Don’t Be SMART & BROKE | “Vision Without Execution Is Hallucination.” – Thomas Edison + Celebrating ModScenes.com, Peak Medical & GrillBlazer.com + Join Trump & Kiyosaki At Clay Clark’s March 6-7 Business Conference!

Audio Transcription

Hi, my name is Ethan Lin and I’m the owner and operator of Peak Medical Technologies and we’re based out of Boise, Idaho. I’ve used Clay for about a year now and generally speaking he’s helped me quite a bit just in business. So we have weekly meetings, we go over an agenda, he gives me tasks to do and he holds me accountable. So things like making sure that we’re doing group interviews, making sure that he has all the information for me needed for the Google searching work that he’s doing. So I’m constantly leaning on him for business questions, business kind of things as far as how do I do this or how do I do that, how do I handle this contract, how do I handle contractors. I’ve learned a lot from Clay about how to work with contractors. We are building some software products right now. His visual team is very good. So they provide visual selling brochures, pamphlets, and they look really professional. They came up with all of my website. They did all of my logo designs. So from a business perspective, it’s been very, very good for me. Not just that, but having a coach that is holding you accountable, that’s there to help you. So it’s been, as a business owner, it can be really, really lonely. So that’s been a really, really good thing for me. So yeah, if you choose to use Clay and work with him, I think you’ll be pleasantly surprised. He’s got a lot of energy and I think he tries to impart that energy to his clients, and it’s infectious. So it’s been a very good experience. So, yeah, good luck.

Hi, my name is Steven. I lead the team at ModScenes. We’re a company that does church stage backdrops. Abby and the team at Thrive, in about four months, have helped us to get to number one on Google for our keyword, which is awesome. It’s been a huge help to us. It’s helped us to get in touch with a lot of churches who are looking for our product and have a need and were able to serve them. It’s been really great for our business.

It’s helped us to grow and to serve more people.

A quick story about a young Coach Meyer. He would drive seven hours to hear Tom Osborne speak for about 15 minutes and then drive all the way back through the night and be ready for the next day of practice. But that was his hunger and that was the that was the such a part of the culture that we had was a hunger for

improvement to be better to find the next steps no matter what it took. 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 13 multi-million dollar businesses altruistically invest 5 hours per day to teach you the best practice business systems and moves that you can use. Because they believe in you and they have a lot of time on their hands. This started from the bottom, now they’re here. It’s the Thrive Time Show starring the former US Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zuckman. Two men, eight kids, co-created by two different women, 13 multimillion dollar businesses.

We started from the bottom, now we’re here. We started from the bottom, now we’re here. We took flight, 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 hoops, I break down the books. See, bringing some wisdom and the good looks. As the 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, up on your radio. And now, three, two, one, here we go! On today’s show, we share the story of how Steven was able to grow his company, ModSeeds, Mod scenes by over 35% within just one short year of business coaching

Some shows don’t need a celebrity narrator to introduce the show but this show does two men eight kids co-created by two different women 13 multi-million dollar businesses ladies and gentlemen welcome to the Thrive Time Show.

Yes, yes, yes, and yes.

Thrive Nation, welcome back to another exciting edition of the Thrive Time Show on your radio and podcast download. Welcome into the dojo of Mojo. Now, Chup, on today’s show we’re talking about the success story of a company called ModScenes.

ModScenes.

So let’s walk the listeners through the process of helping grow a business. Essentially, ModScenes heard me appear on a podcast of some kind. They filled out the form and I believe Victoria gave them a call. And it’s about a 15 minute call where we try to figure out whether they’re a good fit or not. Then I think Victoria scheduled a 13 point assessment with them and I went over, I asked them various questions. It takes about an hour to really get to know the client to see if they’re the right fit to what we call a 13 point assessment. Then we make a proven plan. Proven plan. Now, once somebody gets the proven plan, Chup, explain what that weekly coaching looks like. What is that from your perspective as a coach? And I want to get Dr. Breck’s perspective as a client, because he is a business owner and a client and a chiropractor. So Chup, let’s start with you.

And a handsome guy, by the way.

Well, I thank you.

With a great hat, by the way. Where did you get that hat?

This came from Kohl’s. Nice. But the cool part is it has the year I was born on it. So I was like, you know, that’s a good hat. Made for you.

It’s a cheap little hat. No, it’s a beautiful hat.

Thank you.

Thank you, Coles.

Shout out.

What I would say is really cool about the coaching program is that Clay creates a path for every single client and it’s not built off ideas. It’s built off proven systems that have worked across industry. And so every week we meet with the clients and first things first is we’re always doing a rush to revenue. That’s the first goal. The rush to revenue. Rush to revenue. We’ve got to get you doing some sales and covering all the costs that you have in the business. And then we concentrate on those revenue generating activities and systemizing out the business so you can create time and financial freedom all at the same time.

So let’s get really specific for a second. I want you to think about it. Think about your clients, Chuck. And think about a client that’s having big wins right now financially. Think about a client in your mind that’s having big wins financially. Now Jason, I want you to think about a client you’re working with right now who’s just having some early wins. Just a few early wins, something where it’s a little early win, not a huge victory yet, but just some early wins. Jason, what’s a client that you’re working with right now that maybe said, hey I’m getting more leads, or hey sales are up, or what’s a client you can think of right now you’re working with where their sales are up?

Am I allowed to mention their name?

Yeah, mention their name, mention their company. Oh, we’re name dropping.

Okay.

Oh, yeah. So, Revitalize Medical Spa. They do Botox, skin care, laser work. Their main flagship location is here in Tulsa, but they just opened their first franchise

in Alamosa.

In Alamosa.

Mm-hmm. So, that’s Colorado. And between the two of them, their biggest win is their go-getters. They’re super diligent. And in the span of one week, they took both of their locations, one having like 18 reviews, one having 20.

And now they’re both well over 50. So they called their former clients. They got reviews. Oh, yeah.

And they got leads yet. Yeah.

So every new client since they hit the 40 mark has all been Google referrals. Tell me about the homies you work with in Boston.

Oh, yeah.

Who have the mascot. You’ve seen the mascot, right?

The Boston Terrier? Oh, yeah, boss.

Boss! Boss! Like a boss. Tell us about this client and what makes their company successful. Who is this business? Angels Touch, they are a auto body restoration and detailing company. So anything from a fender bender to detailing to a full restoration of a classic car. Nice. You name it, they do it. But since they started with the program, each month they’ve given me updates. So I started with them in December. But each month they’ve shown that they have grown about 30% now. They’re crazy year over year They’re fully up 43% all because Christina is a beast She has a wicked awesome accent and she just systemizes everything if we give her a system She tackles it that cleaning checklist the way you optimize her waiting area. Yeah, which is the little bullet points She took to that stuff and now she’s getting compliments on it It’s given her this energy to like approach things differently But literally they turned everything they have into a system.

They’re doing checklists for everything.

And that’s the way to do it. This lady, Dr. Breck, she knew she was, she’s a, it’s an audit, what’s the company called? It’s called Angel’s Touch, based in Massachusetts. And we made the business plan for her. And part of it, whenever you have an automotive repair business, or a chiropractic center, a dentistry, a place where brick and mortar, where people come to that business, you got to make sure that that, that lobby looks good, smells good, sounds good, and there’s a checklist for it. And so she’s renovated that, completely changed the way that the experience for the customers is. She’s getting compliments and she’s getting more and more customers. Talk about your journey down the path there, Dr. Breck. I know you worked with Mr. Tim Redmond. Tell us about your journey down the path and maybe a few specific wins that you’ve had and some things you’ve had to change to

achieve those wins. Sure. So, one of the things early on was we had to look at our price structure. We hadn’t raised prices. We hadn’t changed anything with our pricing system for a long time. And so, we had to really consider what was the cost of doing business currently and where did we need to place ourselves. And we do want to be a great value in the marketplace, but we also don’t want to be the cheapest of cheap.

So you were underpricing yourself.

We were, yeah.

For how long? Six, seven years at least.

OK, so you were underpricing yourself. Tim came in objectively as a coach and said, hey, we need to raise those prices a little bit. OK, so the price increased. What else did you have to do to get to a great spot financially?

Well, really one of the biggest things that the coaching did for me was the systems. And so systematizing things, putting in those checklists, putting in things that were reproducible and consistent. And so there were a lot of things that just weren’t that consistent. Before we were trying hard, we were focused in the right areas, but we didn’t have a good clear plan as to how to execute.

And Chuck, I think a lot of people when they hear systems, I think for some people when they hear the word systems, they’re maybe thinking, what are you talking about? Or they think it’s vague. They go, we know. Trust me. We know we need systems.

Holy cow.

I think people don’t know about what specific systems they need to implement. I want to tap into your wisdom as a coach, and I’m going to go back to Dr. Breck on this before we get into the mod scenes, success story. What are some specific clients that you’ve specifically worked with and some of the specific systems that you’ve put in place?

I was thinking of one, another fellow chiropractor named Jay Schroeder, HealthWorks chiropractic out of Franklin and Murphysboro, Tennessee. We’ve been working with him for about two years and first it was all about marketing and that rush to revenue we just talked about and then for about the last year and a half we’ve been working on systems, systems, systems, so scripting. Every time there’s a touch point with the client or potential client, it’s a scripted interaction. Huge. Instituting all kinds of office checklists, front end, back end office, all of these systemized checklists so he can now have managers in his office doing all the stuff that he was doing, taking up all of his time. And the cool thing is, he’s been able to take his family on two trips this year so far, and the business hasn’t experienced a hiccup whatsoever with him not being there because of all the systems he has in place.

He’s still growing 20 to 30% year to year on top of all that.

One thing that really frustrates me about business coaching, one thing that frustrates me a lot is we have 160 just wonderful clients. I know they’re wonderful because I speak to pretty much everybody before to vet them to see if they’re a good fitter.

Make sure they’re wonderful, huh?

No, seriously, we won’t take their money. I just talked to a guy the other day who really wanted to move forward with the program, but he wasn’t going to implement. I literally spoke to this guy, a doctor, and he’s very, very, a lot of gross revenue, very little profit, and as I’m going through the 13-point assessment, I asked him, I said, do you record your calls for quality assurance? He says, no, I don’t think it’s ethical. My business is different. I go, okay, well, you’re in Texas where you can record calls. Also, do you know that your people are even tracking where the leads are coming from? This is what he says. This is in our assessment. He goes, well, I believe my team. I trust them. I trust them. I said, okay, so you don’t record your calls. No, I won’t record my calls. But I want coaching, Clay. I want to improve. Okay. Do you have checklists for cleaning your bathroom? No, I don’t believe in that. It’s common sense. Do you have a pro forma? Listen, man, I don’t have time to deal with all those details. I want to focus on the big business. I’m ready to grow. That’s why I want the coaching. If you’re not coachable, that’s a frustrating place to be in. When you want change, but you’re unwilling to do the things needed to change. Dr. Breck, I want to get your take on that because I think a lot of people think to be an entrepreneur you have to be this alpha type personality, thus being very uncoachable. You are coachable. What made you coachable? Did you have to go to the bottom to get coachable? Or did you have to… Were you just always coachable? Because I’ve only known you for…

When you’ve lost long enough, yeah, you figure out, hey, I may not have the answer, so maybe somebody else does. But no, I think there is something very true to what you’re saying as far as entrepreneurs are creatives types. They are alphas. They’re the ones trying to blaze their own trail. And it can be difficult to listen to somebody else. But it’s amazing to me how many things translate across any business, any platform, any service or product, the systems can be the same, just applied maybe slightly differently. And so the principles all still stick. You know, everything that’s true for a Fortune 500 company is still, you know, business principle wise is still true for a mom and pop startup.

Now this is again, I’m just, this is an offensive idea for somebody out there, but I have read all the books that are behind me on that bookshelf.

Yeah, that’s a lot of books.

It’s like four or five. And the only reason I’ve read those books is because I wanted to know the specific systems needed to grow a business. And it might be offensive for somebody, I know it is because I’ve met people at the conferences who say this. When you realize that a person who has taken algebra three times and who really isn’t good at much, but who just knows the systems, can win all day. And then with somebody who’s really smart and has a lot of degrees and a lot of education and maybe age experience, life experience, that if they don’t know these systems, they can’t grow.

It can be very frustrating. Yeah, can I chime in here? Another win that we’ve had just to prove that these systems work is Tip Top K9 down in South Lake, Texas. This is crazy. $31,000 in sales in one week.

And that’s only after like eight months of being open.

Right.

I mean that’s… $31,000 in a week.

In a week. We’ve met small business owners that come into our conference who in a year are doing $200,000 of gross revenue. Right. And they’ve been in business for 20 years. Decades, yeah. And so if you’re out there listening today, this show is meant to help you and to build your faith that you can grow your business dramatically, just like Dr. Breck, just like the folks at ModScenes, but nothing works unless you do. Oh, great. Maya Angelou, nothing works unless you do. So if we teach you the proven path, if we do the initial call, the 13-point assessment, I make the plan. It takes me about four hours to make that plan. Takes me about an hour to talk to you. Takes me and my team a half hour to talk to you. So we’re talking about a five and a half hour investment of our time. The worst thing that you could do is say you want the change and to not be coachable like Dr. Breck and like you’re going to hear from these folks in the mod scene. Dr. Breck, you had a hot take.

Just something that goes back to your point you were talking about is one of my first mentors we were at a meeting and he was talking to a group of us that were still students at the time and he looked and he pointed out this guy and he goes you’re gonna do really well in business and what he was trying to assess was who was the A student and who was the C student and who was the B student and so the A student those are the ones that are going to struggle they’re gonna try to out think the system they’re gonna try to out guess it blaze their own way they know better but the C students just smart enough to go, hey, I don’t know. I’ll follow the proven path. Take me on that path. You’re the guy. I’ll take the steps you say to take. And so they’re coachable. I’m not going to disagree with Dr. Breck because I just want to point this out real quick. Because what you just said is based on your observations in that conversation. Well, unfortunately, I was the A student. So it took me a long time to figure out, just follow the system.

And I just want to make sure, because we have a lot of smart listeners who listen to this show, and I just want to make sure that the listeners kind of get this idea rightly divided. I have been coaching clients since 2007, 2008-ish. And I will tell you that the ones who are super, super smart and unwilling to implement what they’re learning, like you said, they’re trying to outthink the system. Those outnumber, if you looked at the clients who are losing, the people who are having, the business owners that are losing, the super smart people that outthink everything and don’t implement, that’s probably three out of four business failures. And one out of four is somebody who is just maybe not the most academically smart person ever who implements. It’s usually, it’s almost always people that are super smart that struggle to implement. It really is a problem. It’s a thing. So let me just give you an example of these kinds of things. We talked to a doctor. He is an ophthalmologist in Alabama. Dr. Tim. Tim. Yeah, that’s his first name. I won’t mention his last name because I promised him I won’t on this show. That guy’s grown, guys, in 60 days. Literally, he’s grown his ophthalmology practice by over 30 percent. Yes, this is already a big company. Go Dr. Tim. In 60 days. But you know why, Chuck? He’s following the system. Everything. All of it. Every system. Implementation. The entire thing. That’s what I’m saying right now. But let me tell you about the clients that struggle. It’s when you get a really smart person and we say, Chuck, and we’ll kind of role play. Okay. Okay. So you’re, Chuck, kind of, I want to implement, you know, call recording, but I mean, do I have to? Really, is it ethical? Then, what system should I use? I know you’re recommending Clarity Voice, but I have a different one that I already

have.

The problem with this one is that it only lets me record inbound calls. This is the stuff you run into all the time when people are trying to overthink something that’s already been proven. Honestly, that’s one of the reasons I brought up the Tip Top example a minute ago, because with the franchise model, I love it so much, there’s not even an opportunity to try and argue with this stuff. It’s already set up for you, therefore you have to follow that path, and it’s just a no-brainer.

Now what about, uh, Chep, what kind of pushback do you get from intelligent people when it comes to putting video cameras in their lobby to ensure quality control?

Well, it’s unethical, Clay.

Well, it’s unethical.

I can’t record my customers and my team members. I know that Target puts up cameras. Home Depot. And I know that Traffic Lights put up cameras. And I know Walmart puts up cameras, but we

can’t put up cameras. Never would do that. Yeah, and that’s what keeps small businesses small.

What about the group interview? What kind of pushback do you get from intelligent people about implementing the group interview?

Well, I’ve got to tell them it’s a group interview. Don’t I need to tell them it’s a mass interview? You mean I have to do it the same day, the same time, every single week?

What kind of pushback do you get when we have a client, as an example, we have a client right now, Dr. Tim again, in Alabama, the ophthalmologist. We told him this and he did it so great. This is awesome. We said, make a list of the 100 people that you want to refer you. The 100 optometrists. He’s an ophthalmologist, which means he has surgery on the eye. Optometrists treat the eye and they refer out surgery to an ophthalmologist. So he’s getting referrals downstream from optometrists. We said, make a list of the top optometrists in town and bring them by donuts every week and tell them you’d appreciate their referrals because you’d like to help their patients. And he says, OK. Done. And we said, and then make sure you ask every single patient for an objective Google review. And he says, OK. Well, Dr. Breck, no pushback. He’s doing it. It works. He now calls them donut referrals. He’s texting over Marshall with all these exclamation points saying, another donut referral. But what kind of pushback do we get Chuck from a very smart person? Oh, yeah. About the Dream 100. That’s a waste of time. I can’t dedicate that much time. What did I do step one? Yeah, drop off donuts. Yeah. Step two, what do I do then? Drop off donuts. Every week? Every week? Yeah, absolutely. Every single week. But what if they tell me no? Go back the next week.

Drop off donuts.

Drop off donuts. You hear Dr. Z talk about it on the show. I think people think it’s hyperbole. I don’t think they believe it’s real.

They tell you never to come back.

Oh, I’ll see you next week. What kind of pushback do you get from smart people when you tell them it’s time to gather reviews? When I say it’s time, you have to gather a Google review every single day from at least one real customer. What kind of pushback do you get from the smart people?

I’m going to automate it. I’m going to automate getting Google reviews. And that way, only the good ones come through. And we’ll store them up. And we’ll slowly release them over time through some third party.

OK, what kind of pushback do you get from smart people when you say, we need to add content to the website every day? Either you can do a podcast, you can write the content, or you can have our team write the content. But it doesn’t matter. You have to write original hypertext markup language content every day and you can add that content to your sitemap by adding either podcasts original podcast by writing it yourself or having our team do it. What kind of pushback do you get from the smart people?

Hey, I don’t know if you know this but I was reading a blog about these things called spinners and they can take my competitions content and spin it into new content for

me

and you can’t do that? You can’t do that! Now, what other areas do we get pushback from smart people? I see this a lot. I’ll say, doctor, client, I need you to save all of your files without acronyms.

Please.

This is an impediment to growth, and I need you to stop using acronyms, because nobody knows what you’re talking about, and we need to stop using acronyms. As you scale, or if you get to a place where you’re going to scale something, like franchise something, Chep, can you please explain why you can’t use acronyms?

Because soon enough, like Elon Musk says, you’re going to have a glossary of terms that nobody knows, nobody wants to ask about because they don’t want to feel stupid, and then, like you said, it’s an impediment to growth.

It’s an impediment to getting things done correctly. Okay, so think about this. I’m going to read a notable quotable to you from Elon Musk. Actually, Chuck, I’ll put it on the show notes. Could you read this for our incredible listeners as I cue up some incredible Elon Musk quote music?

Don’t use acronyms or nonsense words for objects, software, or processes at Tesla. In general, anything that requires an explanation inhibits communication. We don’t want people to have to memorize a glossary just to function at Tesla.

Think about that for a second. Why do doctors typically push back about removing jargon from their business?

It’s the way they’ve always done it, Clay. My business is different. It’s the way we’ve always done it.

You hear people say, okay, okay, so you’re saying that you’ve always done it that way. We hear them say that a lot. This is how we’ve always done it. We hear this all the time. And then I’ll say, and for 18 years you’ve been barely making it.

And by default, it’s going to continue.

So I need you to save all, and they go, it’ll take me all weekend to rename the TPS reports, the R5 files, the M7 documents. And I go, I know, but your front desk lady or guy doesn’t know what you’re talking about.

Right.

So every time that you say that, they don’t know what you’re talking about. Yes.

And it would take me all weekend to rename them. I mean, better to do it in one weekend than to end up losing a lot of money or patience or… What kind of pushback do you hear from smart people, Jeff, about saving their passwords all in one place? That is a sensitive subject right there. Nobody does it and they can never get into anything. And, you know, they don’t even have real pushback. It’s just like people don’t do it. They know it’s a good idea. I should definitely do that. I should, yep. I should. But they just don’t for whatever reason.

So nobody’s worried about that one password that’s protected that’s going to release all the rest? Right. It’s a funny thing.

It’s a funny thing. You know where else I see pushback, Clay, from smart people. No-brainer. Coming up with a no-brainer.

Yes.

Hey, that’s going to devalue. I can’t do half-off. I can’t do a $1 first service.

That’s going to devalue my brand. It’s super important that you don’t become a poor, smart person. Right. I mean, Dr. Breck, how often have you seen really smart people who are just getting destroyed by people like myself who are pretty low on the IQ charts.

I think you’re pretty smart, Clay.

I have a certain set of skills. You do. Listen, I know about how neural pathways work, but it took me years to even learn that word. I’m like, what’s that again? Neural pathways. Neural what? But a neural pathway is where if you do a repetitive task over and over, good or bad, it becomes a habitual activity. And it took me a long time to figure out, just like how to kick a soccer ball or how to shoot a basket. It took me a long time to master business growth, but now it’s like my default setting. It took me a long time, but I think people get frustrated when they meet me a lot of times because I think they want me to be deeper, but it’s just not there. But you see it a lot more smart people.

Yeah, to answer your question, I mean, yeah, there are a lot of people that are getting their tails kicked by you, or guys like you, or, you know, I mean, just the people that, um, they just, they do, they have a system, they follow the system, they don’t question the system, and they just, they go out and they execute, execute, execute. And that’s the, you know, I was listening to a, a little podcast not long, and that’s one of the things that the guy said was, execute is worship. Like just, you’ve got to execute. And so, uh, you know, a lot of people have great ideas, but it’s the one who’s doing them That actually makes a difference

We’re gonna now share with you a story of a client who is really just knocking it out of the park And what we’re gonna do chup is I’m gonna kill the audio right Kevin keep the audio when I cute the audio We’re gonna pause it from time to time to break down What they’re saying and give some context to it. I’d like to get Dr. Brooks’ take on it, Jason’s take on it, and your take on it, Chuck, because this is a powerful success story of a company that’s grown by more than 35% in less than a year. It’s called ModScenes, and they make decorative backgrounds and sets for churches, for big corporations. ESPN. Yeah, like if you’re watching ESPN or you’re watching Life Church online, they’re doing the backdrops for big organizations.

Very cool stuff.

Like physical backdrops or digital? Physical backdrops. Really, really cool. They help the lighting, the stage setup, just a really great business. So now without any further ado, back into the Mod Scenes story.

So I’m Steven Hall. This is my beautiful wife, Sarah Hall. We are businesses Mod Scenes and we make stage backdrops for churches and corporate clients.

Why did you first get involved in the scenic industry?

It was an accident. I’m a lighting designer by trade and there was a huge need for churches to have easy to use scenic and so we met it in our church and then made it broader and met in lots of

other churches.

All right, so this is the first teaching moment, Chep, I want to get into. This client, this person, he saw a problem and then he saw a need and he filled it. He saw a problem he could solve. Can you talk to me, talk to the listeners out there, help educate us about why it’s so important to sit down and make a list of all the problems that you can solve for your current customers if you have an existing business?

Yeah, because a lot of times what I found is entrepreneurs and business owners are selling to themselves the idea of what they want. So you got to sit down in the mind frame of the customer and create that list. What does the customer see when they see my business? What problems do I solve for them? And don’t put your own flavor on it because you’re not selling to yourself.

So think about one of your clients. Think about Restore Home Health. Yeah. What problem do they solve? They solve home health. So they do

home nursing and home physical therapy for people that are homebound after surgery or after an injury

Do explain more if I don’t get it, okay? So they if you’re stuck at home after a major surgery you have like a major knee surgery surgery hip replacement They will send physical therapists and nurses to your home to check in on you help you with your meds help you with your physical Therapy and all of that and that’s a real need that people really have real need that people really have okay Let’s talk about angels touch the business you work with in the Boston area.

Yep.

What problems do they solve?

They do auto body repair, they do detailing, and they do complete restorations of vehicles.

I would love it if she would hear this podcast.

Yeah.

To make sure she gets to this one.

Absolutely.

But think about this, Dr. Breck, where do you go to get your oil changed in Tulsa?

Right now I go to the Audi dealership.

OK, so you go to the Audi dealership. Is it nice in the lobby? It is. It is nice. I’ve been there. They have it nice. Is that the one that’s attached to Jackie Cooper? Am I thinking of the right one or is it a different one?

No, this is on 43rd and Memorial.

Okay, now these ones have, these ones have, this Audi dealership, do they have fresh coffee available? They do. Do they have refreshments available?

They do.

Big screens?

No. Do they have like couches or sofas?

They do have some big screens. Yes, they do have some nice seating.

The Mercedes dealership that I used to go to a lot, you go in there to get the car serviced, and you sit down, and they know that I’m going to bring kids with me, because I’m the average person that’s going to bring kids on a week.

Last time I was there, I had two of my kids.

So let’s start with this, and these are all things that you should write down to share with her, okay? One, is they’re open during hours when I can get there. Thank you. So, I typically can’t go to a dealership Monday through Friday, 9 to 5, so they’re open when I need it, which is after hours, and they’re open on the weekends when I need it. When I go in there, Chuck, if you’re going with your daughter, what is she going to say after about six minutes, or my daughter, what are our kids going to say after waiting for about six minutes in the lobby of an auto dealership? I’m hungry, I’m bored, I’m hungry. There it is. So they provide a variety of healthy and tasty snacks for free for their customers. For free? For free. And it’s unlimited at the Mercedes dealership. Because they assume you’re not going to take 47 cookies, you know. But they’re nice. And tell this to Angel’s Touch. We work with a company here in Broken Arrow called The Garage. They have fresh baked cookies and people cannot stand it. When you come in there, it smells like fresh baked cookies. They’re making them in the store. They’re making them in the lobby. It is awesome. Yep. So they thought about the needs of people. Then they have big screen TVs at Mercedes dealerships. You’re watching great ESPN sports. They have different channels you can watch. They’ve got magazines that make sense. They’ve got cars on display, Chup, that are crazy awesome cars. Right.

They want you to look at them, sit in them, have fun with them, walk them.

So they’re making it an experience. That’s the key. Now I see a lot of car dealerships, a lot of auto repair shops, where they don’t think about the customer experience. The customer is now sitting on blue chairs that they stole from a third grade elementary. You know what I mean?

Those small plastic chairs?

Absolutely, yeah. They’ve got magazines from like 1984 people. And it’s not good. Old people magazines. I’m reading about the recent death of Princess Diana. I’m like, what in the world?

All the Mad Libs have already been filled out.

It says George Lucas plans to launch Star Wars. I’m like, what? Anyway, so you’re, people, we landed on the moon!

That’s incredible!

I’m calling my wife, we’re landing on the moon! No, but I mean, you’re reading through old periodicals. I can visualize the place I’m talking about right now that does it the wrong way. Now let’s think about it again. If you go in, Chuck, what’s something you need to do every 3,000 miles, 4,000 miles with your vehicle? Change my oil. That’s what I’ve been told. Okay, so I go to change my oil, you go to change your oil. We take it in there. Now when you take it in there on a Saturday, how long is it going to take you to get to the place where you have your oil changed?

Actually it’s at the garage that we just talked about, so about 15, 17 minutes.

And once you get there to the garage, wouldn’t you like it if they would do, or any business out there listening that’s in the automotive repair, wouldn’t it be cool if they did a 20 point inspection top down, Dr. Breck? Yeah, sure. So they did 20 point inspection and they say, here is… This is what’s about to go wrong. Yeah, we came back, we say, hey, you know what, sir? And by the way, seriously, this just happened. A local place I took my car to about a month ago, they did not do this for me. I pull out of there, and I was stopping to go into the gas station, and my kids were still in the car out there. So I go in to pay, and I notice my front headlight is out.

Oh, come on!

So I drive back to the place I was just at, and I said, hey, can you change my light while I’m here? And the guy said, yeah, we can. And I said, was it out when I was here? And he goes, well, yeah. Seriously, didn’t bring it up. So if you had a 20-point checklist, you say to the customer, and so, Chup, imagine that this was your experience.

OK.

I come back to you and I say, hey, just so you know, we did our 20-point inspection. Looks like your wiper blades need to be replaced.

OK.

Looks like your engine coolant is low. Looks like your tire pressure is fine. We recommend you rotate the back two tires. There’s some balding on one side. A little balding. We recommend that you would replace this, that, the belt. If I went through and told you there was three out of 20 things, I said, these three things have problems. These 17 are fine. And I said, do you want to go ahead and get the new blades today? Do you want to top off the? Will you say yes to some of that? Would you rather just knock it out at one time?

Oh, for sure. Especially me, personally, I’m not a mechanical guy. I don’t work on vehicles. So you know what’s so frustrating is changing my wiper blades. It’s like the same every time, but I can never figure it out. So I would totally jump on that.

Now I know we’re loyal to the garage. Right. But let’s think about this for a second. If we didn’t know the garage, and broken down. This is so important for Angel’s Touch to get this. If you guys were driving down the road, and you saw a sign, Dr. Breck, that said, $1 oil change. Yeah, I’m in. Would you go in? I’m in. So you roll in.

I don’t even need an oil change.

You say, hey, home of the $1 oil change. How does this work? And this is where the sales begins. The front desk person or whoever greets you would need to say, here’s how it goes. It’s a dollar for the labor today, and then just whatever the cost of the oil. So it’s going to be like, you know, $19 today for the oil and the change, or 15 or whatever.

Yep.

Right. 80% of people will say, okay, cool.

Yeah.

Are you not going to have a line around that business?

You would think so.

The no-brainer works. The no-brainer works. But again, we’re talking about this. I want to make sure we’re getting this. These guys at ModScenes, they embraced every single step we’ve taught them and have implemented like you wouldn’t believe. And so now without any further ado, back to the interview with ModScenes. Now ModScenes actually came into our office in Tulsa. They drove from Oklahoma City to Tulsa and Abby their coach Interviewed them and that’s who you’re hearing ask ModScenes the questions. With any further ado back to our interview with ModScenes He’s selling himself short

He is a phenomenal lighting designer and working in churches was constantly running into these same three problems that he needed a set. He had a handful of volunteers, most of whom were high school students. He had no budget, and he had no time because leadership kept making changes in their decisions over and over and over again. So he knew that other churches had the same problem and that the event industry also has the same problem, where you have a lack of skilled help, a lack of time, and a very tight budget. And ModScenes was born out of that.

Why are you passionate about what you do?

Well, two reasons. I really like to make cool things. So that’s one of the big ones. I really like to make things that are beautifully interesting and also the I think that the church is the hope of the world. So I want to build and encourage that however I can.

Okay, Chuck, can I go ahead and probably lose half of our audience real quick. Can I go ahead and give a polarizing hot take here? This is my favorite part of the show. This is something that everybody out there listening needs to get. Jason, I want you to answer this question, and I’m not going to judge you for the answer. But I have to have you answer it for sake of this debate. I have to have you answer it. Now, you don’t… Again, we don’t have to agree, but I do need you to answer this question, otherwise this will not be a fun discussion. And then Chuck gets to watch the sparks fly.

Usually it’s me!

So here we go. I believe, my personal religious belief, is in the Trinity. So the Father, Son, the Holy Ghost, I am a Judeo-Christian. That is my worldview. That is my religious belief. What is your religious belief, and do you have a religious belief? I Do not so you would you consider yourself as agnostic atheist? Do you have a preference? I just let people decide what they want to call me I’m just I’m a guy who I like the idea of it But it’s not something that I’ve ever bought into my I guess my belief is Enjoy, whatever it is that makes you happy, you know spiritually as long as you’re not hurting anybody else Do you believe that some greater being like a Napoleon Hill talks about created the planet or are you thinking it’s randomness? I just want to know your… Have you thought that deep on it?

Well, the Church of Scientology says. No, I haven’t really thought that deep on it. Okay, so let’s…

To me, it doesn’t make any sense, but that’s just my personal opinion. So let’s just go right there. So that’s great. So now we have some disagreement. This is great. So what happens is, is Mr. Hobby Lobby, who started Hobby Lobby, David Green. He is a Christian guy. Now, Mr. Howard Schultz, who started Starbucks, is not of the same faith as Mr. Green. Okay? It’s very important to know this. So Mr. Green, why did Mr. Green start Hobby Lobby? Do you know, Dr. Breck, why Mr. Green started Hobby Lobby?

I do not.

By the way, he started the company for $600, and everyone should read the story. It’s incredible. There were people with cerebral palsy, where they have deformed hands. He noticed that they were mentally sound, but they couldn’t do a lot. He thought, how can we employ these people? He was working at a craft shop, where people would come into the craft shop and they would purchase beads to make bracelets and things like that. And in his own free time, he would make mosaics with the leftover things and sell them. And he would take like fences, privacy fences, that had fallen down or were being replaced. He would clean them up, make sure there were no termites in them or whatever, and he would make these rustic frames. Right here in Oklahoma, he started making these rustic frames. Then he thought, you know what, I could hire the cerebral palsy people to make these, and then that’s a way to employ them. So he started Hobby Lobby as a way to help. And then the prophets, he’s like, you know what I’m going to do? I’m going to feed my family, but I’m going to donate the rest of it to my church. That’s why he started it, okay? Now let’s go to Dateline Starbucks. Do you guys know how Howard Schultz started Starbucks? No. No. Jason, I’m gonna have you shut that door real quick. I got a little buggage coming here. Okay, we got it. So, Mr. Starbucks, Howard Schultz, and his book Pour Your Heart Into It, which everyone should read, by the way, more than a hobby, is the David Green story. Read that book, but then pour your heart into it, Starbucks. That book is awesome. You’d love this book. So he is a white collar executive. He’s traveling around the world. He goes to Italy, and he realizes everybody’s gathering around at a community place having

coffee.

And he’s like, this doesn’t happen in America. In America, nobody’s gathering around having coffee.

Just grab it and go.

So he’s asking, who is making the coffee? This coffee’s better than any other coffee I’ve ever had. It’s good. He’s kind of like you, Jason. He’s a foodie for coffee. You like Double Shot, right? I love all coffee, but Double Shot is very close to my heart. Why do you like Double Shot?

I like the way that they brew it. I like the people who brew it. And I’m not like Starbucks.

As Shelton would say, you pay for the experience, not the coffee. This guy’s a foodie.

I am a foodie. I mean, I am a trained culinary student.

He’s a trained culinary student. Does that mean you know a lot about the colon?

The colon? Oh, don’t even get me started.

Sorry about that.

But no, I do like coffee. But yeah, Double Shot just does it differently. They have a really cool atmosphere and their coffee speaks for itself. So Mr. Schultz, he starts Starbucks. No, no, no, no. This is what happened, Chuck. He went to the founder of – he comes back from America after going to Italy and meeting these baristas with the vision to build these small coffee houses where he could have baristas. But in America, no one gets the idea. So he goes to this dude who owns a company called Starbucks. Chip, are you familiar? Were you aware that Starbucks existed before? No, I did not know this. Yeah, and they sold bean grinders and beans. So he goes to the guys. And by the way, the original logo for Starbucks, I want to put a link to it on the show notes. It is a bare-chested mermaid. They had to change the logo because it was offensive in a lot of cities. So anyway, he goes to these foodies, these coffee grinder guys, and he says, here’s the deal guys, we could open up a coffee shop. And they said, we don’t want to open a coffee shop. All we do is we like to make the beans. We like to grind the beans. That’s cool, but seriously, we could make money as a coffee shop. And they said, no, he doesn’t want to grind the beans. It’ll never work. He said, wait, here’s the deal, listen up. Can I use your beans? I’ll pay you for the beans, and I’ll give you, if you’ll let me use your name, because you’re an established name in town, I’ll work for free. Now, this is a white-collar executive, Chuck. This is a white-collar executive. Right. So Howard Schultz leaves his job and works for free. Living off of his savings. Depleting his savings, opening up the first one in a pike place in Seattle. I’ve been to the first one. He personally worked there. Now, he is definitely in favor of the rainbow flag. Who knows about the rainbow flag? Chuck, what’s the rainbow flag? The rainbow flag is a flag that’s made up of all of the colors on the spectrum and it is a symbol for gay, lesbian, community, right? Gay, lesbian, transgender, what do you call it? LBGTQ. Yeah, there it is. Okay, so he is very much for what we would call progressive causes, okay? Now, very for progressive causes. We got that? So he’s in favor of what, Dr. Rick? Progressive causes. Right, but Mr. Hobby Lobby is in charge of what there, Jason? More secular religious values. Mr. Hobby Lobby guy is in favor of more and more of the religious conservative Christian. So this is what happens. Is Howard Schultz begins to say, you know, for Christmas, I don’t want to call it Christmas anymore because that really, we would be defining the holiday by saying Christ, so I’m just going to call it the holidays. Do you guys remember the controversy when he started calling it the holidays? He wouldn’t use the word Christmas in his stores. There was a controversy over the color of the cups. I mean, it’s crazy. But he has decided to use the profitability of Starbucks to move his causes forward. He’s taken the profits from his company to progress, to improve, to fund his beliefs. That’s right. If you go into Hobby Lobby, this guy every year does full-page ads in every market with the sinner’s prayer. He’s a guy who plays Christian music overhead, and he donates an insane amount of money to building the world’s Bible museum, to funding orphanages, and both of them are using their business to serve them, although they are 100% diametrically opposed. They could not be more different in their values, in my opinion, although they both agree on capitalism. But this is where I see a lot of business owners getting it wrong. This guy ModScenes, he says that he’s a Christian guy, and he wanted to help the church, so he found a way to help the church while also helping himself. That’s a win-win. Right. But, Chup, I see people who own a business who get themselves in a weird situation where they, because of their partner or their employees, start to sell products or services that they personally don’t feel good about.

Yeah.

So their employees, as an example, you have a company party, okay, and let’s say there’s a hundred employees coming. And one employee walks up to you and says, hey, I know that you want to call this year’s holiday party a holiday party, but I want to call it a Christmas party because I believe in Jesus. Well, if you’re the owner of the company and you don’t want to call it a Christmas party because you don’t believe in Jesus, you can say no, because the business exists to serve

you.

So if you work at Starbucks and you’re a Christian and you want to have Christmas music playing overhead and you want to call it Christmas and Howard Schultz says, don’t do it, then you have to do what he wants because he’s the boss. If you want to have a Christmas party and you have one super-progressive person that says I’m offended by it, you don’t need to change your systems to accommodate them either because it’s impossible to have universal praise. What I really like about this ModScenes guy is he’s out there saying I’m going to work with churches to help them. But I’d ask you if you’re listening today, what’s a cause that you believe in that your business could fund? What’s a cause that you believe in that a business could fund? Think about Kola Fitness, Chuck. Every time that they sell a membership, they donate a certain percentage of that revenue to drill wells in Africa. For water. In Mozambique.

How cool is that?

Very cool. That’s cool. Now, I mean, Warby Parker, every time a customer buys a pair of glasses, they give a pair away. Now, if you work for a company that hasn’t thought of their cause yet, or for a leader that doesn’t have any cause, they’re behind you, what starts to happen over time if you know that the leadership of your company doesn’t maybe have any type of cause or big vision?

Over time, what could happen? People lose their buy-in, they lose their excitement. If that’s part of what you’ve originally hired them on for and the expectations change then now you’ve got a team working for you that’s not really passionate about

doing what you guys do. So for elephant in the room, Jason you know this, but for every first haircut we do, we donate a dollar to what? Compassion International. Now that is a cause that feeds kids. So if you’re out there and you say, I want to help world hunger, but you don’t have the time to do it, we donate to that and it provides schooling, clothing, education for kids who are in the third world. And Chup, you know who Montel Jordan is?

Rings a bell.

This is how we do it. I’m going to pull it up on the big screen here. This week we got Mr. Montel Jordan to come out here and do a little read here for us. Let me let me queue up. This is Montel Jordan. No, I don’t want to sign up to Twitter.

OK, here we go.

Here we go.

I’m going to play and let me get my audio going.

So Jordan, hey, what’s up, y’all? This is Montel Jordan and that elephant in the room. This is how we do it. Every first haircut is one dollar and we donate it to Compassion International.

Oh, thank you, Mr. Montel. That is how we do it. Now also, James White, the running back for the New England Patriots. This is James White. Can we cue it up here? It starts with one. Here we go.

An elephant in the room. It starts with one. For every one dollar haircut, we donate one dollar to Compassion International because we want to help provide kids in third world countries with medical care, nourishing food, and life-changing education.

It’s very, very hard to get behind a leader that doesn’t know where they’re going. So I’m just asking you rhetorically today, if you’re listening, what is a cause that you could get behind? Jason, what’s a cause that you’re fired up about? What’s a cause where you go, man, I just, are you fired up about helping prevent male pattern baldness?

I should be, managing a barbershop.

What are you passionate about?

I didn’t realize that, or I had no understanding of how deeply affecting Alzheimer’s was until I watched Seth Rogen’s Hilarity for Charity. And that really, really opened my eyes to that whole just spectrum of, yeah, it’s awful. But the way that he goes about it, I love comedy. I’ve always wanted to be a stand-up comedian. So he has this thing that he does every year. I think it’s Comedians for Charity or something like that. I’d have to do more research. But being involved in something like that where you have these big A-list comedians that come out and make you laugh having dealt with something so serious and

then turning around and giving all that profit to Alzheimer’s research.

Is that hilarity for charity? Yes, it’s hilarity for charity.

Dr. Burke, do you have a certain cause that you’re into? Are you into helping teach dodgeball to third graders in Latvia? Do you have a certain cause that you…

How did you know?

Or a certain world view?

I mean, do you have a certain thing that you and your wife get behind?

Yes, so like you, I’m Judeo-Christian, and so that’s a big part of how we framework what we do, how we do, who we serve. So yeah, supporting the church and the mission of the church to share the love of Jesus. But then within that, there’s other things because we’re called to help orphans and widows, and so adoption is also something very near and dear to my heart.

You know something that Chup’s really passionate about? He and I have talked about this a lot. We share in this. It’s really Chup’s ministry. It’s probably… I hate to take the room down. I mean, you mentioned Alzheimer’s. You’re talking about taking care of widows. I’m talking about feeding kids. I don’t want this to be too deep.

Don’t worry, it won’t be.

Chup is really passionate about supporting the owners of Burnco.

Oh, that is

He wants the owners of burn co to do well, actually I friended him on Facebook yesterday

Nice burn goes a great bar Every coaching client Chuck kids he donates a large

Back to our interview with ModScenes.

Okay, how did you first hear about the Thrive Program?

I heard of the Thrive Program through a podcast where Clay was talking, a church leadership podcast, where he was interviewing leadership podcasts, I believe it was.

And then how has the Thrive coaching program helped you both create time freedom and financial freedom? Okay, so

you guys are all incredible. So some of you probably know this because I know I worked with a few of you guys, but you’re incredible. You’ve helped us with setting up the new website. We keep getting, honestly, more leads than we can handle, which is an awesome win. It’s been really good to be able to know what we want directionally and be able to have you guys help us get there. Specifically through making artwork that matches the quality of our business, because we have a high quality within what we do, and you guys make it look like that. Because me and graphic design are, I can stage design all day, graphic design not so much. And we’re working on systems to have even more time for it. So we’re working on the financial freedom We’re really close to to having everything absolutely paid off all of the money that we Invested and that we’ve worked through and we have tons of assets for how small we are for in three years. We’ve grown a ton So yeah, you guys are incredible. So good job you guys

Now I want to break down two powerful things that Steven with Mod Scenes just said there, Jason. Two things.

Two powerful things.

Jason, do you remember middle school? Do you remember middle school?

I do.

Okay, think about middle school. Think about eighth grade. Remember eighth grade, Dr. Brick?

I do.

What age, by the way, did you meet your wife?

I actually took notice of her in seventh grade.

Okay, I think you and Chuck share this, okay?

Oh, is that right?

Sixth grade.

Sixth grade?

You beat me. So what year was that?

What year was that, guys?

Oh, man.

Come on now.

Now you’re making me use my brain. It would have been 1996 or 7.

1996 or 97? Yeah. Okay, so this would have been…

Wow.

96, okay. And I think it’s important that we all remember, we go back in our minds, go back to 1996, okay? And we’ve got to queue up a song that, let me find it real quick.

I’m a little older, mine’s a little earlier, but yeah. 93.

93?

Yeah, I was being born that year.

Thanks, Jason.

That’s a big year for Jason.

Yeah, but you’re still more handsome than me.

I don’t know about that. I maybe have more hair on.

Okay, so I’m going to queue this up. This is Mariah Carey, Boys to Men, from 1996. And this is what would happen. We would all go to the school dance, right? And what you wanted to do is you wanted your parents to drop you off about maybe like probably a block away from the school. Because you didn’t want anyone to know you had parents. So they would drop you off and you would be in a gym. A dimly lit gym. The lights are down. There are a few students still shooting the basketball. And I say a few, it’s most of the jocks. They’re shooting basketballs. And they’re shooting the basketballs and everybody’s trying to dunk. Everyone’s running up there and trying to dunk the ball. The impressive guy who’s now…

That’s less awkward than asking the girl to dance.

The impressive athlete who’s now unemployed. He wouldn’t be able to dunk the ball. And no one else could really dunk. And then the girls are out there dancing. In groups of three to five typically yes the chaperones ring around with light with a flashlight You can buy pizza slices for a dollar maybe two dollars Maybe you got like a Mountain Dew a lot of Mountain Dew hot cocoa. We didn’t have Red Bull yet hot cocoa We’re having a great time You don’t have Cheetos to make your fingers all orange you know and then you look up and you realize holy crap My parents are gonna be here. It’s like 950 When the clock strikes 10, but we gotta go right and the DJ hops in the mic and says, Ladies and gentlemen, this next song will be the official last song of the night. So if you’re out there, think about that special somebody and get them on the dance floor. And so now you’re going, okay, I just missed my opportunity to dance to one slow song. Jeez, I swear I dodged that bullet. it because I thought I had a song that I was going to dance to but I couldn’t get the urge, the nerve to ask because I was standing against the wall.

I was up against it.

And you’ve got to get your back up off the wall. So the mod scene guy, he’s listening to this podcast and he’s going, I’ve got to get my back up off the wall. I’ve got to go ask the girl out to dance. But instead, he said, I’ve got to ask the man-bear pig to coach my business. But a lot of people, they listen to a show like this, and it’s like fun, and we’re having a good time, and it’s like laughing, learning, I’ve got concepts I’m learning every day, but I’m not engaging. I’m more of just acting. I’m listening, I’m having a good time, and in my mind I’m like, oh, that would be nice someday to own a business, one sweet day. But what if they queue up another song, and this song is like, do you remember this song, Chuck? They queue up this song, and they say, ladies and gentlemen, up next we’re going to play our final slow song. And the DJ is an FM DJ from a local FM station, 106.9 or something. And this guy’s not really a good disc jockey. You remember the FM DJs from your middle school dance? Were they good? Chub, did you ever have a good FM DJ?

No.

They got black lights everywhere, and you’re like, look at my laces, they glow. Remember that? They had the strobe light, the strobe light and the fog. And the DJ would play random stuff. Ladies and gentlemen, the last slow song of the night. And you’re going to ask the girl. And then he hits play. And you’re like, this isn’t a slow song. Truly he’s hit the wrong button. And you’re like, I can’t ask. This isn’t the right time. I was going to do a slow song.

You messed it up for me.

But he’s, you know, and so you’re making excuses like I can’t ask her to dance to this song. I had planned, I had planned on just a… The timing’s not right. Frick! But he said, you know, Martin said, I’m too busy to grow my business systematically. I’m too busy, but you know what I’m gonna do? I’m gonna make it happen anyway. Yep. Mm-hmm. Chuck, what time, what time do most of our successful clients typically wake up? Are they waking up at, you know, 6 in the morning or 7 or 8? What time are they typically waking up? Most of our successful clients.

4 to 6 a.m. easily. Oh, because there’s so much time available. Nobody’s talking to you for four straight hours.

Here’s the deal, baby. If you go to bed at 9 p.m., what you can do is you can sleep for six hours and you wake up at 3 a.m. Jason, what time did you wake up today?

2 o’clock.

You woke up at 2 in the morning this morning? And yesterday. And so what we did is we were able to get so much done. What were we doing this morning?

We were reading the franchise disclosure document for Elephant in the Room.

All recorded on audio?

Oh yeah.

Dr. Brick, what time do you wake up in the morning?

Typically about 4.30.

So you’re a successful man. You’re waking up at 4.30? Mm-hmm. Chuck, what time are our coaches’ meetings?

6 a.m.

And why, Chuck, why do you think I would make our meetings that early?

Because we’re special forces.

I want to set the tone, the tonality for our clients. That’s right. So here’s the deal. Yeah, the DJ has played skills, and this wasn’t the song you wanted, but you’re like, so now only the ambitious guy goes out there. And let me tell you what, he scores the ten. He’s out there on the floor. He gets the ten. And now you’re like, I’m gonna do it. And then they, then this is the worst case scenario. They stop music and someone says, Clayton Clark, your dad is here.

Tom Clark.

And you look and you’re like, frick!

No!

And you have to leave the dance party without asking your girl. And because it was third grade, Ashley or Amanda, you couldn’t ask her out. Tiffany. Every girl in 1996, their name was Ashley, Amanda, or Tiffany.

Brianna, there was a bunch of Briannas back then.

Every man you knew, his name was Mike, Matthew, or John. Every man.

Zach, there was some Zachs.

There were some Zachs out there. Now everyone’s name, their name is Skyler. Riker. Madison. Any name that can be any gender, that’s the name people choose now. Eventually, someone’s just going to name their kid trans. All the names like Madison and Skyler, they could be any… So now the music’s playing, you have to leave now. Because your dad grabs you by the hand, he’s like, Son, how was it? Did you dance with anybody? Get out of here, dad! Frick, get off me! I hate you, dad! I don’t even know you! It’s like an NBA player that got kicked out of the game. Get off me! Get off me! So now you’re done, you’re done, and now your buddy looks over at you and goes, Frick! Did you guys see what happened to my friend John? Did you see what happened to my friend Mike Mike John? Steve all my buddies. They’re gone, and we’ve got one last song Hopefully this DJ can correct himself the DJ hop son says ladies and gentlemen my bad there. I Hit the wrong button here, but on behalf of 106.9. Okay. It’s where we play today’s best music We’re gonna play one more song this song is a special shout out. Dedication. From Mike to Carrie. And you’re like, oh Frank, he dedicated because he’s got balls, that guy. So now, he comes out there on the dance floor. He picks up that phone. He schedules his 13 point assessment. He asks her, he says, do you want to dance with me? And she says, yes. History favors the bold. So now you see your friend out there, John, dancing with Carrie. You see Amanda dancing with your buddy Brandon. And then you’re going, I’ve got to participate. So you run out there and you look for someone, and her name has to be Katie because it’s 1996. That’s the only name they had left. You look around and you ask Katie. Now Katie might not be a 10, but that’s okay because you’re a 2. But she’s a nine. So you go out there and you dance with her, and when the chaperone’s not looking, you do this thing called the David Copperfield. It’s a magic trick. And so you start moving down, you’re moving down to that waist region. Top of the waist. Top of the waist. Top of the waist! And then you get a little skin contact, just a little, and then the chaperone turns on the lights and they say, Ladies and gentlemen, it’s time to go. And then you look back at Katie and you say, Katie, are we going together? And she goes, I don’t know. And you say, well, we go together. And now you’re going together. Which means nothing because you don’t have cars.

You’re going nowhere.

Do you remember that? And then at school all week it’s like, they’re going together.

Pass the little note.

And at that point all the girls are taller than the boys.

It’s great. It’s a deal. It’s a deal. And so all I’m saying is, I want to make sure you get this, history favors the bold at 8th grade dances, but people who just can’t get up the courage to ask, you have not because you ask not, people who don’t have the courage to knock on the door and to ask, will never have that kind of success. So Steven is a bold person to reach out. He knows we only have 160 spots available. Chuck, right now, Abby is his coach. Is she booked out? She is booked out. Plus one. She’s minus, yeah, she has negative one spots. Remember that look I got from her? I thought she had one available, or two availabilities. Yep. And I gave her two and now she’s overbooked. That’s right. And the reason why people don’t want to be overbooked is because it takes a lot of work to prepare for those meetings. Gotta get it ready. But he reached out. So that was bold. That’s bold. Man, you painted a good picture there. I’m stuck in eighth grade, sixth grade right now. Do you remember just the whole jean jacket thing?

Yeah.

Coming back. I just added this song.

I own two.

There you go, see?

Yeah, just keep that one from back when it’s going to come back around.

Hey, did you hear this song, by the way, on the Elephant in the Room playlist? I just added it this week.

For me, yes. I freaked out yesterday.

Oh, yeah. Now look at this.

How is it possible people thought these people might actually be singing. Look at them. Look at this song. If you’re in your car right now, sing along and go to DrBreck.com and look at that chiropractic adjustment. Come on now, break it down. Look at this. Oh wow. Put you on my mind, but I also every time

Unbelievable, that makes me cry.

That was my grandpa’s favorite.

That was my grandpa’s favorite.

And he was kind of a racist.

But he loved them.

Your grandfather was a racist? My mother-in-law destroyed my last tape of Billy Vanilli because they were lip syncing.

Just so we’re clear, you are a man, people can’t see us, you have dark skin, and you said your grandfather was racist?

Yeah.

Did he hate white people or black people? Or who did he hate?

Both.

My wife’s grandfather.

Your white grandfather, did he hate you?

He loved me.

OK, but just those people?

Those.

Those.

Hold on.

Hold on.

You remember this song, guys? Remember how, after you had a breakup with, like, Ashley

and Amanda?

Oh, yeah.

Oh, this was a great one.

Yeah.

You would go into your room, and you’d listen to songs.

You don’t hurt my mind.

And you’re just sitting there singing along in your third grade mind, your fifth grade mind. This is the biggest event in your life ever. And then you would call your friend up, JP, he had a nickname JP, you’d call up JP and say, JP, JP, you want me to high speed dub this for you? He says sure, and you go, you put in two tapes, side by side, and you hit the cue button, and you do it, and you give it to him, and you wrote on there with a marker, you’d write on there with a marker, you’d write on there, Milli Vanilli bootleg mix.

JP’s mixtape.

But then, but then you were a fancy guy, and what you would do is you would call up Ashley, or whoever it was who you just broke up with, and you’d call them, and this was back, you had the Star, was it the Star 69, you’d block the numbers? That’s right. You’d call them up, you’d go boop boop boop boop boop, and then she’d go, is this you JP? Is this you Dan? Is this you John? And you’d say, no it’s not me. You’d just play a song, and she would listen to that, and there would be a… You would knew that she was feeling what you were feeling.

Love connection.

And then you’d pick up the phone, and she hung up on you.

Minutes ago.

Right.

Oh, God.

I want to go back to that time. Those were some good times. You got to bring some linoleum to work.

You have to.

Lay it down. We got to do it. We got to lay it down. Okay. So, again, this guy interacted, though. He didn’t just sit there and stand against the wall. He interacted. He reached out. He did. He took the action steps he had to take and now that he further do Back to our interview here with mr. Steven with mod scenes

All right, how would you describe where you were at before the Fred program?

Before the thrive program it was

Putting out fires every single day We were doing cool stuff still but nothing nothing looked nice to be honest. We had a website that I threw together on Squarespace that was functional enough. People could kind of figure out something and order and hope that it came to them. And it was lots of urgent calls to close friends or to Sarah or to somebody else. Hey, so I got an order today, so I need like two more people to help me because I don’t know how I’m going to get it out. But since then, we’ve put a lot of processes in place. We have we’re standardizing how like our, the manufacturing end, the design end, on my on my end. So we’re doing a lot more with the same, actually less people at times. So it’s been

incredible. Okay, what has been the biggest needle mover for your business within the coaching program?

What has been the biggest needle mover? Probably, actually no, not probably, certainly your guys’ encouragement to get reviews and push our, you know, push our excellence in what we do. Because, you know, anybody can go to a website and buy something and if they know nothing about what the company is providing, they just have to do it on hope. Luckily, we’re in an industry where it’s kind of tight, and there’s not a lot of competition. But knowing, like people being able to look and see we have over 100 reviews, they’re like, oh my gosh, there’s like two four-star reviews in this. So it’s been a huge needle mover as far as people’s confidence. Actually that and follow-up, because I did a horrible job of follow-up, and we’re doing a much better job on follow-up.

All right, Chuck, he just broke down two powerful moves. He is a business-to-business business owner. I just talked to a man the other day, a great guy, who has a vending machine business. It’s a vending machine company. And he was under the belief that people don’t read reviews when thinking about allowing a vending machine company to install a machine in their business and to have access to the business to come in to refill the machine on a consistent basis. He didn’t think that people would read reviews before engaging in a service like that. I had the same conversation with a janitorial service a few months ago that thought you in order to convince another business to allow you to clean their business after hours and to give them all an access pass to your company. Dr. Breck, if you were going to hire somebody to come into your chiropractic center to clean it on a daily, weekly, monthly basis, whatever, would you want to see reviews? Yes. Why?

Oh man, like you said, if they’re coming in after hours especially… They could rob you blind! Credibility. Yeah, very much so. Seriously. Yeah. But I think also, I mean, playing devil’s advocate, even if you’re in an industry where that were true, like having the reviews is just a bone. They’re going to now just be blown away because they didn’t expect to have reviews and now you have them, they’re wild even more.

Well, and part of it is that when somebody Googles your business name, your Google My Business, your Google Map is going to show up if you want it to or not, and it is going to show them your reviews. So if you don’t have an intentional effort, you know, just what we talk about a lot, people that only leave reviews naturally are usually the ones that are not happy.

Disgruntled.

Yeah. And probably the ones that are never going to be happy no matter what you do. So you’ve got to pay attention to those Google reviews because people are going to find them

and they are going to read them. And by the way. Yeah, everybody wants to see what other people think, what other people that have utilized your business and their experience, everybody wants to know that.

And by the way, ask your former customers. Call your former customers and ask them for reviews. And Chuck, what percentage of the time will the customer not know how to leave a Google review? Nine out of ten. Nine point nine out of ten. Dr. Breck, what percentage of the time will the customer not know how to leave a review?

At least nine out of ten, if not ten out of ten.

Jason, what percentage of the time do your clients ask their customers to leave them a review and does the customer not know how to leave a review?

I would say 9 out of 10 is optimistic. 11 out of 10 times.

That’s a cowbell moment right there.

Now in the elephant in the room, because you manage all three stores, we have a review contest going on right now. We do. And the idea is to get as many reviews as possible from our ideal and likely buyers. Let me ask you my friend, how hard is it to get a customer to leave us a review?

It’s difficult, but the trick is you have to ask.

Whoa! There it is! Just like you have to ask the girl out to dance, just like you’ve got to pick up the phone to interact with us, success doesn’t need to be for other people. Success needs to be for you. That’s why we do this thing. This is why we do this thing. It doesn’t have to be just our business that’s doing it. You can do it, but the problem is, you are working right now, if you’re listening right now, you’re working in your business, you’re listening to this show for fun, and you’re going, I’m going to call someday. I challenge you to do that. I challenge you. Now, you said the other day, or just a minute ago, Dr. Breck, you said to be a devil’s advocate. You said to be a devil’s advocate. I think if the devil had an advocate, that advocate would be Darth Vader. I think this is what Darth Vader would say to you right now if you’re listening right now and you’re thinking about picking up the phone to give us a call.

Join me and together we can rule the galaxy as father and son. Join me and together we can rule the galaxy as father and son. Join me and together we can rule the galaxy as father and son.

Join me and together we can rule the galaxy as father and son. Join me and together we can rule the galaxy as father and son. Join me and together we can rule the galaxy as father and son. If Satan had an advocate, I think he’d be Darth Vader. But I’m telling you, you’ve got to eventually pick up the phone and decide to take action. Now we mentioned this other thing that’s powerful that plagues every business owner, and I really

want to make sure angels touch. Here’s this.

And what is the name of the business? The Botox Ladies? Great Ladies? Oh, that is Revitalize Medical Spa. You’ve got to play this for them, too. They’ve got to hear this. The follow-up thing. I’m going to tee up this scenario. Have you ever had a garden? Yeah. Yeah? Yeah. Did you do a good job with it? Did you mess it up? No, I did not do a good job with it. Okay, I join Team Chup here on messing up gardens. I’ll explain to you why. First off, I didn’t want the garden. This is why I don’t do dogs either, okay? Because I don’t want the dogs. Now I like dogs. I love that you have a dog. I want people to have dogs. Great. If you have a dog that’s around me, I’ll pet the dog.

I want Team Clark here as well.

I don’t want to have to take the dog on a walk. Amen. Because with every right comes responsibility. With every possession comes maintenance. With every employee comes follow-up.

You want a scoop of that poop.

Yeah. So, scoop of the poop. You want the scoop of the poop. So, this is what happens is, I find out, I was probably 14, 15 years old at that point, we have a garden, a family garden. And the family’s planted the garden. They say, could you go out there and pull the weeds? I don’t want to.

You know?

And when my dad and mom would follow up with me, I would pull the weeds. But if they didn’t, I would just forget.

Right?

I’d just forget.

I just forgot.

You know?

So I think when you hire adults now, you think, okay, I’ve told them to make sure they follow the script. And I don’t know if you’ve ever been in my sales training meetings there before, Jason, but for elephant in the room, but I’m constantly like, follow the script, follow the script. And I record the calls and I follow up and I follow. And I think a business owner thinks that someday I’m going to get to a place where I have a garden that doesn’t require me to pull the weeds.

Oh, this is great.

I’m going to have a sales team that’s so good I don’t have to record the calls. Come on. I’m going to have a manager I can trust so much that I don’t have to put cameras in place. I’m going to make that passive income. And Dr. Rick, if you get to that mindset where you are chasing passive income, the illusion, the mirage of passive income, even if you have real estate, it’s not passive. If you have stocks and bonds, it’s not passive. If you get to a place where you’re chasing the mirage and the lie of passive income, what’s going to happen to you and your business?

You’re going to be falling behind because you’re not doing the follow-up. You’re not doing the daily work that’s required. You’ve got to weed the garden. I mean, somebody has to weed the garden. If it’s not you, then somebody else has to be personally responsible for it.

Chubb, what kind of follow-up do your successful clients have to do on a daily basis? One huge thing is following up with leads 4, 5, 6, 7, 8, 12 times before they actually answer that phone call, even though they filled out a

form on the web.

We have found across our system that the average client I’ve worked with, and we put this on an infographic at the office, that the average client needs to be called, and Forbes reports this too, an average of six times to reach somebody now. That’s right.

And you’ve got to text them, and you’ve got to email them.

You’ve got to text them and call them.

You’ve got to get a hold of them. All of these. So if you don’t follow up, then you’re spending all of this time and money on marketing and advertising all just to let that fall off the cliff because you didn’t follow up.

What if you have an employee who their job is to make 100 outbound calls a day? How often do we have to follow up on that?

Every day.

Yep.

Every day.

Did you or did you not make 100 calls? Unbelievable. Unbelievable.

Follow up. You have to follow up. You have to. And if you don’t do it, I’m telling you, you’re going to lose. Now, when you fall up with somebody, Jason, for the fourth time at the Elephant in the Room when you’re managing a store, and you say, did you fold the towels for the fourth time that day, what happens eventually?

Well, I mean, it’ll be the same thing. Yeah, I folded them. If I go look in the dryer right now, the dryer’s going to be empty. Yeah, we did the four o’clocks.

So if I check the checklist, they’re all checked off.

Oh, wait, no. We did it, but we have to sign for it. Then I do my disappointed Obama, where it’s I’m not gonna yell at you,

but you’re gonna feel it. And then I have to do it and show you how to do it and then ensure that you can do it right after me demonstrating for the hundredth time how to correctly do it. Has anybody ever gotten angry with you

because you followed up? Oh, all the time.

They call it, what’s the term, micromanaging.

Yeah, you’re just a micromanager.

And I’m telling you, if you’re not willing to follow up with people relentlessly, you’re going to lose.

I tell all my clients that micromanagement is management.

It is. It’s what you should be doing.

Exactly.

Now, without any further ado, back to our interview here with our good friends from ModScenes, Mr. Steven, a great American. Can you describe to me my follow-up to anything?

Yeah, certainly.

Other people may be more familiar with it.

Yeah, so we go to a lot of trade shows, so that’s one of our three-legged stool pieces. We go to a lot of trade shows, tell people about our product, show our product, and we get information from those people. So typically, name, phone number, email address. So whenever we first started the company, we’d get all that information, and we’d do nothing with it. And it was horrible.

Now-

Every trade show we get between 150 and 250 leads, and then for the first two years of the business, we just sat on them.

Like we’d send them an occasional big blanket email, like, we’re doing new stuff, yay, buy it, and like 5% would open it, right? Okay, now we physically call every single lead from every trade show. We send them follow-up email after that call, especially if we’ve missed them, and then we have like a, essentially every two weeks we’re calling them until they cry by or die, right?

Yeah!

So yeah, it’s great.

Beautiful, okay, how will you?

Can I add one thing to that? Because of that, we’ve actually got to get into some really good opportunities. So, what, two, less than a month ago, I went over to ESPN and got to pitch to ESPN. So we are a small company, but two years ago, we were in my garage with a bunch of boxes from Uline and some cut plastic that we had cut on a friend’s CNC. Now we have a full manufacturing area, and we were ESPN pitching to them.

Awesome.

Yeah.

Yeah.

Woo!

Woo!

Woo! Woo! Woo!

Chubb, if you listen to this story, guys, if you listen to this story, ModScenes, they said the company was in the garage two years ago. Now he’s presenting the ESPN. Now he’s working with the largest church in America. I feel as though some people, and not your clients, Jason, and certainly not my clients, I believe they think, some people, that once they have a great idea, it’s so good that the product will quote unquote sell itself, or that the market will come to them. I think there’s chiropractors all over this country, Dr. Breck. There are. Colleagues that you went to school with who have set up chiropractic practices, they get a prominent location, and it’s a good location, and they have a nice sign, big sign, nice location, and they just think people are going to come in. And then they sit down on day two and they go…

Shhh…

And rather than getting a little bit pissed, and a little bit intense, Friday around 4 o’clock they go, you know what, let’s go get a beer. Alright, we’re getting a beer, my startup. Still got cash in the bank. I got that money in the bank. No stress. No worries. I got six months of cash in the bank. No stress here, buddy. I can wait it out. I’m just getting my name out there. At the German American Festival. They’re at the German American Festival, drunk as a skunk.

All right, everybody, I’m a chiropractor. I’m a chiropractor. And if anybody has any leftover beer, I’d like to have somebody here that has leftover beer. Okay, okay. Are we

still going here? Yeah, I’m a chiropractor.

One of the things that really hurt Apple was after I left, John Scully got a very serious disease. And that disease, I’ve seen other people get it too, it’s the disease of thinking that a really great idea is 90% of the work. And that if you just tell all these other people, here’s this great idea, then of course And the problem with that is that there’s just a tremendous amount of craftsmanship in between a great idea and a great product. And as you evolve that great idea, it changes and grows. It never comes out like it starts, because you learn a lot more as you get into the subtleties of it. And you also find there’s tremendous trade-offs that you have to make. There are just certain things you can’t make electrons do. There are certain things you can’t make plastic do or glass do. And as you get into, or factories do, or robots do, and as you get into all these things, designing a product is keeping 5,000 things in your brain, these concepts, and fitting them all together and continuing to push to fit them together in new and different ways to get what you want. And every day you discover something new that is a new problem or a new opportunity to fit these things together a little differently. And it’s that process that is the magic. Okay, I got an idea for a phone app.

Okay, I’m listening.

It’s called iCondiment, and you select mustard.

I don’t know, I’m not feeling it.

What about an app where people send in ideas for apps? And we charge 99 cents, and we become billionaires. What about an iBuckle? It just goes right on the front of your belt, and it buckles.

What happens when you need to use your phone?

Well, then you just undo your belt, and then you got your phone. And your pants fall down. Well, you know, yeah. Okay, Insta-Grandma. Instagram, but only for grandmas. Twitter, but you can only use five characters. You could say, hello. How about this? Eye taste.

Seriously?

Mmm.

Phones are disgusting.

It’s got an ear taste to it.

This is a horrible idea.

Eyeglasses. The only app you’ll ever see. You turn the app on, and you put the phone right in front of your face, and then the phone sees for you. I don’t understand.

Okay, let me help you out.

So take off these old things.

Okay.

You need your prescription?

No.

Boom.

This is stupid, and it hurts. Let me see. Yeah. Hey, you look

good in these. Gentlemen, let me introduce you to the grill gun. I would have greened

that anyway. I need that. Welcome back to Stupid Everything, guys. As you can see, I

have a new toy. Check it out. And I’m going to let you know everything there is to know about it.

Check it out.

Hi, I’m Bob Healy. I’m the inventor of the grill gun and the civvy gun, and I’m going to do a short video here today to show you how to properly connect them to the propane bottles.

All right, this is Clay Clark here, and what you just saw was my long-time client Bob Healy’s company, The Grill Gun, featured on the hit YouTube show called Dude Perfect. So the question is, how does somebody go from a product idea, like The Grill Gun, and into a successful company? Well, there’s a lot of details that go into that, so I thought I would walk you through specifically what we did to help Bob Healy to grow from a startup to a successful company. So I’m gonna take just a few minutes to walk you through this and that’s what we do. People always ask me, you know, what do you do? How do you help clients? So this is specifically what we do and I’m going to walk you through the steps that we took. So that way you as a listener out there, if you want to become a business consulting client, you can know what we do for you and what we don’t do for you. So step one is we had to define Bob’s goals. We had to define the goals. What are the goals? How many sales are you looking to do? So what would define the financial goals? Step one. Step two, we had to figure out, we had to determine how many grill guns need to be sold each week to achieve the financial goals. So we had to step one, we had to figure out the financial goals. Step two, we had to determine how many grill guns we needed, grill guns need to be sold each week to achieve those goals. All right, step two is we had to refine the branding. So step three, we had to create a world-class website. Now someone could argue about what that means, but we wanted to make a website that wouldn’t be embarrassing. And when we first met Bob, he didn’t have a website that looked good. He was a great guy, but his website wasn’t existent. And so we had to build a website that looked good. The next thing we had to do is we had to create an about us video. We had to create an about, well, what’s an about us video? We had to create a video that talked about the company in a way that other people who are not Bob could understand. So we had to create an about us video. That’s really important if you’re out there listening today you wanna have an about us video or a my story video because you have to have a video that explains to people what your product or service does. Step five, this is for Bob, what we had to do. We had to create world-class branding, create world-class packaging. What does it mean? World-class packaging. So step one, we had to define his goals. Step two we had to determine how many grill guns need to be sold each week, need to be sold each week to achieve the financial goals. Step three we had to create a world-class website. Step four we had to create an about us video, an hour story video. Step number five we had to create world-class packaging. Step number six we had to create world-class, we did do all these things, world-class, a world-class autoresponder email. What does that mean, world-class autoresponder email? Well, so if someone actually buys something, we want to have some kind of notification that goes to people when they buy something so that they know that the actual product was shipped. Step number seven we had to do, we had to create an online shopping cart. We had to create an online shopping cart for Bob Healy and his company, The Grill Gun. Now after that, we had to create a tracking sheet. What? We had to create a tracking sheet. Now why did we have to create a tracking sheet? Well, a tracking sheet allows you as a client and us as a consulting company to point out that you are in fact doing well or you’re not doing well. We want to track the numbers. And so when you create a tracking sheet, at first it’s not going to be very impressive because you’re seeing, well, we spent this much on advertising and we had this many clicks and we sold this many guns. And so it cost us $19.40 per gun we sold. Then you see week or line four here, the next week we spent $232 on advertising. We had 41,000 impressions or people that viewed the website for the first time or saw the ads. We had 3,448 clicks and we sold 31 grill guns for a total of $7.40 per gun. That’s what it cost us. It cost us $7.40 per grill gun that we sold. Then the next step, we had to spend $236 the next week on ads. We had this many impressions, 39,114 impressions. We had 4,440 clicks. We sold 25 grill guns at a total of $9.44 per gun sold. Well, over time, you’ll start to see that the number of sales we’re doing goes up and up and up. We go from selling seven guns? When I first met Bob, he was selling zero guns, by the way. And we got him to a point where he was selling hundreds of guns per week. So how do you do that? All right, so step number nine, great question, by the way. Step number nine, we had to create what I call core repeatable actionable processes. We had to create the core repeatable. And this is the part that I love that most people don’t like. I love this, most people don’t like this. We had to create the core, repeatable, actionable processes that are needed to achieve success. What? We had to create the core, repeatable, actionable processes that are needed to create success. So we had to do this. So what are the steps you had to take every week? Well, one, we had to create, we had to reach out to our Dream 100 list. So we had to reach out to our Dream 100 list. Someone says, what’s the Dream 100 list? I’ll come back to that. Next, we had to gather objective Google reviews from actual buyers. And then we had to track sales and track customer service feedback. And this became our thing we did every week. So every week, we’re reaching out to our Dream 100 list. Every week, we’re gathering objective reviews from our actual buyers. Every week, we’re gathering video reviews from actual buyers. Every week, we’re tracking sales. And every week, we’re tracking the customer service feedback. Now, there’s a lot of other details that went into this. I’m just trying to give you an idea of what we did to help Bob. So what we did is we started reaching out via the Dream 100. So we made a list of all the top influencers in the world that we thought would be likely to enjoy his product. So we reached out and we called these people, we emailed these people. We reached out primarily via email and calling. Because some of these personalities, some of these big YouTube channels, they’ll have a way to get in touch with them. Sometimes it’s harder to find those people, but we reached out to them consistently and this was one of the first people to respond to the email we sent him. And we said, Mr. T-Roy Cooks, we love your show. We wanted to give you a free grill gun. We wanted to give you a free grill gun so that way you could experience what the Grill Gun is like. The Grill Gun is a way to cook your food. It’s a way to sear steaks. It’s a way to quickly light a charcoal grill. And we wanted to send you a free one to see what your thoughts would be. So watch what happened here. Here we go, folks.

And…

Appreciate you joining us today. I’m gonna show you a brand new device

to help you out on your grill.

And this particular commercial or feature took the grill gun from good sales to really good sales. Now, did this person reach out to us?

No.

Was Bob doing any sales before we met him?

No.

Did Bob have a great product idea before he met us? Yes. But to go from the idea to a profitable business requires the execution and the implementation of proven processes and systems. And that’s what I do. That’s what we do. That’s what I do. So how do you go from an idea to a super successful implementation of the idea? This is how we do it.

So we reach out to him.

Real gun right here.

Here we go. It’s mobile, it operates off a one pound tank or it comes with a hose you can attach to your 20-pound tank if you desire. I like this mobile setup best. Just a little one-pound tank, turn the valve on top here, pull the trigger, you got fire, all right? You can adjust the flame here. I ain’t turning it to fall away. Or if you need an immediate kick on the handle right here, it’s another valve. How about that? So he features, he featured the product.

And guess what?

Sales increased. So what did we do next? Guess what we did?

We continually, without emotion, without getting all worked up, no one’s crying. We continued to reach out to other restaurants, other influencers, other media influencers, other people with massive YouTube channels, other grilling experts, other people with big channels. We reached out to this guy, Sous Vide Everything. Watch this. Now again, before we met Bob, he had a great product. It was called the Grill Blazer, the Grill Gun. It was patented, it was ready to go. No sales. I remember Bob coming in with,

showing us the demo of the product,

and there was no sales. It was a great product, but no sales. So how do we help somebody grow? This is specifically what we do.

I’m going to distribute everything, guys. As you can see, I have a new toy.

Check it out!

And I’m going to let you know.

And we just keep doing this over and over and over. So what did we do? One, we defined the financial goals, right? Step two, we determined how many grill guns needed to be sold each week to achieve the financial goals. Step three, we had to create a world-class website, which we do for our clients. Step four, we had to create an about us video, or an our story video. Five, we had to create world-class packaging. Six, we had to create a world-class autoresponder email. Seven, we had to create an online shopping cart. Eight, we had to create a tracking sheet. Nine, we had to create the core repeatable actionable processes that are needed to create success So one we had to commit that every week we’re gonna reach out to that dream 100 list And that’s what we did and we helped Bob to go from a startup To a very successful company step two. We had to gather objective Google reviews from the actual buyers Step three we had to gather video reviews from the actual buyers step four. We had to track the sales. Step five, we had to track the customer service feedback. Now step six, okay, we had to launch and we had to track the online advertisement. We had to track the online advertisement. And again, most people who have a big product idea or have a business or a skill set, maybe you’re good at building cabinets or building houses or maintaining vehicles. If you don’t know how to do these skill sets, it becomes a digital divide that keeps you from achieving your ultimate success. So everything you see here on grillblazer.com, that’s what we helped Bob to do. Although it is exciting and people want to celebrate the success of Bob’s Grillblazer being featured on Dude Perfect, I don’t know that a lot of people know the behind the scenes, all the work that went into getting Bob’s product from an idea into super success and I can just say working with Bob over time He started seeing we were doing 26,000 of sales $40,000 of sales $42,000 of sales and as you’re growing and growing and growing Then we had to install we yet we had to install and a call recording system We didn’t stall a call recording system why for quality control, right? And I have a company that I actually like called ClarityVoice.com. It’s called ClarityVoice.com. You can use whoever you want to use, but that’s who I like. And we had to record calls to make sure that the customer service team was doing a good job. We had to do that. We had to install the call recording system for quality control. And then we have to listen to the customer feedback and continue to improve that experience. Then we created a post purchase wow system. There’s a lot of details into that. But the idea was if you bought a product, are you gonna be wowed after you bought it? I mean, imagine you bought a product online and you received a call from the customer service team to make sure that you were happy. You know, so we had to do that. We had to create a directions manual, an instructions manual that made a lot of sense because people receive this new product, it’s kind of like a flamethrower. Some people struggle to figure out how to use the product properly. These are the details we had to do. There’s a lot of details there. Then we had to create a Google map, create a Google map for the business. Why did we have to create a Google map for the business because whenever you have a product or service, guess what? Most people will go on to Google and they’re going to type in grill gun and they’re going to read reviews. They’re going to look for reviews and read reviews. And so if you don’t have reviews, people are going to then just sort of be unsettled as to whether it’s a good purchase or not. So we had to help Bob get those reviews. So how do you get reviews? Well, what we did is we invited Bob to bring his Grillblazer product to our conferences and bring his product to the conferences. And then we let people, our conference attendees, try out the Grillblazer to see if they liked it so they could give him a review. So what did we do? We invited Bob to bring his product to our in-person workshops so that our attendees could review the actual product themselves and give Bob product feedback. So here’s Tim, a former consultant with us here.

I’m Tim Redman.

I’m also Oklahoma.

I love the grill gun.

This thing is so easy and it’s so powerful. So this is what we did. We had to get Bob reviews and he didn’t know a lot of people that would give him reviews. So we… My name is Clay Sears.

I’m from Skytook, Oklahoma.

So we created, we brought Bob’s product to one of our Thrive, actually many of our conferences and we let the attendees at our events buy a grill gun at a deeply reduced price. Now remember, this guy had never sold any products at all and we helped him to go from a complete startup into a very successful company. How did we get those video reviews? We brought him to one of our in-person workshops. We encouraged him to sell his products at a deep discount and then to let people give him feedback. So here’s Clay Stairs giving him feedback.

It makes me feel good. Well, I just lit up a chimney in about a minute using the grill gun. I have just recently bought, not a grill gun but a little starter from the store. It’s the only one I could find. The guy said at the true value, I guess I can probably say that, he said, you know, it’s the best one we got.

And it’s dinky and it doesn’t work. Then we had to help Bob create all these FAQ videos because over time, more and more people began and began asking the same questions over and over. How do I properly use my grill gun? How do I set it up? How do I clean it? How do I store it? And so we got with Bob and each week we would record these FAQ

Hi, I’m Bob Healy. I’m the inventor of the grill gun and the CV gun and I’m gonna do a short video here today To show you how to properly connect them to the propane bottles and having them work correctly

So we had to record these now. This is not an event. This was a process. So every week we began creating we create The FAQ or Frequently Asked, Frequently Asked Questions videos. But this is a process that we took him through over time. So again, we went from a brand new startup where he’d never sold any grill guns at all into a ultra successful company. And we want to help you do that too. So let me walk you through how we do that. If you want us to help you, what you want to do is you want to go to thrivetimeshow.com and we have workshops that we do every two months. And those workshops, you can, it’s $250 or you can pay whatever price you want to pay. So $250 or whatever price you want to pay. And since 2005, I’ve been hosting workshops. So these two day interactive workshops, we’re going to teach you everything you need to know to start or grow a successful company. Marketing, branding, sales, search engine optimization, web development. And our events, they offer practical step-by-step business training, hands-on business conferences. They’re two days, they’re interactive. We teach you all the systems. There’s no upselling, and you’re not gonna be hardcore sold at the end of the event. We’re not gonna push you into buying some magic money program. What we do have available, if people want ongoing consulting, we do offer business consulting. Now, how does that work? Since 2005, I’ve been consulting businesses. And since 2006, I’ve been providing graphic design, search engine optimization, branding, print media, photography, videography, all of the work needed to implement and to grow a successful company. So what we do is we charge people $1,700 a month, one, seven, zero, zero, $1,700 a month on a month-to-month basis to help them grow their successful company. And what’s awesome about it is that we started off with a free 13-point assessment to see if it’s a good fit. And then if it is a good fit, and we like you, you like us, it’s a good fit, I actually go over the plan with you in the meeting. So on that first call, we actually go over the plan so you’ll know exactly what the plan is. And then for someone like Bob, I mean, he had been working on this idea for years. And his accountant kept referring him to me, and people in Tulsa kept referring him to me, and he kept finding me on shows, and he was saying, all paths lead back to you. Man, you must have like a Midas touch. What is your skill set? He actually listened to us daily on a talk radio show as well. It’s not that I’m a genius, I just know the proven systems needed to start and grow a successful company. I’ve been self-employed since I was 16 years old. I know how to start and grow a successful company. That’s what Dr. Robert Zellner and I have done. Between he and I, there’s the state’s top largest, one of the state’s largest and most successful optometry clinics, one of the most successful men’s grooming establishments. I’m involved in a dog training brand called Tip Top K9, started by Rachel and Ryan Wimpey. I’m involved in a marketing company. I’m involved in an outdoor living company. We’re involved in an auto auction. I mean, I go on and on listing all the businesses, but I’m telling you right now, you have the capacity and the tenacity needed to achieve massive success. You can become the next super success story. But to quote Napoleon Hill, the time will never be just right. You must act now.

Clay Clark is here somewhere. Where’s my buddy Clay?

Clay is the greatest. I met his goats today, I met his dogs, I met his chickens, I saw

his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs.

So this guy is like the greatest marketer you’ve ever seen, right? His entire life,

Clay Clark, his entire life is marketing. Okay, Aaron Antis, March 6th and 7th, March

6th and 7th, guess who’s coming to Tulsa, Russia?

Oh, Santa Claus?

No, that’s March. March 6 and 7, you’re going to be joined by Robert Kiyosaki, Robert Kiyosaki, best-selling author of Rich Dad, Poor Dad, possibly the best-selling or one of the best-selling business authors of all time. And he’s going to be joined with Eric Trump. He’ll be joined by Eric Trump. Eric Trump and Robert Kiyosaki in the same place.

In the same place.

Aaron, why should everybody show up to hear Robert Kiyosaki? Well, you’ve got billions of dollars of business experience between those two, not to mention many, many, many millions of books have been sold. Many, many millionaires have been made from the books that have been sold by Robert Kiyosaki. I happen to be one of them. I learned from the man. He was the inspiration. That book was the inspiration for me to get the entrepreneurial spirit as many other people. Now since you won’t brag on yourself, I will. You’ve sold billions of dollars of houses, am I correct? That is true. And the book that that kick-started it all for you, Rich Dad Poor Dad, the author, the best-selling author of Rich Dad Poor Dad, Robert Kiyosaki, the guy that kick-started your career, he’s gonna be here. He’s gonna be here. I’m pumped. Now Eric Trump, people don’t know this, but the Trump Organization has thousands of employees. There’s not 50 employees. The Trump Organization, again, most people don’t know this, but the Trump Organization has thousands of employees. And while Donald J. Trump was the 45th president of these United States and soon to be the 47th president of these United States, he needed someone to run the companies for him. And so the man that runs the Trump Organization, poor Donald J. Trump, as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump. So Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages billions of dollars of real estate and thousands of employees is here to teach us how to do it.

You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind the business for the last, pretty much since 2015, he’s been the man behind it. So you’re talking, we’re into nine, going into 10 years of him running it. And we get to tap into that knowledge.

That’s going to be amazing. Now, think about this for a second. Would you buy a ticket just to see Robert Kiyosaki and Eric Trump? Of course you would. Of course you would. But we’re also going to be joined by Sean Baker. This is the best-selling author, the guy who invented the carnivore diet. Oh yeah. Dr. Sean Baker. He’s been on Joe Rogan multiple times, he’s going to be joining us. So you’ve got Robert Kiyosaki, the best-selling author of Rich Dad, Poor Dad, Eric Trump, Sean Baker, the lineup continues to grow, and this is how we do our tickets here at the Thrive Time Show. If you want to get a VIP ticket, you can absolutely do it. It’s $500 for a VIP ticket. We’ve always done it that way. Now, if you want to take a general admission ticket, it’s $250 or whatever price you want to pay. And the reason why I do that, and the reason why we do that, is because we want to make our events affordable for everybody. I grew up without money. I totally understand what it’s like to be in a tight spot. So if you want to attend, it’s $250, or whatever price you want to pay. That’s how I do it. And it’s $500 for a VIP ticket. Now, we only have limited seating here. But the most people we’ve ever had in this building was for the Jim Brewer presentation. Jim Brewer came here. The legendary comedian Jim Brewer came to Tulsa. And we had 419 people that were here. 419 people. Yeah. And I thought to myself, there’s no more room. I felt kind of bad that a couple people had VIP seats in the men’s restroom. Oh no, I’m just kidding. But I thought, so I thought, you know what, we should probably add on. So we’re adding on what we call the upper deck. Or the top shelf. So the seats are very close to the presenters, but we’re actually building right now. We’re adding on to the facility to make room to accommodate another 30 attendees or more. So again, if you want to get tickets for this event, all you have to do is go to Thrivetimeshow.com. Go to Thrivetimeshow.com. When you go to Thrivetimeshow.com, you’ll go there, you’ll request a ticket, boom. Or if you want to text me, if you want a little bit faster service, you say, I want you to call me right now. I just texted my number. It’s my cell phone number, my personal cell phone number. We’ll keep that private between you, between you, me, everybody, we’ll keep that private. And anybody, don’t share that with anybody except for everybody. That’s my private cell phone number. It’s 918-851-0102, 918-851-0102. I know we have a lot of Spanish speaking people that attend these conferences. And so to be bilingually sensitive, my cell phone number is 918-851-0102.

That is not actually bilingual, that’s just saying Juan for a Juan.

It’s not the same thing.

I think you’re attacking me. Now let’s talk about this. Now what kind of stuff will you learn at the Thrive Time Show workshop? So Aaron, you’ve been to many of these over the past 7-8 years, so let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn here, okay? Okay. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh yeah, we’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there, like the Trump brand. Right. You want to get that brand out there. It’s like, how do I actually make people know what my business is and make it a household name?

You’re going to learn some intricacies of how you can do that.

You’re going to learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors, and most people struggle with managing people. Why does everybody have to learn how to manage people? Well, because first of all, people are, you either have great people or you have people who suck. And so it could be a challenge. You know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes, and you’re really good at selecting great ones, and we have a process we teach about how to find great people. When you start with the people who have a great attitude, they’re teachable, they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization. We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management. How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two-day interactive business workshop. Now let me tell you how the format is set up here. Again folks, this is a two-day interactive 15…think about this folks. It’s two days. Each day it starts at 7 a.m. and it goes until 5 p.m. So from 7 a.m. to 5 p.m. two days, it’s a two-day interactive workshop. The way we do it is we do a 30-minute teaching session and then we break for 15 minutes for a question-answer session. So Aaron, what kind of great stuff happens during that 15-minute question-answer session after every teaching session? I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them. And you go in there and they talk in vague generalities and they’re constantly upselling you for something, trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing. And what’s awesome about this is we literally answer every single question that any person asks. And it’s very specific to what your business is. And what we do is we allow you, as the attendee, to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15-minute break to stretch. And to make it entertaining when you’re stretching, and this is a true story. When you get up and stretch, you’ll be greeted by mariachis, there’s going to probably be alpaca here, llamas, helicopter rides, a coffee bar, a snow cone. I mean, you had a crocodile one time. That was pretty interesting. You know, I should write that down.

Sorry for that one guy that we lost.

The crocodile, we duct taped its face. So that’s right, we duct taped. No, it was a baby crocodile. And we duct taped. Yeah, duct taped around the mouth so it didn’t bite anybody. But it was really cool passing that thing around. I should do that I should we have a small petting zoo that will be assembled it’s gonna be great and then you’re in the company of hundreds of entrepreneurs so there’s not a lot of people in America today in fact there’s less than 10 million people today according to US debt clock that identifies being self-employed so you have a country with 350 million people that means you have less than 3% of our population that’s even self-employed so it’s you only have three out of every hundred people in America that are self-employed to begin with, and when Inc. Magazine reports that 96% of businesses fail by default, by default you have a one out of a thousand chance of succeeding in the game of business. But yet the average client that you and I work with, we can typically double this, no hyperbole, no exaggeration, and I have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a homebuilder, when I work with a business owner, we can typically double the size of the company within 24 months. Yeah. Double. And you say double. Yeah. There’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples. You can see it throughout timeshow.com. But again, this is the most interactive, best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet. And then you add to that Robert Kiyosaki, the best-selling author of Rich Dad, Poor Dad. You add to that Eric Trump, the man that runs the Trump Organization. You add to that Sean Baker. Now you might say, Clay, is there more? I need more. Well, OK, Tom Wheelwright is the wealth strategist for Robert Kiyosaki. So people say, Robert Kiyosaki, who’s his financial wealth advisor, who’s the guy who manages, who’s his wealth strategist. His wealth strategist, Tom Wheelwright, will be here. You say, Clay, I still, I’m not going to get a ticket unless you give me more. Okay, fine. We’re going to serve you the same meal both days. True story. We cater in food and because, I keep it simple, I literally bring him the same food both days for lunch. It’s Ted Esconzito’s, an incredible Mexican restaurant. That’s going to happen. And Jill Donovan, our good friend, who is the founder of Rustic Cuff. She started that company in her home and now she sells millions of dollars of apparel and products. That’s rusticcuff.com. And someone says, I want more. This is not enough. Give me more. Okay. I’m not going to mention their names right now because I’m working on it behind the scenes here. But we’ve got one guy who’s given me a verbal to be here. And this is a guy who’s one of the wealthiest people in Oklahoma. And nobody really knows who he is because he’s built systems that are very utilitarian that offer a lot of value. He’s made a lot of money in the it’s the it’s where you rent. It’s short. It’s where you’re renting storage spaces. He’s a storage space guy. He owns this. What do we call that? The rental, the uh…

Storage space.

Storage units! This guy owns storage units, he owns railroad cars, he owns a lot of assets that make money on a daily basis. But they’re not like customer facing. Most people don’t know who owns the mini storage facility. Or most people don’t know who owns the warehouse that’s passively making money. Most people don’t know who owns the railroad cars. But this guy, he’s giving me a verbal that he will be here. And we just continue to add more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, you want a life-changing experience, you want to learn how to start and grow a company, go to Thrivetimeshow.com. Go there right now. Thrivetimeshow.com. Request a ticket for the two-day interactive event. Again, the day here is March 6th and 7th. March 6th and 7th, we just got confirmation. Robert Kiyosaki, best-selling author of Rich Dad Poor Dad. He’ll be here. Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now, you’re watching, and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. I think that’s going to change your life. I promise you this will be 10 times better than that.

It’s like I picked the wrong week to quit smoking.

Don’t do the smoke your way to fin conference. That is…

I’ve tried it.

Don’t do it. Chain smoking is not a viable… I mean, it is life changing. It is life changing.

If you become a chain smoker, it is life changing.

It’s not the best weight loss program to play. Right. Not really. So if you’re looking to have life changing results in a way that won’t cause you to have a stoma. Get your tickets at Thrivetimeshow.com. Again, that’s Aaron Antis. I’m Clay Clark reminding you and inviting you to come out to the two-day interactive Thrivetimeshow workshop right here in Tulsa, Oklahoma. I promise you it will be a life-changing experience. We can’t wait to see you it will be a life-changing experience. We can’t wait to see you right here in Tulsa, Oklahoma.