Business Podcasts | Peter Taunton | The Founder of SnapFitness.com Discusses the Daily Routine of Super Successful People + Celebrating the 566% Growth Rate of Wes McPherson + The Power of the Dream 100 System

Audio Transcription

Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you. And they have a lot of time on their hands. This started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zuma. Eight kids co-created by two different women. Thirteen multi-million dollar businesses. Get ready to enter the Thrive Time Show. We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. 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 break down the books. Well Thrive Nation, we all have goals. I would hope you have goals, goals to achieve maybe time freedom or financial freedom or things you want to do with your life or people you want to spend time with. And the question I have for you today is, why do some people seem to be able to get so much more done in a typical day than everybody else? I mean, you look at some of the most successful people on the planet and they have 24 hours every day just like you have and just like I have. And so on today’s show, I really want to dive into the, kind of do a deep dive into the wisdom of Peter Taunton and ask him how is it possible that he’s been able to open up Thousands and thousands of franchise locations when many people struggle to build one successful company How has he nailed it and scaled it time and time again now any further ado Peter Taunton? Welcome under the Thrive Time Show. How are you sir? Hey Clay doing great great to be back again So looking forward to it and a great way to kick off the line of questioning. Look, for me, as it relates to staying organized and getting so much accomplished, it starts with probably the same way you do it. I start my day with a punch list, and it’s something I’ve been doing since I’ve been 12, 13 years old, which is just the things that I want to try to objectively get done every day. And it’s really great discipline, and I’m thankful that I started it at an early age. I prioritize the things that I want to get done, or I list them in order of priority. And then if they’re still sitting on that list four or five days from when I originally added them, then I reflect on them. I really think about how important is it. And then the other side of it is, look, it’s easy to come up with 10, 15, 20 things, and that becomes almost insurmountable. So, you’ve got to be great at delegation. And that’s something that I’ve been very, very fortunate with. I’ve had good people on my team that I can look at the things that I need to objectively get done and then delegate accordingly. So it’s literally divide and conquer on the big movers. That’s key. So let’s talk about it right now. I mean, you have achieved tremendous success today, but before you had achieved big success when you were just getting started, if we can go back to the Snap Fitness days and just give people some context, how many Snap Fitness locations did you ultimately sell before you moved on to your next thing? Well, look, what I did, I expanded my brands. I had been in the fitness space for so long and I created such an amazing infrastructure that I sat back one day and I said, look, I should be adding to my arsenal of fitness brands because I’ve got this administrative infrastructure where I can very easily plug in the admin as I’m launching brands. So I had Snap Fitness, then I went out and I bought an acquisition of Nine Round. I bought them when they had about 18 locations, became a partner of theirs and grew that brand and created Fitness On Demand. Those are all brands that are fitness related. And you know what, I don’t need an attorney or a CFO for every one of those brands. I have this administrative infrastructure where I can leverage multiple brands. So that’s what I’ve been very fortunate at doing and just continue to build brands. And my sweet spot happens to be in the health and wellness space. But obviously, I’m stretching myself a little bit now going into nautical bowls, which is a, you know, a food, you know, a fast food product. Now, back to your startup days, I guess. When you were building your first Snap Fitness, how did you come up with the time needed to get that done? And if you can go back, memory lane, what were the kinds of things that you were doing back then to make your first Snap Fitness location successful? Well, starting a brand, you just have to pay attention to everything. You can’t afford not to have your hand on the pulse of every aspect of the business, because that’s your baby that’s in your hand. So you’ve got to understand everything. For me, I made sure that I fully understood every facet of the business before I started adding human capital to it. And then I made sure that when I was adding the human capital to the business, I made sure that they understood exactly what part of the business was theirs to manage and to keep an eye on it. So that was something I’m very system process-orientated, almost like a head coach on a football team. I’ve got a number of players. They all have roles to play. And I reel everyone in. Sometimes it’s just one department. Sometimes it’s multiple departments having meetings about objectively what are we trying to do to push the ball down the field. And that’s been my management style, honestly, Clay, 25 years. You know, again, you do a very good job of this, and so it’s become very obvious, I think, for you or very intuitive to you, maybe. But you wake up every day and you make this punch list of stuff that needs to be done. And when I talk to wonderful entrepreneurs that are in-person workshops, they always tell me, Clay, I just struggle to get things done at the rate that you guys do. So I want to just tap into that. I mean, obviously you have a lot of success now, but we go back to when you’re building SNAP fitness. What time were you getting up every morning? You know what? I’m probably getting up the same time I do now. I just have this internal clock. I usually am rolling out of bed around 6.15 in the morning. I never set an alarm clock. I usually go to bed about 10.30 and I’m up by 6.15. I’ve been like that since I’ve been a small boy. I’ve always been an early riser. And, you know, for me, objectively, I think being able to get a lot accomplished. To some of your listeners out there who struggle to get things done, my first question to them would be, look, the first thing we need to do is make sure that we’re working smart, that we’re not working, people tend to head down this path of things that they’re most comfortable with. And I tell them, look, it’s okay to get uncomfortable. You got to start focusing on the material movers in your daily routine. What are the big movers that you got to make sure that those things are, that you’re on top of? Because if those big movers, if those material items are not getting accomplished every day, you’re going to have issues. So working smart is key. Identifying what are the big movers and then focusing on. You mentioned that you wake up every day at 6.15-ish. Most, I mean, I’ve yet to interview a successful entrepreneur that either doesn’t get up at six in the morning or before, or who doesn’t intentionally stay up three or four hours after everybody else goes to bed to plan their day. And I’ve only interviewed one super successful entrepreneur that stays up late, that’s their strategy. And I said, really? Then that’s the co-host of a lot of our podcasts, Dr. Robert Zellner. I remember him telling me years ago, he said, after everyone else has gone to bed, I like to stay up for two or three more hours to plan out my day. And I’m like, really? That’s your thing? He’s the only person I’ve heard of. Everybody else seems to get up a couple hours early. Why is it so important whether you stay up late or you get up early that you have those two or three hours by yourself? Why is that a critical thing? Well, I think the morning, personally, I’m with you, Clay. I’m not a guy that’s going to do that at night, because what that’s going to tend to do is going to put my mind in the business mode, and then I sit and stare at the ceiling when I’m laying in bed. So that’s never been a good one for me. And before I wrap up my day every day, and I don’t have a specific time, some days I can wrap up a little bit earlier, but I give it exactly what it takes. But I never push away from this desk without a full expectation of what I want to get accomplished tomorrow. Okay. Because when I push away from the desk, in my mind, I’ve settled with the fact that I may not have gotten everything done but I got enough done and it’s going to be there the next day. Here’s what’s very important for a lot of people to understand especially those that are looking to start a business. It’s very seldom that you’re going to go to bed and have everything done. Okay that feeling of everything’s done because if you’re really an entrepreneur and you’re always thinking about ways to drive and grow your business your work is never done, right? And you got to accept that fact that you’re always going to be thinking about how am I going to grow the business? You’re always being innovative and evolving. That’s key in any business. So, you know, I guess you got to get comfortable with yourself not being done with everything and then don’t beat yourself up if some things get pushed to the next day. Because as you said earlier, in the start of this podcast, look, it doesn’t matter how much money you have, we all get 24 in a day. You can’t buy more and you don’t get less. Let’s just try to make the best juice of it we can. I find that, you know, the Bible actually talks about in Proverbs, it says, for a companion of fools shall suffer harm. You might hear other self-help individuals might say, you become the average of the five people you spend the most time with. Napoleon Hill wrote extensively about the power of masterminds. And I always tell people, and maybe you don’t agree, but I always tell people, when you get to the end of your day, look at who you spent your time with, and there are certain people that will just suck up massive periods of time. And there’s one person in my life, I won’t mention their name, but I know if they call me, it’s going to be an hour and a half, highly emotional conversation, at no point has a point, and they’ll somehow make you feel like the world is collapsing, regardless of whether this call was today or 10 years ago. They just have this ability to create urgent emotional topics that have no point. And then there’s other people you talk to and every time you talk to them, it seems like it’s a win. It’s an action item. It’s something you can do. Can you tell me about maybe your rules and boundaries for just people in your life? Because I think there are certain people that have a way of taking the room down and other people that are very additive and they tend to add to every conversation, they add a lot of value. Let me get your thoughts on that. Yeah, you’re exactly right. And I’m glad that you share that and you share that with your following because it’s, it’s, it’s a valid point. Look, you know, misery loves company. And I say this all the time, you know, the five guys you hang around with, what are you doing? How do you guys show up every day? And a lot of people, they don’t reflect and think about it, but they’re doing the same thing day in and day out. They’re a little bit cynical. They’re, they’re upset that they’re probably not doing as well as some of the people around them. So they’re a little bit envious. They’re a little bit passive aggressive. Look, I get it. And also, they’re the first to throw a wet blanket on someone within the group if they have an idea of what they want to do to further advance themselves. So I’m a big fan of what you’re saying. Look, just be selective on the people that you give your time to. And it gets right back to your point earlier. You get 24 hours in a day. And if you’re if you’re sleeping seven or eight hours of those days, you know, there’s just not a lot of time. Be selective on who you spend your time with and make sure that there’s value that that every that you bring to your friendships and they bring to you. It’s not that you got to give everyone the Heisman. But look, you know, make an effort to surround yourself with people that are ambitious, they get up every day with a purpose. You can’t lose when you’re around people like that, especially if they’ve been successful, if they’re humble, if they’re compassionate to others, they’re driven. All those things are great add-on qualities to success. And some people completely lose it. As they become more successful, they lose that grounded humbleness, which I think is important how you show up every day. Now let’s talk about this here. As far as having a to-do list, if somebody buys the Nautical Bowls franchise, or they decide to run their own company, or maybe a combination of both, they’re going to have to have a to-do list and a calendar. And I know this doesn’t seem like it’s a super complicated idea. It might not seem magical or incredible or an epiphany, but really, I find a huge gap between the people that get things done and those that don’t. The people that get things done always are seeming to carry a to-do list and they have a calendar. And the people that are not successful do not have a calendar and they don’t have a to-do list. So whether somebody buys the nautical bowls or they don’t, could you maybe talk about why it’s important for everybody out there to have a to-do list and a calendar? I think it’s on the, personally, I think it’s on the franchise oracle. For us, with our franchisees, we give them a daily, weekly, monthly, annual assessment of everything that needs to be done. So they don’t have to wake up. And every day that ends in Y, they have exactly what it is they need to do to drive their business. And because this business, Nautical Bowls, just like most businesses, you’ve got to get up every day. You’ve always got to be plowing up new ground. You’ve always got to be making introductions to new clientele that continue to drive your business. I think in any business, if you get the mindset that you just have to unlock the door in the morning and then lock it at night and just wait for the phone to ring and the door to swing, I think that you’re leaving a lot of opportunity on the table. So for us, we always try to set people up in a way that they can be successful. I always say, anyone can be an all-star if you set the bar at your ankles. So we set the bar high for our franchisees because we want them to succeed. We learned early on, the more money our franchisees make, the more franchises they buy. It’s pretty simple. We’re motivated. Our interests are completely aligned. I don’t get paid unless they sell bowls. So what do I do? I want to help them sell as many bowls as possible and to prosper as much as possible. And again, this is some profound stuff here because you, if someone buys a Nautical Bowls franchise from you, you’re not going to give them maybe a profoundly new exciting new marketing strategy every day. You’re not going to give them this new innovative world changing mind boggling, because I think a lot of people are looking for a new thing every day, a new thing of the month, a new thing of the week, a new thing, a new idea, and they jump from new to new. There’s an addiction to new, new girlfriend, new car, new business, new idea, new podcast, new, new, new. But I find the people that are super successful, they find a way to renew and to focus on the things that they need to do on a daily basis. So if I go to Nautical Bowls and I buy a franchise, why do I have to follow the daily checklists, reach out to what we would call the Dream 100, those locations, tell them about your new product and consistently get reviews? Why do I have to do those things as opposed to hopping to a new marketing strategy every day? It’s key. And I tell you what, I think measuring every marketing initiative that you do so you can have the supporting analytics on everything that you do, measure everything that you do. And the things that are yielding a result are the ones that you hang on to. So for us, following our playbook, that’s exactly what we’ve done. We’ve gone out, we’ve tried a number of different things, and we can tell you what works and what doesn’t. In fact, furthermore, we look at analytical data of the ages, income levels, spending habits of every area across the United States. So when we go into a market, before we even open a store, we’ve got a good indication as to what percent of that population is likely to be one of our customers. So we don’t go into into any market blind, we go in with our eyes slightly open to what the opportunity may bring. All right. So and then for us, we give them the playbook day by day, and we tell them straight up, hey, look, this is nothing sexy. This is a business, one full time employee, 10 part timers, you’re going to do the same thing day in day out, you’re going to make money, you got to follow the playbook. This is what being an entrepreneur is. If you get up every day and think you have to come up with a new marketing idea, number one, it’s going to be exhausting. Keep in mind, the people that are walking by your store, many of them, it’s the first time they’ve been by in a week, a month, some people a quarter. So you’ve got to continue to stay out there, casting lines, and introducing your product to new people. And then when you get them, to your point, if they have a great guest experience, ask them to leave a Google review, right? Absolutely important. Ask them to refer us to a friend. All these things are critical to growing your business. If I buy a Nautical Bowls, let’s just say I buy a Nautical Bowls and I have the franchise, I go to nauticalbowls.com, I schedule the initial consultation, which is free by the way. I work with your team to get the financing, which you guys have made turnkey and very easy, by the way. I then fly out there, I get the hands-on training, which you guys have done a phenomenal job of simplifying. I have all the checklists and all the systems. And if I don’t, there’s three things I want to ask you about. If I don’t get those Dream 100, was what we would call it, or you might call it the outreaches to local businesses in the community where you show up and give them free samples of nautical bulls, what’s going to happen to my business? If I do everything else on the daily checklist, but I don’t reach out to local businesses and local people in the community and expose them to nautical bowls, what’s going to happen? Well, number one, if you’re not, if you’re the Dream 100, which I love, your whole thought process behind it, that’s just part of business. If you don’t do the things, if you don’t do the day-to-day block and tackling of bringing your business to the people, your business ultimately is going to suffer. And that is the uncomfortable part for being a business owner. Look, there’s nothing more exciting than owning a trendy, thriving business. And I tell you what, the other blessing to a Nautical Bowls franchise is, it’s not technical, it’s not complicated, but you need to do these things day in, day out, and the work never stops. You never stop, your dream 100, you’re always getting out in front of them because those are the people that are driving your business. It’s absolutely key. You know, I always think about my podcast too. There are certain people I’ve had on my show over the years, you know, Damon John or John Maxwell are different big names and so many of them, it’s funny when I talk to them, they’ve tried for years to be on my show or vice versa. There are people I’ve wanted to have on my show for years like Guy Kawasaki and for whatever reason, we couldn’t ever make it work. And then, boom, it worked, but it was years of consistently reaching out. Where people like Robert Kiyosaki, it’s the reverse, and then he ended up being on our show. So there’s just, I encourage people, make a list of those Dream 100 local businesses that you want to earn their business from, the Dream 100 contacts that you want to get, maybe the Dream 100 guests you want to have on your show. It’s very important you do that. Second is getting those Google reviews. So what if somebody just doesn’t, you know, they’re doing the Dream 100, they’re following the systems every day, but they’re just not getting objective reviews from happy customers, even if they come in to nautical bowls and they enjoy their experience. What happens if somebody doesn’t proactively ask for those objective Google reviews? I think personally, if one of our franchisee is not doing it, then I’m gonna give them the benefit of the doubt and just assume they don’t understand the value of a Google review. Think about it. A Google review is one of your guests, one of your customers that goes online to take a minute to say, hey look, I want you to know something y’all. Medical Bulls has a great product, great guest experience, great service, in and out of there in a matter of a couple of minutes. I’m not sitting there waiting 10-15 minutes for my bull. You’re gonna love the product, you’re gonna love the guest experience. It’s a different message when it’s coming from a customer as opposed to coming from the owner. And I think people underestimate that. I personally, I know you have hundreds of thousands of reviews for one of the brands that you’re involved with. That is a tenacious, consistent effort that you’ve put forth probably for years. And it’s something that you never stop doing because a Google review will never hurt. A Google review is something that you’ve got to do. It’s good for the business. Now, you get those Google reviews, you do the Dream 100. Now, what happens if you ever stop the weekly process of interviewing potential candidates? You know, in our businesses, we always tell owners every single week forever, whenever somebody applies for a job, it’s very important that you find an expedient way to interview potential job candidates. We have a system called the group interview, which a lot of our clients do, but on Wednesday nights at 5.30 in my companies, anybody who applies at all, we interview all of them every Wednesday night at 5.30. So there might be five people, there might be 10, but we tell everybody who applies, this Wednesday at 5.30, we want to interview you. And I see so many business owners that don’t take a proactive approach to hiring. And even though Nautical Bowls doesn’t require a lot of employees because of the efficient systems you’ve built, what happens if you ever stop looking for new talent and you stop recruiting in your business and you begin to think that, well, I have good people, there’s no need to keep interviewing. Look, I think, number one, when you’re interviewing people, it’s another potential customer. It’s another potential advocate out there on your business. If you’re interviewing process, you’re asking probing questions. And because people generally, for the most part, if you’re in a people-facing business, they like to talk about themselves. They like to talk about what they like to do and all these things. So worst case scenario, you’re going to make a friend. You’re going to make a connection. Even if you don’t have something, invite the people in for the interview. Make some sort of notation, how they interviewed, what you liked about them. Maybe some things that you didn’t necessarily care about, but make those notes. But at the end of the day, what are you doing? You’re making a connection. And that’s a good thing. We did that with our fitness brands too. Anyone applied, we interviewed them. And in many cases, those interviewees became members. So there’s a lot to it. Now let’s go to nauticalbulls.com. I’m going to pull it up right now and put up the website right now, folks. And here we go. I’m on nauticalbulls.com, and I want to really make this as effective as possible for everybody out there listening. Somebody out there, nauticalbulls is absolutely the right fit for you, and somebody else, it’s not the right fit for. So, Peter, for anybody out there, who is a good fit to inquire about buying a nauticalbulls franchise? Well, most of our franchisees, I would say all of them, they’re entrepreneurial spirited, and they all are, they all don’t, they’re not bothered by a people-facing business. Okay, I always say, look, if you don’t like interacting with people, that’s fine. It’s not that you can’t be a Nautical Bulls franchisee, but you’re gonna have to hire a manager because someone needs to be the face of the brand. We’ve been fortunate. Every one of our franchisees, they love people, and they do a great job of reaching out to their customer base, creating a community and culture within their four walls. Training, I mean, we spend – half of our training is about the bowl itself, the product knowledge, but the other half of it is operationally. What is it that makes our brand special? How do we create the community and culture? Why do we do the marketing the way that we do it? What is our brand message? All of that is absolutely critical. How do I talk to this profile of a customer as opposed to that profile? There’s a lot to it, but at the end of the day, if you notice on our videos, the guests are smiling, people are smiling, they’re having a good time, and that’s the vibe of our product. You know what? We fall under the class healthy, fast, casual. Most of our customers, they lead an active, healthy lifestyle. So given a choice, they want to have a healthy alternative. It’s not that they can’t have burgers and pizza. I certainly do, but you know what? In most cases, I want to lean towards something that’s going to fuel my body with lots of great vitamins, mineral, antioxidants, and that’s what this product is. It looks beautiful, but we’re not dessert. That’s a meal replacement. It’s important to understand that. And in closing here, what does it cost to buy a franchise and what’s the first step I need to take if I want to learn more about buying a nauticalbowls.com franchise? I would just click on the upper right where it says franchise. Click on that, you’re going to fill out literally a short profile and then one of our people will reach out to you and just explain. And you know what? This is not a high-pressure sales tech. Look, we’re going to be very, we’re going to inform you about what the product, what our franchisees love about it. We give you an opportunity to sit in on a discovery day. You also have an opportunity to sit and talk to actual franchisees in our system. Without any of us on the phone, you can ask them all the tough questions. So we have nothing to hide. We’re very proud of our brand. And look, we’re the fastest growing acai bowl brand in the country. In two years, we’ve awarded 178 territories. We’ve got 54 open, and we’ve got, boy, I think 60 or so locations actively under construction right now. So we’ve got a lot to be proud of. That’s incredible growth. And again, folks, to learn more about it, go to nauticalbowls.com. That’s nauticalbowls.com. Peter Taunton, thank you for carving out time for us, and we’ll talk to you next week. You’re the best. Take care, Clay. Andrew, you know what is always exciting for me? You know what is never boring to me? You know what always pumps me up? It’s when we have great clients who are implementing the proven system. It’s fun to see it because when you have a business and you don’t know what to do, it can be very frustrating. But it’s also frustrating as a business consultant when you teach people the proven plan and they simply don’t want to implement the program. Which is why I’ve always been doing this month-to-month because if somebody will not implement the plan I just let them know, hey, if you don’t implement the plan it’s probably not a good fit. But on today’s show we are joined with a couple who has been diligently implementing the systems. These guys are growing their business by over 500% and now without any further ado it is now time for yet another edition of… Wings of the League! Andrew, put some shrimp on the carpet! It’s unbelievable! Andrew, get from below! Get out the piñata! Andrew, these free-throwers are really doing their best! You smell like a winner! Andrew, you do smell like a winner. Unbelievable, Andrew. You do smell like a winner. Oh, wow. Wow. Hey, Wes! Welcome on to the Thrive Time Show. How are you, Mr. Wes McPherson? Good. How are you, Clay? Brother, I’m fired up about your growth. Fired! Fired up about your growth. I’m getting excited, Andrew. I’m getting excited. Wes, how did you first hear about us, brother? So, I literally just Googled. I was looking for some business podcasts just to get some insight, and you guys popped up and I started listening to it. I don’t know, within about two days I think I listened to probably 20 podcasts. I just actually reached out to get the book for the internet, or the website stuff. Yeah, Julia reached back out to me and we ended up working together. What’s the name of your company, my friend? Organized Storage Solutions. Where are you guys based? We are based out of Rodesville, California. We actually just opened a second location in Reno, Nevada. You guys are having growth. So many people, so many people, when they hear about you guys having the 566% growth, Andrew, it’s almost like their creativity stops and they stop to believe it could happen for them because they think, oh, this guy Wes must be a freaking genius. And again, I never want to be a backhanded complimenter, but Wes, you are very normal. You come across as a normal, good dude. You come across as a high integrity guy. Both you and your wife are great people. What would you say to somebody listening out there that’s maybe thinking about coming to a conference, but they’ve been putting it off because they’re going, you know, I don’t know. I don’t know if I can do it. This guy on this West guy sounds incredible. What would you say to somebody who’s thinking about reaching out or attending a conference but has been putting it off because they’re maybe thinking that they don’t have what it takes? You know, I would definitely do it and here’s why. Like when I first started talking with you Clay, that first initial conversation, you know, a lot of the times people are, you know, I was one of them thinking, you know, can I afford this? And then in the back of my mind, I’m going, how can I not afford this? Like, what’s the worst thing that’s going to happen? My business is going to grow, we’re going to make a bunch of money and we’re going to be a lot happier, right? Other than struggling day to day, just trying to make something happen on our own. I find that a lot of people find it unbelievable that we only work with 160 clients and that I actually do interface with each and every one of my clients whenever they have a need for a personal call. You and I have hopped on calls before. I know we’ve done calls. I’m not going to ask you to share what those calls have been about, but could you maybe share about my accessibility for you as a client? Yeah, it’s very accessible. I mean, if I am just completely struggling, usually Julia can help me. Typically though, she’s like, hey, I’m going to have Clay call you. Perfect. You call me within probably six to seven hours I hear from you. That’s probably the worst case scenario, to be honest with you. That’s why I only take on 160 clients because I’ve been doing this since 2006, 2005. Every business matters. Andrew, you know that. Every client matters. Yeah, they all have a business. When you guys have a question, I’m thinking, I’ve got to be able to call this guy back. And, Andrew, you know this. I’ve had my phone off because we’ve been on our project Save America right now. We’re interviewing so many. We’re interviewing governors, lieutenant governors. We’re interviewing decision makers, county commissioners, elected officials, Roger Stone, who President Trump just pardoned. We’re interviewing all these people right now to try to get the truth out there to the American people. We’ve been in the studio for about six hours here. I bet you I’ve missed 40 calls or text messages. I’ll return all those calls, and I’m honored to do it. Wes, explain specifically what the conference has meant for you and your wife, Kelly. The conference was great to actually get to meet you guys and make sure that you’re real people, right? Not just robots trying to tell us what to do. But it really just… It’s so simple that you guys break it down so simple that anyone can understand it. And just working with you guys has helped us just by having somebody push us along, right? So like even though you know, you need to be doing something you’re like extra marketing when COVID hits, right? You’re like, should we be doing this? And you guys are like, yes, do it, do it, do it. And it’s turned out to be great. So I want to brag on you guys for a few specific things. And then I’d like for you to be able to share any more details if you’d like. You guys are doing the checklists. I think Kelly specifically is really killing the checklist game. Your wife, she’s doing the systems. So many people fight back about checklists. It’s weird. I mean some people just like, I hate the checklist. But some people just for some reason want to fly by the seat of their pants. I mean your wife is just the queen of checklists. Talk to me about how checklists have helped you grow your company. They’ve been great because it takes the thinking out of it. You literally have everything that you need on a piece of paper and the guys just check it off as they load it into the trucks. There’s no thinking of, oh, did I forget this? Did I miss this? Did I do this? Well, if it’s checked off, you got it. You should be good. So it actually saves time. It saves people having to come back and forth from the warehouse back to the job sites because they already have everything because it’s checked off. And if they are coming back and forth, it gives us a reason to ask them, hey, why are you doing this? All the checklists are checked off. Oh, you didn’t do the checklist properly. Gotcha. But I think my wife knocked out about 20 of them. Oh, she did. Powerhouse. Powerhouse. And what’s your last name? McPherson. McPherson. Now, again, your website, for people out there that want to look at your website to verify you’re real people, what’s your website? It’s organizedstoragesolutionsinc.com. Now, folks, I want to make sure you get this if you’re listening right now and you’re going, what are they doing? How are they growing this much? There’s a lot into the system. I mean, it’s like a 15-page business plan I make for every client. So I don’t have time to get into all of it here, but I just want to build it for you to see a little bit of the detail. You guys, this is what I love about you guys, you know this and I know this, but the listeners probably don’t know this. Optimizing a website requires that the client implements Google’s canonical compliance system. If you want to be top in Google, Andrew, there’s four variables that get you to the top of the Google search results. And that would be canonical compliance. That would be mobile compliance. That would be you’ve got to have the most original HTML content? Yes, that would be… You’ve got to have the most Google reviews. Right, and so sometimes you have to make compromises. You have to make compromises and maybe compromise the way the website looks. Maybe you want it to look a certain way, but to rank higher you have to compromise and maybe make it look a little differently than what you want to. But we’re not doing it because we are choosing to do it. It’s not like we want to design your website to look a certain way. It’s Google wants your website to work a certain way in order to rank in the search engines. Wes, you have diligently implemented the systems. Can you explain what it’s been like to work with our web team? It’s been awesome. It’s been easy. They’re literally on it. As soon as you need something done, it’s literally changed within their time frame that they give you. And it’s been great. It’s helped our business. The group interview. Let’s talk about the group interview for a second. So many people say, I can’t find good people. I can’t find good people. Now, we have entire shows, and if you’re in the coaching program, we’ll break down all the systems on how specifically to run the group interview, the checklist you need, the onboarding documents, the hiring paperwork, the legal stuff, all that. But what kind of impact has the group interview hiring process made for your company? Oh, it’s awesome because you’re not running around trying to meet all the people that you’re supposed to be meeting. You’re not trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re supposed to be meeting. You’re trying to meet all the people that you’re not running around trying to meet all these different people’s schedules. You just give them a time, tell them when to show up, and if they show up they’re interested. If they don’t, you’re not wasting your time with a bunch of people that aren’t really interested. There it is. I mean folks, if you’re out there saying you can’t find good people, I mean the group interview system, if you implement it, it will help you to find good people. A final question I have here for you. Somebody out there is thinking about reaching out to us. They know it’s month to month. They probably listened to a lot of testimonials. I think at this point, Andrew, before this call, John was telling me, we have over a thousand success stories? Yeah, there’s so many. I mean, there’s so many. I mean, but somebody’s going, well, I don’t know. I mean, I just, you know, and then you say you’re going to do a 13-point assessment, but will Clay actually, will I actually do the 13-point assessment with me specifically? Could you explain what that initial conversation was like with our team and then with myself there, Wes? Yeah, it was great. I mean, we talked to Julia initially, and she kind of explained everything to us, went over it. And again, like I said, I didn’t know if I could afford it at first, but then in the back of my mind, I was just like, how can I afford not to do this? I can only imagine, I mean, just talking with you, and then Clay called me after Julia talked to me, and we went over the 13-point assessment, and you kind of just went over some goals with us, what we wanted to hit, and you did an outline based on that. And I’m going to say ten months in, we’re pretty gosh darn close to hitting our goal that we had for an 18-month view. Brother, I am proud of you, and I’m saying this not so much prophetically as it is just mathematical certainty. You’re going to have massive success. And the only thing that can really screw it up at this point is your governor. Governor Adolph Newsom, I believe is the name of your governor. That is it. I mean, seriously, am I exaggerating the jackassery of your Thanksgiving canceling, Governor? You are not. It’s unbelievable. Yeah. True jackassery, but I appreciate you guys pushing through, because you know what? A lot of people say, I can’t grow my business because of this 2020 craziness, but you did not let that be an excuse. You focused on what you could do. You did not let what you could not control keep you from doing what you could control. That right there is a powerful teaching moment. You didn’t let the things you couldn’t control stop you from doing the things that you could control. That is a powerful lesson for the listeners out there. Wes and Kelly, thank you so much for joining us on today’s edition of the Thrived Time Show. Yeah, thank you for having us, Clay. We appreciate it. Yeah, one more time. What’s your website address and what do you do? So it is www.organizedstoragesolutionsinc.com and we do garage enhancement. So we do epoxy floors, garage cabinets, overhead racks, shelving systems. And we make your garage a place that you want to go to instead of avoid. I tell you what brother you are an absolute dream client it’s been an honor to serve you guys I cannot wait to see you soon maybe at another conference here in the not so distant future and I hope you have a wonderful night. Hey you too thank you very much. Take care brother bye. And now without any further ado 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. Okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent 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, 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%. 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, 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. 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 when 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 I said, the diligence and consistency in doing those and that system has really, really been a big blessing in our lives. And also, you know, 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… Okay. 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, and 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 going to take in order to really succeed. We just want to 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’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. I established my practice here in Tulsa in 1985. One of the things that I hear in my world a lot as a business consultant from business owners is they will tell me, Clay, I want you to help me, but my industry is different. On today’s show, I’m going to introduce you to a wonderful client who’s a pediatric dentist. I’m also going to introduce you to a wonderful client who’s a real estate agent. I’m also going to introduce you to a wonderful client who does mortgages, and a wonderful client who’s a family doctor, and a wonderful client who trains dogs and a wonderful client who runs the UPS stores for all of Canada. Then I’ll introduce you to a wonderful client who has a massive real estate empire, real estate franchise empire. Then I’m going to introduce you to a wonderful client that sells new homes. Then I’m going to introduce you to a wonderful client who sells insurance. And then a wonderful client who runs a church, and a wonderful client who sells insurance. I think I mentioned that. A wonderful client that has a research lab. At the end of the day, you’ll discover that if you will follow the proven systems that I will teach you at our in-person workshops or through our one-on-one coaching program, it’s like if you’re tired of throwing gutter balls and you want to have success, this system will absolutely change your life. It’s a step-by-step system. It’s a linear workflow. It’s going to absolutely change your life. Without any further ado, here is Dr. Morrow sharing about how this system has changed his life and his business’s life and the lives of his employees and the growth of his pediatric dentistry. So, here we go. 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. And Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklist, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy’s just amazing. This kind of guy is working 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. Every 6 to 8 weeks he’s doing Reawaken America tours. Every 6 to 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. So 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 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. 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. Clay has been an amazing business coach. Through the course of that, we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. 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 any time I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember, we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns, because our clubs were all closed for three months, and you have $350,000 of bills you’ve got to pay, and we have no accounts receivable. He helped us navigate that, and of course, we were conservative enough that we could afford to take that on for a period of time, but he was a great man. I’m very impressed with him. So Clay, thank you for everything you’re doing. And I encourage you, if you haven’t ever worked with Clay, work with Clay, he’s gonna help magnify you. And there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day, and literally the rest of the time he’s working. And he can outwork everybody in the room every single day. And he loves it. So anyways, this is Charles Kola with Kola Fitness. Thank you, Clay. And anybody out there that’s wanting to work with Clay, it’s a great, great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys, bye-bye. Thank you, Clay. Okay, we got you. Okay, we got you. So I can close my phone down. Yep, let’s close the phone down. Okay, you got it? Okay, I got it, there we go. May the interrogation begin. Here we go. Three, two, one, and. Well, I know that many of you may consider coming to one of our in-person workshops or becoming a one-on-one business coaching client. But before you decide to take action and to invest the time in doing a free 13-point assessment with me or invest in the time to come to one of our in-person workshops, I thought you should hear directly from one of our longtime clients who’s had a lot of success so he can share with you about his experience. So without any further ado, Charles Ulrich, welcome to the Thrive Time Show. How are you, sir? I’m doing great, thanks. So Charles, I got to ask you, how did you originally hear about the business coaching services that I provide, sir? I was listening to podcasts on iHeartRadio on my three and a half hour commute back and forth to my business in another state. And so people can prove that your business is real. What’s the name of your company or what’s the website people can go to, to learn more about it? Cannonpumps.com. Cannonpumps.com. And what kind of services and products do you provide? We provide a specialized slick line concrete pumping service along the Wasatch Front and Southeast Idaho and have for a lot of years. And so when you reached out to us, were you looking to grow the business or what had you initially decided to reach out about attending the conference or the in-person or the one-on-one business coaching? I had just hit a brick wall. I had lost key people. It was back down to just me after years and I did not know what to do with my business and was struggling to put the skill set together to and the desire to grow it and do anything else with it. And so I was just looking for answers, some answers. And from the time that you reached out and scheduled that 13 point assessment to now, how much have you grown, sir? At least 200% probably. Wow, wow. So you’re saying your company has doubled in size? Yes, at least. At least, maybe more than doubled or? Yes. Now, when we do a weekly call with you, we like to cover the core, repeatable, actionable processes. The reason why Dr. Robert Zellner and I have a lot of success in business is that we’re both rigorous and very disciplined about following proven systems. So, a big key component, I would say the key component of what we do, is we have a weekly call that’s designed to provide you with practical operational help for your business. How do those weekly calls help you steer the ship? They make me focus on my business and they help me to remember the fundamentals. We’re always being asked, what about this fundamental? What about this fundamental? How is this problem being resolved? How is this problem being resolved? And over time, you look forward to the meeting because it forces you to resolve any issues you have and work through them with proven solutions. Yep, because it forces you to push through those problems and achieve success. I love it. Now I got to ask you this, how is the weekly, how do the weekly calls, how have they helped you with your sales process? Well, a lot. We run our business for 25 years on our original Dream 100 and we didn’t have much more than that, so we were very limited. And so one of the first things we did was of course Google and the reviews and now our schedule is full of non-regular customers. I don’t have a set of six customers dictating my whole business. I have a set of 150 customers dictating my business. Now, again, if you were to take those calls out of your life and not have those weekly meetings, what do you think would happen to the level of success that you’ve achieved? Because behind the scenes, we’re optimizing the website, we’re running your ads, we’re making sure we’re tracking all the numbers? What would happen if you took the calls out, you think? Man, it would just be a slow implosion. Not even really that slow. It would just be, there’s just so much ground covered in that, that you can’t, it would be hard to, for me as a business owner and involved in the business, it would be hard for me to replace that. Even with people, time, money, the resources would be just hard to grasp, let alone implement it and be able to do a working system to have somebody do any of it. Now Dr. Robert Zellner and I, in our companies, what we like to do is we like to keep our meetings as short as possible, meaning we want to cover what we need to cover, and then we want to get back to business, probably in the way that you like to pump concrete as quickly as possible and then move on to something else. I think a lot of people maybe don’t quite understand that idea. Again, we block out an hour every week for that meeting, but it doesn’t need to take an hour. Can you maybe explain how it’s, why it’s important to have that meeting, regardless of whether it takes an hour or 20 minutes or whatever the timeline is? It helps you keep us focused on the core fundamentals of what we’re doing. If we don’t have that pretty soon, we’re going sideways and we’re worried about things that don’t matter as much. You’ve identified the things that we need to focus on and that meeting, no matter how long it is, helps bring us back and forces us to look at those numbers, our revenue numbers, our reviews numbers, our leads numbers, are we converting, all of that stuff. It forces us to look at the information that nobody wants to look at on their own. Now, within our coaching program, we only work with 160 clients. And so, you know, sometimes you might work, if you’re a listener out there, you might work with me. I work with 15 clients. You might work with Carter. You might work with Devin. You might work with Andrew. You might’ve worked with Marshall. You might’ve worked with Eric. You might have worked with, there’s so many wonderful people that we’ve had a chance to mentor over the years. And inevitably the question gets asked, well, how could your coach possibly help me if he’s not a concrete expert? I want to ask you, how have the coaching calls helped you with your interviewing process and to know what to look for in a job applicant even though your particular coach, Andrew, is not a concrete, quote unquote, expert? Just because you’re an expert in concrete doesn’t mean you’re a business owner. So Andrew brings a vast knowledge of all these other clients and so can answer a lot of questions about what we need to do employee wise that I would really have no other answer to, and from that, even though he’s not a concrete guy, he knows more about business than probably 98% of all of my clients who are concrete guys. Now how have the coaching calls helped you with the hiring process in terms of learning how to run and launch your Indeed ads? Because I see a lot of business owners that struggle to recruit people. How has that, the coaching calls and the coaching program, helped you to effectively learn how to launch and run Indeed ads or the entire hiring process really? One of the biggest things about getting going is just fear of starting. Once you start, if you have little questions or things, you have a resource to go to to answer those unknowns. So instead of being afraid of them, you can just say, okay, I’m going to do this. And they just help you with the little details over top of it. Now, how have the coaching calls helped you with managing your staff? I know, you know, we manage internally, we manage hundreds of employees, but then our clients themselves, I mean, some clients I work with manage hundreds of employees and some clients I work with manage 15 employees. Some manage dozens of employees. Some manage, how have the weekly coaching calls helped you to learn how to effectively manage your team? The coaching calls help ground you in the business principles, take a lot of the emotion out of it. Most situations with employees is cut and dry, wrong or right. As employees or employers, we get emotionally involved and are afraid to do that. But when you hear somebody like Andrew, as my coach, tell me, no, this is what needs to happen. It’s like, okay, this is what needs to happen because he has seen it how many ever times with all his other clients. Now, working with Andrew, we wanna help you create systems, our coaching program. We wanna help you make systems so that everything is documented and over time making checklists and processes for everything. So that way as your business scales, hypothetically it’s more systemized over time. How has working with our team helped you to build systems? Well, one of the things that we’ve learned is remove yourself from the business and see how well it functions without you. So it seems like every time I break my leg, my business goes without me and it seems to function pretty well. So it helps everybody in the business be able to know what to do when nobody’s looking over their shoulder. Now, a part of the coaching process is it’s a core repetitive, core repeatable actionable processes. I call it the crap, but it’s the messy middle. It’s after the big new idea, the excitement about the new idea is gone, somebody still has to follow up and do the core repeatable, actionable processes. How has that helped you on a weekly basis stay on track, those core repeatable, actionable processes, you know, after the excitement of the new ideas are gone? Well, through the meetings helps me to realize that I am accountable to somebody. I answer to somebody. And so I go to my team and I hold them accountable so that I can make sure all of these things are done. So it just helps me to stay on top of making sure people are doing what they’re doing instead of having to go in and take care of everything myself. Okay, next question I have here for you. The coaching calls, a lot of our listeners, a lot of our longtime clients, if people go to Thrivetimeshow.com, they can see thousands of customer success stories. A lot of my clients will tell me that they learned a lot about time management in the coaching program. I have one client right now. I’ve helped him to grow his business dramatically. He’s on the verge of selling the company. And he says, hey, I’m going to keep hiring you as I look for my new business because I need someone to help me maximize my time and to stay efficient, even as I move into my new venture, even after he sells his company. Can you talk about time management and how the coaching calls have helped you with time management? Well, this is one of my great struggles is the time management. And so I work on it, try and work on it more and more. And so by being able to have access to my coach, it helps me to formulate a plan and be able to keep my meetings and time management focused on what I need to do and not what other people want me to do. How has the coaching calls helped you with your search engine optimization and generating more leads. You know, I meet a lot of wonderful people that tell me, Clay, I would hire you guys for the coaching service if it didn’t have the search engine optimization and the web development and the graphic design and the photography and all those services. But specifically, I mean, it’s a flat rate. We charge $1,700 a month. It’s all included. How much has that helped you in terms of growing your business with our in-house search engine optimization, web marketing, online ad management team? Hundreds percent. People find us now. People, when I met you, I didn’t even have a website. And the first thing you said was we have to do Google. I just sighed. It was so distant to me. And now I can’t even imagine running this without what your team does for us in the back room. Now, what’s kind of interesting about our relationship, it’s been fun, is I co-founded Tip Top Canine Franchising. It’s a dog training franchise. One of my long-time clients, Ryan and Rachel, started the company, TipTopCanine.com, and I helped them to scale the business so that way it could franchise. So other people who are not Ryan and Rachel could go out there and buy a proven business model that works. And you guys elected to open up a tip-top canine right there in Utah. Actually, your family, you and your whole family opened up a tip-top canine franchise together. How big of a role did you having previously worked with our coaching program, how big of an impact, I guess, or how much of a decision, how much did that weigh into your decision to buy a tip top, knowing that we would be implementing the same systems that we’ve been implementing in your own company? It was probably the biggest factor because it helped us to understand from the beginning, we already had, we’re implementing all of the business principles in our concrete pumping. So when we were exposed to TipTop, we already understand a lot of the policies and practices, which makes it easy to go in. So we could hit the ground running at full speed because everybody on our team already knew what the Dream 100 was, what the Google was, why reviews are important, why search engine optimization, all of that. And it was a huge part of why we decided to do that because we want to use that as a platform to even get more tip tops. And we feel that through your systems with that tip-top would provide us that opportunity. You know, my father, he had Lou Gehrig’s disease. May he rest in peace. And before he passed away, though, my wife and I, we organized kind of a going away party for him so that all the people in his life that mattered to him could all come and say nice things about him while he was still alive. And my dad told me that was like the highlight for him was hearing that. Now I know a guy like Andrew, you know, he’s a very diligent guy. He stays focused every day on growing your business. Every single morning we meet at 6 a.m. in our coaches meeting to go over any burning fires or any issues or any areas how we can help. If we ever have a business owner that’s stuck, whether it be the tip-top canine franchises that we coach or whether it be our non tip-top canine franchises or businesses that we work with. I know he’s committed to helping you grow your business. What would you say about the impact that Andrew himself has made as a result of him teaching you the systems and holding you guys accountable on a weekly basis? Oh, Andrew’s been great. You know, there’s a big age disparity between Andrew and I, but he’s never been afraid to, if there’s something he finds out, if we don’t know. But the other thing, he’s been a great example to my kids, all my kids work in my business by their choice, that you don’t have to be an old stodgy guy like me to understand business principles, they’re the same. And so his influence on me and my organization is generational, literally. So just to be clear, I mean, knowing that the business systems that we had in place, working with you with your Cannon Pumps business, those principles, you knowing that those principles and systems would be used at tip-top canine that was a big motivating factor for you? Yes, huge, huge, probably the biggest factor. And what would you, I talk to people all the time, I’m not bashing other franchises, but I talk to people all the time that come to our conferences and you’ve been to our conferences and people will come to me and they go, man I bought a franchise of this company or that company where there’s no weekly coaching, you know, you come, they train you on how to do the skill or how to buy the business. And then they go back to their local hometown and they feel like they’re just floundering. And they have like a monthly call or somebody checks in with you, but there’s no weekly accountability. What do you think would happen to your tip top location if there wasn’t Andrew or somebody like that pushing you guys on a weekly basis to grow? It would go sideways quick. We’d be doing the wrong things at the wrong time for the wrong reasons, and because it would be more emotion-based. And our phone call with Andrew, it keeps focused on the things that we need to accomplish to make it a franchise, so that I’m not a business owner that wakes up every day and has to go in and deal with it. Final question I have here for you. For anybody out there that’s thinking about attending one of our in-person workshops or scheduling a 13-point assessment, I don’t want to waste anybody’s time because I only take on 160 clients and I don’t want to waste anybody’s time because our conferences only can accommodate 100 folks at each one and we want to make it very interactive. In your mind, what kind of person would benefit from our one-on-one coaching or the in-person workshops? Somebody that has a business that wants to get to the next level, not sure what to do. Just for ideas alone, your workshop has so many things that you can implement into every every level of the business and at least get your brain working towards being a business owner instead of the high paid employee you are. Well, brother, I really do appreciate you hopping on the show here. Hopefully we’ve benefited you greatly and it’s been awesome to get to know you over the years and I wish you continued success. Thank you for carving out time for us. Hey, thanks for having me. All right, we’ll talk to you soon. Take care. Okay, bye. 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, okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminix, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent 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, 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 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 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. 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. But that like is of the diligence and consistency and Consistency and doing those in that system has really Really been a big blessing in our lives and also, you know 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 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. 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 going to take in order to really succeed. So, I just want to 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 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 Kola with Kola 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 and clay has done a great job of helping us navigate Anything that has to do with like running the business building the systems the checklist 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 6-8 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, 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. 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. 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 and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. 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 a few 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 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 systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses? Or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see it. Hey, I’m Ryan Wimpey with Tip Top Canine and I’m the founder. I’m Rachel Wimpey and I am a co-founder. So we’ve been running Tip Top for about the last 14 years, franchising for the last three, four years. So someone that’d be a good fit for Tip Top loves dogs, they’re high energy, they wanna be able to own their own job, but they don’t wanna worry about that high failure rate. They wanna do that like bowling with bumper lanes. So you give us a call, reach out to us, and we’ll call you, and then we’ll send you an FDD, look over that, read it, fall asleep 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 that you’re treating dogs to something that you wanna 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 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 canine is that I get to work with the people. Um, obviously I love working with dogs, but it’s just so rewarding to be able to, um, train a dog, um, that had serious issues, whether it’s behavioral or you know, whatever. And, um, uh, 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.