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Audio Transcription

All right, there’s three of us in a very small room and on today’s edition of the Thrive Time Show, we’re going to talk about what I do and I have been doing since 2005 to help business owners like you to grow. So I’m joined here with Jordan, Austin, Team America, and then without any further ado, this is what we do to help businesses like yours grow. Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zunich. Two men, eight kids, co-created by two different women, businesses. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, and now we’re at the top. Teaching you the systems to get what we got. Colton Dixon’s on the hooks. I break down the books. She’s bringing some wisdom and the good looks. As a father of five, that’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s the CNC upon your right knee. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m the father of five. I’m the father of five, and I’m alive so if you see my wife and kids please tell them hi. It’s the CNC up on your right T.O. and now 3, 2, 1, here we go! We started from the bottom now we’re here. We started from the bottom and we’ll show you how to get here. 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 here. We started from the bottom and we’ll show you how to get you started from the bottom, now we’re here. We started from the bottom. I learned at the Academy at King’s Point in New York, octa non verba. Watch what a person does, not what they say. All right, Thrive Nation, on today’s show, we’re going to be breaking down what Robert Kiyosaki has recently been talking about. Robert Kiyosaki, the bestselling author, the New York Times bestselling author and real estate investment guru has recently been talking more and more about octa non verba. You say, what’s octa non verba? Well, one, it’s Latin, so don’t get too concerned there, but it’s octa, again, it’s octa non verba. What it means is, what it means is action. You need to watch what people do and not what they say. That’s the idea. Watch what somebody does and not what they say. Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy. And the name of our business is Kip Top Training. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about Internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training jobs. Clay and his team here, they’re so enthusiastic, their energy is off the charts. Never a dull moment, very bright. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus and you already know how to do it. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So, no one has a marketing team, too. Most people don’t, they can’t afford one, and their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people really, I mean really ride them to get stuff done and stuff is done so fast here. People, there’s a real sense of urgency to get it done. It’s great. I learned at the Academy, at King’s Point in New York, octa non verba. Watch what a person does, not what they say. Deeds, not words. So acta non verba. Deeds, not words. Or acts, not words. James, a lot of people, they come to our business workshops because they’re listening to our podcast, our business podcast, and they say, Man, I want to achieve massive success. And they see some of the testimonials and they go, if that guy can do it, I can do it. That’s kind of where it starts. I see it happen all the time, Clay. Because your desk is about two inches from mine. Right. And so people will say, if that guy can do it, then I can do it. That’s correct. So the two big principles I want to teach on today’s show, just two principles. One is this idea of acta non verba, means acts not words. The second concept I want to teach is that money is a magnifier. I was looking to learn how to take my business like they’ve said today from being very successful to being systematic. I’ve got a very successful practice in three different cities. Make good money. I just want to take it to the next level with systems and processes to where Paul Hood. I’ve been a CPA for 33 years. And what kind of growth have you and your great team had here over the past, let’s say, five, six years? The last five, when I met you five years ago, we were doing three million. This year we’ll do 24 million. Which is more than, which is more than, he’s an accountant. So we’re gonna talk about that. So Paul used me to Bob, because he said there’s a guy that came into my office looking to raise some capital, I think that was the thing. And he needed to get some sales going, that sales going, that’s how. And so if we tell Paul from the accounting perspective, I’ll pass the mic to you, you do accounting. Why do you have to have a website make sense and all that branding stuff? How has that impacted your brand, having websites and all those branding things in place? When I met you, like most CPAs, I thought my clients only come from referrals. But we get five leads in a two-month period every month just off of Google. And so this is my face. This is, we have 17 offices across four states. We have in every state. But this is our face. Like what you were saying, it’s visual. And it also has to say why we’re different. That about us in there is spectacular. And it’s an industry that has changed. We’re modifying it. We’re going to, we offer our services in a subscript model to where it’s all inclusive. And it’s just been awesome. Well, determine the level of success. So success in business is not what you know how to do, it’s actually doing it. And so the thing that I would tell you is stop it. Get a guy like this guy and let him go after it. It’s insane because then you can be doing what you do well and take that time and invest in something else on top of that, as contacts. And I’m not, this is not, I don’t get anything for selling. He’s just telling you what he’s done for us so that we could focus. And then he’ll come in and I’ll say, I think I’ve got it all. And he listens for five minutes and he makes one and I want to slap myself in the face. Well, why didn’t I think about that? That’s idiotic. But they’re sick freaks, they just get it done. I don’t know, I think it’s just merit-based pay in our office, so the people here, like they get paid. So if we were taking on your account, account, and someone else to do this, but if you hired a different marketing company, I’m just giving you best practices. You wanna make sure that they win when you win. So like in our office, if we grow Dave Basie’s podcast, that benefits our company, to the extent it benefits them, but we actually benefit if they’ve been if it makes sense to you i learned at the academy king’s point new york octagon watch what a person not what they say so on today’s show images uh… testimonials so you could see people that that heard about the conference to podcast through a friend or whatever and they had a business that was stagnant. It was stuck. It wasn’t growing. It wasn’t thriving. It was just surviving. It was stagnant. It was stuck. It wasn’t growing. It was just stagnant. It was stuck. It wasn’t thriving. It was surviving. And they heard about the podcast. They heard about the conference. They heard about the success story. And they came to the conference. That’s step one. They came to the conference. And by the way, if you go to Thrivetimeshow.com, Thrivetimeshow.com, you can name your price for all the workshops I do. We want to make it affordable for everybody. So they came out to the in-person two-day workshop. They went to Thrive Time Show. They requested a ticket. We called them, got them a ticket. Then, James, we interviewed them after the conference and we said, how was it? Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The goal setting, while it’s not like, it’s somewhat basic stuff, making sure we have different goals for every part of your life is super important. Also the linear workflow. The linear workflow for us in getting everything out on paper and documented is really important. Like we have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super. It’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility, and basically create it just on our business side. I learned at the Academy, at King’s Point in New York, acta non verba, watch what a person does, not what they say. And they said, oh my gosh, I learned so much about business. I learned about the workflows and the marketing and the search engine optimization and the branding and the hiring and the checklists and all the bookkeeping, the search engine optimization, the online advertising, the social media. I learned it all. Woo! Yes, I learned it. However, it’s acts, not words. Acta non verba. So James, if somebody comes to a conference and they learn all this stuff, but they don’t apply it, what happens? Nothing happens. But there is a certain group of people, not our listeners, who run around acquiring information and they don’t apply it. Those are the worst types. So this is what happens is Napoleon Hill, the best-selling author, he says that knowledge without application is meaningless. Napoleon Hill, the best-selling author, Think and Grow Rich. Hi, I’m Aaron Antus with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I thought I kind of knew everything about marketing and homes. And then I met Clay, and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And, I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. thing is our internet leads from our website has actually in a four-month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us, and it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town. And so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with Clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35 year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800% increase in our internet leads going from 10 a month to a hundred and eighty a month That would have been a huge Financial decision to just decide not to give it a shot. I would absolutely Recommend clay Clark to anybody who’s thinking about working with somebody in marketing I would skip over anybody else you were thinking about and I would go straight to Clay and his team. I guarantee you’re not going to regret it because we sure haven’t. I learned at the academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Knowledge without application is meaningless. So James, if somebody comes to a conference and they learn all this and they don’t apply it, that doesn’t matter because the idea is acta non verba, acts not words. So if people come to this conference, you’re going to see testimonies of people who came to the conference and they say, wow, I had no idea that this was possible. And then you’re going to see people, I’m going to show you testimonies of people that applied what we talk people have grown their accounting practice now by the way accounting practice this is not someone who has invented the concept of accounting there’s there’s other accounting this just did there are other accountants my business it consists on the CPA and a financial advisor and we’re very successful I want to go from successful to systematic I want to learn systems and processes so that the business can run without me. I learned at the academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. But this person, they came to the conference, they learned about how to scale their company. I taught them how to create a subscription model for their accounting as opposed to doing the traditional accounting model and they’ve grown the company from three million to over twenty million dollars. Wow. Then you’re going to see a testimonial of success story of a home builder who grew the home building business from fifteen million to over a hundred and fifty million. A home builder. And by the way, this just in, there are other home builders. But this home builder grew from fifteen million to a hundred and fifty million of sales. That’s life changing, Clay. You’re going to hear about a dog trainer who came to this event. Normally we talk about the dog trainer. He came to this event and he had a wonderful business that was just, it was stagnant, it was stuck. It wasn’t able to grow. He was a great guy, knew how to train dogs, but he didn’t have a no-brainer offer. He didn’t have a website that was optimized. He didn’t have branding that made sense. He didn’t have one sheet. I’m Rachel with Tip Top Canine and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top 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 team and by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from 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 ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. He didn’t have branding that made sense. He didn’t have a one sheet. Didn’t have a pricing structure that worked. Didn’t have a linear workflow. Didn’t have an office culture environment. Didn’t have decoration in the office that would make people want to work there. Didn’t understand the process of hiring, inspiring, training, and retaining great people. Didn’t have a pro forma. Didn’t know how to franchise. Didn’t know how to license. But what we do, James, is we take people in. They come to the conference, they learn this stuff, and they go, could you teach me how to do it? And I say, absolutely. Now folks, here’s the secret sauce that allows me to be the boss. My job is to make big obstacles seem small. Here’s the secret sauce that allows me to be the boss. My job is to make big obstacles seem small. A favorite aspect is probably just how entertaining it is. And the fact that I pick up one or two or three things every time I come to take my business to the next level. Well, if people are missing out on basically a plan, a guaranteed plan, pretty much if you’re willing to work it, to be successful. Most people, I think everybody should attend one of these workshops at least once because you don’t know what you don’t know. And we’re not taught to be successful in school. I learned at the academy in Kings Point in New York, acta non verba. Watch what a person does, not what they say. A lot of people, they have a fear or a phobia of scaling their business or building the process. They feel like they don’t know what to do or they need kind of a coach or a mentor to guide them down the path. And so on today’s show, you’re going to see people that came to a conference, step one. Step two, we taught them how to apply these principles at the conference. Step three, they hired us to help them scale their company. Step four, you’re going to hear their success stories. Now James, money is a magnifier. We have a little bit of news for you guys. It’s now what? May 31st at 621? You’ve been closed for 20 minutes? Right. No, it’s now June. Let’s run the numbers for May. Let’s see what we’ve got. Total is 102,837. What’s last year to date? 102837 this year. And last year was 60,667. Whoa! Boom baby! I learned at the Academy at Kings Point in New York. Octa non verba. Watch what a person does, not what they say. And what does that mean? Because we’re going to show you, we’re going to share with you some stories today of an What does that mean? We’re going to share with you some stories today of an accountant who grew a business from $3 million to $20 plus million. Of a home builder who grew a business from $15 million to $150 million. Of a dog trainer that was able to scale his business from a stagnant business to 15 plus locations. To grow the business that was perpetually stuck at $400,000-ish. Grow that into a million dollar plus annual revenue. This year’s sales for this week. So this is the same week last year. Do you see the difference? What is that? I can’t really tell. One is… Michael can you… can we just… Jason can you kind of pull this in maybe? Just so you can see it. Just kind of pull it that way. Let’s get the length. It’s more of a… I can’t tell without the length. It’s hard to tell. So that’s last year’s sales. This is last year’s sales. And the total is a mere $4,711.73. Same week this year, 2015. The total is, read it Michael. $11,313.50. Oh, boom! There it is. Awesome. 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’s done a great job of helping us navigate anything that has to do with like, running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, head of Disney, with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours on the day-to-day he does anywhere from about 160 companies he’s at the top he has a team of business coaches videographers and graphic designers and web developers and they run a hundred and sixty companies every single week so think of this guy with a team of business coaches running 160 companies. So in the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up, and he teaches people a 13-step proven system that he’s done and worked with billionaires, helping them grow their companies. So I’ve seen guys from startups go from startup to being multimillionaires, 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. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. 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. Anytime I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s, like I remember, we got closed down for three months. He helped us navigate on how to stay open, how to 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. I learned at the academy at Kings Point in New York, acta non verba. Watch what a person does not what they say. When I say money is the magnifier, James, what does that mean? It means if you’re already a great person, the money will allow you to do greater things. And if you’re not a great person, you’re going to do things that are just, you’re going to do more of the bad stuff. Right. Because money is a magnifier. That’s what it is. Right. So if you’re a greedy, I don’t want to say a greedy bastard, because that would infer that just because you don’t have a father in your life, that means you’re greedy. I’m not going to say that. That doesn’t make any sense. But if you’re somebody who’s greedy, you know, the Bible states, for the love of money is the root of all evils. So for the love of money is the root of all evil. Not money itself become a tool of the money Hi, my name is Josh Spurl from Spurl and Associates Chartered Professional Accountants based out of Edmonton, Alberta Canada and I started I met clay at a conference at his conference in Tulsa in June of 2018 started working with the coaching program shortly after there. You know, the experience has been great. You know, you really have a partner in the grind. You know, most people, I like to say most people are wrong about most things about business most of the time. And it’s very difficult for entrepreneurs to connect with other entrepreneurs who actually know what they’re talking about when it comes to business, but Clay and his team really does understand. The tangible improvements that we’ve seen is we’re up over 50 percent starting with the coaching program and you know, they’re helping to help business owners create time, freedom and financial freedom. And I know what you’re going to think. You’re going to say, what the heck are you going to do with your time, freedom and financial freedom when you’re in Edmonton, Alberta, Canada. That’s the most north of the city in North America with a million people. You know we’re probably just sitting in our igloos hoping for some television. But I’ll give you an idea of what we’re doing in Edmonton, Alberta, Canada. So over here we have Sandra and we have Emma. Emma say hello. Hi everybody. This is my daddy’s channel. Emma really likes any video. So let’s give it a break. Let’s see what actually the time freedom financial freedom can do for you in Edmonton so believe it or not we have a beach here guys And I’ll take you on a little tour Edmonton’s Beach now, it’s not what you Americans are gonna think of this This is a northern We’ve got a really cool slide here. I don’t know if you can see this purple slide. This purple slide that you’re looking at here is a full loop-a-loop. It’s going to completely upside down when you go to it. Let’s see if I get the right angle here. That does not appear physically possible, but it really is going to knock you upside down. Went on it last time and here is the Edmonton Beach. This is the Northern Beach. You guys out in Tulsa, you Americans think you have all the beaches here but here is the Northern Beach complete with waves. We got 30 degree weather inside here. Oh sorry, 30, that’s 90 for you guys over there. I gotta do the translation, the math in my head. And we even got a zip line that we can ride down here. And this is what we’re doing with our time freedom and financial freedom in Edmonton, Alberta, Canada. Thanks to the Thrive Time team. Thanks very much, guys. I learned at the academy in Kings Point, New York, octa non verba. Watch what a person does, not what they say. But money’s just a tool. Money’s like a hammer, money’s like a tire, money’s like a sock, money’s like a car. You could use a car for bad things, you could use a hammer for bad things. A lot of people could kill somebody with a hammer. You could kill somebody with a sock if you wanted to, you could kill someone with a tire if you wanted to. But there’s a lot of creative thoughts going through people’s minds right now. But the thing is, is that money is the root of all evil, which while some coveted after they have erred from the faith and have pierced themselves through with many sorrows. And so what happens is, is that money is a magnifier. And so if you’re somebody who’s greedy and nefarious and will throw somebody under the bus to make an extra dollar, money’s going to allow you to be more of a greedy personality type. We’ll throw somebody under the bus for a dollar. That’s what money will allow you to do. 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. 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 or 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 Pestle and Mortar 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. 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 it the diligence 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 business. We were in a rut. The last three years our customer base had pretty much stayed the same. We weren’t shrinking but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut. And if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So 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. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Now if you’re a grateful person, if you’re a kind person, and James that’s why we only work with grateful kind of people. That’s why when we share these testimonies of wonderful great kind of people, it’s a blasty blast. So James, that’s what’s fun about capturing these success stories is that real people at the peak of their success are explaining to you how they did it. And luckily James, we’re able to actually gather footage of some of these people at the beginning when they first came to a conference and then at the peak when they achieved massive success. So James, I am fired up for people to watch this testimonial, but let’s make sure I’m being a good teacher here. There are two concepts I want to teach you. One, for everybody out there, it’s called acta non-verba, which in Latin means acts, not words. That’s the idea, acts, not words. Okay, that’s what it means. And then I want to teach the second concept, which again, money is the magnifier. I learned at the academy in Kings Point in New York, acta non-verba. Watch what a person does, not what they say. James, in your own words, what does it mean? You say octononverbal, you go, I don’t understand what you’re saying. You say, well, it’s Latin. It means, well, in your mind, what does it mean? It means you can’t just talk about it. You have to be about it. That’s how it works. And somebody says, well, Clay, I can’t afford coaching with you guys. Well, good news, we only take on 160 clients, so, you know, we might not be available. But we do have scholarship pricing. Now, this is how I make money. This is the secret sauce that allows me to be the boss. One, I make the big obstacles seem small. And two, a lot of my clients, I get a small percentage of the growth. So, James, why would I be so motivated to help somebody who is struggling and they’re stagnant? Why would I want to invest the time for my own? I mean, if you take the altruism out of it, the fact that I grew up poor and I want to help people be successful. Why would I want to help somebody to scale a company if I get 2%? We are joined by none other than my brother from another mother, Mr. Josh, the founder of Living Water Irrigation. Mr. Josh, welcome on to the show, my friend. How are you? I’m awesome, Clay. How are you, sir? Well, I’m excited for the listeners to get to know more about you. Could you share the name of your company a little bit more about what you guys do at Living Water Irrigation, where the name comes from? Absolutely, positively. So Living Water Irrigation, the most important part of that to me is John 738. So it’s mentioned in the gospel a number of times, where the living water, but our specific scripture that we drew our name from is John 738. It says, whoever believes in me, rivers of living water will flow through him. We have a very distinct vision as a company on who we are and what we want to do. And I believe that I was put here to go make some money to give it away. And I’m not going to ask you for the specific details of your career and how you started the business as far as a linear timeline, but how long has this particular business been around? We’ve been around just two years, sir. Two years. And you guys, we first met, how did we first meet? I came in and y’all started coaching me over the Thrive Time, over Thrive 15. And what, do you remember when that was approximately and how you first heard about us? So it would have been October or November of 17. October or November of 17. Yes sir. And in terms of your growth as a company, how have you, how much have you grown this year? So this year we’re up 450% year over year. So now that you’re implementing this program, you’re getting more calls, right? Are you getting more calls? Absolutely. Sales are going up, you’re gathering reviews from your real customers, adding content to the website, adding a gallery of work. So I’m gonna actually take a minute and make you really uncomfortable, Clay. Nice. So when we started with y’all, it was awesome. We had a little company, just me and one dude and one little van. Yeah. And 17 was great. I ate more than ramen noodles, but not much more. 18 was really good. We started to implement the systems, got start here, got the boom book, went to a couple conferences and said, okay, I’m going to buy in. I’m going to sell out. We went to the coaching, got coached by Marshall and Victoria and started to implement as opposed to just listen, actually be doers. It’s in James. It says don’t just be hearers of the word, to be doers as well. And so we implemented scripts, we implemented systems, we implemented checklists, we implemented a pro forma for quoting and all these things that you talk about. And so just as a real person, and I’m real, I promise you, there’s a bunch of Josh Wilsons out there, like I’m a famous baseball player and football player and a gospel singer, but this Josh Wilson just digs ditches for a living. But I just want to say thank you. Standing here for all the systems, I encourage everybody out there, go pick up Start Here. Go pick up the boom book. The stuff you hear on the show, it actually sincerely works. I learned at the Academy in Kings Point, New York, octa non verba. Watch what a person does, not what they say. Why would I want to help somebody to scale a company if I get 2%? Because when they grow, then you win too. Right! It’s a win-win. It’s called Shalom. Look it up, folks. The Shalom, it’s a biblical concept, the idea of a win-win. It’s not a zero-sum negotiation, okay? If you’re out there, you’re a decent person, you have a soul, you want to create a Shalom relationship, a win-win relationship with your partner. So I make more as my clients make more. That’s how that works. It’s a win-win kind of thing. So that’s the idea. And again, James, people can go to thrivetimeshow.com, they can request a ticket. We let them name their price and we do these conferences every two months. Every two months we do a business conference. And you’ve met these people, James. I do. And you know what? I’ve met them when they came in and their business is struggling and then I’ve seen how they’ve transformed after a few months. It’s like getting a haircut. You know, when you go in and you look real dirty and you come out and you look like the top of the world. Money is a magnifier. And acta non verba. This idea that acts, not words, okay? It’s all about action and gaining traction. It’s not about just learning new concepts because knowledge without application is meaningless, to quote the great Napoleon Hill. James, you’re a beautiful man. You smell terrific. I can’t wait for people to see you at our in-person workshops again. Folks, get those tickets at thrivetimeshow.com, thrivetimeshow.com. They’re two days. They’re interactive. We open up the doors at 7 AM. We go until about 3 PM each day. We do a 30-minute teaching sprint, a 15-minute Q&A session, and then we break. And then we do 30 minutes of training, 15-minute Q&A, and then we break, and then 30 minutes of training, and then 50. So you’re going to learn branding, marketing, search engine, all these things. And then James, we have helicopter rides. We do the helicopter rides from time to time. We have, I think we’re roasting a pig at this next. I’m not sure when you’re going to hear this podcast, but we have a roasting a pig. We’re giving away cash prizes. We’re giving away. It is a, it is a blasty blast folks. It’s like the opposite of business college. It truly is business school without the BS. James, again, I, you’re almost like a benefit we should add to the package. When people go to thrive timeshow.com, it’s like, and you get to meet James. So get those tickets again, folks, at Thrivetimeshow.com. James, I really do appreciate you joining me today. And folks, again, get those tickets at Thrivetimeshow.com. I’ll just say to people with these words, watch what a person does, not what they say. 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. So this is my old van and our old school marketing and this is our old team and by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from 4 to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 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 world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. 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. 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, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person, two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you got to do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250 we have scholarship pricing available to make it affordable for you. Good morning, good morning, good morning. Harvard Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric, Eric Trump, but we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man and there’s so many ways we could take this thing. But I thought since you and Eric are close, Trump, what were you saying about what Trump can’t – what Donald, who is my age, and I can say or cannot say. Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorne who was my boss at the time, I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. And he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed, to the business owner, to the investor. And I owe a lot of that to you. I just want to take a moment to tell you thank you so much for allowing me to achieve success. I’ll tell you all about Eric Trump, but I just want to tell you thank you, sir, for changing my life. Not only that, Clay, thank you, but you’ve become an influencer. More than anything else, you’ve evolved into an influencer where your word has more and more power. That’s why I congratulate you on becoming. As you know, there’s a lot of fake influencers out there, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much, and thanks for reading my books. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. learned at the academy at Kings Point in New York. Acta non verba. Watch what a person does, not what they say. Look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. Prime Nation, on today’s show, I’m very excited for you to hear this success story about this wonderful couple that, Sean, I would describe them as they are killing the game in the most nonviolent way possible. They’re killing the game. Yeah. In the most nonviolent way possible. They are blowing up in a good way. Folks, I’m telling you, these folks are really growing their business. And what makes them great is they’re really kind, hardworking, diligent people. And we’re honored to serve them. We’ve got Jenny and Mike here joining us. Jenny and Mike, welcome to the Thrive Time Show. How are you two? Fine. Thank you. Good. We’re doing well. Okay. Now, I’ll start with you, Jenny, because frankly, Sean likes you more. No, I’m just kidding. So, let’s start with you. So, how did you first discover us and the business coaching that we provide? So, I was listening to different podcasts about business. I was starting up our business, and so you were the first one to pop up on our podcast on Apple. I think Apple is what I was on. And so I started listening to you. I got on your website and I was just a little girl starting a business. And I said, I’m going to ask this guy to be my coach. And I don’t think I’m going to get a shot. But sure enough, within a week, you called me. Now who is this cute, cute child here? But Micah, who is this cute kid here? It’s Lennon Rose. She is about to be 10 months old. I hate to do this to you, but can you kind of hold up the baby to the camera a little bit? This is, oh, look at this cute baby. What a great baby, quality baby. That’s a healthy baby. So, Mike, can you tell us, what’s the name of your website there? I think people want to look you up and verify you’re real people that don’t just happen to have a cute baby. Yeah, our website is newconcept.healthcare. Newconcept.healthcare. So newconcept.healthcare. I’m gonna pull it up right now, folks, so we can all verify that they’re not just a couple who’s taking advantage of the cute baby they have to get the podcast here. This is a real couple, because I’m pulling it up here. So this is the website, it’s newconcept.healthcare. And can you tell our listeners, what services do you guys provide at newconcept.healthcare? So we offer more functional medicine. So we offer IV therapies, we offer hormone replacement therapies, we also do acute care. We do pretty much everything, but we’re very much alternative. So we believe in medical freedom, and that’s what we offer. And you guys, you reached out. Do you remember that initial consultation there? Do you remember, Mike, that initial consultation? Do you remember what that was like? Yeah, it was actually pretty overwhelming that we started in this business with absolutely nothing and we had the opportunity to work with a five-time chef. Well, you know, the one thing I always try to do is, you know, my father, great guy, may he rest in peace, he worked his tail off like so many people do and there was no real economic result that was achieved from it. There wasn’t any, you know, he had the college degree. He’s working two jobs. I remember he’s late thirties. He’s working at Domino’s delivering pizzas, working at Quick Trip. He worked at furniture stores. And I always try to look at every new client we have as though I’m talking to my dad, you know, because like, what would, what would my dad, you know, what could he have learned at the age of 37 that could have changed the financial trajectory of his life? You know, and I try to look at it that way. And so you guys, I paired you up with Sean. You’ve been working with Sean, I believe, Sean, since October of 2020. Is that correct, Sean? I think that’s when they started their business. It wasn’t until about April of 2021. Yeah. So April of 2021. And at that point, from that point to now, Sean, how much growth have you guys achieved from 2021 to now? Do you know that number? Yeah, I mean, we’re sitting at 2023 revenues were $821,000. And there in October of 2020, like they only had a few months. They made about $95,000 by the end of 2020. And then we grew significantly that first year, about 375% to $588,000. And we continued to grow there ever since, all the way up to where we’re getting close to the million dollar mark at this point here just like three years in. Jenny, how would you describe the growth? Would you say you’ve doubled? Are you at five times larger? How would you describe that? Oh, no, I definitely feel the growth. There’s been some growing pains and you guys have helped us through that too. So it’s been amazing. It’s been amazing to help people because that’s what I’m passionate about. And you guys have really helped us expand and tell people what we’re about. So step one here, we do this with all the clients, I’m gonna walk people through the steps. We really needed to nail down your branding. And that’s a big thing because, branding is to humans what clothing is. So as an example, you wake up today, folks, if you run around and you’re streaking through life, you’re probably not gonna get a lot of conversations started. So we all have to be intentional about, you know, what are we going to wear? Are we going to wear a tie? Are we going to wear a polo? Are we going to do makeup? Are we not? So people, they judge us based on our appearance. And so we really had to get a website built. We had to optimize the online brand. Jenny, we do it all included for our clients. So we don’t refer you to another vendor. We do it all. Can you talk about the impact that that has made on the business? Oh, for sure. Just the website itself, it looks so great. We would have never been able to make it look that great. The way you all optimize everything and keep us with Google, just where people search us and we’re the first people that come up. And that’s actually how we’ve established our business and started offering some of the things that we offer is because of the tags that we have. I didn’t originally start off as doing IV therapy, but due to people Googling, you know, health care functional medicine, I had three phone calls in a week that said, hey, do you offer IV therapy? And it was very interesting, and I was like, well, no, but I can. And so it was because of you guys that that kind of snowballed and took effect. So yeah, there’s a lot that you guys have done for us. Now, Sean, we’re working with these wonderful clients here. I’ll pick on Mike here. You know, you always say great things about Mike and Jenny. You’re always, what makes them good to work with? Because I want to make sure for anybody out there, if you go to thrive timeshow.com, I can consistently offer a free 13 point assessment. I’ve been doing that since 2005. I do it without reservation. There’s no obligation, but there’s usually about one to two knuckleheads a week that will fill out the form and probably 20 really great people that fill out the form, and then we only take on 160 clients. So I don’t want anyone to waste their time. What makes Mike so great to work with? Well, Clay, I mean, when I first started coaching, you taught me about these two types of business owners. There’s the happy hopers out there, and then there’s the diligent doers. I think these guys are a great example of the diligent doer. They continually apply effort to work on their business, not just in their business. They consistently show up to their meetings. They track all of the critical numbers of their business, and they’re aware of what’s going on with all of their employees. They’re paying attention to all the little things going on. They’re keeping all the plates spinning, and they ask great questions. They actually really do make a great effort consistently to apply our systems and help their business grow. It’s been working. So step one, we get the branding nailed down. That’s the website, the print pieces, the logos, the business cards. But then you have to develop that online reputation. Now that could be a tough thing to do, Jenny. And I was just, I’m not, this isn’t a backhanded compliment. I’m just saying, but for people that are humble and very kind of which I would put Jenny in that category, sometimes asking for reviews is more difficult because you almost feel like you’re self-promoting. I’ve never had this conversation with you, but when you, has that been difficult for you to ask people to give you video reviews and Google reviews after you provided the service, or was that easy for you to do? It was not, it’s not easy. It still isn’t easy. It is, it’s difficult because you feel like you’re begging for something, even though you know you did the right thing. So it is, it’s difficult for me. It’s just my personality type, but we get it done anyways. I’ll find this for the diligent, kind customers we work with. It’s very difficult sometimes to ask for those objective reviews from real customers. And I find that from my my clients I’ve worked with that are sort of like self-described barbarians. I had a guy years ago I worked with. He’s a I won’t mention his name or his industry, but I’ll just say he’s obsessed with physical fitness. And he told me, he says, I’m kind of a business barbarian. You tell me what to do and I will slay the dragons. And I’m like, okay, you need to get Google reviews from everybody you’ve ever worked with. And he’s like, oh, I’m on it. And this guy’s just shamelessly calling through his phone and just lighting people up going, give me a review. Come on, give me a review. Why will you not give me a review? I’m like, go ahead, dial it down a little bit. So again, you guys are humble, diligent doers. You’re the ideal person here. So I appreciate you sharing that. The next thing we had to do is we had to create a no-brainer. Now a no-brainer is an offer so good, so amazing, that people simply cannot say no to it. Now I’m gonna I won’t mention the name of the company but I worked years ago and I still work with this company they’re a medical company they’re doing well now and for whatever reason they put on their website first initial consult 497 and he went to one of these like borderline spiritual motivational conference things where Jesus isn’t described, but they did kind of talk about metaphysical alignment and getting your woosaw, getting in your groove, alignment, no friction. And he came back and he’s like, Clay, I believe in the seventh number of completion. I go, I agree. He says, four is the number that’s urgent. I’m like, okay. Not, and I go, what? I don’t want tire kickers. So I’m going to do 497 for my first consult. That way I don’t deal with the tire kickers. And I’m like, doc, I love you so much. You’re a doctor. I love it. You don’t have any customers. That’s why you came to me. You don’t have any customers. So why don’t you do a first free consult? I’m not going to do it. I’m going to kick out Sean the tire kicker. I’m sure you’ve never seen this with a client. Oh, never. And so now what makes it worse is his wife also went to the Metaphysical Alignment Motivational Jackassery Festival. And she was like, 497 is the number. I had a dream about it. I’m like, yeah, you probably talked about it all weekend. You probably are subconsciously thinking about it. You’re probably creating a neural pathway related to 497. And so anyway, after about a year, he finally says, okay, I came to your conference and I saw a person that did the first consult for a dollar. I’m going to go with that. And now his business is blowing up. Could you talk about your no-brainer, your first consult for a dollar? How has that helped you having that no-brainer offer? Yeah, so it gets people in. And so when we get people in, we know that we’re doing a good job and we know that we’re trustworthy and our healthcare is superior to most. So just getting people in for that dollar, because a lot of people are, you know, they’re nervous about going to the doctor or they don’t trust healthcare system. And so they know that they can come in. They’re only going to spend a dollar. They can figure out whether or not they trust us, figure out whether or not we’re the place for them. And we know 100% of the time we will be. So it’s really helped us just get people in and get people to trust us more. Now, once somebody fills out the form, folks, again, there’s a linear pathway here. I’m trying to give you a visual here. So you establish your revenue goals. You figure out your numbers to break even. You figure out how many hours a week you’re willing to work. Even though you have a cute baby, you’ve got to figure out how you’re going to get it done. Step number four is you define your unique value proposition. What makes you unique? That’s something you and Sean have worked on together. You improve your branding. Now you’re coming in contact with humans. Business is a contact sport. I love this part. That’s when you start marketing. You launch your marketing. You have your online ads. You optimize your website. You begin to come up top in the search results. You start to get leads. Do you remember what it was like, Jenny, when you first got your first online lead? Do you remember the first one where you’re like, it’s working? Do you remember that moment? Yeah, it was almost like we wanted to, well, we did celebrate because it finally had happened. And then as soon as the first one came in, the second one came in. And like I said, it was almost a growing pain experience. We had so many leads so fast. So it was great. And we still celebrate every lead that we get. Now, Mike, the next step is you have to make sales scripts. We recommend to every client that the calls are recorded for quality assurance. You have a sales script, calls are recorded for quality assurance. You have a one sheet that tracks your pricing, you have pre-written emails, you begin tracking. Sean’s always bragging about you guys with tracking. Mike, how has it helped to have tracking in place where you can, you know, how does that help you? Well, it’s really a good benefit because, you know, at the end of the week, you know what your income was, you know what your leads was. So wherever we’re lacking in, we can quickly adjust and make that adjustment and make it work for the next week. Now when you, if you don’t have tracking, folks, this is a true story. It’s kind of a sad story. So I’ll speak in generality, Sean, I talked to a guy the other day, this is a terrible story, long-time client and he got motivated, he set up a trade show. He didn’t tell me he was doing it, that’s fine, you don’t have to tell me, but he set up a trade show, I think he was going to try to surprise me with the fruit of the trade show. So he set up the trade show and he gets on the call, his energy is kind of off, and I’m like, are you okay? Yeah, dude, fine. What’s wrong? Hi, just, I don’t know. I’m like, your lead sheet, we’re getting 10 to 15 leads a week, it’s very consistent, revenue looks good. He’s like, yeah, I’m in a tight spot. We’re in a tight spot? Why are you in a tight spot? He says, I did a trade show. You did a trade show? Yeah, I got roped into four. I did a thing where you get the billboard, you get the trade show, you get the magazine ad, and I did the trade show and we got no leads. And I go, what kind of trade show did you do? And he says, well, I went to the whatever trade show. And Sean, what I find is that there’s the emotional excitement about being on the billboard, being on the magazine cover. And he got called by one of these kind of scam, I call it a scam-och-ery or jackassery. They call you and they go, boop, boop, boop, boop, hey, is this Sean? Yeah, this is Sean. Sean, yeah, I noticed that you have an incredible healthcare company and we wanna honor you by giving you the yada yada of the region award. It’s the yada yada, it’s a regional, it’s a prestigious award. We’d like to meet with you. Can we meet with you? Yeah. So now I meet here. Now, Sean, again, we’re on the phone, but I still like the phone voice here. So now, Sean, so because we’re so honored, you know, we’re inviting you to a plated dinner to honor your, just your honor, your honoredness, your greatness, your humbleness. And it’s going to be a thousand dollars a plate, you know, for you and your wife. And did you want four seats or eight? Most people do eight. Oh, I guess just four. Four, and that does include a glossy magazine feature and we’ll just call it like Missouri local top doctor, Jack Assery, it’s a great magazine. And you’re also on the, you’ll be on a billboard. We’ve teamed up with the billboard. It rotates through your, oh, hey, don’t get too excited. And just because we’re honored. We’re not, you know, again, we’re just honored now. Did you want to do the four tickets? Yeah, absolutely. Now, the way it works is it’s going to be a four payments of 4000 for a total of 16,000. And that’s no, I’m serious. And now they’re in the trade shows and he’s going to the trade show and there ain’t nobody there. There is nobody there. You need to be technical. Nobody was at this trade show. I mean, everybody was not at the dread show. I got photos of him and his wife and his team in an empty booth. He’s got a magazine and no leads are coming. He was so excited to tell me. I’m sure you’ve never encountered this sort of thing, Virginia. Have you, Jenny, have you ever seen a situation where that sort of chamakery advertising has been entered into your world in some capacity? I’ve been there. I’ve been exactly what you’re talking about. I’ve set up everything and paid employees and I felt like I was nothing more than a free pin show. The only people that were there were people looking for free pins. Oh, I know and it feels terrible and then you kind of have to sell it to yourself all day. Guys, we’re getting our name out there. Sean, can you pass the megaphone back there? Yeah, because I always tell people, if you want to get your name out there, what you do is you just run outside and say, all right, come visit Newport’s Up Health Care and people go, why are you yelling at me? I’m trying to shop for my groceries. New Ponce Health Care, I’m getting my name out there. Is this effective? Of course it’s effective, I’m getting my name out there. That leads to buying frisbees, branded frisbees, jacuzzis, you know what I’m saying, branded pens. Yes. All of a sudden you buy these things. Shawn, you know what I’m talking about. Oh yeah. So now we have to do it I’m going to show you this is kind of the back end of one of my one of my companies called elephant in the room And you do a search for eitr lounge calm And then you go to Staff I’m not going to give you the password folks But you log in and these are all the systems needed to run the haircut chain now One thing I thought was very interesting is truth social president Trump’s Social media platform. The other day, they were disclosing, Newsweek was disclosing the revenue of it. And I just want people to know this because I think, and just full disclosure, I’m a very conservative person, but I just want people to see this. This is just something to look at. Truth Social, they declared in their filing that they did $3.3 million of revenue and had $49 million of losses, which by the way, that’s very normal for a tech startup company. And their users are going up and they’re having an, there’s like a reaction in the marketplace. People are actually putting more money in, they’re investing, the stock price is going up. But I don’t know anybody that I’ve met in my life, I’ve never met a client that can afford to bring in 3.3 million and lose 49 million, you know? So like for my haircut chain, we have five locations, we bring in more than 3.3 million, and this just in, we don’t spend 49 million. So we have to, we call it a lean startup. You got to keep that thing lean. And so when you go to eitrlounge.com forward slash staff, every document needed to manage the business is here. So the opening checklist for the manager, you click here, boom, this is what the manager has to do to start the day. Everything is documented. And that’s kind of where we’re at right now with Jenny and Mike’s business. We’re in the process of building all those checklists. Yeah. Sean, what kind of checklists have you built so far? Oh, man, we have a whole page. Their staff page is pretty built out. We’re really getting there. I think more right now, it’s getting, correct me if I’m wrong, we need some managers in there so we can free you guys up from the business. And so we have a lot of the worker level systems. We’re just now working on more of how do we get those manager level systems and find those high quality managers. Now, let me give Jenny a little mentor moment here. This will be helpful for you. I’m going to hop on a flight in about two and a half hours, three hours to go to Denver, all right? And I got to go to Denver to meet with the founder of Oxifresh.com. This is a brand we’ve worked with and helped them to grow to 550 locations. Now, 550 locations, okay? And if you type in carpet cleaning floats, we’re the world’s highest rated and most reviewed company in the world, in the world, okay? 274,000 reviews. We’ve been holding this idea in our mind for 15 consecutive years. I’ve been working on this, Sajan, before I met you, we just were grinding, okay? Yeah. And the biggest challenge that the locations have is managers, right? Good manager. And I tell people this, it never goes over well, but hopefully eventually it will. I’ll keep refining it, refining the idea. The kind of person that enjoys conflict but also likes people is a good manager. Let me try that again. The kind of person that enjoys conflict but also likes people is a good manager. And I have found it’s not so much trainable as it’s findable. So as an example, where we’re getting ready to head out to Denver. Sean, you know my personality type. You know that I have to pack all this stuff to get ready to go. You saw my suitcase out there? Yep. How many times do you think I’ve followed up with the people involved in the trip so far before leaving? Oh, man. It’s probably on your to-do list and you’ve checked it off like probably at least five times today, I would think. And what kind of things do you think I might have put on my checklist to travel to Denver? First off, just making sure that the timing is working, making sure that you have all the stuff that you need, making sure that you have double of the stuff that you need in case something gets broken, making sure that the people who are there know you’re coming and when you’re going to be there. Keep going. Do you think I’m checking a bag? Oh, yeah, you’re probably not checking a bag. There it is! You’re going to get lost. Right! No. And am I, do you think I’m catching a flight a lot earlier than I need to be there? Way earlier. Yeah, if I’m having a meeting tomorrow, which I am, I’m leaving today at 1230. So that’s the sort of paranoia that makes management possible. So I have literally called, I said, all right, I’m getting on the 1230 flight. We’re meeting tomorrow. I should be in by like four o’clock Denver time. Our meeting’s tomorrow. If that flight gets delayed, if the next one gets delayed, and the next one I’ll still be there. I’ve got backup phone chargers. I have a rule, everybody going with me, you cannot check a bag. I wanna check a bag, can’t check a bag, why? Because it could get lost. This is real. I’m not, I am completely paranoid. And that is the paranoia is what makes the businesses run. Yeah. Yeah. And I asked my staff every day, guys, elephant in the room, did you guys get a review? And they say, yeah, we got a review. You asked me 10 minutes ago. Okay, I’ll talk to you in four minutes. You heard me say that. I’ll say, I’ll talk to you in five minutes. Yeah. And I’ll do it. And it’s a follow up of, because I have to make sure that the checklists are being followed, the reviews are being followed. We’re a licensed business. People don’t know that. Haircare, you’re licensed by the state. So we have certain cleanliness standards. We could have random people from the state show up. So we got checklists. And I follow up. And it doesn’t bother me to follow up with the same adult who’s in their 40s six times within a 50 minute span of time, it doesn’t bother me. But most people, that bothers them. And so, have you found that, Jenny, that a lot of people don’t like to follow up? Have you found that, or is that just something unique to me? I’ve found that they don’t like to follow up, no. People don’t like to follow up. It’s almost like an awkward communication thing that people try to avoid, yeah. And it’s not necessarily that you’re being mean or any type of way, but I feel like that’s probably the way that we feel when we continuously follow up. We’re having to step on people’s toes, but really we’re not. We’re just getting the job done. My mentorship moment for you is probably the same feeling you have when you ask for reviews. Yeah. It’s probably the same. I’m just saying, and then Mike, did you ever play football or a sport of some kind? Yeah, I used to play soccer. Okay, soccer. So, what position did you play? Goalkeeper. Goalkeeper? Okay. So, is a goal, this is a great example. I didn’t know you were a goalkeeper. But when you’re a goalkeeper and someone’s kicking that ball at you fast, I mean, just the ball’s coming in there, I mean, people can really kick a soccer ball fast. There are certain people that want to be a goalkeeper, but they kind of avoid the ball. They try to hide from it. They flinch. You know what I’m talking about? But you actually would lunge into it. Am I correct? Right. I mean, you’re aggressive, right? I mean, you’re like, you had for some reason you enjoyed it. Yeah. Right? I’m getting a hundred miles an hour fastball. Have you ever seen somebody who tried to be a goalie? I’m not looking for a name here, but somebody who would kind of hide from the ball. Yeah. This is the same thing for management. Like as a manager, you have to want, like you have to sort of seek out conflict, but like people. So I’ll say things like, okay, it’s eight o’clock. I need to make sure you put out the flags in front of the elephant in the room store today, Mr. Manager, put out the flags that draw the attention by the road, put out the flags. And I’m gonna call you in 10 minutes to follow up. Call him in 10 minutes. Are the flags up? Can you send me a picture? They’re like, do you not trust me? Absolutely not, I trust nobody. Go ahead and send him. And then I’ll call him back 30 minutes later. Hey, did you get Google reviews? Yeah, we got one Google review. You know, the quote is 10. Yeah, I’ll call you back in two minutes. You know, call him back. Hey, did you get a review? It’s been two minutes. I know, I’ll tell you what, I’ll call you back in an hour. My whole day is just following up. And then over time, the culture happens where people go, he’s going to follow up. And now the people that like the follow up like to work there and it’s become a great thing. And that’s where we’re kind of at right now, I think, is we’re getting into the follow up phase. Do you have call recording in place there, Mike? Do you have the call recording for quality assurance installed yet? Yes, we do. And are you learning some things? Yes, it is very hard to train people on cut-on recording experience. Yeah, okay, that’s something we got to do. Now we’re just going through the workflow and then the wowing the customers. What Sean is saying is that your patients are consistently wowed. Now, I don’t know if that’s because Sean is your hype man or if that’s a real thing, but it seems like people are actually wowing, they’re being wowed right now. People, when they come in, this is if you look at the workflow, they buy something right here. We have to wow them. You’ve got to create that wow moment. And again, if you want to download this diagram, folks, just go to Thrive Time Show dot com forward slash millionaire Thrive Time Show dot com forward slash millionaire. You can download my newest book called A Millionaire’s Guide to Becoming Sustainably Rich. You got to create that wow moment. I mean, amidst the checklists and the tracking at some point here, you’ve got to create a moment that wows people where they go, wow. So I’m trying to get everybody’s creative juices flowing here. So if you have a restaurant, I work with a restaurant in Florida right now, a great restaurant. They say, welcome in, is it your first time? They say, yeah, it’s my first time. Oh, well, hey, you get free appetizers on us today and one free adult beverage, welcome in. And that every time it’s that wow. And then when you come back later and ask for a review or hey, what entree do you want? Guess what? People become generous with how they buy. Another example, I work with an auto auction. The auto auction says your first time that you buy from the auto auction, you only have to pay a dollar more than the actual cost of the vehicle just to wow people, to get that going. I happen to work with a carpet cleaning business, carpet cleaning business, and what they do is they say, hey, the first time we clean your carpet, we’ll beat any competitor’s price and it will be at least half off of our normal price. And they go, okay, great. You’ve got to have that wow moment. What are you guys doing, Jenny, to wow your customers there? Well, there are things that we do. We will oftentimes like give samples of certain things because we know they work. We have a lot of supplement sales that we do. Again, the dollar consult is a wow moment because we will spend some, you know, 10 to 15 minutes explaining how we’re different. And I feel like they’re wowed because of that. Also, our services are so much different. We spend time in the room with our patients. We listen to them. They’re not just a number. And a lot of times people have never experienced that. So there’s a lot of wow moments, I think, for all of our patients. I understand that 59% of your customers are now from word of mouth. Is that accurate? Yeah. That’s huge. Yeah, well, and with the customer acquisitions cost too, I’ve heard you say this before, Clay, that if you’re advertising and you’re doing a good job wowing at the same time, they compound each other and you’ll end up having two to three word of mouth referrals from those patients that are wowed for every one lead you have from advertising. We measured and tracked that they had this last year. For every dollar they spent on advertising, they were able to bring back in $4.61. So that’s a 461% return on their marketing investment. It’s incredible stuff. And well, the great news is as we build these systems, if you guys ever wanted to franchise or license or open up multiple locations, if done properly, you should be able to scale it. It should be very repeatable, very duplicatable. Other things you guys have done, you’ve implemented a database to keep track of your customers, you’re gathering objective video reviews. You guys are really checking all the boxes. I’d like for you, if you can, Jenny here, to give a word of encouragement for any of our listeners out there that are a little bit on the fence right now and they’re going, you know, I have thought about scheduling a free consultation but I don’t know, I hear it’s $1,700 a month. Can you maybe explain your thoughts, what you’d say to anybody who’s a friend of yours or family that asks you about the value about the business consulting? Oh, well, I would say that the $1,700 a month is an excuse not to have someone to mentor you. It’s kind of like being in a gym when you need a trainer. We’re not always perfect and business owning is not easy and you need a mentor. I’ve never missed the $1,700 a month, even when I was only six months in when we started with you guys. I’ve never even considered it a loss. It was scary at first to make that, but that wasn’t an excuse. I knew I needed someone to guide me through this, and you guys have guided us through this through the entire thing, through employees, through income, through spending, through all of it. And we come through so many problems. There are a lot of problems that are established when you have a business. I mean, you become very overwhelmed very fast, and you need somebody that you can call who’s successful who’s been there that says, you’re not crazy. This happens to all of us. Here’s what you do about it. It’s been the best decision that we’ve made. Final question I have here for you. As far as having a turn, like a one-stop shop. Years ago, I hired a business consultant who was great and he would say things like, and I’m not ripping him, I’m just telling you what would happen. He would say, Clay, you got to work on your business and not in it. I’m going, that’s true. He goes, you got to delegate to elevate. That’s true. Clay, your website is not optimized. And I’m going, this is great. Fresh perspective. I go, Bruce, could you help me optimize? No, I don’t optimize. Could you help me work on it? No. Could you help me make a checklist? No. Do you make, do you help me with the print pieces that I need to make? No. Can you make a video? No. Do you help me with my online ads? No. Clay. And he would use that. He was kind of an Eastern, he’s an Eastern, Northeastern American guy. And he used to say, Clay baby, let me tell you what, I don’t make print pieces, what am I, a print piece guy? I’m not a web guy. We know what I am, I’m a work on the business guy. You got to find a good web guy. So every meeting we would have would result in me having to find another vendor to pay another $8,000 to, to build the website, 4,000 to make the video, 5,000 to do. So every time you would give a recommendation, it would lead to another cost. Can you maybe explain the value of having a flat monthly fee? Yeah, I don’t have to ever worry about it. Like I know if I need the website updated, it’s a text away. I know if I’m having trouble with an employee, it’s a text away. I know if I need financial advice, it’s a text away. And again, we meet every single week and all our questions are answered and we’re held accountable to what we need to be held accountable for. So it really works for us. Jenny and Mike, thank you guys for your time so much. I really do value your time. I appreciate you guys being here today. And on part two of today’s show, we’re going to tee up another success story because we want people to know it is possible, despite the financial jackassery plaguing our nation right now, it is possible to become successful and you guys are a living example of it. Thank you guys for bringing your baby on the show. We’ll talk to you soon. Bye. Thanks. All right, Thrive Nation, if you’re looking for a success story, something to encourage you that you have the mental capacity and the tenacity to succeed, today’s show is going to be a blasty blast and a show that I recommend that you take notes, you visit the website, you verify that today’s guest is a real person and she’s not a hologram. Dr. Amber, welcome onto the Thrive Time Show. How are you? Watch, I am doing great. So Jordan, we’ve had the opportunity to work with Dr. Amber here for a while and she’s having massive growth. So before we get into the details, could you describe what makes her great to work with? Cause you’re always bragging on her. So what makes her so great to work with? Well, for one, she never misses a meeting. She’s always on time and she always does the action items that I have her do. So whether it’s starting the team, the staff meeting once a week, the daily huddle, getting reviews, video reviews, the group interview, she just does it. And so my understanding is, Dr. Amber, you’re up, the business has grown. As a percentage, how much have you grown? Is it 2%, 5%? What kind of a percentage of growth have you had? Wow, so just as some examples, in December, we grew over 150%. The month before November, we grew, I think it was, Jordan, like 280%. We haven’t yet hit the end of January, so we’re waiting on the results for that, but we’ve only been open for a little over one year, and we’ve already seen, I mean, amazing growth. That’s awesome. So you’re having the big growth, and I think there’s a lot of people that they view success as sort of a murky, mystical thing. I’ll give you an example, folks. In my family, my wife used to get together with all the aunts for a big Thanksgiving meal once a year. All the women would get together, all the guys would get together, a big Thanksgiving meal, and there were some of the recipes they had over the years that were written, they’re passed down from grandmothers and great aunts, and you could no longer read the actual ingredients on the note card. It was just a note card with like the remnants of what used to be words. And I’m looking at it, I’m like, how are you possibly making a pie using this? What does this say? And they would hold it for the nostalgic reason, but it really carried no actual practical value because nothing was written down. That’s how the recipe was. I think a lot of people view success that way. They view it as kind of a woo woo series of guesswork and they’re chasing this elusive thing called success. And I want you to know here at the Thrive Time Show, we break down that complicated idea of success into tangible action steps that you can take here. So Dr. Amber, I want to get your thoughts on this real quick, just some basic stuff. First off, what kind of a doctor are you? I am an eye doctor or also known as an optometrist. How long did you have to go to school to become an optometrist? For about eight years. About eight years. And what’s the proper pronunciation of your last name so people can look you up to verify you’re not a hologram? Steven. Okay, so you went to college for how many years total? Well, total 10 years, but it takes about eight years to be an optometrist. Got it, and so you’re having massive growth, and so I want to give people just some visuals here. The first thing we have to do with every client we ever work with is we have to sit down and figure out what are your goals? Now, I’m not asking you to share on this public platform what your goals were or what they are, but did you have in your mind, did you already have goals established or is that something that you needed help thinking of? I would say that’s kind of a twofold. We had, my husband and I, we had some goals in mind, but I think it was truly kind of as a new start business, kind of hard to even categorize those goals and really put into perspective how much you could grow and how much you could reach those. So we knew we wanted to get improved, but we were kind of in a rut and didn’t quite know how to do that. And enter lovely podcast and actually taking that to join. Well, I am super, super glad you’re so transparent about this. I know a lot of people feel overwhelmed and so I’m gonna give people kind of a visual here. So step one with every client we work with, and by the way, folks, if you go to thrive timeshow.com, you’ll see thousands of testimonials from real people. Step one, we have to establish our revenue goals. What’s our annual goal for revenue? And then what’s our weekly gross revenue goal? Now, step number two, we gotta know how many patients we need to see just to break even. Now, Jordan, you work with a lot of wonderful clients, but again, with Dr. Amber, I mean, you’ve been bragging on her for quite a while here. Some clients, they get kind of emotional when it comes down to making the tracking sheet. What’s the process been like working with our good friend here as far as making that tracking. She was, it was a complicated thing. Was it a multiple month thing or did you, would you guys knock it out pretty quick? No, it took maybe like the first meeting, maybe, maybe the first two meetings just to nail down everything and what everything meant. And then from then on, it’s just, it’s, it’s always plugged in before, before every meeting, all the numbers are plugged in. So the, the income for the week, the expenses for the week, the profit for the week, the leads, how much the ads were this week. It’s all plugged in and it took zero time. It took me- As far as, you know, as far as, you have to measure what you treasure. I mean, that’s a big thing. We all have to measure what we treasure. As you as a doctor, Dr. Amber, how does that help you to know all your numbers and to see it all on one spreadsheet? Absolutely. I have been telling Jordan in the past that otherwise you were just kind of flying by the seat of your pants. I mean, I thought the numbers looked good. We’d go day to day at the end of the day looking at like the actual growth, but you had no way to actually track. Okay, how many patients did you see? How many new patients did we see? Where’s the money going? Also, just looking at the amount of leads and how that kind of correlate in patterns to how many reviews we got. And then also where all of our like dream 100s going, Google, all of that. It just really puts it in perspective and gives you a goal and an actual item to be accountable for. And again, I’m looking at the numbers here. It looks like you’re up about 200%. I mean, and it, because again, you had some months where you’re up higher than that and some months a little less, but I mean, you are absolutely growing. I want people to know this. I’m going to pull this up just to kind of brag on you. This is so important. I want to do a search here. I want to do a search right now. We’re going to go to usdebtclock.org. I’m not trying to depress anybody, but if you go here, there’s a middle column where they keep an accurate track of how many Americans identify as being self-employed. So in America today with a population of approximately 330 million Americans, we have 9,000,000, 9,000,000, 9,000,000, 47,817 self-employed people. And according to Inc. magazine, 96% of businesses fail, according to Inc. magazine. Now I’m not saying that Inc. magazine is the end-all with stats. You also have the U.S. Chamber of Commerce with similar stats. What we’re finding is most businesses don’t ever succeed. So statistically speaking, just so we’re clear, if there’s 330 million Americans out there and only 9 million of them are self-employed. That’s like 3% of our population is self-employed. Now, if you talk about 96% of them failing, we’re down to now only 4% of that 3% is successful by default. So again, if you’re out there today and you feel like you’re struggling, don’t feel bad. You just got to follow a proven system. Now box number three, Jordan works with our clients to figure out your schedule, your boundaries, how many hours you’re willing to work. We’ve got some doctors, true story, we work with who say, you know, I’m going to work three days a week, that’s it. Other doctors say six days a week. Some say seven days a week. How important was it for you and your husband and your team to figure out the hours that you would be open, the hours you’re not open, just in terms of just blocking out that time? For me, it’s invaluable. So a little bit of personal story, I actually just got back from quote unquote, I guess you’d call it a maternity leave, Jordan. So it was actually the only time I missed a call with him was when I was giving birth. So finding the time for when I needed to work and when family time was invaluable. And I think also having that be a recipe where I could still succeed makes it even more important, especially as a mom and a wife, being able to have my own business, but also being able to have boundaries on when I would actually see patients, when I would work on the business, and then when I would be able to go home. This is awesome. Again, folks, this woman has given birth to a baby, which in my opinion, you deserve a lifetime achievement award. Anytime a woman gives birth to a baby out of their body, they deserve some kind of lifetime achievement award. But also she gave birth to a successful company at the same time. So the time will never be just right, but everybody out there, you’ve got to block out time to be successful. There’s never a perfect time. You’re never too old or too young, you just got to do it. Now box number four, if you had to figure out your unique value proposition, and we had to improve the branding box number five. So we looked at your website, navigationicare.com, and a website, by the way folks, is a little bit like a garden. You’re never quite done. You’re always pulling weeds, always tweaking. As we look at it now, I’m sure we’ll catch something we want to fix tomorrow or improve. But the idea is you have to eventually launch, and perfect is the enemy of done. Perfect is the enemy of done. So I want to talk to you about that for a second. I find that a lot of doctors I work with are hesitant to launch the site until it’s perfect, therefore they never launch it. But I find that the clients that are the most successful can launch it and then say, you know what, I’m going to come back later and fix my lobby. I can come back later and adjust my logo. I can come back later and improve the look of my website. Could you talk about the process of launching the website? What was that like to work with Jordan and your team there, our team and your team? It was really helpful. He was pretty confident in us from the beginning. I was, I guess, as a doctor, you’re a little nervous and you don’t want to make videos of yourself. I’m a pretty humble person, so that aspect just needed a little push and shove. He’s done great on the website and just basically with our navigation eye care logo, using that, but also just capturing what the office is, the energy within the office, and also being encouraging when we kind of find a tune, for instance, our no-brainer and our deal on that, he was really helpful in making that succeed. Now, a no-brainer, I don’t want him to get lost with the language, I’m gonna pull up this diagram again. Hopefully this diagram is helpful for everybody. With my clients, they always tell me it’s like, it helps them so much to see it. After we start the marketing, this is box number six, the three-legged marketing stool, which is how do we get customers? Once the phone starts ringing or once people start visiting the website, you have to have a no brainer offer that is so good and so exciting that somebody who doesn’t know you is willing to fill out the form. So just let me give you an example. I am not the only guy, this just in, the only guy that cuts hair in the city of Oklahoma City. So if you do a search for OKC Men’s Haircuts, my company, Elephant in the Room, is not the only company that cuts hair. But if you do a Google search for OKC Men’s Haircuts, we clearly come up top in the search results. And then people go to the website and they go, I don’t know about this. There’s other options. These aren’t the only people I’m looking at. They’re not loyal to my button. They’re not loyal to my website. And they look and they go, wait a minute, first haircut’s a dollar. I could try that because it’s the risk and reward, whether it’s conscious or subconscious. People do not want to have a bad first experience. And I see so many optometrists specifically and doctors that say, first exam, only $400. And people are like, huh? And it’s not appealing. And people have been have a horrible experience. And they go, man, I spent $400 for a terrible experience. But this is a great offer you guys have come up with. Talk to us about the offer, the no brainer, and maybe what kind of value that’s had for your business. Absolutely. So the first time exam and a pair of glasses is $99. We did fine tune that a little bit. At first, we had a kind of an age range on it since we see all the way from six months up. Since I came back in December, we actually fine tuned that to be $99 for everybody. It’s been excellent. Jordan can attest to this. Our phones lately are ringing constantly. Like we kind of have a blessing in disguise, a good problem to have. Our staff is really busy with constant calls for leads or even our lead sheet with people that want to know more. It is a great first step as well. So it gets everybody in the door. It’s not a $99 and then end there. We have so many people that take advantage of that as step in the door, and then they love our office and the experience, and they wanna invest more. They get another pair of glasses, they get contact lenses, they say, oh my goodness, at the checkout, they wanna schedule their whole family or their best friend. So it has been invaluable to grow up with this. Nothing that we would have ever thought of ourself. So completely, completely just mind blowing how much we’ve grown since we’ve started using that. You know, one thing about business consulting is it’s a lot like hiring a personal trainer for fitness. They’re very analogous ideas. You hire a personal trainer for fitness and you don’t show up. It’s not something you can delegate. You can’t just say, Jordan, you’re my personal trainer, but I don’t want to work out today, so I’m sending my good friend Carl, my office assistant, he’s going to work out in my place. He’ll do some pull-ups, get him on the burpees, get him on the pull-ups, have him run a lot of crushers, okay? Because I want to get in shape, so really push that guy. And I think a lot of people view business consulting that way. It is a participation sport. It is a full-contact sport. And if it wasn’t for great people like Dr. Amber, the system wouldn’t work. You know, and with a lot of our clients, we help them design their office, their lobby. But in this case, with Dr. Amber, she really put a lot of thought into the design of her business. So when we send people into the actual office, they’re having a great experience in the actual location. The sights, the smells, the sounds, the whole atmosphere is great. And a big kudos to you for doing that. Because again, if we help people market off a cliff, we have a lot of our clients, we do the interior design and we help them with that. But there are some doctors that say, I will decorate my own office and it’s the worst thing possible. So you’ve done a great job with that. Now we talk about sales, moving into sales. Eventually we have to sell something. Eventually we have to sell something. So sales scripts, recorded calls, one sheets, print pieces, all of that. How important has it been for you to begin to put in sales systems? Because the word sales for most optometrists is almost like a curse word. How important has it been to put in sales systems for your optometry clinic’s success? I would say it’s been a pivotal point of growth. So we have lead sheets where we get back in touch with anybody who wants more communication. We have call scripts that make it just seamless for our team from day one even. We brought on a new staff member at the beginning of, or pardon me, the end of December. From day one, she knew how to answer the phone. She knew what was expected and how to schedule a patient. She knew about the no-brainer. It makes it just a lot easier because of a small practice that just opened up. I don’t really have the time, nor am I the most useful in training. As well as my other staff, I would rather have them be answering the phone, scheduling appointments, keep doing their job. And then the sales part, yes. No optometrist really likes to sell. We would rather like to recommend or prescribe. But it is one of the few practices, along with kind of dentistry, where actually for the profession, yes, I have an eye exam, but we make a lot of our money and a lot of our business by actually selling or the consumer purchasing something. So with the selling process, Jordan would attest to this, I definitely have A plus players right now. We’ve kind of weeded out the weeds, per se, and some B and C plus players, which has been a great stepping stone to a new office. But the energy and the staff really help in the selling for them to know the product, for them to feel confident and for them to kind of quote the deal. And we have checklists for all of that. They make it really easy on, okay, what’s the price on this? Can they get this with it, et cetera. Now, for anybody out there who goes to, you want to see an example of a system once it’s done, I should say, or is getting closer to done. If you go to eitrlounge.com, folks, and you click on the staff button, I unfortunately cannot give you the passwords to my franchise, but this is what it should look like behind the scenes. You basically have all your documents and all your checklists documented. So as we work over the years with your practice to help it grow, eventually we’ll have every system, everything documented. So my staff, if they’re looking for the opening daily manager checklist, they can just click on the link and bam, all the documents are there, all the systems. And it’s a process, but at the end of the day, what you look for in business is you look for what’s called a return on investment. Many of our listeners already know that, but I want to make sure we’re on the same page here. My game or my goal, my process is to help you bring in more money than you pay us. And so, you know, I hire an accountant, just full disclosure folks, I spend about $4,000 a month every month on the same accounting firm. I have no problem with them at all. It’s called CCK. They’re an accounting firm based in Tulsa. They do work with clients all over the country, but it’s called CCK Strategies. I don’t make a commission for recommending them, although I’ve asked, but I do not make a commission for recommending them. But I, you know, I pay about $4,000 a month to them. And you might say, well, why do you pay them every month? Well, because every time I have an accounting question, I can get on the phone and get the answer real quick. And so having those recurring weekly meetings keeps the accounting on track. Full disclosure, I work with a law firm called wintersking.com. Wintersking, again, I don’t make a commission, although I’ve asked. Wintersking.com. This is who I use for all my legal stuff. And people say, man, why do you spend four grand a month on your legal and four grand a month on accounting? Are you spending eight grand a month recurring? Yes, because I don’t ever want to get myself in a legal conundrum. I want to stay on top of these things. And I think that’s the same thing with business consulting. We charge you $1,700 a month, 1-7-0-0. Could you speak to, you know, just for the sake of time, what is, when you pay the $1,700, how would you describe the value you’re getting back as far as that value proposition, the $1,700 you’re spending versus the value that you’re getting back? Well, the only word I can kind of think right now is no-brainer. Pardon to say it, but it’s kind of a non-negotiable. So the return on investment is something that really can’t be quantified with the growth we’ve had and just having the stepping stones along the way on what we need to do. And Jordan kind of says, it’s kind of like almost like a rinse, rather repeat, keep doing and you’ll see growth. But I think having him there as a coach and that accountability to me each week is just the best. I think my husband and I are all in and we would say it’s just part of our business right now. Now, I would tell people if they lived in your area and they wanted to have an eye care experience that is awesome, I would say, you know, hey, it’s $99. Okay, so worst case scenario, you go in there and you had the worst experience possible, which you’re not going to have. You know, it’s just a no brainer. But at the end of the day, you have to try it out, folks. You have to go to the website. You have to look into it. You have to schedule that consultation. But for anybody who’s in your area, what markets do you serve? Can you tell us what area are you in and where can people, what kind of, I guess, what geographical area do you service? So we’re located in Chesapeake, Virginia. We are, this area is part of a seven city or kind of seven suburb area called the Hampton Roads community. We actually have most of the military. We have the largest Navy base. We have a Air Force base just north of us. So we get an influx of a lot of different communities of people, a lot of people who have been here long-term in the Chesapeake area that’s very rural, but growing. We also get people who are from Norfolk, who are from Newport News, who are across the water. It’s really seven cities that is an inner structure of just different bridges and land. Quite different than the Midwest, although my husband and I are from the Midwest. But the Navy is what brought us here, and my husband now is more reserve out of the Navy, active duty, and we just are really blessed to serve a community that supports the Navy and the people in it. And we’re just a quick, brief 14-hour drive from your office. So if you’re in the Tulsa area, it might be worth the 14-hour drive. You don’t have to do the math, folks, but it’s only 14 hours away from Tulsa, Oklahoma. Now, if I have a question I have here for you, and, again, we help you with the HR, the hiring processes, the checklist. There’s a lot of stuff we do. I just wanted to be able to celebrate your success and that 200-plus percent growth there. But for anybody other that’s thinking about scheduling a 13 point assessment, we have thousands of testimonials people can see by going to Thrivetimeshow.com and clicking on the testimonials button. But what would you say for anybody who’s thinking about scheduling a free 13 point assessment? You know, because we only take on 160 clients, so I don’t want to waste anybody’s time. I don’t want anyone to waste their time. What would you say to anybody who’s thinking about scheduling a free 13-point assessment with myself? I would say 100% go for it with the caveat, are you willing to put in the work? Are you willing to be held accountable every week? And are you excited about growing more than you probably could have ever imagined and more than you’ll be able to do on your own? Boom, doctor, Amber, I really do appreciate you carving out time. Jordan, thank you so much for making this happen. Jordan’s always bragging on you, and it’s great to be able to celebrate you here on today’s show. Thank you so much. Thank you, appreciate it. Take care. Bye. 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. 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 Pessamon company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85%, and that’s largely due to, first of all, 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 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 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 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 is of 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… 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 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 are looking for. I went to the University of Oklahoma College of Dentistry from 1983 to 1985. Alright we’re joined on today’s show here with Jordan and Austin and I really want to show you guys some things, I want to tap into your wisdom, I want to ask you some things. So what I’m going to ask everybody out there to do is to look up what I’m saying, assume that I’m out of my mind, assume I’m making these things up, please do not passively listen to what I’m saying. Just assume I’m making things up and do your own research. Okay, so in America today, we have approximately 330 million people that live in our country. Jordan, do you agree with that? Do you disagree with that? What are your thoughts? I, truthfully, have no idea how many people are in the world, so that sounds pretty close. And I’m just being really clear. I’m not trying to be passive aggressive. I’m not going to attack you. I’m just saying in America, there’s 331.9 million people as of the 2021 U.S. census. Okay, so we good there? So there’s 331.9 million people. Are we on the same page? Yeah. Okay, now usdebtclock is a website, usdebtclock.org. They pull real-time stats from multiple websites to come up with an aggregate or a total number of what they believe to be accurate about all things related to the US population, the US workforce, the number of people who are unemployed, etc. So right now, the US official population at usdebtclock.org sits at 336 million people. But Austin, the number of self-employed people sits at 9,048,602 people right there. Cool? Yeah. So, just so we’re on the same page, if I took 33 million and I divided that by 330 million, so if we had 33 million self-employed people, that would be 10%. But if we have only 9 million, that’s approximately 3% of our population is self-employed. Are we tracking? Yeah. Now, Inc. Magazine shows that 96% of small businesses fail. Now, I have been featured in Inc. Magazine, maybe I have a bias towards Inc. Magazine, maybe I’m wrong, maybe somebody else doesn’t like that stat, but Inc. Magazine reports that 96% of businesses fail. Now the United States Small Business Administration, which has presented me with an award in the past for Oklahoma’s Entrepreneur of the Year, and maybe I have a bias towards them. They’re saying about 90% of businesses fail. So wherever you’re getting your stats from, it’s most businesses fail. So if 96% of businesses fail and only 3% of our population is even self-employed, I want people to understand this, you have 96% of 3% make it. All right? So, it’s not, we’re not talking like, if it was 3% of our population in a room of 100 people, you’d say there’s three people in this room that are successful. But it’s not. It means only four out of, 4% of those three people would be successful. So you would have to have a room with 1,000 people, are we on the same page? You’d have to have a room of a thousand people to statistically find a successful entrepreneur. That’s why when I get asked to speak, that’s when I get asked to host a show, that’s when I get asked to comment in an article, what I am saying is always counter-cultural. It’s always opposite of what everybody else is doing because everybody else is not succeeding. Right. So what I want people to know on today’s show is we have a path that we guide you down if you’re a self-employed person, and it’s a linear path, so linear. Austin, do you play any musical instruments? Percussion instruments, I like them, I enjoy them. Okay, so if you play percussion, or if you play music and you start to study music, you’ll start to hear musicians talk about song math. Song math. There’s sort of a way that music is created. So there’s a path, and on part two of today’s show we’re going to share that with you so you can see it. But there’s a way in which music is created. So you’re going to have to have a verse, and a chorus, and a verse, and a chorus, typically an amplified chorus. There’s components to the song. There’s typically a melody, there’s percussion, there’s a bass line, there’s harmony. We can get into that. But if you don’t know music, you might just hear it all as one thing, but you don’t maybe have an appreciation for the individual components because you don’t know music. So what I’m gonna do is I’m gonna pull up Michael Jackson, okay, Billie Jean, acapella. This is Billie Jean, acapella. This is how good he sounds when there’s nothing else added to the music other than just his voice. So this is Michael Jackson, acapella, singing Billie Jean. Now we all know the song Billie Jean with the music, but have you ever heard it with just his voice? And in my opinion, this is where you get to really tell who can sing. She was more like a beauty queen from a movie scene. I said, don’t mind, but what do you mean? I am the one. Who would dance on the floor and around. She said, I am the one. And the headphones, if you’re not really into music, if you don’t know, in the headphones you’re going to hear the microphone picking up just remnants of the track because he’s wearing headphones as he’s singing. Who would dance on the floor in the round? She told me her name was Billie Jean as she crossed the scene. Then her heavy hair turned with ice, the dream of being the one. Who would dance on the floor in the round? But that’s not really what he’s singing. He’s singing the song, the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. He’s singing the song that he’s singing. Oh, we dance on the floor and around. But that’s not really what people think of when they think about Billie Jean. They think about the complete song. And so you start to think about, oh, well, oh, Billie Jean, I know that song. I like that song. But you think about it as a complete product. And people think about business that way. They go, I want my business to be successful. And I don’t want to focus on accounting. I want to focus on marketing. And I don’t want to focus on sales. I want to focus on marketing Listen, I don’t want to focus on branding. I want to focus on accounting, but it’s all of those things together So again, this is Billie Jean as you know it Now if you took that out, it’s weird. That’s why I have a problem, by and large, with white church. I have a problem with white church. I go to a church, and if the church doesn’t have a bassist, I have a problem. Because the bass is what fills up the space. If you take out the bass, you’ve got a problem. Now, the keys. You hear that? If you take out any one of those components, it’s weird. And that is, people, they don’t look at a business that way. They say, I’m going to focus on marketing, or I want to focus on branding, or they’ll even ask questions, like, what’s the most important part to grow a successful company? What’s the most important component? And that would be like me sitting down with you, Jordan. And do you like to cook anything, Jordan? Rarely, no. Do you like to fix cars? No. Austin, do you like to cook? Yes, I enjoy cooking. OK, so what’s one of your staple meals? Like, what’s something you cook that you’re actually, people say, that’s good, dude. Man, arepas. What did you just say? Are you making up words? Really what goes into that so you got to make like a chicken so it’s like shredded chicken Yeah, you use like you can use mayo or some type of filler. Yeah, I’m different spices got a cilantro You feel it a homemade tortilla, and you fry it. It’s really good so again That’s an example. I’m gonna give another example, so we have hope we have two in our minds We can all connect to a Cajun food You know my mom will cook Cajun food and what she’ll do is you add in the spices, you’ll add in the pepper, you’ll add in the shrimp, you’re going to add in the sausage, you’re going to add in all this stuff. At the end of the meal though, it’s all of those components. You talk about a car, you say what’s the most important part? Is it the transmission? Is it the tires? Is it the axle? Is it the steering wheel? Is it the dashboard? Is it the windshield? Is it the gas cap? It’s the gas cap! By the way, if you are driving around without a gas cap, people will yell at you and say, your gas cap’s off, buddy! Buddy! Paul, have you seen this? And then as they drive by, you just wave and say, oh, hey, how you doing? But if you’re going the wrong way with your life, nobody’s pulling you over. Think about that. You’re driving down the road and you have a gas cap that’s missing. Hey, buddy, look out, man. And you’re going, what’s going on? Am I on fire? Am I going to die? And you discover, well, I forgot to shut the gas cap. But if you’re going the wrong way with your business, no one’s going to tell you. You know how I know this? Because 96% of business owners fail, according to Inc. Magazine and other research. And only 3% of Americans ever have the thought to become financially independent. It’s crazy. So now let’s talk about it. So here there’s 14 core components to growing a successful company. We can obsess on these. Someone can say there’s 27. I focus on 14. Step one, you’ve got to establish your revenue goals. So all the clients you saw in part one of today’s show, they’re all clients that know the revenue goals. They’re yearly goals and they’re weekly goals. Two, you’ve got to determine your break-even number. How many somethings do you have to sell to break even? Three, you’ve got to figure out how many hours a week you’re willing to work. Four, you have to define your unique value proposition. What makes you unique? Five, your branding. Your branding, does it make you look good or make you look hood, right? Box number six, you create a three-legged marketing stool. How do you most effectively reach your ideal and likely buyers? Box number seven, how do you create a sales conversion system that actually converts ideal and likely buyers into customers? Salescripts recorded calls one sheets print pieces pre-written emails lead tracking Box number eight or system number eight you got to figure out what are your sustainable customer acquisition costs? So if you may have a business that grows by cold calling how many cold calls does it take you to book an appointment? How many of those appointments turn into a deal? So how much are you paying per deal? That’s a question. Box number nine, you have to create systems, create repeatable systems and processes and file organization. By definition, you can’t be an organization if you’re not organized. Box number 10, you gotta manage people. You gotta get people to actually do what they’re supposed to do. If you have these great systems, but no one does them, it doesn’t help. Box number 11, you have to create a sustainable weekly schedule so your team doesn’t hate their life. I Know you’re an entrepreneur. You’re excited folks. You’re listening to this. You’re an entrepreneur. That’s exciting. You’re excited. I’m excited You know what? I’m so excited today. I woke up at 3 a.m. Why cuz I wake up every day at 3 a.m You know why cuz I like to work and the way Michael Jordan liked to play basketball And the way that Michael Jackson liked to sing a song I like to work and the way Steve Harvey likes to laugh and the way that Dave Chappelle likes to laugh, I like to work. And the way that Wolfgang Puck likes to cook food, I like to work. That’s what I like to do. That’s my bias. Well, guess what? The guy who’s working in your call center isn’t that passionate. You know what happens every single day? Jordan, what happens? You want to guess? What happens to me every single day, right before the workday? What text messages do I or do the managers who work here get? Every day before the workday. Hey, when do I need to be there? Keep going. There’s even a dirtier text message. I’m sick. There it is. Running late. Just woke up. Overslept. You know the text message I never send? Woke up late. Overslept. I’m sick. You know why? Because I want to work. And most people don’t want to work. And we can get into how God and the Bible tells us we’re supposed to work as unto the Lord and not as unto human masters for you shall receive an inheritance from the Lord above. So you’re supposed, even if you hate your job, you’re supposed to work as unto the Lord. You should view your job as your mission field. We could talk about Exodus and Genesis and the idea of working six days a week and resting on the seventh and you said Colossians 3.23. So then you got box 11. You got to make a sustainable schedule so your team doesn’t hate their life. Box number 12, you’ve got to create a human resources recruitment system. How do you hire people? How do you train people? How do you hire? How do you inspire? How do you train? How do you retain? How do you do it? How do you do the weekly meeting? How do you lead a staff meeting? We’ve all been in a meeting that felt like a beating. We’ve all been in a meeting. I used to have a guy I used to work with years ago and every time he’d head to the staff meeting it felt like a beating. His team hated his meetings. He hated his meetings. It was rough. Okay? So, if you are, if you, these are all the components. Box number 13. You got to have your accounting nailed down. You have to know how much taxes do you owe. We can talk about taxation. Should we be taxed more? Should we be taxed less? What do we think about progressive taxes? What about a flat tax? These are all things we can talk about. Great. But meanwhile, you have to pay taxes. So, you got to automate your savings, you gotta set aside money for taxation, accounting, gotta onboard employees, making sure you’re withholding the right amount of taxes so the government can spend more money. Yay! Okay, box 14, you gotta have your goals for your life, your F7 goals. Goals for your faith, your family, your finances, your fitness, your friendship, and your fun. Now, I believe that most people who watch this show, probably watch this show, Austin, because a member of our team, such as yourself, has probably talked to them. And they’re hearing the words I’m saying right now after having watched testimonial after testimonial after testimonial from real clients. So I want to ask you this question, Jordan, and I want to ask Austin the same question before we wrap up here. Okay, why is it that the clients that we’ve shown on today’s show, we’ve showcased over a dozen client success stories. Our average client is with us over six years. Our average client is with us, folks, for over six years. I openly charge $1,700 a month and we operate at a 20% margin. I have scholarships available for businesses in need to help people that can’t afford that. And most of my wealth is generated by a percentage of the growth. That’s how I make money, is a percentage of the growth. So I want to ask you this, Jordan. What makes those clients we just saw, Ginny, this wonderful health care provider, successful, your optometrist client, we just saw her story, Colaw Fitness, we just saw his success story, Full Package Media, Thomas, we just saw his success story. You’re seeing all these success stories, what’s the common denominator of those clients that have gone down these 14 steps? They do the work, they’re consistent, and they follow this path. Oh, there it is. Austin, you talk to a lot of people, some of which call, boop, boop, boop, boop, boop. They go to thrivetimeshow.com, they call, they reach out to us, they say, I want to attend a workshop, I want to know how to become successful. Others, you call them. What makes successful clients versus not successful clients? In your mind, having seen this process, having seen this evolution in different shapes and forms over the years, what makes the successful client successful? Given that we’re going to teach them all the same systems, we’re going to provide the photography, the videography, the web development, the search engine, all that, all the mentorship, what makes a successful client successful? I would say consistency, being actionable about the things, not just saying it, and then accountability. Staying accountable. That’s why we have a weekly meeting. And the weekly meeting is designed so that you as a client have the homework you need to do, we have the homework we need to do, and we always track because you have to measure what you treasure. And whatever you track always expands except for your waistline. So if you want to be top of mind, if you want to improve the results of your business, whatever you measure, that’s what you treasure, folks. So again, for anybody who’s hearing this show for the first time, that’s what it takes to become super successful. I wanted you to be able to see the people that were on today’s show, Austin and Jordan. I wanted you to know these are real people behind the scenes doing a really good job to help your business grow there folks. And again, if you want to schedule a 13 point assessment today, or you want to attend one of our in-person business workshops, just go to thrivetimeshow.com. That’s thrivetimeshow.com. And without any further ado, we like to end every show with a boom, because boom stands for big, overwhelming, optimistic momentum, and that’s what it takes to become super successful, big, overwhelming, optimistic momentum. So here we go, three, two, one, boom. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business, and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. Like we have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super. It’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. All right, Thrive Nation, on today’s show, if you’re a doctor, you’re a dentist, you’re a lawyer, you’re a mechanic, you’re a home builder, you’re a home remodeler, you’re a carpet cleaner, you’re a dog trainer, you’re a dog trainer, you’re a dog trainer, dog trainer, you’re a business consultant and you don’t know how to do business consulting. If there are anybody on the planet and you want to increase your financial and time freedom, this is a show for you. We’re interviewing today a client who we’ve had the opportunity to work with this year and I just am super excited to see the growth and the systemization occurring there. And again, if you want to verify that this person is not just a male model, we did not just bring him in because he’s a beautiful man. No, no, no, no, no, no, no. This man actually owns his own business. It’s called OfficialSynapse.com. That’s the website, OfficialSynapse.com. You can verify he’s a real person. With that being said, Dr. Troy Spurl, welcome to The Thrive Time Show. How are you, sir? Doing well, thank you, Clay. Okay, here’s the deep dive interrogation. How did you first hear about us? How did that happen? Well, it was on another podcast. I actually was, I’m a big Kim Clement guy, and so I actually was watching a podcast and they talked about this Mr. Clark. And then that’s how I found you. And I reached out and the rest is history. It was a good fit. It was what I was looking for. So, they called you a very influential man. And I can basically validate that you’re very much a connector. And so it was a good prophecy. I’ll say that. It’s so crazy. This is the first time anyone’s ever heard about my business consulting through a prophecy. So take and implement. Okay, so now what we do and what Devin does to my right, she’s a consultant and her job is to help wonderful clients like you to implement a proven system and to help you grow. And so I think what a lot of people do is they’ll go to thrivetimeshow.com, they’ll look on the testimonials, but I know this because I talk to people every day to do it. And they go to thrivetimeshow.com, they click on the testimonials, and they look at the growth of a company like Tip Top K9, and they go, wow, you guys helped them to double their income? You helped them grow from one location to 10 locations in a very small period of time? It almost seems unbelievable. They see something like Tim Redmond saying he went from like two clients, somewhere between five and 20 clients, from five and 20 clients up to where he’s got hundreds of clients. And they go, it’s just, I don’t know if it’s possible. You know, they see Jenny here and her husband, Mike, with their cute baby having eight times growth. They’re seeing the Colas having three times growth. They’re seeing Papagallos having eight X growth. So I want to get into the nitty gritty of what we’re doing to help you grow your business. So first off, step one, with every client, we have to know your goals. I’m not asking you to share your goals publicly, but could you maybe share why that’s important for you and for every entrepreneur listening to know your goals? Well, you have to have something to shoot for and it allows you to get an actionable plan together and then you know each week what you need to do. And I’ll share a couple of my goals. I mean, my big thing was that I was working a lot in my business, not having any time to work on my business. And so that’s been one of the biggest shifts. I’m not even a year, we’re just barely a year in working with you. And I’ve gone from seeing patients personally five days a week to only two days a week. I’m actually here on my temporary second place right now. I’m working remotely. I could never do that before, and so I’m working on my business more, which is very, very helpful when it comes to just improving, hitting some of the other financial goals. So it’s not all financial goals for me. I did want to pay off some debt from the equipment and other things like that, and we’ve hit a lot of those goals just in year one. We’re a little bit ahead of what I expected, actually. You know, step one, folks, I know it helps to see a linear workflow. Devin, are you a visual person or do you prefer just to keep things in a kind of a written form in your mind somewhere? Oh, I’m a visual person. I need it written down on a piece of paper for me to look at. So the workflow to me is a lot of times, you know, consultants like yourself who work here or clients, they say, just seeing the workflow helps me a lot. So box one, you got to establish your revenue goals, homework for everybody out there. You have to know your yearly revenue goals. All right. Then you have to know what are your total weekly gross revenue goals. What are your goals for the week? If you have a goal for the year, what are your goals for the week? I’ll give you an example of kind of a fun story. Long time client of mine, he came to one of our workshops. He walks up to me, true story. He says, I figured it out. I said, you figured it out? This is on like session two of day one of our workshop. He says, I figured it out. I said, what’d you figure out? He says, I’m gonna do it. I said, what are you gonna do? He says, I’m gonna lose the weight. We are not at a weight loss conference. I go, what? Not kidding. Saw the guy about three years later for the free. He’s been a client the whole time and most of our clients are not in Tulsa. So I hadn’t seen the guy in three years. He’s down like 90 pounds. And I said, how’d you do it? He said, I figured out my yearly goal and I figured out my daily goal, so I made a to-do list of what I’m going to eat every day. And I just put it on there and it was basically grilled chicken, broccoli for lunch, that’s it, every day. Grilled chicken, broccoli, lunch. And he said, you know, I did that every single day since the conference and I’ve lost almost a hundred pounds. I’m like, get out of here. So no matter what you’re doing, you got to have those goals. The second thing you have to do in business is you have to know your break-even numbers. Now, now, Devin, you went to college and, you know, you studied a variety of things in college. When in college with the business classes, did they ever talk about the break-even point? No. Mind-boggling. And it’s because typically a bureaucrat in a college, they don’t have the break-even. If they ever go over the budget, they just raise taxes or find some way to increase fees. And the students aren’t actually paying for college, they’re using loans that are provided by the federal government. So nobody’s actually looking at a budget, but in a business, you have to know your break-even point. And again, Dr. Spurl, I’m not trying to ask you personal questions about your break-even numbers, but do you know in your mind how many patients, I mean, just, I guess this is rhetorical, do you know how many patients you need to break even? Absolutely, we have the numbers established and it’s not just myself. So now we have a full clinic. So I know how much each individual doctor needs to have, each practitioner, and then the clinic as a whole, how much they need to be seeing, and then just the minimal amount of services. So we track all of that, the exact services that the number of services that have to happen as well. Now we can move on to the next box, defining how many hours per week you’re willing to work. Now this is hilarious. Did you meet Austin yesterday? I did. Okay, so Austin was a guy who used to work in the same building as me. He went, he and his wonderful wife and their five kids, they decided to basically move into the mountains and take a year to recalibrate and really figure out what God had in store for them. So they actually as a family, which I think is incredible, they actually did it. A lot of people talk about it. They actually did it. They moved to the mountains, really studied the Bible as a couple, I really recalibrated, and he came back, he wants to come rejoin the team. And I have no problem with it, he left on good terms, and he and I share the same religious views. He and I both believe that the Bible is very clear, we should be resting on the seventh, and working six days, rest on the seventh, you can find that in both Exodus and Genesis, God laid out that pattern, work six days, rest on the seventh. And he believes that the Sabbath is Saturday. So he never works on Saturday. And I remember that about him, but he mentioned, he goes, hey, I want to work six days a week, I don’t want to work four or five, but I want to work six, but I do take off Saturday. I don’t know if you remember that. I said, I do remember that. So for him, he was very clear, I want to work six days, but I don’t want to work on Saturday, because that was his particular, how he views the Sabbath based upon his interpretation of the Bible. I’d love to get your thoughts on that. I think a lot of business owners say, I’m gonna do whatever it takes. And then they’re not. Yeah. It’s like, so we got one guy right now, one of my longtime clients and friends, he’s at trade shows, he’s doing I think six weekends in a row doing trade shows. And he also works five days a week because he has a goal in his mind of how many customers he wants to get. And he wants to get those customers before April. So he’s literally willing to work seven days a week and go to these trade shows. But I think a lot of people say, I’ll do whatever it takes. You’re going to imagine dragons and then they’re not. So I’d love to get your reaction to that. No, that was like a mindset shift that had to occur too. And it is funny how much, how mental that is. And a lot of times you get into business and you think I just, you’re doing it to retire. And when you kind of get rid of the word retire and you just kind of, you work and it’s something you’re passionate about. It actually doesn’t even feel like work. And so, yeah, I’m on board with that. And I, one of the things, I started getting up earlier because I’ve gone to your two days. I haven’t missed a two day since I’ve started with you. So I come down for all the two days because I hear something new each and every time. And I, a lot of it had to do with the schedule too. So, getting up earlier, and I’m not quite as insane as you as far as how early you get up and what you do, but I’m pretty close, I’m getting there. Wow. And so, that was a big, big shift. It was a mental shift, and things, just efficiencies started improving. Like, just everything started to get better, and that’s how I got freed up was by basically working more days and getting more organized, becoming more efficient and then our capacity just is we’re just primed to just explode right now and our capacity is because of the extra work hours. Have you listened to my interview with Rabbi Daniel Lappin? Have you heard that one? I haven’t. Oh bro I’m gonna put it on part two of today’s show. This interview is sick. The only part you won’t like about it, folks, is what I say. But this guy, he’s a rabbi. How our conversation started was I had a lot of friends of mine who were wealthy Jewish people. I kept asking my Jewish friends, I’m going, why are you guys so rich? What’s going on? What’s the move? I was 25 years old. A friend of mine, he says, wealthy guys, he’s in his like 50s. He says to me, well, you know, if we’re in a foot race, we’re running 15% more than you. So what do you mean? He said, we all work six days a week. And I said, Oh, what? And he said, also the word work in Hebrew means worship. So worship means work and work means worship. So we don’t work for the customers. We don’t work for the profit. We work as though we worship. So like, that is our form of worship. You might do praise and worship. We view work as worship. Also the word vocation means calling and the word vacation means to retreat from. So we actually view retirement as an abomination. I said, an abomination you do, huh? And he said, we view retirement as an abomination. Like in the same way you might view fornicating, we view retirement. We actually view the idea of retiring as a sin. And I’m going, get out of here. So it helped me a lot to understand that mindset of working as under the Lord. Just powerful. I’ll put it on part two of today’s show. I promise folks, it’s gonna blow your minds. So we go back here to this system here. Now, box number four. Devin, you work with a lot of great clients. A lot of clients don’t know their unique value proposition. And so we always tell people, you gotta figure out your top three competitors. You gotta mystery shop your top competitors. But at officialSynapse.com, Dr. Spurl, he already knows his unique value proposition and already knew that before he met us. How rare is that, Devin, that the client actually already knows, in his case, it’s more of a holistic form of medicine. They treat the cause. They don’t try to just push a pill for the ill. They don’t try to get people on big pharma. They try to get people off big pharma. How rare is it for somebody to actually have their unique value proposition figured out? It’s very rare. It’s probably like one in ten. Yeah, and I find there’s a lot of plumbers, doctors, dentists, lawyers, they’ll say things like, well, we’re the best. Like, okay, so you’re the best tile guy. Okay, so that would imply the other guy’s the worst, right? Like, absolutely. You know, and that’s the kind of the mindset. So we’ll work with you on that, folks, if you feel stuck. The branding, again, you’re a unique guy because you already had a lot of your branding nailed down before we met you. With most of our clients, like we’ve worked with Tip Top K9, we had to completely renovate everything. I mean, we had to do the logo, the auto wrap, the print pieces, the unique value proposition, the offer of the $1 first lesson, the polos, the one sheets. I mean, there’s really, I mean, we had to renovate the entire system, which was incredible. When you think about another client like Redmond Growth, what I met with Tim, this is an interesting thing because here in Minnesota, we couldn’t do this, but for Tim, we gave him free office space. He officed in our building for free. He was a business consultant, but didn’t have a unique value proposition. So we actually had to teach him how to consult, how to grow companies. We had to provide the unique value proposition. We made his logo, we made his website, we did all of his print pieces. I mean, we went through a massive laundry list. Very unique, though, that someone already has their branding nailed down. Devin, how unique is it that a client – because you work with a lot of clients – that the client already has the branding nailed down? It’s very unique, and it’s also great because when Troy and I first started, we were, like, you know, right from the go, like, getting the systems and all that. Amen. So it was just – it was like 100 miles per hour, like from the first call. So the three-legged marketing stool, this is the three moves that you need to use to acquire customers. Now for every client we work with, there’s a different three-legged marketing stool. As an example, we’ll go back to Redmond Growth. Redmond Growth in America today, if you want to get depressed folks, go to usdebtclock.org. It’s a great way to get depressed. Go to usdebtclock.org. We have 9 million self-employed people in America, when there’s 330 million Americans that we know of. So you have 3% of the American population is self-employed, 3% of the American population is self-employed. And according to Inc. Magazine, 96% of businesses will fail in the first 10 years. So you have, it’s again, 3% of the population is self-employed, but only 4% of that 3% actually build a successful company ever. So it’s a very rare thing that people are successful by default. So when we worked with Tim Redmond, I had to help Tim. I said, Tim, we got to contact business owners and we need to cold call them. So I helped him get a list from a company called Data Axel and others. You pull a list of the contractors, doctors, dentists, lawyers, you got to call them. Then once you call them, I had to help Tim write a script of what to say. So the cold calling was one third of the business. The next third of the business was, um, he could invite his clients to one of my in-person workshops. So if I had people that came to my workshop and we were booked out, I could refer people to Tim. So we had the workshops going on. We had the calls and then I helped Tim, um, learn how to turn his speaking events. He’s, he speaks publicly into leads. And so that was his three-legged marketing tool for your business. You have a three-legged marketing tool as well. We got to get Google reviews. We got to get Google reviews. We got to get those Google reviews from happy customers. Second is we got to make sure you’re getting on podcasts where people can hear your voice. Very important that we do that. And there’s other things we do too. But third, it’s the internal marketing, making sure that your customers and patients know about the services you offer. Can you talk about the mind freedom that that gives you as a business owner, as a doctor, knowing that you have three primary marketing systems that you need to, three figurative spinning plates that you need to keep going and not 53? This actually is what probably, other than the entirety of seeing the layout and knowing that you’ve already, you’ve figured it out. I just have to do the work. So this area, with the marketing, this was a big, big deal for us because we kind of had all of our eggs in one basket, if you will. So if something happened with that basket, then then we’re stuck. Whereas now we have complete peace of mind because we have different funnels and different people coming in from different areas. We’re able to impact people from all over the country. We have multiple different systems in place, the podcast, the the internal marketing and a lot of the, like we never got Google, people from Google and now we’re getting consistently weekly people from Google so a lot of what you talk about when it comes to the marketing stuff, that was actually foreign to me. So we were pretty set up with branding and other stuff like that but that was, boy I was learning on the fly there and boy has it ever impacted us because our numbers are significantly changed just in less than a year when it comes to just where our patients are coming from and our clientele. And for me, that’s like one of the biggest, I’m just happy because there is peace of mind about, and not worry about where are we gonna get our next client or customer. We’ve got multiple funnels, it’s great. And I’m taking notes as you’re talking, so I’m making sure I’m not misquoting you. But I think you just said, we never got leads from Google. Now we’re getting a ton of leads from Google. I think that’s encouraging for somebody out there who doesn’t know how to generate leads if you’re in the medical field or you’re a doctor, dentist, lawyer. And then I think you’d also said that we’re barely with you a year. And how would you describe the transformation over that year? So this, in one month, it’ll be a year, so we’re basically at 11 months. And so the transformation has been, I have, the clinic itself really depended on me. Like if I got sick and I went down, we’d probably lose 50% to 60% of our revenue. And that’s not good, because that means the business was about me. Right now, if I went down, the practice would probably improve. And so, because we’ve got a team of doctors, we’ve got systems in place, and so we’ve got a lot of processes, and they understand it now. We’re working on scripts and all those things because we keep identifying areas that we can improve on, and so now they get it. They understand the process and the flow. They’re just getting to the point of doing it. And even with that, just having a great team, but also having people waiting in the wings to step up because now they want to be a part of this team. So we’ve got just a great system. I just want to be very clear again, I’m repeating this because I think somebody needs to hear this. You’ve barely been a client for a year, and you’re saying, we never got leads from Google, now we’re getting tons of leads from Google. The clinic used to depend on you, and now we have a team of doctors and systems in place. I just I just encourage everybody out there, you can do it! Don’t be stuck! Okay now back to box seven. Sales scripts, recorded calls, one sheets, print emails, lead trackers. Box eight, we got to figure out your sustainable customer acquisition costs. We got to figure out what does it cost to get a new customer. Nine, you got to create these core repeatable actionable processes. I call it CRAP. Core repeatable actionable processes. These repeatable actionable processes. I don’t want to deal with all the detail crap. I’m more of a vision guy. No, no, you’re a broke guy if you don’t have the systems in place. Well, I don’t like to focus on the crap. I focus on the main idea. No, no, no. You’ve got to master the crap, the core, repeatable, actionable processes. You’ve got to chop wood, master the art of chopping wood, hauling water, getting good at the basics. Box 10, managing people. People? I want my people to work remotely and manage themselves. No, people cannot work remotely and manage themselves. Even huge companies like X, which I’m not a big fan of Elon Musk, but you got X, you got, I’m not a big fan of Elon Musk because he’s the one who created the mRNA technology in CureVac, which is putting all the shots, not a big fan of that. But even people like Elon Musk have found that when they lay off huge amounts of people that work from home, it doesn’t impact the company at all because they didn’t do anything. You’re seeing Bank of America now is threatening employees with, you have to come to work. We’re not going to work here anymore. Well, yeah, because the people that work from home do nothing. Why? Because people are wearing sweatpants till two in the afternoon. Okay, 11, you got to create a sustainable and repetitive weekly schedule. 12, you got to create a human resources and recruitment system. 13, you got to nail down your accounting. You got to automate the earning of millions. You can’t just make a lot. You got to keep a lot. It’s not how much you make, it’s how much you keep. And Devin, you get a chance to work with Dr. Spurl every week. How would you describe what it’s been like to work with this man? He’s great. He’s always, you know, answers every call and the tracking sheet’s always filled out. He does a great job and I’m super glad that we work together. So I gotta ask you this here, final thought here. For anybody out there, Dr. Spurl, if they go to thrivetimeshow.com, we say it all the time, I’ve been saying it for years, we always do a free 13-point assessment. We do a business workshop every two months. What would you say to anybody out there that is watching right now who’s thinking about becoming a client who’s pondering the idea? What say you, sir? Just do it and be all in. If you’re going to do it, do it. You don’t have to reinvent the wheel. You just have to listen and apply the knowledge. And so it’s all right there. And it’s kind of like the Bible. I read the Bible as well. And when I read the Bible, I’ll learn something new every time. There’s always a gem. Every two day I’ve gone to, and I can’t remember how many you’ve had since May 4 or 5, but every two day there’s something new I hear from you or from one of your clients about stuff that they struggled with and then here’s a solution. So it’s just a good decision to get organized and improve just how your business is operating. But when you’re walking with people who are like-minded and focused, you just perform better. So many, many businesses I know are struggling and people are struggling to get it right. I just encourage people to take the leap and then just be all in. Just be all in. Now, right now, I get to have a documentation. I believe that you are up 114% growth in leads. The lead flow is up 114%. Is that accurate or is that hyperbole? That is accurate and exciting. That’s incredible stuff. So my closing thoughts would be this. Hey, folks, to my right is Devin. If you decide to work with our consulting program, because I don’t work with seven clients, I work with 160 clients. The only way to do that without cloning myself, which I don’t think is ethical, but Elon Musk is into that sort of technology. So back to Elon Musk. But no, seriously, if you want to work with our team, you’ll be working with happy people like Devin, and her job is to guide you down the proven path. And then my job is to create that path. And so it all starts with a 13-point assessment, a brief assessment of where you are versus where you want to be, kind of a look in the mirror, kind of a checkup from the neck up to look at your business, look at your plan, look where you’re going and to design a customized plan that will get you from where you are to where you wanna be. Dr. Troy Spurr, I’ll give you the final word, sir. Yeah, it’s been just a pleasure working with Devin and you, Clay. And one of the reasons why, and Devin, I’ve never shared this with you, but I like working with you because if you help me duplicate my business, I know Clay’s doing what he needed to do, right? So what’s happening with you at Thrive Time is exactly what I wanted with my business and it’s happening. And so right out of the gates, Devin was just super helpful with making changes on the fly. I had never been in a meeting where we actually did what we were talking about in the meeting and it was done before the meeting was done. Oh, I do that all the time. If anybody- I know you do. You’ve got to come at some point to one of our Monday morning meetings and watch me do it because like I will stop the meeting. If someone’s like, we need to fix this on the website. I’ll say, let’s stop and do it now. Or if someone’s, hey, I didn’t get a chance to upload my video testimonial, but I’ll do it after the meeting. I’m like, no, let’s just stop the meeting and do it now. So I usually start and stop my meetings about four to five times per meeting, and it gets it done. I can’t tell you how much of a game changer I used to work with people who do that though, because it was instant results. And so it’s just like, it’s gratifying as a business owner, instead of just doing a checkup follow-up constantly, week in, week out with this long list, you’ve got people just doing it right on the spot there. It was awesome to work with. You are the best. Thank you again folks. That’s officialsignapps.com. That’s the website if you’re looking for a doctor in all 50 states that actually will treat the cause of the problem and not try to push a pill for every ill. Check out officialsignapps.com. It’s officialsignapps.com. Take care, sir. Have a great day. Thanks. You guys too. Bye-bye. Hi, I’m Ryan Wimpey. And I’m Rachel Wimpey. And the name of our business is Tip Top Connect. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts, never a dull moment, very thrived. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers. And they’re done before our hour is up. So it’s just awesome. Extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out. Or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus and you already know how to do it. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So no one has a marketing team, too. Most people don’t. They can’t afford one, and their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean really ride them to get stuff done, and stuff is done so fast here. There’s a real sense of urgency to get it done.