen, welcome. All right. We’re going to start off today’s show with a magic trick. And there’s twenty thousand people. And this is before you have the big screens like we have now. He’s like, you see this quarter and people in the upper deck are like, can you see this car? I’m going to make it disappear. And he would do it. And then no one could see the quarter to begin with. And he’s like, it’s amazing! And his whole routine was that he wasn’t that good of a magician and he wasn’t that funny and he was, but he combined it all into like this variety show. And then he said at the end of his career it was so easy to wow the crowds because he developed his routine and it was so solid that his little game at the end of his career was to see how long he could make the comedy show go after the show. So the show was over and he would say to 20,000 people like at the Bank of Oklahoma Center or something, he would say, when this show gets done, how many of you are going to meet me at the bar? And I’m not kidding. We’re all going to go together across the street to the bar. And there’s 20,000 people like, whoo, I’m not kidding. Who’s going to carry me out? And people would carry him to the bar and the whole crowd would go. And that was like his thing, you know. So he was like, he got to a point where comedy became easy But his book born standing up is about him to go into the trial and error of figuring out for like 10 years How to make a comedy routine where people would laugh So he said he would get up on stage and do the routine and he would get like one clap And he said he goes he would write down on his notepad He’d bring his notepad on stage and go joke number four not funny. Don’t do that again. And then people would laugh. And he’s like, that’s funny. It’s funny that I’m not funny. And the people are like, whatever. And so he, over time, developed a routine just through trial and error, but just by doing it. OK, so we go back into Marty’s business here. Marty, you’re a unique guy. You proposition at Loudmouth Prayer, which is your ministry. What is it you do at Loudmouth Prayer that is different than, let’s say, what a pastor might do at a church? Well, so the Lord spoke to us and basically just said he wanted us to bring all of the gospel and a lot of times the reason why the body of Christ and the nation is dealing with what it’s nation with, what it’s dealing with is because a lot of pastors are bringing part of the gospel. And it’s selective gospel because they don’t want to lose tithing and they don’t want to have the government threaten to take their way their 501c3. So I set my ministry up without a 501c3 and so I don’t have anything to be afraid of so the Lord spoke to us and said to cover the nation without a prey and we do healing we believe in divine healing and we have huge healing revivals and we’re having one literally in eight days right here in this room and so it’ll be our third one we’re having we’re gonna fill this place up selling tickets continually so we are endeavoring to do like what Pastor Leon Benjamin does, to bring the fullness of the gospel. We’re not afraid to talk about government, politics, vaccines, all the things that really matter. We know our job is to change culture, not have culture change us. And you, but you have your unique value proposition nailed down. You do. Now over here, this is Pastor Leon. I’m gonna bring him up here. Pastor Leon Benjamin. Let’s hear Pastor Leon here for a second. And I see Maria back there. Let’s bring up Pastor Maria Benjamin. This is, that mic’s hot right there. Mic check, mic check. Okay. So how would you describe your ministry? Because you and I, I met during, we met during the lockdowns because I would go and I somehow found your sermons, you and your wife were leading praise and worship and teaching at your church. And so during the lockdowns, the church we went to was locked down. So I was watching your sermons from Oklahoma. I call that church cheating. So I was still tithing, but the church wasn’t open. So I was watching your sermons. How do you, would you describe your ministry and what you do? Basically, it’s spirit filled, but people loving. And you can’t have all that Holy Ghost and hate people. And it’s just so important that Jesus was always around people. And so, and we just flew in to, we was just coming to say hi, but we’ll be back later on for service. But we really like people. And we break all the division between white and black and red and yellow and brown. And when I was overseas in the military, they didn’t even call me black. They called me an American. They called me a Christian because those nations look at the dominant religion of a nation, regardless regardless of all their religions and guess what? Overseas they still believe America is a Christian nation regardless of all the religions that are here and so we just do people in the Holy Ghost so let me be very clear though if you go back to this little board we drew up here these four parts whether you’re a ministry or a roofer or whatever you are you gotta have branding people go to your website and they go to your way and what kind of what kind of people go to the website The people that we that we mean why would someone go to your why do you need a website? I guess it’s a pass. Well, what one of the things for for church people are lonely People are hurting Family my wife and I’ve been married 32 years. Isn’t she beautiful? Hey now And so marriage counts we call it guidance. Family, but now because I ran for Congress three times in Virginia. One because the guy died, so I had to do a special election. But now it’s people want to know the truth about a certain thing, and our church is just open to tell it. Now I want to be very clear, though, whether you’re a ministry or you’re selling makeup or you’re selling pergolas or whatever you’re doing, you’ve got to have the branding part nailed down. Then you’ve got to have your marketing nailed down. So how do you get in front of new people? Well, I’m so glad you gave me a chance to say, because I didn’t say it a while ago, the one thing that when my ministry was starving, I’m like, Clay, he’s like, you’re not doing what I’m telling you. And he basically looked at me and said, every person that you get to go to your website, they give you the info, call them. No one’s doing this. Pastors aren’t doing this. You will stand out. So I started. So far I’ve made about 2,500 phone calls on my personal cell phone. That many people have my number. And you know what? He does this. People of this nation have his number. 20,000 people have his number, but has he been successful? When I did that, everything changed. We went from 700 views a show to 6,000 views a show. We have people we pray for every day. We actually have built an online church of people that just love us, come to our events. People are driving and will be in this room. They’re driving from Canada next week to just come in here to talk about healing because I’ve called him on the phone. So that’s where I’ve stood out. I’ve connected that way. So again, branding, marketing, the accounting thing. Now again, if you’re a ministry, you know, you got to do accounting. You got to know your numbers, you know, and that might not be the fun part of the ministry, but you got to do it. And then you got to make sure that you’re managing people. And so as your ministry is growing, you guys have like two locations. You kind of explain how the ministry what you guys do we we have a church in Virginia I’ve been pastor now for 22 years. We have a church in Virginia and my wife is kind of like the backbone of What I do I kind of like think of it and she kind of births it sort of like, you know male and female Okay, I’m not gonna get into it But but somebody has to get pregnant, you know, and and so we we we birth uh… new life harvest church back in two thousand two thousand two uh… but then uh… when we was here to help in freedom conference clay calls me up and says i need to move to tulsa that’s a great i’m ready for congress can’t move but he says you’re the pastor i’m not and me my wife again i gotta get a pregnant okay uh… well with the idea i’m just saying it works the same way just like in the physical It works in the same way in the natural And and you can’t be both you can’t have the seed and the womb somebody has to have the seed and somebody has to have the womb and With the nation the way it’s going right now. They’re trying to make man have the seed and the womb but that cannot happen Okay, but she saw the idea. She says, yes. And look, I don’t give her a whole lot of times not to say no. So once she says yes, I say, Clay, yes. And the thing about the thing about your started it May 6th, 2021. You tell me what managing I want you to show this. Vito Rumble dot com real quick here. We look for Remnant Church on Rumble. Pastor Leon, he’s going to be preaching here tonight. It’s six thirty. Right. Actually, six thirty p.m. He does it every single Thursday. Every Thursday he flies in from Virginia and he teaches the gospel and it’s kind of wild now because like last week there’s 20,000 people that watched his sermon from here and then like the week before you had 20,200 people, the next week you had, go back here, and there’s 21,000 people watching. It’s just wild like how many people, there’s more people that watch his sermons online here than every church in Tulsa combined. And I know this because I’ve looked at this. It’s wild. Like, so, but it’s a humble thing where you’re, he’s preaching, he’s sharing the gospel every week and he’s putting in the effort and it’s the consistency that people know, you know, he and his wife are going to be here Thursday and if they’re not here, they have some of the ministry team, but everyone has to have a role and that management piece is big. So in that case, I feel like Tulsa needed to have a church that wouldn’t lock down. But I also didn’t feel like I was supposed to be the pastor of it, you know. So you just got if you’re here today and you’re kind of feeling stuck, you need to look at those four boxes and be thinking, man, what one of those areas am I stuck in? And you got to move through that, you know, and you can’t be perpetually stuck. If you go back to page number five here, you look here at the branding, you look at the three-legged marketing tool, the next is sales conversion. Sales conversion, and I don’t want to equate sales to a religious conversion, but I want to give an example. Very few people are going to come to know Christ by sitting alone and not having a question for a pastor. Usually, it’s like they’re reading the Bible, part of it doesn’t make sense to them, they have a question, they need someone to talk to them to answer their questions, and I think a lot of churches that went all online They tried to say hey you go online Don’t be around people but Hebrews 1025 tells us to not forsake the gathering even as we draw closer to the end Hebrews 1025 and so Pastor Leon after church every week. He’ll actually stay after and meet everybody. Why do you do that? Well, it’s about the touch. And I can say this. When Marty and I are at the Reawaken tour, we have lines of people praying. And the last one in Las Vegas, he had a line of people praying. And so I just happened to stand by, and somebody turned around and said, I need prayer. So I mean, it’s like, touch. So it’s about the touch. I call it, you got to baptize, which deals with touch. You got to marry the wed and bury the dead. And I know that sounds crazy, but it’s about Everyone needs a touch from those that have joy and those that mourn you have to be available for the touched real touch Can I ask Maria a question here Maria? You guys were in New York and you were in Batavia, New York We have to reawaken to her and how long were you guys out there praying for people? Oh my goodness in the Sun My husband was out there. Probably. I don’t know probably about five hours now Leon was a white pastor before that. And then it’s just a son. Over time, it’s incredible, as a prominent white pastor turns black on Reawaken America 2. It was incredible. You were out there for like five hours. And the way he works is when he’s sweaty, that’s when we know he’s ready. That’s how I know. So he’s out there. My wife’s like, he’s been out there for like five hours there’s a line of people and I say that because if you have a business and you’re not willing to humble yourself to call the customers or to connect with them or to you’re just not gonna sell anything if it’s just a completely non-religious sales conversion but especially in ministry nobody wants to connect with you nobody wants to buy into your ministry if you’re not willing to connect with people it’s super important that you do that the next box here then I’ll let you guys we’re gonna take a break to do some helicopter rides here. Next is you have to determine your sustainable customer acquisition costs. So when Pastor Leon and Maria travel, or when Marty travels, and you go speak at an event, it costs money to go there. And even though that’s not why you’re not going there, because you’re focused on money, you somehow have to be able to pay for that. And I think sometimes we’re so excited about our idea of business or ministry or whatever you’re into that we don’t think about the costs. So like, I don’t do a lot of trade shows anymore, but when I used to, I would tell all of my disc jockeys when we had a big wedding entertainment company, I would say, this booth has cost us $5,000 to be at between hotel, you know, the booth. So no, I’m not threatening you guys, but I’m gonna leave you all here if you don’t book at least 100 weddings. And you can walk home and think about how you could have sold more stuff. Because it costs that much to go there. And so we, and then I always tell the guys, if we hit our sales goals, things will be good. But if not, don’t test me. And it was always, but you have to kind of know those numbers. The next box is you gotta know, you have to create systems and processes, procedures. So if you come to church tonight at the Remnant Church, pastor, then kind of walk people through what they can expect in terms of like the order of service? Well, we’re going to have praise and worship because we believe and enter through his gates with thanksgiving. We’re going to, amen, worship the Lord in giving. That is also worship. And then I’m going to get sweaty. But we’re going to talk today about hearing the call, about how God is funny, how Jesus did not call the religious. He called the busy. He called people who were busy in the marketplace, and he turned fishermen into pastors. I know it sounds crazy, but tax collectors into shepherds. And he knew how to be with them to let them know that the kingdom of God does not delineate or differentiate what you do in the marketplace. Just come on over here and don’t fear because a lot of times the fear of saying doing something spiritual as opposed to doing something financial or physical doesn’t relate. But our Lord knows how to relate all of it. And there’s an order to what you know Pastor Leon does. It’s not like a random thing. He has a certain order or a process. Marty, when you do your event, his events freak me out a little bit. I’m being honest with you. It’s not a reverse commercial either. By a show of hands, has anybody freaked out by prophetic stuff? I’m kind of like, I don’t know. I’m going to go over there for about two hours and hide. You’ve ever been to those churches where there’s a prophet who visits the church? I always want to fake an injury for those ones. Like, can’t make it. Got stuck in the bathroom. Sorry. Locked in there. Off I get out. But other people like that. They’re drawn to that. They like prophetic. Some people like really energetic praise and worship. Some people don’t. There’s a different thing. But Marty, you have a process. You have checklists and systems. Some people come here for your event. How does that work? How does that work? Yeah, basically we just get together our team and we build every 5 to 15 minutes. Everything is scheduled. I’ve gotten that really ingrained in me because all the reawakens that we have, we’ve been with Clay from the very beginning, the very first reawaken, and we see the schedule and we work with helping Clay, we help in the back. Every five to ten minutes, everything is scheduled, we stick to the clockwork, everyone knows, I give the schedule to everyone who has a role in it, and we know because it’s like his terminology, nail it and scale it, so once we’ve found what works, we just drive it, we push it over and over because if it produces success, I’m guaranteed success every time. Now the final thing of box I want to cover on page 5 here is you have to create a sustainable schedule and so that’s an interesting thing because these two are married how many years 30 years? 32 32 years. So you guys have a schedule that works for you and you know my wife and I have a schedule that works for us. Everybody here, you’ve got to have your own schedule. And if you leave here and you don’t sit down and really think about designing your schedule, it’s very hard to implement this stuff. So you want to be thinking about your schedule. And so every Thursday, you preach here. And if you don’t, do you have one of the members of the leadership team preaching here? Yes. And then what day do you preach in Virginia? I preach on Sundays in Virginia. OK, so Sundays you’re there. Sundays I’m in Virginia. Thursdays you’re here. Thursdays I’m here. You got kind of that schedule and I think a lot of times as entrepreneurs we resist a schedule. Sometimes people don’t want to have a schedule and then it creates perpetual chaos. So if you’re looking at these pages just know whether you’re a roofer or a ministry or a pergola business or a pool installation company, these principles will apply and what you have to do between today and the end of tomorrow is be thinking about, OK, in what area do I need the most help? And we want to drill down into those areas so nobody gets stuck. Because if you get stuck, then it gets kind of weird. And I know you might be here today and you go, man, I need more sales. But then you’re sitting next to somebody who needs help with hiring people. And we’re going to talk more about that in just a little bit here. But what we’re going to do now is we’re going to take a brief break. We’re going to do some helicopter rides, helicopter giveaways. Clay, I wanted to say something too. Tonight we’re going to be praying for your businesses tonight if you come out. We want to prophesy. We want to speak life. We just believe in God. I love Clay. I call it Clay’s closet. His mind is just so always moving, always working. There’s an anointing that flows. We’re just so glad to be in this honor. Thank you so much. You’re the best. Now, Devin, did you have, we have to move another car? Yeah, a Mustang. You have a Mustang. So you have a Mustang that needs to move and then that way the helicopter can land. Is that accurate? Okay, so you got a Mustang that needs to move and that way the helicopter can land. I’m sorry if I didn’t communicate, but we just don’t want the helicopter to land on the Mustang because it always creates kind of an awkward business conference memory. Okay, so what we’re gonna do now we’re talking about hiring people. Okay, and then we’ll take a break. Hiring people. How many of you have ever struggled to hire people? Okay, so I would like for you to take notes on somewhere on page zero here, page zero. And thank you Pastor Leon, Benjamin, and Pastor Maria. Thank you guys. Appreciate you. Boom. We’ll see you tonight. Okay, so hiring people. The issue you have in America today, and I’m giving you stats, you can write it on page zero. It’s in this book, but I’m just trying to give you a place you can go back to. 85% of employees admit to lying on their resumes. And that’s according to Inc. Magazine, 85%. So was anybody here last night for the group interview? Who was here? You guys were here? We had two transgenders last night. That was exciting. Did you notice that? Did you see it? You saw it. Some of you are like, I couldn’t tell. Well, well, well, glad you’re married. OK, wait, wait. So, but we had two, two. We had two. We had two last night and we had one person I know was openly satanic because they were wearing an upside down cross and they had a tattoo of the pentagram on their elbow. I don’t know if you saw this person. You see this? They had a big crystal infused necklace with it. It was a real thing. And I was like, OK, we got Satan over here, you know, and then we had a couple of people who were wearing a cross. And I was like, OK, well, I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. I’m not going to tell you what they were wearing. a big crystal infused necklace with it. It was a real thing. And I was like, okay, we got Satan over here, you know, and then we got two transgender, okay. So now I want to be clear, we are hiring for positions in my companies. And this particular last night, we were hiring for a position for Shaw Homes, for a position called a marketing assistant, it’s like a sales associate, okay? So I’m gonna walk you through the process of how we hire people. Step one, we put out an ad every single week that says we’re now hiring. Why do we do it every single week? Can someone tell me every single week when we put it on Indeed and other places every single week? Can someone tell me? Who’s from the 80s? You remember the 80s. You remember Blockbuster. You went to Blockbuster. You rented Terminator 2 and Blockbuster. Now you’re watching it happen, but you rented it back in the day. Remember that? I see you’re probably 40-ish, right? Now if you’re like 50-ish, who remembers the 70s a little bit of 70s you watch Saturday Night Fever maybe you saw a little bit of okay you remember that okay staying alive was a song you’re aware of okay that’s all thing so that time and I want you to look this up and assume I’m crazy at that time the average American would stay at a job two times to three times longer than they do now okay so the average American Sean you can look this up in Forbes right now, but Forbes will show you, Forbes will tell you, the average American, how long does the average American stay at a job? And Forbes has all sorts of research, but now people, how many of you know this to be true? People today, they move to Michigan, they move to Oklahoma, they move over here, they move over there. How many of you have seen this phenomenon? People job hop a lot. So employees are moving around quite a bit. Why is that? Well, you got access to constant jobs that are available. Some people set their alerts now, where they get a notification if there’s a job that offers 10 cents or more per hour than they’re making now, because they just get alerts like that. Some people are just not very loyal to the job. So what you have to do is you have to do a group interview every week. I’m going to bring up Ryan here to talk about it real quick. Ryan Wells, can I bring you up here? Okay. So Ryan, you guys do photography for, you do real estate photography and Yes, when somebody real estate agent of reaches out to hire you guys who takes the photos our photographers Okay, and you’re always training people. Yes. How many photographers do you like to have on your payroll at any given time? Are you photographers that you’re paying? Eight to ten. Okay, so every week step one You’ve got to every week post on indeed or you’re hiring or glass door. And why do you have to post every week? You do it on a consistent basis. It’s like sales. So you always have leads that are coming in. You have people to drop out, right? And so you’re evaluating your current employees on a monthly basis, weekly basis, whatever you do. And you know people, they’re late often. They get written up and you know three strikes you’re out. It’s what we do. And so you lose people, you’re firing the B and C players, looking for A and B players. We had one of our best employees of all time that came to me one time. She calls me up on the phone and says, boss, I can’t come into work today. I said, why? She said, I met a guy and we moved to Hawaii. I said, you moved, like past tense? She goes, yeah, it’s weird, we met, and then we moved there. So I’m in Hawaii, so I won’t be at work. I just wanted you to know. Didn’t want to leave you hanging. No, I’m being serious. Who’s ever had this kind of thing happen to you where an employee just, very solid, then they just quit. Has anybody had this happen to you? Okay, and because we have hundreds of employees between all the things we’re involved in, it usually happens once a month to me, okay? And usually you’re the last one to know. Devin, did the car move? If you have black Toyota Camry needs to move. A black Toyota Camry, if you’re in a black Toyota Camry, just set it on fire and see who comes and gets it. Just kidding, New Jersey tags, anybody? Okay, sorry, there we go, we got it, awesome. I’m so sorry to pick on you, sir. But you win a helicopter ride, how about that? Okay, so what we’re gonna do now is, you gotta think about what you gotta do every week and now hiring, every week now hiring post, every week. And again, someone says, well, why do I have to do that? What if you’re fully staffed? Even if someone’s fully staffed, why do they have to do now hiring at every week? Yeah, you definitely want to keep doing it. If you’re fully staffed and you’re good to go, you’re gonna have a list of people that stand out in the interview that you’re just gonna have on hand in the unfortunate event that you do lose somebody. But I’ll also say your current team that you have, they know that you’re doing a weekly interview. And so they’re wondering, hmm, are they looking for my replacement? And so that will actually help their performance. They’ll rise up to the occasion or they won’t. But you’ve got to have a post every week. Everything I’m telling you right now doesn’t work if you’re not always hiring. Now, when I find somebody at a restaurant or through the hiring process, or I run into a human I want to hire, I always get their information. I have a big running list. I call the A-list. And these are people that I want to hire if I have a spot. So if I find someone who’s a good fit and I don’t have an availability, then I add them to my list and I’ll say something to the effect of, I think you’d be a great fit and I will call you when we have the right position for you because I think you’d be great. So you always want to have a list. You always want to have a list, okay? Second thing you got to do, you got to do the interview every week and I interview everybody at the same time. And I know this might sound crazy, but you guys saw it last night, some of you guys. I do it every Wednesday at 5.30. Why do I do my interviews every, every, I do mine, it’s a weekly time, and it’s at 5.30, why do I do it at 5.30? Because that’s the time that works best for you. Yeah, and I find that that’s when people are most available after work. You know, people who have a job are usually most available after their job, and it works great for me. And so that’s how I do it. That way people have extra questions. Now why do I have everybody come to the interview at the same time every week? Yeah, I don’t know if you’ve ever set up interviews and ran an ad and you know you had 10 people sign up and they’re like, yeah, I’m going to be there. And so you block your whole day to do interviews and two people show up. Who’s ever had this happen? So like last night, I don’t want to exaggerate the numbers, but I think we had about 30 people here for the interviews. One Satanist, two transgender. That’s a good stat. That’s a pretty good stat. But, I mean, the whole Satan thing is a little bit rough. You can’t really work with that too much. We had two and one. And I’m looking around, and of the people that confirmed and said, I will be at the interview, Haley, how many he said they would be here 50 so we had 11 no-show could you imagine if I had booked 50 one-on-one interviews that means I’d be sitting there for like 11 half-hour chunks doing nothing now of those 39 that showed up three are not really gonna be a good fit for various reasons Okay, the whole Satan thing is not really a thing. I’m into okay So but you have people that like in that group last night of the 39 people I’d say half and you guys saw it last night who else saw the interview last night Did you pick on certain people pick up certain people like this would not be a good fit for me either because they’ve worshipped Satan. I’m not down with that. So of the 39 that applied that actually showed up, I think we had about 15 that were hireable. Like 15 of those 39 I could actually hire because they were on time and they were mentally active. Now what does it say if somebody’s late by more than 10 minutes to the interview? Yeah we we shut and lock the door at 5 o’clock. So we shut and locked the door at 5 o’clock and I actually had the wife of one of my friends, I didn’t know she had interviewed my wife. Oh you’re sick. So she shows up it was it was 5 o’clock. My wife wouldn’t let her in. So I heard about that later. But it just tells me this is the kind of person that she is. Now she can come back next week on time or early. Because it’s a job interview. So again, step one you have a weekly job post. Step two, you have a weekly interview. And then step three, if you think somebody’s a good fit, what you want to do is you want to respect their time. You don’t want to waste their time, and you don’t want them to waste your time. You want to establish that idea. Cody, have you ever had someone shadow you at Sierra Pools and you knew within seconds that you were not ever going to hire this person? You have had this happen? Ryan, have you had people shadow you and like within seconds you’re like, hard pass? Yeah, for sure. Anybody had that? Anybody had that? So last week we had a shadower who wanted to argue with me and I had I never hadn’t conversed it all But they just went into the argument This is crazy. They’re shadowing and I don’t remember this but this week the helicopter good now, okay Can you bring up those things and I’m gonna draw some winners here? Okay, but we had a person they were shadowing and They wanted to work here and I don’t know why they wanted to work here But they applied and they scheduled a time to shadow and I just said, how are you? And they’re like, I don’t like it here. What? Okay, well, I mean, it would be odd to me that you would want to work someplace if you don’t like it, you know? It’s like, so, okay, you okay? I just don’t like it, I don’t like the lighting, the whole thing, and I’m going, okay. But I’m not trying to conform to accommodate this person, but they were openly upset about the lighting because they don’t like the lighting in here. That’s okay. You just can’t work here. So, but again, if you’re doing one-on-one interviews, what would happen if you were going and doing, reading the resumes, meeting with people one-on-one, what would happen to your schedule, Ryan? That’s, you would be a full-time interviewer. That’s all you would do. You’d probably be frustrated all the time, depressed. People just don’t show up. They make promises that they’re not there, and you would just hate people. You may be there right now, actually. So the hiring process, again, just so we’re clear, every week I do a job post. Every week we have people come to the interview. Every week, at the interview, they all show up, and I say, hey, I’m going to answer any questions that you guys have about working for me, working with me on our team, I’ll answer them very honestly. And then if you think it seems like a good use of your time, or if you have any one-on-one questions for me, I’ll make myself available. And you can ask me. And then if it seems like it’s a good fit, we can schedule a time for you to shadow. And we had two people last night that were going, I really think this is a great fit for me, I wanna be here. But of those 39 we said last night, there were three people that were super fired up to work here, but two that are like yes I want to start tomorrow of 39, but again you said there’s 50 that confirmed So that means we had a total of two out of 50 that were a good fit that want to work here Could you imagine if I had done 51 on one interviews? This would have been like my whole week, so this is a move that should free somebody up here We’re gonna go ahead and do a couple helicopter ride giveaways here. These are the winners we’ve got here for you. Tina Horlocker, where is Tina? Tina, so if you wanna hop on the helicopter, you go this way, okay? And then when you get back, come tell us that you’re back. Say something secret and covert like, I’m back! And then we’ll call the next winner. So, and then, let’s hear it for Tina! You gonna bring your son with you? You gonna bring your son with you? Yeah, you can do a two person. Okay, so Tina Horlocker, the helicopter. Have a good time. Okay, don’t fall out. Put on the seatbelt. Don’t fall out. Always makes it awkward. Turns into a bad review if you fall out. Okay, so let’s make sure we get the now hiring process again. What percentage of people lie on their resumes? Eighty-five. So don’t read them. Like it’s crazy. Don’t, there’s no need to read them. When is the best time to read them? Ryan, if you’re gonna read the resume, when’s the best time to read it? So you… Maybe like during the shadow time. I guess if you have questions specifically about that, you know, hey let’s take a look at your resume. So about four weeks ago, about four weeks ago, we had a guy that shadowed who was perfect. Great fit. I thought he was great. I said, hey, if we, if I were to read your resume, is there anything I need to know about you? Because he was so gung-ho to work here. And he goes, I have a few felonies. And I don’t know the situation, so I go, violent? Yeah. Like, recently? Uh-huh. Yeah. And so, anything else? I just didn’t put it on my resume. I didn’t tell you because I didn’t want to get disqualified, but it’s not good and I’m like okay he’s like did you discriminate against people that have felonies and I’m going I just all of a sudden they went to a weird place but he didn’t say that in his resume he didn’t tell me during the interview didn’t tell me to the shadow I get it but when I asked him it was like not just like one felony but felonies and I’m like violent or non-violent he’s like it’s violent and I’m like multiple oh yeah and so like I just don’t want that in my office. Call me crazy. Okay, we had a guy a few months ago also, he’s a graphic designer from OSU. And I said, so anything I need to know about your resume? He said, anything at all? He goes, no, no, it’s good. I said, so you went to OSU? He’s like, no. So you graduated? No, didn’t graduate, no. So did you graduate from any college? No. Can you do graphic design? No. No. No. No. But I want to do it. I want to do it. I’m into it. I’m into it. And I’m like, so you can’t do graphic design. You can’t, I’ve never touched, I’ve never done it, but I know I can do it. I want to do it, you know? And so, but again, I’m only asking this guy after the shadow process because he seemed kind of awkward about the idea of hopping on a computer. And I’m not making these things up. I have so many examples of crazy stuff people have told me, but I don’t want to waste my day reading resumes. Is that helpful? Any questions about the hiring process? Because I think somebody out there, you spend your day reading resumes, then you book one-on-one interviews with people that are one hour long, and then they show up half the time, they waste most of your day, and then they… Any questions about the hiring process? Okay, yes, sir. I don’t tell them it’s a group, but I also don’t tell them it’s a group and it’s a one-on-one because I do both. So my last night was a little bigger than normal, but I tell people, hey, the way the interview works, we like your, we like, someone fills out the form, we call them, go, hey, we think you may be a good fit. We would like to interview you Wednesday at 530. And then when they come, when they show up, we say, hey, the way it works is Clay will be answering any questions you have about the job and he also will answer any one-on-one questions that you have. And that’s how I do. And it just saves incredible amounts of time. Because if you can’t find good people, nothing works. Any other questions about hiring people that is a challenge? Anybody? Anybody? Yes. I think I think it’s also important to say like you know the type of person that you’re looking for, for the job. Like, you know who is a good fit, and you can usually tell within a couple of minutes of being around that person. And so doing something like in a group type setting allows you to cross people off of the list very, very quickly. And so this is just an efficient way to speed up the process. It’s a lot more effective. You’re going to be a lot happier. We always in the group interview total time is 15 20 minutes. I mean, it’s not Depending, you know if you have if you want someone to stay afterward or whatever, but it’s I have a business I worked with years ago very successful business and she told me but before doing the group interview She had basically become a full-time HR person because she had a staff of 10 and she needed to hire two more people. So she was like, I was going through 30 resumes, reading them thoroughly from top to bottom, the whole thing, calling someone to schedule the interview, and then half of them don’t show up, and that was her job. And if you don’t do it this way as a small business owner, you end up in a spot where that’s all you do every day. Now we’re gonna shift gears for a second. We’re gonna go here to page 250, okay, 250. And Sean, I want you to make a new spreadsheet real quick here. A new Google sheet. And this is creating a tracking sheet. So Stephanie, can I pick on you and your business because you’re the social media superstar. Is that sound good? Okay. And are you running a blog or do you do a podcast or what all do you do? Okay. How do you make money? How would you make money with what you do? So what I do is I advise, I’m creative, so I’m a book editor, I help other people. Got it. And get like, what’s going on. Okay, yeah, awesome. So I’m just gonna pick on your business just to kind of help you. So what we do is we make, and Sean, let’s left justify this whole thing, and then I like to color in the grid lines, and then let’s make it a 12 point font so everybody can see it nice and clearly, okay? So this is what we would do. So with your business, we would put in the date so we know what date it is and then we want to go ahead and track only what matters. So for you if I were going to sit down and try to help you grow your business I would recommend that you would get on five podcasts a week. So I would put number of podcast reach outs. Number of podcast reach outs. So that’s where you reach out to other people and you say, hey, I think I could offer a lot of value to your listeners. And so you would want to do 50 of those a week. Why would you, Stephanie, need to reach out to 50 podcasters a week? Yeah, and what will happen about rejection is you’ll get a lot of no’s, but then you’ll start to get a lot of yes’s and it’ll become like an exponentially easy thing. When you start, it’s really hard, but then over time, it’s really, it gets a lot easier. Okay, so we would put in there 50 because let’s say this week you reached out to 50. And then we would say number of pods, so let’s put 50 in the B there. Okay, then column C we’d say number of Google reviews. Okay, it’s a low number right now, zero is a low number, but you’ll get better over time. Okay, but let’s just say that we put, this week we put in three. All right, so you got three this week. And we’d say number of podcast interviews. So let’s say you reached out to 50, you’ll probably get on one. You get about a two to five percent. There’s not like a hard number there, but usually I find about two to five percent. So you get on one. All right, so then the next box, okay, next box is number of appointments set. So that means that somebody heard you on a podcast and they reached out to you to become a potential client. So let’s just say you had this week two, all right? And then you would have number of closed deals. And let’s say you got one, all right? Then I’d wanna track here, total gross revenue. I’m just making up numbers just to keep it, just to give us something to look at. I would say, let’s say total gross revenue for the week was $2,000. And then we would go in here and we would track here, number, total profit for the week. So total profit is all weekly stuff. And let’s say your profit was $1,400, okay? Now, this might not seem like a big thing, but this is kind of our whole business on one sheet. Then we’d go posted podcasts on Facebook, yes or no. So like all of the, all your posts, did you post them on Facebook, yes or no. Okay, and then let’s say posted podcasts on Rumble, yes or no. And we’re gonna say posted podcasts on YouTube. Yes or no, you get the idea and So what you’re trying to do is dial your whole Industry your whole niche your whole thing into one spreadsheet so that you can confidently know that you’re moving towards something So Sean, let’s go to next week. And let’s say this week you reached out to 50 again and You got two Google reviews. And let’s say we got on two podcasts. And let’s say we got four appointments and we got zero closed deals. And the revenue for the week is still 2,000 because it’s a recurring business model or something, okay? So 2,000 and then profit 1,400 and then yes, yes, yes. And then the next week, okay, Shawn, you’re doing great. Next week we do 50, yep, okay. Next week we get five Google reviews. Next week we get two appointments set. Okay, next week we get zero closed deals. Next week we’re still at 2,000. Okay, and then keep the other stats the same, okay? All right, Sean, you’re doing great. Now, this is the stuff that’s maddening for people. I’m just trying to give you a realistic start. Then you do the next week, you do 50, you get four Google reviews, you get on one podcast, you get zero appointments set, you get zero closed deals, you’re still at 2,000. Now this is the challenge, because now people get depressed. Not you, not us, but other people. I don’t get depressed, because I just enjoy knocking it out, but some people are like, it’s not working I want to try something new quit okay so I’ve got one of my clients is a very prominent fitness trainer guy and what he does and he doesn’t do it as much anymore but he used to do personal training where he would charge you $2,000 a month to work out with him and he would only take on five to ten clients at a time okay and he has a gym too so that’s a gym with multiple members it’s like 50 bucks a month. But if you want to work out with him, it’s 2,000 bucks a month. And he has this thing he does, it looks just like this. And Sean, we’re going to go ahead and make another column for the fitness guy, okay? So we’ll do a, kind of switch the business model a little bit, but we’ll keep the date. And then Sean, make it under row, go down to row, I don’t know, like, kind of go down there. Oh, up a little more. Shaka Baba, oh yeah, yeah, paste that stuff, there you go. Okay, and his, it’s a fitness, but it’s the same thing, but it’s fitness, but it’s the same logic behind it. So his whole thing is, he’d have a sheet, and if you worked out with him, you had to turn this in. But it was a daily thing, okay? And it was, instead of like a date, put the date, and instead of number of podcasts reach, it would say, workout, yes or no. So it was like a tracking sheet, you know, for your workout, so did you work out, yes or no? So you put workout, yes or no. Then the next one was compliant diet, yes or no, right? And then it would be, there you go, compliant diet. And for his diet plan, I’ll walk you through in a minute. And then he put, the next thing was today’s weight, you know? And so this was like, so if you were in his program, this was the way he would do it. And the whole thing was, you can’t have sweets, you can’t have wheat, you can’t have alcohol if you’re in his program. And it’s just vegetables, protein, and water. So basically meat, vegetables, and water. Now Ryan, if a guy only eats vegetables and meat for a certain period of time, what’s going to happen? He will lose weight. Yeah. And like at the first, like, so all of his clients, and this is a personal trainer, he was doing, Clay, it’s so crazy, but when people sign up for my program, they’ll usually lose 20 pounds in the first 60 days, but people want to quit in the first five weeks. Why is that? Because that diet sucks. It just does. It’s not fun at that point to do it. And so what this guy would do, it’s a crazy thing, but this is a very unique guy, but he would say it’s $2,000 a month for the program. That’s how it’s gonna work. He’d have a contract, two dozen bucks a month. And people went in and because it was such a high amount, people were like, I’m not gonna quit because I’m paying that. But he did other things that were kind of crazy that were nuts. If you missed your workout with him, you had to pay him $100 fine to miss it. So you’re like working out like the soup Nazi. So no one would miss it. And if you cheat, no, this is the real thing. And if you cheated on your diet, because they would actually do this thing, then it was $100 again, and they would donate all this to charity. So he was like, we call it chubby people for charity. And so anybody who missed their workouts or whatever, they would donate it. And he was like, dude, my clients hate me, but they’re all jacked. So I don’t have that sort of a system involved in my coaching, but I’m just trying to say you’ve got to have the consistency to do it and And there’s certain areas of our life where maybe we don’t want to be consistent right now You know we go back to faith family finances fitness friendship all the barriers Maybe we don’t want to be consistent, but if we’re gonna be we’re gonna make whatever we measure will grow Whatever we measure we treasure and this tracking sheet is a big thing. Now, Ryan, you’re in a flow now. You do a great job. Let’s pull up Ryan’s tracking sheet here, Andrew. How long did it take you before you got comfortable with being on a tracking sheet for the business every week? Several months, yeah, three, four months. And the people that won’t track are never successful. And the ones that do are because the people that are tracking, they’re putting in the work and the effort. It’s so important. Now, the problem is, these are spreadsheets of things that need to get done, and you’ve got to take these ideas and put it on your to-do list so it gets done. Let’s look at my to-do list for the day. This will be the final thing I want to teach on today. Then we’re going to do a couple more helicopter rides, and then we’ll see you guys tomorrow morning at 7. So my to-do list, it says here, 9 AM, interview with Eric Trump. Everybody see that on my to-do list? Everybody see it? Everybody see it? Everyone should have my to-do list. Do you have it? Okay. So I like to do is I like to cross stuff off when it’s done with my red highlighter. Does anybody else like crossing stuff off a to-do list? Okay. So we’re going to go to my list here because this will be your list. If you’re me, this is your list. I’m going to cross off item A, we did it. Item A. Item B, we did it. Here we go, we’re on fire. Item C, we didn’t do it. But we’re here at the workshop. I’m okay, I’m not mad at myself, but this is just the reality. The next item, I have signs being made for a rental property that I’m involved in. I’m having signs made and I need to follow up on that. Two, I’m having Andrew take photos of a project I’m working on. Three, I have a client that wants to disavow a link, basically someone linked to his website, and he doesn’t want that to happen. Next is I need to call somebody about a satellite phone commercial. Next I need to, and you can see my list is all right here. So the things that you are writing down at this conference somehow need to make their way onto your to-do list. Does that make sense? But I don’t like come up with new ideas every week just to keep him entertained. I’m trying to help him create time freedom and financial freedom, and that’s my focus, okay? So if you scroll down, go up a little bit, there you go. So we are tracking on this sheet total sales for the week. So we’re doing 36,000 of sales this week, and we’re tracking, and we have a system here. But that’s how that works. And I think what happens is a lot of times people will leave a conference with a lot of good ideas, or you’ll listen to a podcast, or read a book, and you’ll leave with a lot of ideas, but then executing those ideas is where we kind of get off the wagon a little bit. And it’s because you have all these ideas, and it’s like, how do I organize that and actually act upon it. And so I’m just walking you through the methodology here. So again, everything that we tell our clients we’re gonna do goes on their agenda and the client leaves with homework, we leave with homework, and then the client has to have a to-do list of things that they have to get done. Does that make sense? So JT was back there and he was like, hey, did you see this crazy email you got? And I get, do you guys know, most of you know about the reawaken tour? It’s like it generates really viral response, both positive and negative. But I can’t tell you like how negative it is, because it’s so negative. And I can’t tell you how positive, because it’s so positive, but it’s like huge. And if I am not disciplined, I would spend my day responding to these long form nefarious emails and I could get dragged into that. Or with the haircut chain, we usually have one complaint a day. And why do we have one complaint? We have 4,000 people that we cut their hair for. Why do we have one complaint a day? What do you think, Ryan? I mean, you know, a percentage of people just, you can’t please. So there’s that. And then maybe you have stylists that do mess people’s hair up. If we cut 4,000 haircuts a month and we mess up 1%, how many is that? 40. 40, you’re back? She’s back. She’s back. She made it. OK, so we got one other winner here. We’ve got Charlotte Davidson. Charlotte Davidson, is Charlotte here? Hi, Charlotte. You win a helicopter ride here. Charlotte’s here for Charlotte. And Luke and Robert Rutten, all right, you guys win a helicopter ride Don’t fall out safety first safety first. Okay, awesome But it’s really really really really really really really important that you have this to-do list because again We have 4,000 customers. We cut their hair 1% gets upset with us. That is 40 people a month. How many days are we open a month? 24 days a month. So if we’re open 24 days a month and I get 40 complaints a month, how many complaints is that a day? It’s a couple a day. Every day. This is why I am how I am. Because people are like, I want to talk to the owner. My haircut is messed up. Now our stylists want to do a good job and we want to do a good job, but I don’t know about you, but if I was cutting hair, I think a 1% screw up rate is pretty good. If I’m making cookies, a 1% screw up rate’s pretty good. If I’m whacking nails, that’s a good percentage. You know, I don’t know, I mean, if I’m shooting free throws, 99 out of 100 is pretty good. But the one guy, there’s always one guy, every single day, every day, who is irate. So when do you think I call this person? When do you call them? Yeah, because it’s every single day. It’s not a single day. I don’t have a unbelievable next-level burning fire Just as soon as you hear about it. I don’t know Everyone’s got their own theory to this. I like to do it at the end of the day Because usually it’s the kind of person you can put on speakerphone and they could uninterrupted talk for 45 minutes So I’ll go so tell me what happened, right? Well, I came in for my haircut and the haircut wasn’t the way I wanted it. And I swear to God, I’m going to go online and I’m going to call the BBB and I’m going to call the FDA and I’m going to call the name and all three letter agencies. I’m going to call the NIH. I’m going to call the CDC. I’m going to call the governor. And there’s this one guy who’s upset about a lot of things and it’s manifest itself on the hair. Who’s ever who’s ever flown commercially recently? Isn’t there one person who’s always irate about the seating arrangement per plane. And so I do is I just put them on speaker and I get in my car and I usually will drive to go get gas, or I’m going to go to the grocery store. So I’ll tell my wife, hey, I got to go. I’ll go to Reesers to get groceries. Send me a list, send me a list of what I need to buy. I’ll be back in 45 minutes. I got to deal with a screamer. I call him a screamer. And then I’ll get in my car and I’ll hit, I’ll talk to him, hey, what’s going on? Hit speaker and I can drive from here to Whole Foods at 91st, and usually they’re half done when I get there. And then I go, okay, well, so how would you like to resolve it? And they, I don’t want to resolve it, I’m pissed off. I want, and they just keep going and going and going, they’re pretty triggered. So I can then go and I can do all my shopping, get all the items, I can get my wife the fresh pressed juice. I can ask questions to the guy in the produce department. I can find fresh fish, fresh meat. I can usually compare prices, read the back of things, make sure there’s no genetically modified stuff. I can self-checkout without scanning my palm. I can have a relationship with Skylar who works at Whole Foods. I can talk to the hipsters that work there. I can do all of that. And then the guy comes up for air and I want a refund. And then, you know what I mean? And then I’ll go, okay, well, here’s the deal. We’re super sorry that you weren’t happy. So we can give you your haircut, your next haircut free, and I can refund you for this cut. That’s what I can do here. And half the time they go, okay, fine, we’re good, fine. But the other half they go, oh, really? That’s all you’re gonna do because, then I hop back on the freeway, drive back home. And they’re usually, I’m not kidding, and they’re usually wrapping it up by the time I get home. How many of you run a business and you know there’s one, every day there’s one burning fire? But I’m not gonna let that get in the way of my to-do list. Does that make sense to you guys? So, that’s a big thing. Or another example, when I was doing that interview with Eric Trump today, a wonderful person, I’m so sorry if I hurt your feelings, but I had an interview at nine, and it was like 8.55, and there was a person by the bathroom that said, can we talk? I said, I want to, but I have an interview. And they go, but I really need to talk to you. And I said, I really appreciate that, but I have an interview in four minutes. And I did the interview, and it was fine, but some people think that’s offensive, but it’s in my calendar. So it has to get done. We’re on the same page. So if but if you don’t have a calendar, and you don’t have a to do list, it doesn’t work. So let’s go back to the calendar, Sean, let’s pull up the calendar for Monday. Okay, so let’s look at the calendar for Monday. So this is my Monday. And I’m not saying this is how your calendar should look. I’m just saying this is how my calendar looks. Okay. So my first meeting with my employees and my staff is gonna be well six o’clock. I meet with complete carpet It’s a carpet cleaning business at seven o’clock. I meet with my teammates and Ryan Why do I have a meeting with my teammates every single day? Just to get on the same page Yeah, I mean, there’s always something like, you know with 160 clients I mean I had one client right now that he has a competitor that went on back links calm or whatever You know, you can buy back links from companies in India. You know what I’m talking about? Does anybody know about this? You can pay nefarious adult content websites to link to a competitor to cause them web problems. So you can do that so that way when you Google that company’s name, there’s adult content that pops up. It’s called reverse search engine optimizations where someone is actually trying to hurt your business. And he has a competitor that’s writing bad reviews about him at scale. So he’s paying people on Fiverr to write bad reviews. So that’s important for that client. So I have a coaches meeting every morning because every morning I find out these burning fires and then one of you becomes most important that day because you have a burning fire. Does that make sense? It’s like when Randy’s website wasn’t working, he used to text me like, hey, my website’s down or something. And I was in the lobby of the Trump building to meet with Eric that day. And I was going, holy crap, because you don’t want your website to be down. So right away we talked and I’m like, can we restore it? And we, you know, your guy worked on it, we worked on it. But it was like a very important thing for me. But with 160 clients, everybody who’s a client is super important. And I try to commit that we’ll solve the problem within 24 hours. That’s why we have a meeting every morning at 7, so that I can know what the urgent things are. Does that make sense? So if your website’s down I can’t fix it in two minutes, but I can fix it 24 hours Okay, the next thing is we have an elephant in the room management meeting. That’s for our haircut chain Everyone with 8 o’clock then 9 o’clock if you just move that Sean we’re good on here tonight Okay, then you just kind of close that window. Yeah 9 o’clock. We meet with all the team members then at 10 o’clock I meet with Highwayman signs. Now why do I block out time in my schedule for my clients as opposed to just telling my clients I’ll try to get in touch with you? Why do we do that? And why do I only take on 160 clients? And I don’t think my calendar could get more full and offer the level of service that I want to have. So the level of service that I want to have is if you’re in our program and you have a problem, I want you to be able to reach me within 24 hours. I don’t want you to have to submit a support ticket and some guy you don’t know calls you back in a week. I want it to be a certain speed I want to roll at. The next here is we have a meeting with Papa Gallo’s. That’s a pizzeria place. Then I have a meeting with the Johnson’s. Now this is interesting. The Johnson’s, they have a… have you met these guys? They have a pest control business? I don’t think so. They are awesome. They’re great. And their whole thing is they really like to meet on Monday because they have a very busy schedule and they like to get their coaching meeting done on Monday. And so I said, I’m already booked every Monday. I don’t have any spots. And they said, well, how about we just come at like 1130? Because most of my client meetings, we block out an hour, but most of them take about 30 minutes or 20 minutes. And they’re like, we’ll just hang out, and then whenever your meeting ends, we’ll just hop in. And they’ve been a client of mine for years and years, and that’s why they’re on an odd spot there. Then at 12 o’clock, I block out time to do interviews. Then at 1 o’clock, I talk to Tom Renz, the attorney. At 1.30, I talk to Josh Spurl. 2 o’clock, I talk to Peter Taunton. And Peter is a guy that has, oh, you guys ever heard of Snap Fitness? So Peter’s the guy who built Snap Fitness and we talk every single Monday, we do an interview with Peter. Then we do, and you can see the schedule here. I block it out and then at six, it says Clay works on big project. That’s basically code for me getting out of here. It’s like the ejector seat. The big project is getting out of here. Because there’s always one more thing. How many of you know that’s true? There’s always one more thing. So I try to hit the ejector seat at six. So it’s a big project. I don’t want anybody to book me for that. Three more? Okay, we’ve got here Jacob Ackerman. Who’s Jacob Ackerman? You have won a helicopter ride, sir. Okay, is that your wife? She’s like, I don’t wanna go. You wanna go? No, I get motion sickness too in like a car. So a helicopter freaks me out. So you’re you on solo. OK, who’s Sabino Sabino? You’re going with Jacob. OK, and he you guys are going, OK, the three of you. OK, be safe. This woman has a baby. Be safe. OK. All right. So any questions about the schedule or the to do list? Anybody have any schedule questions about that? Yes. I don’t. But I’m not saying it’s a good idea. It’s just I don’t schedule time for it. No, I didn’t. For me, eating is the sort of thing that happens sometimes. But it’s kind of, I’m not saying it’s a good strategy, but I just, I don’t, for me personally, I don’t like taking time in the day to go eat lunch. It makes me crazy, but someone else likes to. I just don’t like to. I like to kind of get in my zone and stay in it all day and then go home. And then at home I just turn my phone off. And then at home no one can reach me and then I’m like off the grid, if that makes sense. Okay, Ryan any questions or any thoughts about, because you do a good job now with the schedule. Your schedule’s changed a lot, you’ve really become great at the to-do list. Anything you want to share about this? I just think maybe if you think of yourself as a free spirit and this is very rigid, look, once you get this kind of structure going in your schedule, it actually frees you up. That’s what you need to know, is this right here will free up and you can schedule things that you want to do into this calendar. That’s what we do. As a family, my kids can tell you, as a family, one of the big things that we love to do, if there’s a movie coming out that we know that we want to see. As soon as that movie goes on sale for like pre-order tickets, we buy it, then we put it on our calendar so that we always have something as a family to look forward to. That’s awesome. Now again, there’s just little moves you got to be thinking about. I’m just gonna help you because you know my schedule doesn’t need to be your schedule. I’m just trying to give you ideas and I’ll let you guys get out of here. So the guy I was telling you about who works from 10 to 2, I like to shadow people. So if any of our clients they’re allowed to, you guys can shadow me if you want to. Sometimes that’s helpful to see that, to shadow. And so I’ve shadowed with the founder of Hobby Lobby and many, many successful people. But I went to this client, he said, I only work from 10 to two. And I said, how is it possible that you only work from 10 to two? And we did a little bit of work on his website and that was the extent of our relationship. We were doing some web work for him. But I never got in. He goes, I don’t need any help with managing my company. I just need help with my website. So our relationship was always like, we just talk about the website, but there’s no other stuff we do. And I go, of all my clients, you’re the wealthiest client and you only work from 10 to two. I have to see it. He goes, all right, well, don’t get there before 10 because I won’t be there. I’m like, BS. That’s what I’m thinking, BS, you know? So I get there, pull up in my van. I’m in the parking lot at eight looking for him. He’s not there. 830, 845. No, no, 915, 920. Because all the books say you’re supposed to be the first one to work if you’re successful. And here he comes in looking sweaty. He has his gym bag with him. He comes roaring in there and I’m like, where were you at? He’s like, I just, I hit the gym. But anyway, so he goes into a staff meeting. All right, guys, let’s go over the calls. He goes over who made their calls, what calls were made. They sit there and listen to the recorded calls. He talks about how many placements they made, how many placements. He says, you just go over the tracking sheet. He just goes over the tracking sheet. And then he says, okay, well, guys, I’ll be in my office if you need me, and I’m gonna go work on whatever. And he’s there for four hours. And I’m going, what are you working on now? He’s like, I’m just working on the business. You know, like fixing the script, figuring out if we can hire a better guy for this position, see if we can tweak. He’s always trying to make it a little better. And then like at two o’clock, I go, what are you doing now? He says, I’m gonna go golf. Cause that’s what I do every day. You golf every day? Yeah, hit the gym in the morning, golf in the afternoon. I’m like, can I come? No, this is my time, bye. And I’m like, okay. It was like, it was a very short shadow, but it was interesting to watch that that was his normal was 10 to two. But during that time of 10 to two, it was very focused, like unbelievably focused. I’ve also shouted with people, Mr. Hobby Lobby, he rides a bicycle in his store. Who’s been to the Hobby Lobby store in Oklahoma State? Who’s been there? It’s the biggest… You’ve been there? Okay, so it’s like the biggest commercial real estate in Oklahoma. It’s like a huge… Look up the Hobby Lobby headquarters there real quick. They’re… It’s bigger now. It’s massive. Yeah. Yeah. Look up and look up like Google Maps. So we get there to shadow this guy. Yeah. There you go. It’s like the biggest commercial building in Oklahoma. There it is. Look at that. There it is. It’s crazy. It’s this massive building. And I asked him if I could shadow him. He said, yeah. So I get there and he rides a bicycle in the building. So just see that the building is that big where you can freely ride a bicycle. So it’s kind of weird to see a billionaire on a bicycle. You know, I’m like, are you David? You know, yeah, oh, hey, what’s going on? And I’m there shadowing and I go, okay, what are we doing? He goes, I have a schedule and we’re gonna knock out the schedule. So what he does is there’s a replica of Hobby Lobby in the warehouse. So an actual Hobby Lobby is in the warehouse. It looks exactly like a store. And then what he does is he personally works with his team to design the store to be the most optimal for sales. And he’s obsessed with orphanages. Who’s ever been… has anybody else been to the… has anybody been there to this place? It’s the craziest thing ever. He’s obsessed with building orphanages for people in third world countries. So he builds orphanages for these kids. And then he gives the builds this orphanage and he gives them food and shelter and Bibles. So if you walk down the warehouse down the walls, there’s pictures of all the orphanages. And it’s crazy. And like it. But I mean, you walk down the halls and I go, I didn’t know this. I go, Can I ask you what are these pictures? He goes, oh, these are orphanages. And I go, I and what else do you got here? Yes. Well, that’s why I run Hobby Lobby. I don’t I kept my salary years ago. And I go, how serious? I had a friend with me shadowing who knew him very well. And he goes, yeah, he kept his salary. So then for lunch, you asked about lunch. He liked to go to lunch at Zio’s and Zio’s is kind of like a home of like a… Is there a Zio’s still around? Yeah, there’s actually a Zio’s really close to the Hobby Lobby headquarters. Yeah, that’s where we went. It’s like home of like an $8 salad. Zio’s, okay. And he says, you want to go to lunch? Because he goes to lunch at the same time every week. So Amber, that’s what he does same time every day. And we get in the Jeep, and it’s the Jeep with the… You know the Jeep that has the plastic sides that flaps in the wind, that has the manual stick shift like it’s from MASH. The Jeep looks like it’s from like the late 70s. And I said, whose Jeep is this? He goes, this is my Jeep. You don’t like my Jeep. I’m like, I love your Jeep. I just ask, you know, and so we’re in his Jeep and we go over and we go. I go, is this your car? He goes, yeah, it’s paid for. He’s a billionaire, you know, and I’m going. What? So we get in his crappy Jeep, we drive to Zio’s, we go to Zio’s, we have a great meal, and he says, hey Clay, if you can run out to the Jeep real quick, I need to talk to this waitress real quick. So I walk out, but I’m spying because I’m shadow and I don’t know what’s he doing. And he says something to her and it’s like $100 bills, you know, and we get in the car and I’m like, what was that all about? He said, oh, I just want to talk to her. Well, I find out from my friend, he’s a notoriously massive tipper. Like he’ll tip somebody $400 if he knows they’re in need and that’s his whole thing is he’s a big Very charitable guy But he carves out time to go to lunch at Zio’s just to meet waitresses that are in a bad spot to tip them or Waitress and he’s like a really good guy, but that’s his normal. So I asked him like why do you go out to eat? He’s like I really enjoy meeting with people and helping people blessing people That’s what he does and he calculates his success based on how many orphanages they build. So it’s a very, but I’m just saying, you can design whatever schedule you want. So for Mr. Hobby Lobby, he loves riding a bike in the workplace. Also, the thing about Mr. Hobby Lobby, he doesn’t use a cell phone. That was bizarre to me. I’m like, you don’t have a cell phone? He goes, no, because then people could call me. I was like, that is awesome. So like, how do you, how do you do it? You know, he goes, well, I have a desk. You can come see it if you want. So I go to his desk and I’m like, how do you call people? He’s like, the secretary, she’ll call me, you know, but I have a schedule and then so I just stick within the schedule. Like so you don’t have a cell phone? No, I don’t like to carry a cell phone. People could call me, you know. Okay, sure. So you can kind of design your schedule however you want. So I’m just trying to give you examples today. If you got one guy who defines success as work intended to, one guy who’s in his late 70s who loves working all the time, who loves giving all of his money away for charity, and then the final example I’ll give you is I got a chance to meet George Foreman years ago, the boxer, and he has a church with about half as many people who are here right now, and he does a church, and at the church he wants to pray for everybody individually. And there’s no like cameras and there’s no big audience, but people show up because he’s George Foreman and he’s like the former heavyweight champion and he has, I’m thinking there’s no way that George Foreman actually has a ministry that nobody knows about. And that’s what he does. And he likes to pray for people, inner city kids. But you know, you know him as the guy who’s selling the grills, but you don’t know that he’s the guy who has a small church and he’s praying for people and whatever. So I’m just trying to fill your brain with ideas so when you leave here today, you can kind of design a schedule that you like so you don’t hate your life. Make sense? So what we’re gonna do today is we’re gonna go and wrap up today here and if there’s any questions that are on your mind, because tomorrow we’re gonna shift gears a little bit and really get into a lot of the nitty gritty details, but the whole purpose of it is to create time freedom and financial freedom for you and I don’t want you to feel stuck. So if you’re stuck with pricing, hiring, firing, marketing, accounting, anything at all, I don’t want you to be stuck. We around for one more winner? OK, so we’ve got Cody Albright. Cody Albright, you are a winner of a helicopter ride, sir. Make sure to put on the seat belt. We’ve got Jim Batchelor. Who’s Jim? And Darla? Jim and Darla? OK, you’re going on a helicopter ride if you want to. If you want to. If you don’t want to, I get it. And then for those of you that are going to be eating some food at my house, we’ll be headed over that way at 430. And I’ll be around for any questions if you guys have. And tomorrow we’ll start right at 7 AM. And we have church tonight at 630 if you want to participate. If not, I get that too. But it’s at 630 tonight. And we like to end every day with a boom, because boom stands for big, overwhelming, optimistic momentum. So here we go. 3, 2, 1, boom. We’ll see you guys tomorrow. All right. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah, so what we wanna do is we wanna share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on with their listing and ranking there with Google. And also, we’ve been trying to get Google reviews, asking our customers for reviews. And now we’re the highest rated and most reviewed Pessamon company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85%. And that’s largely due to, first of all, our Google reviews that we’ve gotten. People really see that our customers are happy. But also, we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process and that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months, or I’m sorry, the first, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success with that. Like the diligence and consistency and doing those in that system has has really, really been a big blessing in our lives. And also, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut, and we didn’t know. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it, do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So, we just wanna give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% 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 proven turnkey marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colal with Colalaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, head of Disney with the 40,000 cast members. He’s friends with 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, graphic designers, and web developers. They run 160 companies every single week. Think of this guy with a team of business coaches running 160 companies. In the weekly, he’s running 160 companies. Every six to eight weeks he’s doing Reawaken America tours. Every 6-8 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. I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. And Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing 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. When we walked out, I knew that he could make millions on the deal. They were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down. Because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve got nervous or worried about how to run the company or, you know, 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. 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. Right. This is where we used to live 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 van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out Into systems into manuals and scripts and actually build a team So now that we have systems in place, we’ve gone from one to ten locations in only a year in October 2016 we’ve 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. 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 system 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. 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 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 built this facility for you, and we’re excited to see 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 would 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, we’ll call you, and then we’ll send you an FDD, look over that, read it, follow through, it’s very boring, and then we’ll book a discovery day and you come and spend a day or two with us, 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 a 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 a 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. So 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, tiptopcanada.com, click on the yellow franchising tab, fill out the form, and Rachel and 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. My name is Seth Flint and I had originally heard about Tip Top K9 through my old pastors who I worked for. They trained their great Pyrenees with Brian and Tip Top K9. They did a phenomenal job and became really good friends with Brian and Rachel. I was working at a local church and it was a great experience. I ended up leaving there and working with Ryan and Tip Top K9. The biggest thing that I really really enjoy about being self-employed is that I can create my own schedule. I have the ability to spend more time with my family, my wife, and my daughter. So my very favorite thing about training dogs with Tip Top K9 is that I get to work with the people. Obviously I love working with dogs, but it’s just so rewarding to be able to train a dog that had serious issues, whether it’s behavioral or you know, whatever. And seeing the transformation, taking that dog home, and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested, I’d say don’t hesitate. Make sure you like dogs. Make sure that you enjoy working with people because we’re not just dog trainers. We are customer service people that help dogs and and so definitely definitely don’t hesitate just just come in and ask questions ask all the questions you have