Business Podcasts | How to Hold Your Team Accountable for Proactive Growth

Audio Transcription

Get ready to enter the Drive Time Show. We started from the bottom, now we hit it. We started from the bottom and we’ll show you how to get it. We started from the bottom, now we hit it. We started from the bottom, now we hit it. We started from the bottom, now we’re on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s a C and Z up on your radio. And now three, two, one, here we go. We started from the bottom, now we’re here. We started from the bottom, and that’s what we’ve gotta do. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. One of the biggest things we picked up when we picked up the Thrive 15 team was an entire team. You want an SEO guy that knows things about search engine optimization? Got it. You got a website guy that’s built big websites like Garth Brooks website? Awesome, we have it. He’s coming in. If I had to pay for that on my own outside of Thrive 15, there’s just no way. For us, one of our most immediate needs when I got connected with Clay was technology. We had a website, but I had a website in Tulsa, our other partner had a website in Colorado. They did everything from doing a drone video where they flew over all of our markets with a drone, they integrated that into our site, they built every single thing that I think of, they do. We do a podcast. If I was gonna produce my own podcast, there’s no, I mean, that alone, just that alone would be what I pay for it, just for that. But then if you add the fact that I’ve got, if I need a business card design, if I need a website build, if I need this, if I need that, I know what I would pay for that if I had to go a la carte. I feel guilty sometimes. Like, I don’t probably write a big enough check for the value that I get. I think there’s a lot of entrepreneurs that have ideas of what they want to do with their business and how they want to grow and what market they want to be in and how they can increase production and do all this. But it’s not about having 4,000 ideas. It’s about having 12 and executing them 4,000 times. That’s the trick, in my opinion, and that’s where thrives value comes in. I feel like I have my own Staff I own like I don’t know 20 person team that when I need something I Just go to him and it happens All right thrive nation on today’s edition of the thrive time show I’m joined here with Sean Low mint Sean Lohman. How are you sir? I am outstanding clay. How are you actually? That’s a dishonest you’re in the studio You’re not outstanding, but there you go. Awesome, thank you. The thing we’re going to talk about on today’s show, we’re talking about the importance of having a weekly meeting with your staff to hold them accountable. Now a couple things we need to understand here is that the meeting does not need to take very long. The purpose of the meeting is to make sure that the things in your company that need to happen are getting done. That’s the purpose of the meeting. The purpose of the meeting is to make sure that you’re getting items done within your company. The meeting does not need to be long. It just needs to be long enough to make sure things are getting done. We’re going to talk about the weekly meeting and then the daily huddle. If you’re out there today and you want to follow along, you can download a free copy of my newest book, A Millionaire’s Guide to How to Become Sustainably Rich, a step-by-step guide to building a successful, money-generating, and time-freedom-creating business. You can download that for free by going to Thrivetimeshow.com forward slash free resources, Thrivetimeshow.com forward slash free resources, and you can go to Thrivetimeshow.com forward slash millionaire, Thrivetimeshow.com forward slash millionaire. So, Sean, we go to page 128 of the book here, and in the meeting, I’m encouraging everybody out there, if you’re listening out there, get out a piece of paper, get out a notepad, and take notes because this is what you have to do. In every meeting, you have to go over these items. There’s more things you can go over in the meeting, but this is like the fundamental five things you need to go over in every single meeting. One, you want to go over the biggest limiting factors. Every single week, you want to hit what are the biggest limiting factors? What are the limiting factors that are limiting your growth? What is that? Two, burning fires. What are the burning fires that you need to go over? Things that are happening that need to get addressed immediately because they are a burning fire. They’re an urgent situation. Three, it’s very important you do the follow-up on these action items from last week. Did you get it done? Did you follow up with it? Did you get the items done last week? Did you not get them done? Then we want to assign the action items for the next week and we want to do a little bit of training. So let’s talk about that within the confines of my business and the businesses that I’ve helped to scale. Sean, most business owners don’t want to have a weekly meeting. You coach companies, you help them to grow dramatically, and on part two of today’s show we’re going to actually share a success story of a client that you’ve helped to grow dramatically. Why don’t most business owners want to have a weekly staff meeting? Or why does it get rescheduled? Why does it get deprioritized? Why does it get canceled? Because most business owners don’t have a calendar. And even if they do, they don’t really use it. Nor do they have a to-do list. And even if they have both of those things, rarely do they wake up every morning, look at those things, and make sure that they have a proactive plan to get them all done. So that’s the first thing. If you can’t be consistent yourself as a business owner, your staff is never, ever going to be consistent in sticking to a meeting. Okay, and again, we’re talking about today is how to hold your team accountable to proactive growth. And so you’ve got to have that weekly meeting. So our weekly meeting, Sean, that we have for this particular office, I pull up my calendar, I look at my calendar, it’s going to be… Shocker! This just in, folks, it’s going to be Monday. Ladies and gentlemen, this just in, it’s Monday. It’s going to be Monday at 9. Yeah, I’ve been here for seven years and it’s been Monday at 9. Isn’t that interesting? It’s interesting, yeah. In that meeting, the purpose of the meeting, let’s review it again, I want to go over what are the biggest limiting factors. So last week in our staff meeting for our haircut chain, I went over and for the staff meeting for our consulting business, I went over the biggest limiting factors. So for the haircut chain, we had certain employees that needed new updated tools to cut hair. And that was the limiting factor. If we have tools that are not working properly, we need to get that fixed. Also we had a new stylist we had to bring in and assimilate them, get them trained up, get them ready to go to our approach of doing business. We also had to train our front desk management folks on how to sell more effectively. These are the biggest limiting factors. We also talked about, we had a conference coming up and we needed to make sure everybody knew that in order to be ready for this conference we need to get the lanyards printed, we need to get the ticketing information set up, we need to do get all the vans loaded. These are the biggest limiting factors. The next thing we go over is burning fires. I like to figure out what are the burning fires that are going on that we need to address right now. And that’s, we had one particular employee a couple weeks ago, she did not get her paycheck. So I had to follow up with the company we use and it turns out that they made an error and did not pay her. That happens from time to time. That’s a burning fire. Another situation, our downtown store, Elephant in the Room, one of the chairs that men get their hair cut in was broken. We had to fix that. South Tulsa, the back door wasn’t working properly. Sean, if you don’t address the burning fires every week, what’s going to happen after like five weeks? They will cascade and become much bigger issues. I want you to use a different word beyond cascade. They will crescendo. Keep going. Into- More words. More words to describe what will happen to these problems. They will turn into a cornucopia of issues. Keep going. These issues do not go away by themselves. They will keep turning into bigger issues and compound on one another. So if you don’t fix the chair that’s broken, now next week you have another chair that’s broken, now you’ve got two chairs that are broken. Pretty soon you have three barbershop chairs out of eight that are broken. Next thing you know, the doors don’t close, the barbershop doesn’t work properly, and they have a way of compounding exponentially. They grow over time. They don’t just disappear because you haven’t dealt with them. Yeah, yeah, a broken chair could lead to a lawsuit, Clay. You’ve got to get that fixed. This is why I highly recommend that people do not invite me over for Thanksgiving or any other type of holiday, because I want to get stuff done. I want to fix stuff. And I know that if it’s not fixed, over time it will drift into despair. Now, the second thing we talked about, we’ve got to go over the biggest limiting factor, then the burning fires. The third is we really need to follow up on the action items that were supposed to be done last week. Why do we have to do that? Because they don’t always get done, even with the best of efforts. You know, you shoot for being able to get them all done, but occasionally you don’t get them done. I don’t think you’re bringing the passion that our listeners need on today’s show. I think you’re holding back. You’re holding back. No, seriously, let me talk about this, okay? I have a sign outside my… Do you see that sign out there? Uh-huh. With my name on it? Yeah, Kalei Clark, Camp Clark and Chicken Palace. You saw that sign, the wind. The wind was blowing. Oh yeah. And this was about a month ago. Wind. Yeah, it broke right off there. It broke my sign. Yeah. You can’t break my $5,000 sign. Is that how much it looks? Don’t ask about it. But yeah, I mean, it’s an important thing, that sign. It’s a big thing. I want the sign to, it’s great. It’s carved out of wood. It sets the tone when you pull in, for sure. So I had to fix the sign and metal reinforce that thing. You see that up there? I did. I upgraded it. I’m telling you what, baby. Pretty soon I’m going to have to etch that thing in stone. But the point is, if I didn’t, A, address that as a burning fire at one point, and then follow up, follow up, it wouldn’t have got fixed. True. And that’s how it works. So you’ve got to… Now, the vendor that we’re using to repair that sign, it’s called Outside Ink. They’re a very good company. They’re very reputable and they do a very good job. It’s called Outside Ink if you’re looking for them in Tulsa, Oklahoma. Outside Ink. They fixed it. But you’ve got to follow up on these things. Now, the next thing is you have to assign what needs to be done next week. What needs to be done this week coming up? What needs to be done here in the next seven days? If you don’t assign the action items that need to be done next week and you don’t put on an agenda the name of the person who’s supposed to do it and it’s a due date, what’s going to happen? Well it’s definitely not going to get done. Why? Because there wasn’t a specific time and there wasn’t a specific person who was tasked to do those things. And people generally don’t just do what you want them to do without you communicating that. It is super important. Now I’m going to recap these things that have to happen. If you own a business, you have to do a weekly meeting where you go over this every week. The biggest limiting factors, you have to go over them. You have to go over the burning fires. You have to follow up on the action items that were supposed to be done last week. And you’ve got to assign new action items. Now extra things you can do to make your meeting exciting and something that people may want to come to or they would want, it would make the meeting more tolerable, maybe more mutually beneficial is you could start your meeting with wins. But wins are kind of like gift wrapping a meeting. So it’s like you give someone a gift, you gift wrap it, it makes it a little better. So if you start the meeting with wins by going, guys, what awesome stuff happened this week for you guys? What were the awesome things? Well, I’ll tell you this, folks, I mean real. About three months ago one lady goes, I have some awesome, I want to tell you, I’m gonna go take another job. And everyone’s like, okay, all right. You know, and then, so the guy behind is like, where are you going? And she goes, I’m gonna work for another hair place that I think is gonna pay me a little more. She said this. Now, another one. This happened in a win. This was about a year ago. Guys, what’s a win? This girl says, I’ve got a win. What’s the win? I’ve got a win. I want to tell you a win. Win. What’s your win? I’m having a baby. And then so people are like, okay. Because you don’t know yet the context. And then a guy on our team was like, what’s the dad’s name or something? And she’s like, well, I don’t really know who the dad is. I mean, I think it… And all of a sudden it’s like, oh, okay. And that kind of crap happens all the time. All the time. Yeah, you invite a win and you get non-wins. It happens all the time. And that’s the danger of doing the wins is if you’re doing a win and you ask people, what are the wins of the week? They might give you non-wins. I’ve had people say, win of the week is, we only got four days left this week, right? Ha ha ha ha. People do that stuff. And so be careful with the wins, because it’s going to happen. And that’s why you have to have a win ready to go. Oh yeah. If there’s not a win. So that’s the thing. And I just thought, that’s the thing. The other thing we have to do is, you might want to provide, at the end of your meetings, you might want to provide some staff training. But if you’re going to do that, make it actual training, not just mumbo jumbo that you’ve come up with off the top of your head. Like I see a lot of business owners say, you know, so some training we’re going to go over today is we’re going to go over some training. Specific, it’s T-R-A-I-N, train. T-R-A-I-N-I-N-G. There’s eight things. Do you have a feeling they’re making this up? There’s eight things that we’re going to go over today that really are going to move the needle. These are what we call game changers. They’re called game changers. Everybody write that down. It’s called a changer of a game, game changer. You put a dash in the middle, it’s two different words, like a word to contraction, because the game is first, then there’s a dash, and then the word changer. So, you know, it’s a contraction, but the irony is it causes expansion. And people are like, you know they’re making it up. All right. Guys, I’ve been to the mountaintop and I got something to say. All right, I’m unveiling the new long-term Profit goal. Are you guys ready for this drumroll, please? This is gonna blow your mind. Okay This is what we’re gonna do. This is good 30 million dollars There’s only two of us. We made sixty three thousand in gross sales last year. That’s everything. Okay, look, I’m a visionary. Okay, what you’re witnessing right here, this is leadership. I’m looking at where we’re going to be 20, 30, 40, 50 years from now. Did Henry Fonda, when he invented the Model T, were they sitting around going, how are we going to build this car? No. Okay. They got their hands dirty. They grabbed the bull by the horns and then they killed it. Okay. So what’s the plan? Step one. Okay. We’re going to maximize efficiency. Number two, write this down, number two. Step three, emulsification. Listen, you guys follow those steps, we’re gonna hit our goal by the winter of 2032. Okay, what an incredible Christmas that’ll be. Alright, so you guys know what you’re doing? No. Awesome. All right, I’m going to hit the links. Ooh, daddy likes. Yeah. So, training, T is just transition. We’re going to always be… The one thing that’s always going to be constant is change. Right, everybody? Transition. R is rational. You’ve got to be rational. You can’t be irrational. That’s why I’m rational. That’s why I am. I epitomize rationalness, rationality. From the irony, ration means to have little of, but when you’re rational, you have a lot, right? Oh, the irony. Okay, so T. You see this, don’t you? Yeah. Yeah. Like, I always say, A is amazing. Yeah. Because that’s what A is. Because it’s A plus, right? Amazing, right? Yeah. And the people are going, I, information. You don’t get to a destination without information. That’s because it rhymes. And people are like, I don’t know where he’s going. But OK. And this happens, though, right? Oh, yeah. And N, nowhere. That’s where you’re going. Destination nowhere if you don’t do this crap. Right? Yeah. And they do this and everyone’s like, that was a good meeting. Okay, so that’s how you do the weekly meetings, okay? Yeah. But then you have a daily follow up. And you have to have a follow up huddle every single day and you follow up until the task is done. Not like, oh, I’m going to follow up one time and let the employee work all day without following up. You follow up until the task is done. And I’m going to give some recent examples. I want the waterfall in my pool to be on. I want it on because I have a waterfall in my pool and I want it on. You know what I did though? I got it on. I’m not going to mention how I got it on, but I got it on. Certain people that had to be called, certain things that had to be done, but the waterfall is on. Get that sign up. I talked to you about the sign. Sign has to get fixed. Installing call recording in the office. We added a few new phone lines to keep up with some growth and some things we’re doing. So we had to get that done. And I follow up on it. And Sean, we have a daily huddle, our coaches meeting, every single morning. We meet at 6. Yep. And every morning we go over the same agenda, do we not? The same agenda. And the purpose is to keep things from drifting. Yes! Because if we didn’t have that meeting, if you know there’s something that our team needs to do and it didn’t get done or whatever and it’s not on that agenda, what’s going to happen? Well, ultimately we’re going to drop the ball on what we promised. It’s going to drift, right? Yeah, it’s going to drift. But if we bring it up, what’s going to happen? It’s going to get done. Right. So today we had a wonderful client we’re working with and the client asked us to make an update to their website and they provided us content that was spelled wrong. So a member of our team added the wrong spelled words to the website. And then once the website was out there for all to see, the owner of the business noticed, man, it looks like we’re misspelling words on our website. And I know this because I can read. And so, you know, we looked at the stuff and the information, the content that the client provided and sure enough, they had some misspellings, no problem, but I had to get it fixed today. So I followed up, I followed up in the morning, is it done? And I follow up throughout the day, is it done? And before we hopped on today’s show, I have followed up and it’s done. So the tools you need to have to be successful as an entrepreneur, the tools now, we have a weekly meeting and a daily huddle. Then the tools you need is you need a to-do list, as you mentioned, and you need a calendar. So on part two of today’s show, we’re going to walk you through a success story that you’ve helped to grow this person’s business dramatically. But again, you can learn all the systems and processes and super moves for accounting and legal and marketing and hiring. And you can learn all about how to increase and improve the overall reputation of the business. You can focus on how do we improve the reputation or you might say, you might get words like we’re going into a Lean Six Sigma mindset. You might get excited about the new search engine optimization strategy. You may be excited about improving your conversion rate and tracking your clicks and conversions and all these impressions on your website. You might learn new terms. Synergy, just a little synergy. We’re going to bring in some synergy up in here. But then if you don’t follow up, nothing gets done. And that really is where I think a lot of businesses fail. Yeah. That’s the one thing as a coaching program that we will not let it happen. We will not let you drift. And so if you’re out there today and you want to learn how to grow and start and grow a successful company, go to Thrivetimeshow.com, Thrivetimeshow.com, and schedule a free consultation with me. It might be really short if you’re delusional and you don’t have a real product that solves real problems for people. But if you have a real product that solves real problems for people, I want to help you with that consultation. It’s a free consultation. We also do business consulting. We charge $1,700 a month for growth coaching. We also have scholarships that we do from time to time for people that are in need. But if you go to Thrivetimeshow.com, we want to help you grow your business. I can say that our average client grew by 107% the last year that we tracked. Many of my clients double in their first year. And if you go to Thrivetimeshow.com, we have a testimonials button where you can see over 2,000 client testimonials all documented right there. So without any further ado, we’re now moving into a Sean Lohman success story. Boom. Hey, I feel like we didn’t coordinate that really. Yeah. So I kind of want to do a 3, 2, 1. Okay. And by the way, you don’t do a 1, 2, 3 when you end. It’s always 3, 2, 1. Because you’re building that tension. You count down 3, 2, 1, there’s a tension. Suspense, yeah. And we do our daily huddle, and for some reason, the people in this office, by default, want to count 1, 2, 3. Yeah, you got me on that one. That’s tough because then you don’t know when you’re done. I mean, is the guy counting to 10? Yeah. It’s like, 1, 2, 3. And everyone else, are we counting to 10? Or what are we counting to? Because I don’t know when to say move. But if you do a countdown, it creates attention. That’s why there’s a countdown typically to videos that are going to stream live. It’s like a countdown until it goes live. It’s like a 10-minute countdown until the show launches. I typically don’t have a count up. No. What are we counting up to? That’s, these are just things. Okay, so here we go. Ready? 3, 2, 1, BOOM! Alright, Sean, so we got three people in a very small space here in the studio. Sean, introduce us to today’s guest there, sir. Okay, so this is Kandra Sipansky, and it’s quite a last name, folks. Yep. And… Do you play hockey? No. Okay. That’s a hockey name for sure. So we were going over some of the stats before and she owns an eyelash extension salon. What’s the web address where I can go pull it up here? It is, there’s, yeah, so there’s two. Which one are we going to? She has the extensionist, which is T-H-E, and then X, tensionist. Tensionist. Yep. Got it. Okay. That’s right. Got it. There we are. Okay, got it. Okay, so, and what are the services, Kandie, that you all provide here? Mainly just eyelash extensions. Eyelash extensions. We do other stuff, but that’s been the main thing for years, and then we started adding things like permanent makeup, brow stuff. And how long have we worked with you? How long have we had the opportunity to work with you? Since 2019. So tell us, what kind of growth have you had from 2019 versus now we’re in 2022? So 2019, it was 880. Yeah, it was like 880,000 is what the tax returns. That’s great, yeah, okay. And then what’d you get to this year or 2021, I guess? 2021, 1.4. It was like 900, oh, 1.4, yeah. 1.4, 1.4, okay. And when we work with a lot of clients, a lot of clients, if you’re out there listening today, what we wanna do is we wanna help you grow your company. And so I wanna walk you through the process of how to grow a company, because a lot of people watching go, I wanna grow my company, it’s kind of a big, vague idea, but I wanna dial into the specifics of what we’ve had to do to grow the business and what we’re doing moving forward here. So first off, when we started working with you, you’ve always had a product that people love. I mean, is that an accurate statement? People love it, I think. So what we’ve had to do is build the online reputation so that people that don’t know about your business, who haven’t been in the business, they can hear about it before they…they can go online and build an online opinion about your business before they come in. How have you been doing on gathering objective Google reviews? Has that been something you guys have been hammering on there, Kendra? How have you been doing on that? Every stinking week she hits the key performance indicator at each one of her locations. We have nailed that. They just do it now. It’s awesome. Okay, so step one, we want to put the online reputation. There’s a lot of detail on that. Have you guys gotten into video reviews yet? Yeah. Oh, they have an ungodly amount of them. It’s ridiculous. They’re on the website. Yeah, if you go to the testimonials page on theextensionist918.com, you’ll find them. Got it. Now, when people go to the website, then you want to create some sort of a no-brainer, some sort of a hot deal, so that way people that don’t know who you are, don’t hesitate to do business with you. Now again, you guys have, in my opinion, you’re branded as one of the top, AKA premier brands in Oklahoma right now, for what you do. What’s the no-brainer offer that you now offer first-time customers? So we’ve just been doing a discounted classic bullseye, but Sean and I were just talking about doing a $1 full set and trying that. So $1 for a full set maybe? Yeah. Okay. Okay. Yeah, I’ve always been afraid to do that, but I think we’re going to. Well, and two, we’ve got the memberships going now too. You didn’t have a membership model. Now we have membership packages we’ve developed that make it make a little more sense to get somebody in for a dollar because just like with Elephant in the Room Clay, if you can convert the majority of them to a membership, it makes a lot of sense to give away 25 or 40 bucks on the first service. Right. And for people that don’t know, Elephant in the Room is a haircut chain that I own and founded. But again, regardless of whether you have a business that’s an eyelash extension business or a haircut business or a dog training company or a home building company, the step one we’ve got to do is we’ve got to improve that online reputation. Now, step two, we’ve got to get those video reviews. Step three, we’ve got to enhance the website. Step four, we’ve got to enhance a no-brainer. Come up with a no-brainer that gets people excited and off. It’s so hot, people will not reject you. And then step five, if we can make a membership model for certain services, you can do that. Has a membership model helped you with the sustainability of your finances? So far, no, just because I feel like we weren’t offering a good enough no-brainer. It’s only been a couple of months. Oh, so it’s kind of a new thing. Yeah. Kind of a newer thing. Now, the hiring and process, next thing is you want to create a hiring process. Now, one of the things that’s tough about your business or my business or any company out there, it’s finding good people. Now, if you have a system in place to find good people, that’s not so challenging. Have you guys started the group interview process? How’s that going? It’s good. Has it helped you? It’s a lot of fun, actually, yeah. Okay. We went from, in 2019, you had 14 employees and now you have 40 Wow, okay, so you went from 40 from 40 40 employees. Okay from 14 employees to 40 employees now people Who work with me? It’s very interesting. I was just talking to a guy literally probably 39 minutes ago Who I’ve worked with for years and the one thing that he mentioned to me, it’s interesting, he goes, you know, Clay, I’ve worked with you now for almost a decade and he’s like, my business is now 10 times what it was 10 years ago. And he’s like, it’s just a consistent application of effort. I just go down that boom book, I follow it and every week we just get 2% and he’s like, I’ve tried to explain that to people and they don’t often get that it’s not like a one big idea. All these things are big ideas, but it’s the implementation. Can you talk about what it’s like working with our team and Sean on a weekly basis now since 2019? Well, I feel like talking to him every week, I have someone who can help me with ideas and stay on my ass about things. And like you said, the consistency. So that’s, I feel like the biggest thing that Sean helps me with. Just the consistency. Right, and the tracking. Because before, I didn’t do any kind of tracking at all. And that’s been probably the biggest thing for me. Now tracking, what it does is it takes the feelings out of things. Now let me just give you an example. This is kind of a funny thing. One of these clients I’ve worked with for years, I was talking to him on Monday, and it’s really funny, because on the tracking sheet it shows how many outbound calls did you make? How many appointments did you set? So again, in his particular business, it’s a different industry, but it’s how many calls did you make? How many appointments did you set? How many leads did you get? And we just try, how many Google reviews did you get? How many, how many dollars a week did you spend on your Facebook ads? And we just track every week and that tracking allows us to see obvious patterns. So we get to the part where the calls, it shows the number of calls being made, and I know his caller. Like I know the caller because I’ve been around the guy. And the owner brought the caller to the meeting. And so I’m going, so you made that many calls? Because I don’t think he did. And he’s like, no, no, I didn’t do it. So sometimes people, even with a tracking sheet, they’ll put in information that’s kind of bogus. Has the tracking sheet, I’m not looking for specific names, but has it allowed you, Kendra, to expose bogusness in your business, like gaps? Yeah, for sure. Yeah, someone that was just copy and pasting. Really? She does the appointments booked weekly part and- She tracks a lot of the lead sources. She’s also tracking whether or not the people are, in fact, getting the reviews to put onto the sheet, which we can go and verify ourselves. But still, this person is supposed to be supplying. We just got this in the last week or two. Because when you delegate a lot of stuff, you’ve got to follow up on it regularly. And this person went two weeks or so just copying and pasting the same amount of leads that we got. Wow. Now, installing a quality control loop, I’m not sure if we’re there yet in the system, but for the elephant in the room, as an example, it’s a haircut chain. And we have mystery shoppers that we pay to come in or they get a free haircut to come in and get a haircut. And then what we do is we try to get feedback from them. And they have a checklist. It’s very simple. They go over, but it’s sights, sounds, smells, experiences just so that we know. And then they text me how it’s going. Well, it’s interesting because when you have mystery shoppers, you pick up on things you wouldn’t pick up on. So like recently, this past week, we found out that there were smudges on one of the windows that had been, you know, not addressed since the last Mystery Shopper. Or we have – we’ll find out – we have five stores, so we found out that the bathrooms at one of the stores were dirty. Have you guys started putting in the – okay, the Mystery Shopper yet? Has that started yet? No, okay, so we’re still kind of the next process, the systems and the checklists. Yeah. How are you doing on that process, Kendra? How are you on implementing, building scripts and checklists for everything? We’ve made a lot of scripts within the past couple of months, just for every little thing, mainly on the phone. So where do you see the vision going now? How many locations, do you have five? Where do you see the vision going? What’s the plan? Are you looking to license now? Are you looking to franchise? What do you see as the future? I would like to license. License it, okay. So no more stores that I open. Yeah, there’s still room. We can fit about 14 more stylists in the space that we have, which will bring in a minimum of a half a million dollars more just with the space that we have. But it’s important to mention that we are maintaining a very healthy 20% profit margin in this business as well. Well, let’s talk about that for a second, because a lot of times people forget that part. You know, you gotta get the accounting done. And I kind of view this as part of the tracking process, but when you start tracking and you start to go, well, this is how much money came in, and this is how much money went out, and you go, wow, you know, you think discover real quick, wow, there’s maybe not enough there. Tracking, did you end up having to maybe raise prices or cut any expenses, or did that help you kind of seeing where the income in and the expenses were going? I think for me, it was a lot of the just not knowing, like being a business owner and waking up every day and not knowing if you’re going to have enough money for payroll or if you’re going to have enough money to pay the bills. And so doing that just gave me the mental picture, the physical manifestation of how we’re actually doing. And that was not as bad as I thought. Now everybody’s got their own flow, you know? So what I do with my businesses is, I know how big I want to get. I’m very happy with where we’re at, so it’s good. And people all the time, they go to Thrive Time Show and they’ll schedule a consultation. I just talked to a guy today and he was like, I don’t understand why you have 160 clients. Why not take on 400? And I just know, because our business is very involved. Like every business owner we work with, it’s like, we have to really get to know you. Where the haircut business, I don’t have that. You know, it’s like, I don’t know most of the customers and we scale it out. But you ultimately, no matter what kind of business you’re in, if you’re in a high touch business, like a dentist or a cosmetic surgeon, I mean, Dr. Whitlock, one of my clients, it’s very high touch. We eventually have to get to a place and space where we figure out our ideal schedule, a schedule that works for our family and one that’s kind of, where do you, are you happy currently with your schedule? Have you optimized it? I’m not saying it has to be, check all the boxes that the world approves, but I mean, do you like your schedule now? That was also another thing that I started doing because of Sean was my calendar and I’ve sucked at it for a long time, but now I follow. She has every minute of her day blocked out every day. And so you feel good about where you’re headed now? Yeah, I do. I pretty much don’t have to do anything with this business anymore, so I just opened Daylight Donuts. Really? I’ve been spending time doing that. Last Monday. Bam! Yeah. Awesome. Is it a little crazy? Yeah, just because the person that was supposed to work in open… Yeah, bailed. Bailed, so I’ve been having to do it. Yeah. Now, for entrepreneurs, if you’re out there today and you are… Let me just pull this up real quick here. If you’re out there today and you live in the Northeast Oklahoma, Tulsa area, one, you can visit the business here. The extension is 918.com. You can check it out. You can learn more about it. I encourage you to do so. Also, you know, we have workshops that we do. And the workshops, why I like the workshops, is that we’re able to work in kind of a shop-like environment on somebody’s businesses, on their business, for a window of time. So people will come to the workshop, we start at seven, we go till three, and they’ll go, I learned more in a day than I’ve learned in years. And we hear that all the time. How would you describe the actual business workshop experience? It’s pretty much everything that’s in coaching, just like packed in two days. Got it. And so is that helpful for you? Is that kind of a reinforcement thing for you? Yeah. Sometimes when I’m getting up super early, I’m like, why am I going? I already got a coaching. But every time that I go, it like gets me going again. By the way, I have a question for you. This is not dogging any of our attendees, but we have one guy who attended the past workshop and he is brand new to business. And he asked a ton of questions that I would have asked when I was 20 years old. And to me, it was, it was great to hear it. Cause I’m like, ha ha. I remember when I had those questions. And it almost reaffirms what you’ve learned. Do you learn stuff from other people that have questions? Yeah. Do you kind of learn stuff from their questions? Yeah, yeah. So, Sean, people like Kandra are not a dime a dozen. I really do believe, you know, we look for diligent doers to help, people that show up, people that knock out the homework, people that are not super high emotional. It doesn’t mean you can’t have emotions, it doesn’t mean you can’t be excited, but you know, people that can just knock it out. What makes Kandra a great client to work with? Just for anybody out there that’s thinking about reaching out to us. She is just very stoic in that if something is going wrong or is just like, it doesn’t matter if it’s a small thing or a large thing, she comes in very even keeled and goes, we gotta like fix this thing. And it’s just a very unemotional process. She’s also very realistic about timelines. She blocks her action items into her calendar, which is a big deal. She actually does that. She gets stuff done, and she’s also a client that she can operate very consistently with this business and build another business and still not be emotional and freaked out. It’s very rare, and that’s what we would look for in a great client. Because you never know in business, like what emotional turmoil is headed your way. It’s more about your mindset towards when things come up. And she’s really mastered that. Now, Kendra, you know, according to Inc Magazine, I’m going to pull this up for a second. You know, Inc Magazine reports that 96% of businesses fail. And it blows my mind, but I talked to a guy at the last conference and he was like, you know, I love the idea of coaching, but the thing is, and he said, Clay, I’ve tried other coaching programs in the past, and the issue is I’m not gonna meet with somebody every week at the same time. That’s just not, I’m not, and I’m not a guy who uses a to-do list, okay? And I’m not a big calendar guy, and that’s the problem with other coaching programs. And I kind of like your program because I think I, I go, no, no, no, no, no, no, that’s not us. That would not be a good fit. So if you were out there telling people who would be a good fit to become a client, because we get our clients grow by default, 96% of businesses fail according to Inc. Magazine. So by default, we know most businesses fail, but we don’t want to take on every single client. Who would be a good fit for us and who wouldn’t, kind of from an outsider’s perspective? Someone who knows that they have to put in the work to do it, because that’s what it takes. I feel like a big reason that that 96% is 96% is because they don’t do anything to grow or take responsibility because it is your responsibility and no one else is. I love it and again I’m not going to get into your personal life but I do want to point out something. Everybody likes to say that I can’t become successful because I have this going on in my life and I see people that are newly married. They say, I want to grow my business, but I just got married as a kid, just as a kid. I see people, people that, one of our clients this year, her husband passed away and she had her best year of all time. And I asked her why. And she said, because, um, we worked so hard as a couple to build the business. And when he passed, I recognized that, um, you know, it didn’t help to pout about it. I was just going to focus on growing the business to kind of honor what we had built together. I think of another client that recently they’re growing their business and a weather situation attacked their business in a way that, you know, if you live on the coasts, weather can hit you. And their business was ravaged years ago by disastrous hurricane weather. And they went on to have their best year of all time. And I’m talking to the owner and he’s going, man, I, you know, now the challenge for him with his particular business is staffing because more and more people are harder to find to work in his particular industry. But again, we can all make excuses or we can all step up and make it happen. So I encourage everybody out there, if you’re looking to grow your company, you can go to thrivetimeshow.com, thrivetimeshow.com, and you can click on the little consulting button here. Oh, let me see here. You can schedule a free 13 point assessment. Let me go there right now. Feeling the flow, working it, going to Thrive Time Show. If I spell it right, it helps. Go in here, awesome. And I click here, boom. And you can schedule a free 13 point consultation with myself and I’ll teach you all the systems that I have in place to help you grow your company. Or if you’re looking for eyelash extensions, and I know that I’m not, but if you are, you can go to theextensionist918.com. Kendra, thank you so much for joining us. I really do appreciate you. Thank you. Take care. Now, Sean, a lot of people reach out, they go to thrivetimeshow.com and they always ask me, they say, Clay, what do you do? And so I’ve tried to explain it in as succinctable way as possible. But first thing we do, you know, Sean, a lot of people go to Thrivetimeshow.com or I’ll see people at a tour, I’ll see them at an event. People will reach out to us and they’ll say, well, what exactly do you guys do? And if I had to explain it to you succinctly, we essentially grow businesses seven times faster than the average business that doesn’t fail. Although Inc. Magazine does show that 96% of businesses fail by default. So if you go to Inc. Magazine you see that 96% of businesses fail by default. So I guess one benefit is our clients don’t fail, but the next thing they do is they grow seven times faster. So what we do here is we help you reduce the working hours that you’re working and decrease your costs while increasing your sales and your profitability. And then since 2006, we’ve got a team now that does graphic design, photography, branding, print media, photography, videography, digital marketing, systems creation, public speaking, coaching, booking, workflow mapping, search engine enhancement, PR, marketing. We do a lot of PR, a lot of monetizing. We help people to grow their business, their podcast, their dentistry, their law firm. But what we do is we document those success stories over here at Thrivetimeshow.com. If you click on the testimonials. And since 2006, I have over 2,000 success stories. So if you’re out there today and you want to become the next success story, what you have to do is you go to Thrivetimeshow.com and you click right here on growth consulting and you schedule a free 13-point assessment. And that free 13-point assessment, what that does is that schedules you a time to meet with me so you and I can go over where you’re at versus where you want to be. And then if you want to work with us, I charge $1,700 a month. It’s a flat rate of $1,700 per month to help you grow your company. And again folks, if you want to learn more about that, we’ve got the in-person workshops, we’ve got the one-on-one coaching. Sean, how long have you worked here as a consultant? How long have you worked here? Doing consulting was about 18 months after I came on board so it’s coming up on five years. Five years and just think of a few clients off the top of your head that have had massive growth. I mean I think about what Levi Gables. Oh yeah Levi’s he’s working on company number three and four right now. What’s his company called? His original company came to us called GEI-USA.com. GEI-USA.com. That’s a client you’ve worked with. He’s had tremendous growth. We just did an interview with Kandra, the attorney, James. We worked with him. Who else can you think of? Nick Holman. We grew his business by five-fold and we decreased his workload. That’s a cabinet company. Yeah, the cabinet guy. Yeah. So again, if you’re out there and you’re saying, I need to see the success, I need to see the documentation, I need to see the proven plan, all you’ve got to do right now is go to Thrivetimeshow.com, Thrivetimeshow.com, and you click on testimonials, and bam, you can see what we do. My name’s Clay Clark, I’m the former U.S. SBA Entrepreneur of the Year. I’ve built all the systems, built all the processes, and I’ve been, since 2006, coaching clients, and along the way I’ve started to discover great people like Clay Stairs or Sean Lohman or Andrew or different members of our team, and we teach them the processes so that they can help you grow your business for less money than it would cost you to hire one minimum wage employee. If you hired one minimum wage employee out there full-time, it’s gonna cost you about two grand a month after taxes, insurance, et cetera. It turns out we’re less. Turns out, this just in. So schedule that consultation today by going to thrivetimeshow.com, click on the business consulting button right there, click on the red button that says schedule your free 13-point assessment with me, and you can schedule that today. Shawn, I appreciate you. And I want to remind everybody out there, Shawn, you smell terrific. 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 want to do is we want to 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 what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, you know, asking our customers for reviews and now we’re the highest rated and most reviewed Pest and Lawn 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, like 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, we booked more deals last week than we did the first five months of last year, from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. And it’s incredible, but the reason why we have that success 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, that way 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. But that, like the diligence and consistency in doing those, and that system has really, really been a big blessing in our lives. And also, it’s really shown that we’ve gotten the 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 what was going to happen. 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 I had to get out of this rut that we’re in but Thrive helped us with that You know that they implemented those systems that 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 proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. 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, and graphic designers, and web developers, and they run 160 companies every single week. So, think of this guy with a team of business coaches running 160 companies. So, in the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from start ups go from start up to being multi millionaires teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has 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 was 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 and they were super excited about working with him. He told me, he’s like, I’m not going to touch it, I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. 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 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. 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. Here’s the house. 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 fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. 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. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna 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 egyptic chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on hot coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. 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 3-4 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, you know, 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, fall asleep to it, it’s very boring, and then we’ll book a discovery day, and you come and you can spend a day or two with us, make sure that you actually like it, make sure you’re training dogs on 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 Canine, to run your own Tip Top Canine, 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 Ryan and Tip Top K9. They did a phenomenal job and became really good friends with Ryan 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 whatever, and seeing a 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