Drifting | “Drifting, Without Aim or Purpose, Is the First Cause of Failure.” – Napoleon Hill (The Best-selling Author of Think & Grow Rich – The Author Clay Clark Named His Son After) + Don’t Allow SMELLS to Turn Your Business Into a Dystopian

Audio Transcription

Running a successful business requires knocking out the small stuff. It requires focusing on the small stuff and knocking it out on a daily basis. It requires the mastering of the core, repeatable, actionable processes. We could do entire podcasts devoted to building checklists and building org charts and building tracking systems and looking at your data and your analytics, but at the end of the day somebody has to actually execute and knock things out. And so, just a minute, you’re going to hear an audio from a meeting we had in the past that you may find to be funny. I didn’t find it to be funny at the time, but you may find this to be funny. But at one of my companies, there was this smell, a smell in the lobby of one of the businesses, the lobby where thousands of people go every week because it’s the lobby of the business. The people walk in and when you walk into the lobby of the business, there was this incredibly terrible smell. And the smell was awful, the smell was bad, but yet the smell was allowed to continue smelling bad for multiple weeks. And so on the previous week’s agenda, I said, make sure you make sure that the smell is eradicated now. And then seven days later, the smell was still there. And so I had to go off a little bit. I had to get in tents. And thankfully, as a result of this meeting, the smell was removed within 24 hours. It was done. But again, in a business, whether it’s the trash not being thrown away, whether it’s boxes not being opened and thrown away, whether it be the mail not being opened, whether it be calls not returned, you cannot allow things to drift in your business. Because drifting is in fact the cause of death for most businesses. Drifting is a terrible, terrible thing to do. You do not ever want to allow your business to drift because if your business begins to drift problems have a way of compounding over time. Napoleon Hill, the best-selling author of Think and Grow Rich, once wrote, drifting without aim or purpose is the first cause of failure. That’s the best-selling author of Think and Grow Rich, the book that changed my life. So on part one of today’s show, we’re gonna talk to you about, you’re gonna hear the audio of me in the meeting getting intense about this incredible smell. And then on part two of today’s show, you’re going to hear a training on how to build checklists and processes to make your business more efficient. Now in part three of today’s show, we’re going to share a success story with a recent client that’s absolutely been dominating, and I want you to hear the Russell Weimer success story. Easy for me to say. I want you to hear the Russell Weimer success story. So without any further ado, here we go. Product sales, we’re increasing that to 10%. We’re still focusing on Broken Arrow and Mim’s feet? We are on Salmon. Okay. Okay. All right. So, um, yeah, I’m just kind of going up at a closure. Yeah. Who got the most reviews? Young, he got 41. Okay. Okay. Who got second? John, he got 10. Good job John. Did you guys figure out who you’re giving away the TV to? You need to get the TV? Okay. Yeah, to give away the grill then. Yep. But we need to buy a TV I guess to give away. We need to like have another thing to replace it with. Yeah. Buy like a brand people know and buy like a 50 inch. Cool. Cool. Okay, so 21 clients turned away, 4,266 calls made, 62 calls missed, 509… No, well……at 680. One second, Manna. That turn away number should be zero. So just know that. It’s like on Saturday I was working with the call center on that but like it’s again, Carla you’re there every day so you would know but once per hour someone doesn’t show up so it’s always like hey we can definitely get you in. Why don’t we go with which store do you want? Downtown, Tulsa, South Tulsa? Great let’s do South Tulsa. Great and let’s have you show up at this time. Usually we have one cancellation per hour. Let’s get you in and just send them. But don’t be like we might, you might try to come by. Just let them know it’s statistically impossible that you will not get in there. Cool. All right. I’m sorry I’m gonna keep going back to this. Has anyone here ever flown standby? Who’s done that? You have? John, you’ve done it? How many times have you flown standby? What about you? Anybody else fly standby? How’d it go? Okay, how’d it go for you? John, how’d it go for you? Pretty alright. I’m on this through SpaceAge, which is military active planes, so it’s different. How’d it go for you? The way it works on planes is usually like 2% of people don’t show up for the airplane. So they’ll book you and they’ll say, hey, the plane’s booked out, but if someone doesn’t show up, you know, then you get to ride on that plane. For us, it’s like, imagine if every plane had 15% of the plane didn’t show up. That’s how haircuts are. Make sense? So it’s just a lot easier. Okay, keep going. Same idea though. Right. 86,000 percent of patients with depression. Yep. And then septum or mouth, one placebo lead, two acupuncture leads, one radial lead, four walk-in leads, one Yelp lead, and then 72 outbound books. I would get the total number of people sold short. We sold three deluxamir memberships. We’re at 3,233 members. 25 total reviews, 2,165 downtown reviews, 3,155 downtown reviews, 2,631 broken error reviews, and then downtown.0 video reviews, Scott Colton got one, broken error got six, closing for the week, do not change the review number. So Karen just personally got four video reviews. Good job, dude. And then, make sure you’re adding one, two, two schedules for new hires, or if you have someone that’s switching shops or having schedule changes, talk to them to what time they would like to set and create a reoccurring block. At that time, so you don’t have to do it if you have other people. And then, this is done. And then, the wind travel didn’t arrive. Oh boy. It went south today. Okay. And then, Matt, don’t turn away a haircut. Hey man, I got something on the rooftop. I’m going to go ahead and get started. Can you, Manna, can you call them today? Whoever this is. Okay, do it. Yep. Yes. Okay, Matt, don’t take away a haircut. Matt, for Thurston Avenue, 200 outbound calls for shifts and five outbound books, how’s that going? They did good. What else? Nice. Oh, and this is done. Rope Air, she was at John. Okay. John. Nana, I did call. Platinum Pass will be out to Rope Air this week and south the fall. Cool. Alright, and then Robin, Station. This is done? Yeah, it’s done. Yeah. OK. OK. I think that’s the whole, that’s the broken bone. Oh, that’s the whole bone. Yeah. OK. I’ll just put it on. But it’s done? It is done. All right. Nice. And? John’s on fire. OK. So I went last week to try to fix it myself. I was not able to. So. Does it smell rough? Really bad. No. Well, tell them to fix it right now. Have them come by right now. No, seriously. Tell them it smells f***ing bad. Come by and fix it right now. Yeah like right now like just yeah you could use whatever nice words you want to use but I would say it smells f***ing bad come by right now. You know what I’m saying though like if it smells bad get it done. Yeah I’m gonna do it later no you f***ing stay. Okay? Who works there does it smell awful? It doesn’t smell good. It’s like the disinfectant. No, it has to be dealt with. You gotta call. I’m not mad at you. It’s just been a problem. I’m serious. If it’s a problem, it just has to get done. So I have to come up today? Yeah, or before today. Even before now. Time travel. We need to go because it smells awful. I’m serious. I’m serious. Okay. All right. And then John, the lights? Yeah, we’re about to be in the… And then part is ordered. We’re waiting on it to come in. And then question, if the client has come in before under a kiss cut, do they get the deluxe first visit once they turn 15, or do they go to a standard pack? Let me go back to smells for a second. Hey, so you’re in the call center, we’re hoping it doesn’t smell bad. Well, let’s just say, well, you’re in the call center, it smells bad. Take like 10 seconds, find the source of the smell, get rid of it. You know what I mean? Also, like, we had a guy kept, he called on Saturday. Matt, you should have this list, but he wanted to cancel last week. I’m not blaming you, I don’t know the situation, but if a guy wants to cancel, I don’t want to wait two weeks for the guy to cancel. It’s like, if you want to cancel, let’s get it taken care of. I don’t want it to like drift. You know what I’m saying? Because it’ll like compound. It’s not like we’re not going to have a problem this week. Now this week we have a weird smell, broken thing, broken thing, weird smell. Next week we got a broken thing, broken chairs, weird smell, TV. You know, it’s just we got to knock it out as it happens. You know what I mean? And then if a vendor is like, well I don’t know if I can come by for a week, it’s like a huge issue if it smells bad in the hair place. You know what I mean? Okay. Hi, this is Charles and Amber Kola. We’re the owners of Kola Fitness. We heard about Clay Clark through Paul Hood, our CPA. Clay Clark has helped us take our three locations in three different states and create checklists, workflows, task lists, time blocks for every employee. He’s helped us with creating systems and audits for every department, quantitative scorecards for each department and every position so that everybody has a number. It’s been able to give us a lot of time freedom and financial freedom and peace of mind to know that everything’s running efficiently and he’s been helpful with a lot of marketing, search engine optimization, helping us really rank high in Google and pretty much every area of the business. It’s been very, very helpful. We would describe the experience of working with Clay as very energetic. He’s full of energy. He’s very encouraging, very motivating, but also accountable. So he keeps us accountable and we love that accountability. It keeps our drive in the right direction so we’re not chasing things that aren’t worth spending our time on. He’s a great coach. He helps push us on certain areas, helps coach us in certain areas. We’re all emotional creatures and we go up and down and he actually will tell us where we’re at, how we can get from there, and even emotionally, like when we’re stressed about something, he’ll have a story to relate to and really helps us in every area of our business. He’s been very, very helpful. I think Clay’s ability to have a whole team behind him that help him with all of his clients on coaching clients is that it allows Clay to do what he’s really good at and that’s working one-on-one with the client and coaching them And then he can have his amazing staff come in and help help you Accomplish all these goals for your and of course he has all these resources whether it’s videographers or whether it’s web developers, that they can quickly jump on your project, knock things out. He can quickly give you the right coaching. He’s just got a whole team of people that whatever area you’re lacking in, in your own company, he’s got resources from like video, web design, search engine guys who are just knowledgeable in that. Even though he knows a lot of that stuff, he’s got these capable lieutenants that are ready to just take off and help you get that stuff done. More stuff gets done on a weekly basis than you would on like probably more… Individual. Yeah, than an individual or some other company. We’ve worked with several companies before. Not as many things get done on a weekly basis. It’s been very helpful. Well, the conferences for me, I’m a slow learner, so I have to learn like over and over again, hear things over and over again. I’ve been to like I think eight different conferences and each time you come I learn a few new components. Some things are repetitive but a lot of the stuff just resettles and I get a little bit more depth into each component. So I mean I’ve been to eight of them, they’re all super entertaining, he’s very funny, very encouraging. You get to kind of self-reflect a lot and a lot of the stuff is really polarizing. You do a personal inventory of yourself and you’ll think, like, hey, I’ve really got to work on this, really got to work on that. So every time you come, I still get a lot of value out of it. And as much as every conference is the same, it’s totally different. So I think we’ll hear stories we haven’t heard before. They’ll have entertainment or they’ll have speakers you didn’t have before. And you, like you said, you just always catch a different part of the material that maybe you didn’t catch before. It’s worded differently. It’s really cool because some people that you’ve seen like a year ago at a conference, now they’re being showcased as a success story. You get to see their website. You get to see how their stats and all their metrics have improved and the revenue improved. So it’s really cool to see people that just a year ago, that of course we’ve been here two years, that just came, that I met, is now being successful. It’s really encouraging to see other people, you know, accomplish that stuff. Clay has helped us optimize our website and helped with really topping the right search engines that we need to make sure that we are very, very competitive with all of our other competitors. He’s done, basically he outlines exactly what you need to be accomplishing and he creates tasks that we have to accomplish and his team has to accomplish. I would say over the last two years, we’ve totally re-ramped our website, we’re topping Google in every one of our markets. We’re just doing, I would say just doing really, really good. I feel very, very confident in all of our future locations and making sure that we’re in front of the ideal and likely buyer. It’s very encouraging. It’s important to me to know when I’m working with Clay, you know, I’ve been in business for a while and met with him even when I already had three businesses in three different states and to know that what I share with him is staying private, he’s not sending that out to anybody else. To know that when he’s working with me, he’s only working with one other, no other gyms that are in direct competition with me. It’s very encouraging to have somebody you can trust and rely on, that he isn’t going to like somehow tell your trade secrets or give information away. Just really awesome that he’s a trustworthy guy, really cares about you as a client. For us it’s been a complete mind freedom because Clay has helped us create a lot of different documents and one sheets for every department, put quantitative scorecards to each department and so for us it’s been very encouraging and gives us peace. And when you like as an entrepreneur it’s stressful you go to bed at night you’re worried like did we cover this, did we cover that? So he helps extract everything out of your brain, everything from your business, put it into document creation, put it into checklists and workflows for every person in each department, and make sure that everything’s getting done every week, every month, and funnel that all into KPIs, or key performance indicators, as you can see on a weekly basis, to make sure you’re moving the needle in the right area of your company. It’s very encouraging and give you a complete mind freedom and peace to know that that stuff’s created to easy to duplicate and scale your company. And then we can spend time doing what we’re really good at and just trust the system. I honestly believe everybody needs a coach. I think we’re all inherently lazy and selfish and carnal. I truly believe that humans are humans. We’d rather, if we’re standing, we’d rather sit. If we’re sitting, we’d rather lay down. And if we’re laying down, we’d rather be asleep. So to have somebody that challenges you, have real active candor and be honest with you on every aspect of your company is really really encouraging to me because I want to know, I want to work on what we’re weak at. I want to see any areas that we’re not doing well in and see his perspective from a third party because you can look at your own business and just see the good. It’s good to have somebody who’s done this with hundreds of companies. You’ll really look at your company, reflect on your company and see little chinks in the armor to make sure you cover that up so your competition can’t get to you and that you’re successful overall in the big picture. Yes, I would recommend Clay Clark because he is a great friend, great encourager. To me, he’s been a wonderful friend. He’s also, you can tell he cares. He also, he has this wealth of knowledge. He’s worked with so many different companies and different businesses. He could take a concept that he’s used before in the past with somebody in a totally different industry and see how it would work perfectly for you in whatever niche market you’re in or whatever type of service you’re providing. And so his brain is just a wealth of knowledge. And just to have that type of perspective as a part of your team and your own company is huge. It’s super valuable. So I would definitely encourage people to use him. But one thing is, you’ve got to be coachable. You’ve got to be wanting to get feedback. You’ve got to be wanting to really grow your company. You’ve got to want to put that extra 10 hours a week to working on your business and not just in your business. And so, yes, I would recommend it to anybody who’s wanting to grow their company and provide great systems, checklists, workflows, great encouragement, and have accountability. Welcome back to the Thrive Time Show. Have a business question? Email us today at info at thrive timeshow dot com. And Clay and Dr. Z will answer your business questions live on the air. Alright Thrive Nation, welcome back to the conversation. We’re talking about creating checklists for everything. My name is Clay Clark. I’m the former USSBA Entrepreneur of the Year. We’re talking about creating checklists for everything. So what we’re going to do, this is going to be a lot of fun here, we’re going to do kind of a round table. Eric Chup, the business coach, is going to read the notable quotable. And then Wes Carter is going to break down an example. Wes Carter is the legal eagle with Winters and King. He’s represented top clients all over the region. His firm has represented T.D. Jakes, Joel Osteen, Craig Rochelle, the big names. I mean, Joyce Meyers. I mean, there’s a lot of big names there. So he’s going to tell us an example of where you’ve seen something go bad in a business. Just bad. Now again, attorney-client privilege, no specifics. Just one time. Maybe it will be changed. So you’re going to read the checklist here, Chuck. Okay. The notable quote about the checklist. This is from the head of the Harvard at the time, the head of the Harvard Medical School. He’s a leading professor at the Harvard Medical School. He is an American surgeon. He’s the New York Times bestselling author of the Checklist Manifesto. His name is Atul Gawande. G-A-W-A-N-D-E. This is one of my favorite books ever. I love the book. Okay, here we go, Chip. All right, he says, we don’t like checklists. They can be painstaking. They’re not much fun. But I don’t think the issue here is mere laziness. There’s something deeper, more visceral going on when people walk away not only from saving lives but from making money. It somehow feels beneath us to use a checklist, an embarrassment. It runs counter to deeply held beliefs about how the truly great among us, those we aspire to be, handle situations of high stakes and complexity. The truly great and daring, they improvise. They do not have protocols and checklists. Maybe our idea of heroism needs a little bit of updating. Have you ever seen, Wes, where a really good person made a massive mistake that caused profound legal ramifications. I’m going to stay away from clients, and I’m going to go a little closer to home and talk about attorneys. Oh, there you go. I’m one, because I think exactly what the quote was hits home so well that it’s… I’m going to paraphrase, it’s ego. It’s, I’m an attorney, I have a doctorate, I’ve been doing this, I don’t need a checklist. I need my mental capabilities and my experience. And I’ve seen attorneys that forget to do something very simple. So let’s say, I’m thinking of one specific instance where you’re buying a business. So I have a client that’s buying another business. Part of that business is a whole bunch of inventory. So, five, six, seven, $800,000 worth of inventory. You pay some for the name and things. So we buy the business, but you know, we close, a month later someone calls us and they’re like, hey, you bought that inventory, but that was collateral on our loan. And you owe us now, we’re going to foreclose on all the inventory you bought and take it to pay us, because just by the act of selling it, you breached the loan document. And what would have prevented that? A search that would have taken about five seconds to search something called the UCC, because anybody who puts collateral liens on those things has to register those. And it was public records, publicly available, online. You don’t even have to get out of your chair to look for it. And I have seen those things happen where it costs someone half a million, three-quarters of a million dollars for something that literally would have taken me 15 seconds to do, but I just, I didn’t personally. But someone forgot. So let’s say that I’m sold on, okay, I need to have a checklist, Chuck. What’s the next notable quotable? All right, the next notable quotable here is, there are good checklists and bad. Borman explained, bad checklists are vague and imprecise. They are too long, they are hard to use, they are impractical. They are made by desk jockeys with no awareness of the situation in which they are to be deployed. They treat the people using the tools as dumb and try to spell out every single step. They turn people’s brains off rather than turn them on. Good checklists, on the other hand, are precise. They are efficient, to the point, and easy to use, even in the most difficult situations. They do not try to spell out everything. A checklist cannot fly a plane. Listen to that, a checklist cannot fly a plane. Instead, they provide reminders of only the most critical and important steps, the ones that even the highly skilled professionals using them could miss. Good checklists are, above all, practical. So this, these are the action steps that you need to take, Thrive Nation, right now, as a result of hearing this. You need to create a daily checklist for the opening of your business. You need to create a daily checklist for the closing of your business. You need to create a checklist for all the marketing activities of your business. You got to create a weekly checklist for the training of your team. Jeff, well to add this to the show notes, you got to create a checklist for your accounting. You know, verifying that two people have signed off on all the deposits that go into the bank. You just have to create a checklist for everything in your business that you want to be effective. But, Marshall, I think there’s somebody listening, not our listeners, it’s like a listener who’s listening to this show right now, they’re sharing this with their friend, and their friend is fighting. Not you, the listener. Your friend is fighting, wanting to use a checklist. You say, my industry is different. I know it works good for surgeons, I know it works great for lawyers and builders of homes, but for me, because I’m a landscaper or I’m an insurance salesman… It’s like by the seat of my pants. I don’t need to use a checklist. Well, Atul Gawande, like I said, this is one of my favorite books. What he says is it gets the silly stuff out of the way so it allows the masters of a specific skill to perform. And so it gets out of, hey, are we making sure we’re making the right incision on the right arm, you know, versus the wrong arm? Are we amputating the right leg versus the wrong leg? The left leg, that’s all. You get really graphic there. I know. I think if you could make it more like not medical body. That almost happened to me. They almost operated on the wrong knee. I tore my ACL in high school and they almost operated on the wrong one. But these are the things that are a part of the checklist that allows the surgeons, the lawyers, the pilots to perform their skill at the highest… Give us a checklist that has to do with bricks and mortar. I got one. I got one. Don’t get into the body. It’s gross. When running the concrete business, I had to implement a pre-pour checklist, because before I came on and we started to scale, my father was in charge of every concrete pour that we did, and he never forgot anything. Now when we scaled that out and had other lead guys doing it, oh they forgot the troweling machines, like the main equipment that we need to finish the slab, stuff like that. So I had to make a pre-pour and a pour day checklist. So when you don’t follow the checklist, the issue, and it’s in concrete and not surgery, you’re not cutting off the wrong leg, you’re just spending three hours going back and getting the actual machine. Or that, or you don’t realize you don’t have them and you have to tear out the entire slab. Then you get sued by an attorney because the slab cracks and two months later you’re in litigation or you don’t follow a checklist and you do cut off the wrong leg and then my personal injury attorney has a very good case for that poor patient. Or in the haircut business, you don’t check the client’s hair notes and they said to you six months ago, I would like to have a faux hawk. And now they’re growing out their hair, doing a different style, and you didn’t check the hair notes, and you went ahead and did what you remembered them telling you you thought six months ago, and then they send me a hateful email talking about how I’ve hired a bunch more. Come on, we can’t have that. Now they have a side spike. There we go. And so I’m just telling you this, whether it’s the haircut business or carpet cleaning or photography or videography, you’ve got to make sure that you have a checklist for everything. You not having a checklist is not an excuse. Even if it is an excuse, the customer votes with their dollars. So if they’re happy, they come back and they bring friends. If they’re not happy, they don’t come back and they tell their friends not to use you either because that’s how business works. Don’t be lazy. Now, Jeff, when we come back, we’re talking about how to create a linear workflow. Jeff, what are we talking about next? We’re going to be talking about how to create a linear workflow. And the linear workflow is how do you create a duplicatable process, a system? How do you create the system? So many people say, I want to create business systems. Well, how do you go about creating step-by-step business systems that scale? Stay tuned. Presenting the world’s only business school without the BS. Alright Thrive Nation, we have an exclusive interview today for you with Lee Cockrell, the former Executive Vice President of Walt Disney World Resorts, used to manage over 40,000 people and 1 million customers per week. We’re talking about checklists, and the importance of using checklists. How did Lee Cockrell do it at Disney World? How did he do it? I’ll tell you how he did it, with checklists. But Chuck, you’ve managed a small business. Why do people in small business fight so much against the use of a freaking checklist? There’s multiple reasons, but one of the main things I see is that this happened with the Concrete Company. I’m trying to implement checklists through my dad. He was old school. Old school, baby. He would worry that, you know, the guys are busy at the end of the day. You know, I get it. I understand you’re tired. We don’t have time to use a checklist. Yeah, just so tired. And I’m like, just do it. You just have to do it. So that’s the main thing is you just have to create it and implement it. It’s not going to be perfect on the first try, but revise it and make it better every day. Everything you need to know about using and implementing checklists with Lee Cockerell. Here we go. Let’s just say that I’m one of those guys who didn’t actually do the checklist. I just pretended like I did. That’s a lot of people. So I am at your business. You’re the owner. There’s ten or maybe seven at Disney and I Pretended like I checked off the checklist go ahead and deal with me What would you say to me if I pretended that I did your checklist? Yeah I mean I would ask you first and then I would keep Interrogating you like you do a teenager till you get to the truth and they lie about 12 times before you get there and then Probably would tell them the consequences of that Do you realize that people can get food poisoning and die from this kind of situation. Do you understand that? When the temperature is not 160 degrees or more and bacteria is growing and 12 people die and you’re the responsibility for that. And by the way, let me tell you again, I’m going to give you one chance. If you ever do this again, you’re terminated and there won’t be any more written warnings. Because when you get into safety, you’ll start to see how you deal with your kids when they do something unsafe. You’re not going to be real nice about it. You’re going to be real firm when they run into the street. You probably have a talk with them, they won’t forget for the rest of the afternoon. Or when you catch them one day driving without their seatbelt on. What if it’s an area where it’s not safety, but it’s just, like Disney. One of the things that’s amazing about Disney is that it’s so clean. It’s so clean. It’s always a clean walkway, it’s beautiful, it’s pristine, but thousands of people will not come back if there’s just stuff littered everywhere. How do you deal with that guy? Well, there’s pretty serious training up front about when you join the company, you go through eight hours of what they call traditions training, cleanliness, friendliness, and all hammered in and you learn about the characters, Walt Disney and the pride we have, and the public’s love of Disney. And then when you get to the workplace, you get very clear training, testing, and then our managers know they’re, we expect them to enforce the training. So Disney managers have no problem dealing with an employee not doing what they’re supposed to do. They’ll step over. You know, some managers are wishy-washy, they let it go. I don’t want to cause, our managers are very, that’s how we get consistent at Disney, by training, testing, and enforcement. Bill Marriott told me, Lee, the only way to get excellence in any organization is training and enforcement. You’ve got to train it, you’ve got to enforce it. Don’t close your eye to it. So let me ask you this here, how many bathrooms were you in charge of? Like hundreds? Thousands? Hundreds. Okay, so how come you guys could keep a hundred bathrooms clean and the average small business owner can’t keep one clean. What is the difference? Is it the checklist and the enforcement? What is it? I think first it’s your values. Cleanliness is a big deal. That’s one of our values at Disney. Cleanly. Even Walt Disney said before he died, he said, even after I’m gone, if you all keep this place clean and friendly, everything will work out just fine. He didn’t talk about technology. Clean and friendly. And today, when you say you stand for something, cleanliness, then you’ve got to do it. It’s worked into all our training, it’s worked into our systems, it’s worked into our inspection systems, it’s worked into… I mean, even me, Executive Vice President, I would never walk over a piece of paper. Because role modeling, people are watching. When I do it, and when you have 72,000 employees wake up in the morning and know that’s their job, there’s nothing on the ground. Now, what role does your to-do list and your day planner for using the same document? Is that correct? Okay, so in your mind if you don’t have a day planner or to-do list, you’re kind of up creek. What are you gonna do? Okay, now let me ask this, in your mind, how important is it to have a checklist? So let’s just say in Dizzy there’s a bathroom. And there’s a bathroom. And how many bathrooms did you have on your four resorts? Or did you have four resorts or was it five? Did you manage four resorts? We had four theme parks and 20 hotels and- Four theme parks. Hundreds of bathrooms, hundreds. Four theme parks, 20 hotels, hundreds of bathrooms. Sure. Did you have a checklist for how to clean the bathroom? Absolutely. We have, you know, they’ve proven the checklist on an airplane. It’s kind of important for the pilots. Flaps up or down, does it matter? Yes. Have you been de-iced or not de-iced in the last 30 minutes? Yes or no? Yeah. And then when you think about other checklists, hospitals have proven recently that checklists reduce infection rates and all kinds of issues. Wash your hands. Checklists. As we’re building Thrive, this online platform, we have to add videos. So we’ve made these workflows on how to edit a video quickly. So when we interview with you, we can get it edited, put it into the right format. There’s a big checklist there. In your mind, is it possible to make the magic happen at Disney or any other business without checklists? Not at all. I mean it’s so complex. If you don’t have checklists, one day you’re gonna show up and you’re not gonna have one of the cameras with you. Yeah. And you don’t believe that’ll ever happen. It couldn’t happen. It will. All of a sudden one of your people gets distracted, they had a problem at home this morning, had death in the family, and it doesn’t get on, or gets left at the parade. I have an embarrassing confession, this is funny. I’ve had a wedding I did all the way in Houston, and I show up for the weddings before checklists, before I knew this stuff. I show up there, so excited to DJ down in Houston, and I’m like, oh no, there’s no mic stand. So I thought, I’ll just go buy one. So I go buy one, and I’m like, oh no, there’s no amplifier. And I just kept having that. What happened was my wife traveled with me, and she never would go with me. Well, the couple, we ended up getting the music on right before they got there, no one knew. I was so nervous and I remember at that point I’m like I am never going to a DJ wedding or event Without a checklist and now I’m insistent upon it and I just noticed that that’s not a natural behavior for people so what would you say right now to the business owner who said well, you know at our staffing company or our Yeah, our insurance agency we don’t use a checklist because it’s all up here. What would you say to that guy? I’d say first of all, you’re not going to execute in an excellent way. And second, what’s going to happen the day you’re not there? Can the company carry on? And, you know, I used to work for an outside catering company where you learn. When you get everything on the truck, and when you get to the site a hundred miles away to do the dinner, if you don’t have a chicken, you start to open the boxes and you don’t have the chicken, or you don’t have the plates, or you don’t have the tablecloth. That’s where I really learned about checklists. Make sure everything’s on the truck before you get out. So that checklist. And this is your checklist. Basically this is a checklist for me. So let’s talk about the bathroom checklist for a second. Does somebody initial that off every day? Yeah, they do. And they, it’s all been timed. How long it takes to clean that bathroom. 12 minutes, 8 minutes, 6 minutes. Because the manager’s been in there, they’ve done it, everybody knows this is how long. So we know that person should only be in there for 12 minutes and he should be in the next bathroom within eight minutes. Did someone inspect that checklist? Yeah. I mean, yeah. I mean, it’s, and by the way, the checklists are always improving. When you, something goes wrong, you go, go look and see if it’s on the checklist. Why did it go wrong? Because it wasn’t on there. Or there are people checking it off and not really doing it. Thrive Nation, when we come back, Lee Cockrell explains to us all how to keep great employees. How to keep great people. Stay tuned. Presenting the world’s only business school without the BS. D to Z and I be the C, teaching business skills from clay to Z. We both grew up poor, but we’re poor no more. The goal of this show is to help you score. I couldn’t see the light until my son put it to sleep, but I’ll put the rock the mic in the high school seat, like Joe DJ with the big guitar. Alright Tulsa, welcome back to the Thrive Time Show on your radio. It is hump day! Hey, hey, hey! Hump day! Now, Chup, a lot of listeners have been reaching out to us and have said, hey, what’s this whole free photo thing you guys are doing? Can you kind of explain what we’re doing here for the Thrive… It’s a way to say thank you to all of our listeners who do in fact own businesses. Yeah, so we have an awesome back-end team at Thrive. We’ve got coders, search engine optimizers, photographers, designers, videographers, photographers. We have a team of photographers. And for the first 100 listeners who are also business owners, we are going to give you guys a free set of family photos, right? Free family photo session. You mean the one where we get to wear the matching sweater? Yes, yes. And Clay will actually wear the same sweater that you and your family wear. Oh, nice. We talked about it offline here, but he’s good with that. So he’s going to get in your pictures with you. And if you don’t want to do the family photos, you can actually get team headshots, right? Yeah, so you get team headshots for yourself, for your family. One photo session. One photo session. Typically we charge groups about $1,000 if they’re a non-client. It’s very detailed, very good, a very high quality studio level Photography. Family photo session or head shots for your business. Yeah for all the business owners. Just as a thank you. As a thank you for the first hundred. We’ve already got three people that have taken us up on the offers. There’s 97 left. If you want to do it, just email us info at ThriveTimeShow.com Just email us to info at ThriveTimeShow.com and we will shoot those photos for you. Let’s see those pretty mugs. For free. Let’s see the pretty mugs. Yes. The mugs are the pretty people. Right. That’s what we do. That’s why we’re here. Jeff, are you talking about literal mugs? What are you talking about? Yeah. Coffee. Oh, photos of faces. Faces. Oh, wow. In the places. Now, Thrive Nation, when we get back into this interview here with Lee Cockrell, you’re going to get a chance to hear Lee Cockrell break down for you how to keep great people. It’s really hard to find really good people, but when you do find good people, how do you keep them? How do you treat quality employees well? How do you treat high-level employees in a way that makes them want to stick around? Because at Walt Disney World Resorts, when Lee Cockrell managed the facility, they had over 40,000 employees. They had over a million customers a week. He managed the number one tourist destination on the planet. And I’m telling you, he could not have done it if he was not able to keep his great people. So how do you retain hourly employees? How do you deal with people that don’t perform? How do you onboard new people? What kind of performance indicators do you need to watch during the first 90 days? Lee Cockrell breaks it all down for you on this exclusive interview with Lee Cockrell, the former Executive Vice President of Walt Disney World Resorts. Well, the final three questions I have here for you is, when you ultimately hire somebody, how long do you want them to stick around? What’s in your mind a good amount of time in today’s economy, with today’s young people, today’s workforce, all those different variables. How long do you think it’s real? If I’m a small business owner, what in your mind, you speak to groups all over the country, what is a realistic amount of time you think I should be able to attract somebody and keep them working? Well, it depends what job it is. At Disney, we have two workforces. We have college kids, 10,000, twice a year. They work for six months. They’re higher energy, they’re quick learners, they are just perfect Disney little cast members out there taking care of the guests. And then we have people you know are going to be making up rooms, cleaning bathrooms, cooks. We want them to stay a long time. That’s years. Yeah, years and years and years. And we’re happy they stay and if they’re if we can get them qualified they can move up to be the management or sous-chef or chef or supervisor. That’s fine. But our goal basically with the half that are not part-time. We have part-timers, which work two or three days a week, because they want to. Then we have the college kids who turn over after six months. And then we have the core staff, which is the other 40%. And actually, we need them to stay because of this other group turning. We need the people there being good role models for them and teaching them and showing them. So our goal, I mean, when I hire an executive, I’m there for them to be 20, 30 years if I can get them there. What if someone’s not a good fit? What if someone is just, somehow they made it through the system. They filled 132 questions. That’s an old time. How quickly do you want to let them go? Well we have 90 days. If they’re not performing, we just dismiss them. Do you feel bad about that? No. You know, I talk about people. People don’t perform. That’s not my problem. It’s not my fault, actually. We even talk about, they’re nice people. We talk about those people that have to leave business. Good people who just don’t fit. And people don’t fit. I just want to hammer home that because I talked to so many business owners who are like, you know, gosh, this guy, he’s got a wife and two kids. Got a wife, got a kid, you know, it’s like. When you start worrying about all that instead of performance, you’re gonna slowly get off track. And this one business in particular, I was thinking about a year from years ago, they had people that were not performing. Customers are starting to not come back because the service was so bad. They keep saying this person’s got a wife and kids and I was there. I eventually said what about your wife and kids? You know what I tell them? Okay, keep them, but let them stay home and pay them, but don’t let them come in. If you feel sorry for them, pay them. Just don’t let them come in. Yeah. It’ll be cheaper. Right. Take it out of your retirement fund. Pay your ministry foundation. Or put them in a place where they can do the job. Move them into a job. And if they don’t do it there, but now. Well now, as far as Disney, when you did onboard people, and they did come on board, you have a checklist that extended 90 days. So how long you said 90 days, or how long was that? Each job has a different checklist from the learning part, to on the job, to, our problem is after 90 days, we can’t easily get rid of you. We have union contracts, we have… so you’ve got a 90-day probationary period. Where you’re trying to figure out… Where I can let you go for any reason. Okay. And that’s why we tell the managers watch performance in the first 90 days. If they start coming to work late in the first 90 days and not showing up, having a bad attitude, dismiss them. Don’t get over the 90 days. But you’d recommend that practice even if you didn’t have the union issue. Absolutely. 90 days. First 90 days, let’s figure it out. Hey, if you’re not good in the first 90 days, it’s going to only get worse. I can tell you. It’s not going to get better. Yeah. Your best day will be the first day. Okay. And if you’re late already, the first day. This is… But you have it documented per position. Absolutely. Okay. Awesome. So it wasn’t just like a deal of where you just shadow someone and you figure it out. I mean, it’s very detailed. You’ve got to learn how to run this cash register, how to flip this person. You’ve got to show us you can do it. Yeah. Even the managers have to be, they go tested before they give the keys to the restaurant before they can become the manager. They get three hours one-on-one with two other managers showing questions of them. Make sure they know the temperatures, what time we open, how you do this, if there’s a somebody has a heart attack, what do you do, where’s the respirator, where, you know. Yeah. A lot of stuff there. You got to, yeah, it’s kind of like you can’t, we can’t turn you loose on a thousand dinners unless we know you got your act together. I’m only obsessing on this question because I see it all the time in small business where there’s like the person who’s the receptionist doesn’t know how to check the voicemails, doesn’t know where the passwords are saved, doesn’t know what to say, and there’s no system. It’s just like, well, we’ll just, over time she’ll figure it out. Because they never train them. They just came in and threw them on the desk and said. Yeah, that’s brutal. And they might quit. Now for a lot of the things we’ve just talked about as far as hiring people, which one of your two books deals with that more so as far as how to bring on the right people? They both have a section in there about how to keep people. This one has one in there and one of the rules is hire the best cast and talks about how to hire the best cast with setting up questions with obstacles, listening to the answers, hiring people who overcome obstacles, listening to how they solve issues when you ask them a question, they can explain how they went all the way. It took them two weeks to turn a customer around while the other four people answered the question. It took them an hour and they gave up. We can all be better interviewers because the young people today, they go on the internet. They learn, they want to work at Target. They go on and say, Target interviewing. All the people, they’ll tell you exactly, here’s what they’re going to ask you, here’s what you need to say, Disney, so when you put the obstacles in, those are not standard questions. That’s great. Yeah. In a nurse, you might say, tell me about a time you had to deal with a really sick patient and she wasn’t doing well and her husband was coming in every night giving you a hard time and listen to what she did. What was the outcome? And she went through this and did that and got the chief nurse involved and she sat down with her husband talked to him did this and that and then you go wow that’s the person that goes over it that’s the one I want not the ones is now these people you know they’re coming on they’re paying the bud and yeah so it’s amazing what people will because people can only tell you what’s they know right they did they can’t they can’t even make it up because they can’t even visualize that greatness. They cannot visualize greatness. Thrive Nation, when we return, Lee Cockerell is going to be breaking down for us specifically what greatness looks like in the world of business. And I loved this interview with Lee, and I’ll tell you why. Because he explains that in a great company, the agenda should be 90% the same thing over and over and over making it better and better and better with no new ideas That doesn’t sound like you at all Just executing the systems, making it better and the fun comes from nailing it It’s about rehearsing it and becoming rigorous about executing a high quality system But Chep, a lot of people are looking for constantly new ideas. Right. They don’t want to… And when you’re drifting around from idea to idea, you can’t nail anything, like Clay just said, therefore you can’t make it a money. I’m so excited for Lee Cockrell to break down what excellence looks like in the world of business. Stay tuned. It’s the Thrive Time Show on your radio. Well Thrive Nation, on today’s show we have a wonderful success story. This particular listener actually has been to a workshop and they heard how to grow their business. They became a one-on-one consulting client. And now their business is absolutely growing, not because they heard what to do, but because they’re implementing the proven systems and processes in their actual business. And now, without any further ado, Russell Weimer. Welcome on to the Thrived Time Show. How are you, sir? I’m doing excellent. How are you doing, Clay? Well, I’m fired up to have you here. Now, for a lot of people that are wondering, is this man a hologram or is he a real person? Tell us, what’s your website and what’s the name of your company, sir? The website is WeimerWorks.com and the name of the company is simply Weimer Works Full Service and Repair. Now, since you became a one-on-one coaching client, I mean we do charge clients a flat rate of $1,700 a month and we do the photography and the videography and the web and the search engine and the branding and help you with the accounting and the numbers and the tracking sheets and the online ads. And what kind of growth have you had since you became a one-on-one coaching client? Well, I think I’ve gone, when I first started back, not even a year ago, when we really started getting down in the dirt with this, I had about six consistent customers, and now I’m about trying 60 customers, and that’s been pulling in, going from 1250 a month all the way up to 12,500 a month, just in just regular service calls. So it’s been overloading my plate to say the least. Now, one thing we do is we’re fastidious about making sure that you’re tracking the numbers. And so I view businesses, half of businesses is offense, it’s marketing, it’s branding, it’s advertising, it’s division. Then the other half is accounting and legal and systems and that kind of thing. Right now, how would you describe how the experience has been for you thus far? Because I know at first we put a lot of emphasis on, let’s get the website up, let’s get the online ads going. Kind of describe what the experience has been like so far. So far, I would say when I decided to jump out on my own and do my own thing, never ran a business in my life. I have a family, so I was very kind of, I guess you would say, apprehensive to do it on my own. And I know I needed some guidance to really give me some concrete, actionable actions I can take and go do, and then I know it’s going to work. And that’s when I signed up with you guys. It’s been kind of a, I guess, very inspirational, but but very confident that I know I’m doing the right thing because anytime I’ve ever questioned something, it’s always gone back to the core plan, what we’re sticking to, getting the reviews, getting the content on the website, and just sticking to it and the leads come in. And now to the point where, hey, I’m making more money than I’ve ever made, and it’s just gonna keep, it just, it won’t stop. And I can’t stop. And I’m in a completely different area than I was nine months ago when I first started doing business with you guys. And it’s awesome. I can’t say the least that it’s just been a wild, not wild, but very exciting, very rewarding ride so far. And I don’t see an end to it. And that’s the thing that gets me kind of, when I was at one of your workshops recently, it’s that feeling of being overwhelmed is the feeling that I gotta keep because that’s the motivation. That’s the growth of the company happening. And it just doesn’t stop. I started my first business out of my dorm room. And I had this vision to grow America’s largest wedding entertainment company. I ultimately did that, a company called DJConnection.com. And I grew that company huge before I sold it years ago. And it helped me having certain mentors in my life. You know, so for right now, I pay an accountant every month about three grand a month, every single month to make sure that my numbers aren’t drifting. I pay an attorney several thousand dollars a month every single month. And I’ve worked with these same people for years and years. And most of our consulting clients are with us for six years or longer. Could you maybe describe for anybody out there that’s thinking about becoming a client what that’s like to have a team helping you? Because I know every month I don’t have to look for a new accountant. I’m not looking for a new attorney. I have these people that are advising me down the path that I’ve chosen to go down. Could you maybe describe for anybody out there that’s thinking about becoming a client what it’s like knowing that you have an entire team helping you? It’s extremely stress relieving. Knowing me, myself, not knowing anything really how to make a website, how to even do the nuanced things of the updated software and things just to make a cell phone compatible and rank higher on the search engines. Having a team behind me and me just be able to have questions answered and knowing that, hey, if I need something taken care of on the website, it’s going to get taken care of. And I don’t have to think about those things and worry about things or waste my time really with things I don’t have time to think about. I can just spend my time working on and in my business knowing that I’ve got a confident team behind me that’s going to be able to give me the best looking website that I can ask for right now because I think I don’t even know how to make it look better because I’ve never made one before, but I’m sure if I need anything critiquing on it, I have a team there that, hey, I want this picture there or, hey, I want to add these, I want to add some content like this. Y’all can change it and I don’t have to think about those things and it just takes the stress level away from me. And then not only that, having a mentor to keep me when I question myself to have you there, to just, nope, stay on course, keep at it, keep getting reviews, has really bolstered me and strengthened me to keep on course. And just, it’s very, you know, it’s just stress relieving is the best way I can put it, is I just almost don’t have to worry or think about those things that can be overwhelming when you’re first getting into this. You know, one of the things in the Bible, the Bible tells us 365 times about not giving in to the spirit of fear. In the book of Revelation, God continues to say, let them that have ears to hear. And then it’s very repetitive. The Bible and God are very repetitive. And I find that success is very repetitive. You have to do the same things that work. In a lot of self-help books, they say, insanity is doing the same thing over and over. I think though that success, and I know that success requires the implementation of proven processes over and over and over. We’re doing the same thing that works over and over. Quick trip gas stations provide great service week after week, day after day. Starbucks, as much as I don’t agree with the culture, Starbucks provides great coffee every single day. Can you maybe explain that nature of having somebody that’s pushing you to do some of those maybe stupid repetitive tasks over and over? Because I know that the addiction to new ideas is a kind of a problem that I see a lot of entrepreneurs have. They jump from one idea to the next idea to the next idea, never gaining traction. What’s it like having somebody in your life pushing you to do those repetitive tasks over and over? It’s very, basically it’s kind of bolstering your confidence a little bit, and that you don’t have, like you said, you don’t have to have this new idea. And I can give the perfect example of, I asked you, I was like, hey, you know, I didn’t consult you about it, I just went and signed up for it, and it was the Yelp. You gave me this spiel about Yelp, and I was like, I think I’m gonna give it a try. And sure enough, I do it. I ended up spending about $500. I got zero leads off of it. And it was a lot of wasted time and money. And I ended up kind of eating, you know, some humble pie coming back to you and telling you, yeah, I got off of that. And should have just listened to you. Having you there, you kind of told me, I was like, hey, I don’t need to go off and try to do market ideas because I’m paying a coach. I’m paying Thrive to do those things for me. I don’t need to second guess their course. In the second, I did second guess it. It got, I came to, I, you know, it came to, came back on me tenfold. Where I lose out. And it’s just, it was a waste of time. So having the coach there to kind of, you know, reassert himself, this is why it works and you need to keep at it. And I’m sure there’s even another example I could give you is I was looking down the line at doom and gloom or, you know, something about the future and money and economy. And you didn’t sit there and feed into it. You just said, I can tell you one thing is we got to just keep at it. You’ve got work to do. We’ve got to keep getting the reviews and this is how it’s going to work. And then unless you don’t, I’d tell you the last thing I thought about, the last time I thought about Pidney Doom was then. Because I just, I kept thinking about what needed to be done and that was getting the reviews, getting the content and simply getting my business to grow. And I tell you, I haven’t thought about it since then. And it’s just, you know, I got to keep rolling and keep going. Now, final two questions I have for you. You provide a pool cleaning service, pool maintenance service. Tell us what market area do you service for any of our listeners out there that may want to look into doing business with you? Yeah, we service a pretty wide range. We’re gonna be pretty much everything west of Dallas So all the way from Trophy Club Keller Fort Worth all the way down to Arlington Burleson and all the way out to Weatherford so pretty much everything east of Dallas, we’re gonna have you covered and Get you taken care of now. What would you say for anybody out there that’s on the fence, they’re thinking about going to Thrivetimeshow.com and scheduling a free consultation or attending one of our in-person workshops, what would you say to them? I would say don’t hesitate, do it, it really will, it is going to change your life and for the better. It’s not for the faint of heart, it is hard work, but you know you’re going in the right direction and you know you have a whole team group of people behind you to keep you going in that direction and I wouldn’t have wouldn’t hesitate because if the second you sign on you’re going to experience a whole nother level of life you haven’t yet. Now how did you originally hear about the Thrive Time Show and the one-on-one business coaching and the conferences that we provide? Oh yeah it actually goes back to about a year almost two years ago now that when I heard you filling in on a, it was the warm room with Owen Schwarrier and you were filling in and I was just getting fired up off of your energy. I was like, I got to look into this guy. At first I thought you’re a preacher, honestly. I looked up and I was like, oh my gosh, this guy is a godsend because he’s right up my alley because you’re all about entrepreneurship. That was where I was going, that was the direction, and lo and behold, you’re kind of right up the alley in a lot of the ways I think and other things, so it just kind of worked out to where I had to get up there and experience it myself. Now you actually, I think, filled out a form. What was your first action step that you took before you attended the conference and ultimately became a client? Yeah, well, listening to one of your podcasts, you said, hey, if you want to give this a try, you’re encouraged to come up and check out the workshop. So I went on your website, filled out the little form. And I think within less than five minutes, I had a phone call with a very nice young lady and she gave me the full download. And before I could even get off, she discounted the amount I had to pay for some reason. I don’t know why, but she made it to where I couldn’t say no. It just made it too easy to get up there and come experience the workshop. Now, how would you describe the in-person workshop for anybody out there that hasn’t been to a workshop before? It’s very, if you’re not a kind of a, if you’re coy, I’m just going to say it’s going to be kind of in your face, but it’s very, very motivating is the best word I could give it. It’s just very motivating and it kind of pulls you out of your little shell and kind of gets you to open up a little bit and That’s the best way I can describe is very motivating. Now. What would you say to anybody out there? It’s think about spending $500 on a Yelp ad this month Don’t don’t do it Don’t wait you’re gonna waste your time money, and you’re not you’re gonna pretend They’ll give you pretend click leads, but it’s all fake at the end of the day. Oh, I’ll get folks check out WeimerWorks.com. That’s WeimerWorks.com, an incredible service. I’ll put a link on today’s show notes, folks, so you can check it out. That’s WeimerWorks.com. Russell Weimer, it’s great to serve you, great to work with you, sir, and we’ll talk to you next week. Excellent, thank you, Clay, you have a good one. Well, ladies and gentlemen, on today’s show, we’re interviewing an entrepreneur who is kind, who is diligent, who is the kind of person you’d want to hang out with. And I think if you’re out there today, we need to understand that money is just a magnifier. Money just makes you more of who you are. And I hear nothing but great things about today’s guest and longtime client. Myron, welcome on to the Thrived Time Show. How are you, sir? Hey, thanks. I’m doing good. Hey, so real quick, let’s get into your background a little bit here. How did you first hear about us? How long ago was that when we first started coaching or working with you? So that was, it had to be about six, six and a half years ago. Steve Currington, one of you guys is a long time client as well. He actually recommended me to you guys about six years ago. And I went to one of your conferences and I was blown away by what I seen at the conference and I had to join. Now, someone wants to verify you’re a real person and also it might turn into a couple of deals for you. What’s your website so people can pull this up and verify you’re not a hologram. Yeah, check us out. WhiteGloveAutoTulsa.com. WhiteGloveAutoTulsa.com. So let me pull it up here. WhiteGloveAutoTulsa.com. And with White Glove Auto, what are all the services that you guys provide at this point? So the services that we provide right now are like services like paint protection film for your vehicle to protect its paint, ceramic coating for your paint, it’s another form of paint protection. We do window tinning and then we do vinyl wraps. So you guys at White Glove Auto, I mean you guys do quite a few services. Also these mics I have right here, you guys auto wrap these microphones, is that accurate sir? Yeah, exactly, yeah. We print it out that wrap ourself and we wrap those. That’s awesome. So that’s again folks, that’s white glove auto. Now as far as growth, since we’ve had the opportunity to serve you, what kind of growth have you seen over these past six and a half years? So that’s the crazy thing. So our growth has been absolutely insane. I averaged it up over the last eight years I’ve been in business. We’ve averaged about a 52% growth year over year and that is just insane. So you’ve grown, if you had to go back six and a half years from when we started with you to now, do you know what that total growth percentage would be? Is it, are you like five times larger or 10 times larger? Oh man, I mean. 80% of a big number is, you know, I mean, when I first started with you guys, I think I had just done $100,000 for the whole year. This year I’m probably gonna do 2.1 million. Wow, so you guys are up 20 times. Yeah. Okay, now for anybody out there that hasn’t worked with a business consultant, I always tell people what we do is very analogous to what a personal trainer does for fitness. And I would also say that what you guys do at White Glove Auto is very similar to what a personal trainer does, but you do it for autos, for automobiles. So if you’re out there today and you want to auto wrap a vehicle, I guess you could get a manual about it, and I guess you could get all the equipment, and I guess that you could devote years, usually years, to learn the craft and master it and then invest in the physical building to auto-wrap your own vehicles. Or you could go to an expert. Can you kind of explain what it’s like working with a business coaching program on a weekend, week out basis? Yeah, so like working with a business coaching program is phenomenal. It’s something that I’m very glad that I’ve done. Every week, meeting with you guys, for instance, is just nice to know updates on my SEO and how things are going. And anytime I have questions about things I might be stuck on, and being able to have those questions answered has just been great. And with the meetings, I think one of the things that I think is very important, whether you have a business or you have a business coach, you need to have certain core, repeatable, actionable processes that you go every week so you don’t drift. There are certain core repeatable actionable processes. Could you talk about maybe how those meetings have helped you to make sure that you’re not drifting and that your organization is continuing to knock out those core repeatable actionable processes? Yeah, absolutely. So that’s one of the biggest things I learned from you guys’ meetings is doing checklists and processes and just making sure I’m doing the same thing every day. And when I go to my meetings, my coach is always following up with me, making sure I’m doing my action items. And if I’m not, he kind of gets a little upset with me. So it keeps me on track. But yeah, learning those processes has definitely been a huge help for us as well. Can you maybe peel back the onion and maybe share a couple core repeatable actionable processes that you have to do every week that might seem kind of mind-numbing, but that actually produce results? Yeah. So, I mean, this is something that I do every week. I do it actually every day, and that’s finances, going over my numbers and seeing my exact expenses and how much money is coming in, how much money is going out. I do that every single day for about an hour, hour and a half a day, and it’s mind-numbing, but it’s something I got to do, and that’s something I learned in Thrive as well, is making sure you’re in popular numbers. And my understanding is you now are the owner of a Lamborghini. Is this an accurate thing? Did you just buy a Lamborghini? I did just buy a Lamborghini. And it delivers today. And what does it look like, or what kind? For people out there that don’t know what it is, can you maybe describe it or tell me what kind of Lamborghini is it? Yeah, it’s a 2020 Lamborghini Huracan Evo. It’s actually like a purple color. So Biola Passifay is what the color is called. Yep, Huracan Evo. Evo, got it. And I am not a car guy, so I’m going to just hack away here and see if I can find it. So this is kind of what it looks like, but yours is purple. Yep, exactly. It’s purple. So it’s not a convertible either. It’s actually the Coupe, but that is pretty much what it looks like. And has this been on your wish list for a long time? It has been, yeah. It’s been on a wish list for a very long time. I can’t believe I’ve actually been able to buy a $300,000 car, but here I am. Now let’s talk about this for people out there that are thinking about coming to a workshop. You know, I always tell people it’s $250 to come to a workshop or whatever price they want to pay. What can people expect if they come to a workshop? When we come to a workshop, even though it’s $250 or whatever you spend, you’re going to get a ton of value out of that. Whenever I go to a workshop that you guys have, I always learn something new every time I go. There’s a bunch of information, a bunch of questions that get answered that maybe I didn’t know I had. Anyway, it’s very, very helpful. Talk about website edits and graphic design and branding and print pieces. I think a lot of business owners, they have a consultant they hire and then the consultant they hire tells them, well, you need to go optimize your website or you need to go launch ads or you need to go look at your numbers, but they don’t actually sit down and help them with their numbers or help them with their website or help them. How has that helped you having a turnkey, one point of contact where every week when you meet with our coaching team, after that meeting, you’ve got a team that’s doing the photography, the videography, the web development, the search engine, and kind of helping you with those things behind the scenes. Oh, it’s a huge help. So, I mean, if you guys were just telling me, hey, do this, do that, do that, and not giving me any type of actual coaching on how to do those processes, probably wouldn’t do it because it’d be a little too difficult, maybe it’s a little overwhelming. So it’s definitely nice to have a lot of help on the back end from you guys. Now let’s talk about this idea. In business there’s always a new idea. People like to bring up new ideas and obsess on new ideas and not execute the proven ideas. Can you maybe talk about that? Because I see a lot of wonderful entrepreneurs that reach out to us. They schedule 13-point assessment. And I find out that for 10 consecutive years they’ve been hopping to the idea of the month, the idea of the week, the idea of the hour. And they’re always hopping from idea to idea, but they don’t actually get anything done. Can you maybe talk about how coaching kind of helps you stay on track with what works? Yeah. Um, I think really the biggest thing is just having that coach there that’s behind you. Um, and every week, like I said, whenever you’re meeting with that coach, you know, they’re just making sure that you’re staying on track again, you know, having somebody who’s there and you knowing that they could get upset with you because you’re not staying on track and doing your action items is a huge help. If I didn’t have that person behind me kind of helping push me, I don’t think some of this stuff would be getting done. We charge $1,700 a month, as of the time of the recording of today’s show. $1,700 a month, we operate at a 20% margin for what we do. We’re very clear about that. It’s $1,700 a month. It’s month to month, and it’s 20% margin. With your business model, you guys do auto wraps. And if somebody out there is looking to auto wrap, let’s say a truck or a car or a vehicle, what kind of a… Has Andrew been able to help you be intentional about making sure that you’re not doing auto wraps where you lose money? Because I know a lot of people in your industry that I’ve met at conferences that do beautiful wraps, but they found a way to lose money on every transaction. Has Andrew kind of helped on that aspect to make sure that you’re profitable? Yeah, absolutely. I mean, that’s the thing is, you know, there’s a lot of people out there, a lot of other people that do wraps, like you said, that are just afraid to charge what they want to charge. And one of the things that’s helped me like from Andrew is just helping me not be afraid to charge what I need to in order to be a profitable business. And I actually get a lot of, a lot of hate, a lot of shade thrown my way for charging higher prices, but it’s what I got to do to run a profitable shop. Now, this is probably an awkward time to place that order, so I’ll put it on the agenda that we share. I need to get six more SM58 mics, you know, the ones with the red, white and blue? Yeah. It’s the red, white and blue SM58 chair mic that we have, and it’s just the three colors. I think the mic itself is blue. And then I think the handle is maybe red or something like that. I sincerely, I wanted to order. I need to get six more of those from you. For me and for anybody out there that wants to order stuff like that from you, what’s the best way to do that? So if anybody wants to do any type of ordering like that, they can just give us a call at our office number, which is 918-806-2780. And we’re happy to help you. I mean, of course, our biggest thing is automotive. We can do automotive anytime, but we like doing the little things like the mics or going out to actual properties and doing some jobs on site. We like doing a little bit of everything. So you have to give us a call. I’m gonna pull this up so people can see what I’m talking about here. So this is the mic here. This is an SM58 mic. It’s the mic made by the Shure company. And this is the mic here. It’s blue on top. It’s got the white and the red handle there. That’s the SM58 mic. And you guys auto-wrap those. I’m going to put that on your agenda with Andrew so you guys can talk about it. But you guys do auto-wraps. I mean, you guys do mic wraps. Anything else you wrap that’s a common request right now that people are asking you about there, sir? You know, a common thing here recently has been refrigerators. You know, people want to have their little man caves and put their cars in their garage and they want to have their refrigerator wrapped with like car logos or whatever it is. So refrigerators, yeah. It’s kind of a weird thing. Refrigerator wrapping. That’s awesome. And again, final question I have here for you. What would you say for anybody out there thinking about scheduling a free one-on-one consultation by going to Thrivetimeshow.com? Maybe they’re on the fence. We had a guy I talked to last week who’d been a listener for seven consecutive years. And he said, I don’t know what the deal was, I think I had a phobia of reaching out to you guys. But he reached out to us and in nine months his company’s grown 57%. So in nine months he’s grown his company by 57%. And on part two of today’s show I’m gonna introduce our listeners to this man because he’s doing really well. What would you say to anybody out there that’s thinking about scheduling a consultation but they have yet to do so? Man, I say you’re making a mistake if you’re not reaching out ASAP. I mean, you’re just holding yourself back. Working with Thrive is one of the best decisions I’ve ever made for my company. I’ve been with them for six and a half years now, and it’s something I really, really recommend everybody do. Well, brother, I appreciate your time. I know you’re a busy guy. Thanks for carving out time for us again, folks. That website is whiteglobeautotulsa.com. You can auto-wrap a refrigerator. You can auto-wrap a mic. You can auto-wrap a Lamborghini, which Myron now owns. So if you want to buy a Lamborghini from Myron, maybe he’ll sell you his new Lamborghini at a reasonable markup. We’ll see, folks. So you can buy a Lamborghini from Myron. You can buy an auto-wrapped refrigerator. You can buy an auto-wrapped microphone, you can buy all of those wonderful things at whitegloveautotulsa.com. Myron, thank you for carving out time for us. I really do appreciate you. No problem, man. Thank you. Take care. Bye-bye. Well, Thrive Nation, on Part 1 of today’s show, we talked to a guy by the name of Myron Kirkpatrick. Now, Myron Kirkpatrick, as you just heard, is the guy that just bought his first Lamborghini. You might say, well, that’s awesome for him. Well, the thing about Myron is Myron heard that his buddy, Steve Currington, just bought a Lamborghini. And so he had that curiosity and he said, well, you’re a mortgage guy. How is it possible that you just bought a Lamborghini? Man, you must be doing a lot of mortgages. And Steve said, I am doing a lot of mortgages. In fact, a lot of them, a ton of mortgages. In fact, if you go to stevecurrington.com, I’m the mortgage guy. And Myron says, well, how are you doing a lot of mortgages? And he says, well, I’ve got a proven system. And see, I’ve been working with this guy, Clay Clark. And he says, you’ve been working with Clay Clark? And so next thing you know, Myron, as you just heard folks, he became a client six and a half years ago. And he just is having his Lamborghini delivered today. His brand new Lamborghini. His business has grown by 20 times. And all it was, was a quick conversation that caused a complete change in his destination. So what am I saying? Today’s guest has been a long time client and I believe that he has a solution for you that may just change your life. This is a man who has built a business and a system that has grown and scaled. He’s been a long time client. We have a lot of confidence in what he does. I have confidence in him as a person. I endorse him as a person. I endorse his company. I endorse what he stands for. He’s the founder of a company called Window Ninjas. And over the past three years, we’ve had the honor to work with him. His company has continued to grow. And now he’s to a place in space where he’s offering franchising, which means he’s going to allow you to use his super proven recipe if you want to for a fee. So I have nothing further to do. Gabe Salinas from Window Ninjas. Welcome to the Thrive Time Show. How are you, sir? I am wonderful, Clay. Glad to be here. I’ve got to ask you, when was that moment in your life when you thought, you know what? I think I’m going to open up my own business. Do you remember where you were or when you were when you had that thought of, you know what, things are going well or maybe things aren’t going well, but you know what, I’m going to make a change. I’m going to make the first step, maybe make the first call, maybe start my own company. When did that aha moment happen for you? Early on in my life, Clay, I’ve always been an entrepreneur and I’ve always been interested in business. So as a youngster growing up, I was always hustling. I was always going out and knocking on doors so I could cut somebody’s grass and earn some money and doing all those little things, washing cars, you know, as you do as a kid. But I was always interested in entrepreneurship, being my own boss, opening my own business. And man, early on in my life, I just kind of continued to have that mentality. And I knew probably right around the age of 1920 that I was going to do my own thing. It’s really when I was committed fully to really focus on my business. So when did you start window ninjas.com? When was that moment where you started window ninjas.com? We started window ninjas three, almost three and a half years ago, going on our fourth year. Actually, one, two, three, what year is this? Yeah, at any rate. And I had actually opened up a franchise early on in my youth and had ran with that for quite a number of years. And it allowed me to be able to see what a poorly run franchise system was like and over a 10 year span of dealing with that specific franchise system I gained a lot of knowledge of good things to do bad things not what things not to do and it just kind of turned my mental state into I was going to get out of this bad franchise system and at some point and then turn myself into my own entity and then build a good franchise system so I was kind of driven to things in a little bit different manner than most. And you have how many locations now of windowninjas.com? We currently operate in 12 different cities throughout four states. And for just some context so people out there know, with Myron he was talking about, we worked with Myron for almost seven years at this point. When did you and I first connect? How long ago was that? Right around three, three and a half years ago. Right when we opened up Window Ninjas, probably, I guess, well, no, forgive me, Clay, I’m getting old. But so if I go back in time, me and you have been together since right around three and a half years. And then coming up on almost four now, and then I think about it, I think we started in August. Yeah. And then we’ve actually had Window Ninjas for three years prior, two to three years prior to that. So I actually, yeah, five to six years we’ve had Window Ninjas. And you guys have grown over the past, I mean on the tracking sheet over the past three and a half years that we’ve been with you, I think you guys have doubled the business and now you guys, I mean is that accurate? I mean you’ve doubled, I mean your business is rocking. Absolutely. So there’s got to be somebody listening right now and you’re like, man I kind of want to own my own business and I don’t know the first thing about owning one or where I would even start. Kind of guide people through, what does that first step look like if somebody wants to learn about opening a Window Ninjas franchise? Well the first step is pretty easy. If you just go to my website at windowninjas.com and click on the little franchise page link, it will show you some information there. You can simply fill out a form at the request service page as well. But just send me an email, put your information in there, let me know that you’re interested in franchising out and I will get that email and then we will start the conversation pull my phone call set up a Introductory meeting and go over the things of what it takes to be a window ninjas Franchise owner and I’ll get to know a little bit about them as well. Now. This isn’t a backhanded compliment I’m just trying to get people to keep some context. This is a client. I’ve worked with for a long time the Colas We’ve worked with them since 2017 We’re now in 2013. Their business has grown quite a bit. And if you wanted to open up a Co-Law Fitness location, what you’d have to do is, you know, spend a million dollars to open up a huge building and to buy all that equipment. And then you’d have to train all those people. And that’s what it looks like to own a Co-Law Fitness. I mean, you have to get a big building, a lot of equipment, train a big staff. And that’s what it looks like to open up a Co-Law Fitness company. If you scroll up here, this is all from my newest book. You go to thrivetimeshow.com forward slash millionaire and you can download this book. It’s thrivetimeshow.com forward slash millionaire. And this is a millionaire’s guide how to become sustainably rich. You can download it for free at thrivetimeshow.com forward slash millionaire. Now you look at that and you go, wow, the code laws are successful, but I don’t have that first million dollars sitting around. Well, Napoleon Hill, the bestselling author says here, drifting without aim or purpose is the first cause of failure. So if you know you’re not gonna have a million dollars sitting around to buy your own fitness company, what I would recommend you do is get realistic and set some smart goals and say, how can I go about opening my own business now? Like, what is the most realistic path for you? And I think for a lot of people, a great place to start is to open up a franchise, open up a proven system that’s been shown to work time and time again. So how much money are we talking about if someone wants to open? Someone said, I don’t have a million dollars to open up a co-law, but I do want to open a business. How much does it cost to open up a window ninjas? It’s not as much as a million dollars, Clay. We’re a little bit more, um, uh, reasonable than that. I’m not saying that co-law is not reasonable. However, with us, uh, you got a $50,000 franchise fee and then you’re purchasing your truck, your equipment packages, things of that nature. New vehicles today are running about 50K. So all in, to open up a window and pressure cleaning company with us here at Window Ninjas, you’re looking right around the $150,000 mark, give or take about 25K on either side, depending on what type of package that the individual wants to purchase. So this is a thing where, you know, this is a business that, it isn’t a million dollars to get started. Now, if somebody gets started with you guys, the first step is to schedule a consultation. And that consultation is just to find out if you’re a good fit, to ask, you know, any questions to see if it’s a good timing, good fit. But I want to go over kind of the most commonly asked questions. So I’ve got five rapid fire questions for you. One, does anyone have to have any experience in the window cleaning business or the window cleaning, the gutter cleaning, the pressure washing, the chimney sweeping or the dryer vent cleaning business before they need to get started with you? Absolutely not. Okay, second is, does somebody have to already have a vehicle? Does somebody already have to have a warehouse? Does somebody have to have a big business acumen before they get started with you? If they had a vehicle, we would prefer it to be a white truck because that is what we utilize. GMC is the brand that we use as well. So if they had that, that would be a step in the right direction. And as far as business acumen, absolutely not. I mean, if they are typically what we find, Clay, is that people that may not have had their own business are typically inclined to have their own business, are already in that business mind set. They want to work for themselves. They want more time freedom and financial freedom. And they know the best way to do it is to start a business or open up a business that has already been franchised out. Now, one of the mind-numbing things involved in owning a company is discovering that you always have to answer the phone. And Window Ninjas or Oxifresh, these are two franchises that I’m involved with. I’m just trying to give people some context. I believe in this model. This is kind of how I try to do it. But if you buy a tip-top canine franchise, obviously you have full of dogs. If you open up an Oxifresh franchise, there’s 507, there’s 507, I think, locations open as of right now. So you have to find a territory that’s open. If you go to a Window Ninjas, it’s a growing brand. And so there’s much more availability, but with all three of the brands, the phone does not ring to the local owner. So when the phone rings, a scheduling center or a call center answers the phone. Kind of explain to our listeners how that works. It’s pretty simple and it’s a very, it’s a huge benefit for the companies like ours that actually have a call center that takes all the phone calls it is all of scheduling. It’s pretty much that we set up a local phone number for the specific location that phone number rings into our call center and one of our one of the many 10 to 12 agents that we have will pick that phone call up and facilitate the needs of that specific client. And it’s really huge, Clay, for example, I was talking to somebody yesterday in Utah and they were asking me about my call center and they were actually asking me about you as well. We had a good conversation about franchising. But they also were amazed that we had this call center. These are guys that do like auto detailing, boat detailing, and they even detail planes. And they got these mobile detailing service and they actually have a shop too. And I told them about my call center and they were like, wow, that’s huge. We never thought of that. And I said, yeah, I said, how would you like to be waxing the Lamborghini or putting a nice fresh coat of wax on the airplane and then have to answer a phone call and then you forget where you’re at on the airplane and then you’re taking and facilitating the need of the client over here and trying to schedule it. And you’re just, you’re kind of multitasking. And when they, it was kind of like a light bulb went off in their head and they were like, wow, that’s a huge benefit. I said, absolutely. It’s a benefit to the client. And it’s also a benefit to the franchisee. We take that step out of their hands and we, it allows us, or it allows them to be able to do the great things with the individual customers that they’re working with day to day. And I think that is just absolutely a home run and a lot of details to go behind your excellent call centers. You guys have call recording in place, you have proven call scripts in place, you have ongoing call training and mentorship for your representatives to work for you. You have a turnkey hiring system, so you always have a great call center team that you’re always coaching and mentoring up. There’s so much value there. The next is the proven turnkey advertisement. I think a lot of people get stressed out about buying a business because they think, how would I possibly generate leads? And I know I have a kind of a confirmation bias because we’ve worked with you to help you build those systems. I know your systems work well, but maybe explain to people a little bit of the detail of the turnkey marketing system that you provide to franchisees. Well, with your help, Clay, we’ve been able to really detail, really get dive into the nitty gritty with our marketing plan. We always run AdWords. We manage those AdWords campaigns for each one of our locations. And then just to the production of content, whether it’s the content that we’re putting on YouTube or blog articles that we’re writing or just other content articles that we’re writing. We produce a lot of content every single day that is relevant to the industries that we service. And within that content, we are optimizing that content so that it ranks high on Google. And we typically become the first item when somebody’s searching for one of our services. We’re popping up there. Most of the time you’ll find that it’s an article that we’ve written or a blog post that we’ve written about something that the consumer actually has questions about concerning our specific services that we offer. Now one more thing and I want to kind of wrap it up with this. You guys really look at the numbers too. A lot of people worry about owning a business because they say, I don’t know what I would do with my accounting. I don’t know about the legal. I don’t know about the numbers. There’s kind of a phobia around the numbers and the finances of a company. And you guys have really thought through the numbers. And when someone schedules a consultation, you’ll go over those numbers with people in your open book. And it really helps people to have that confidence. But can you maybe talk about the numbers and just knowing the margins and knowing the pricing and knowing what you’re gonna charge for things? So I think that’s a big benefit that you offer as well. Oh yeah, I mean, you definitely gotta charge the right amount in order to make the right amount, right? We’ve taken all of that and just dialed it down. We’re looking at numbers on a day-to-day basis to make sure that we are charging the right amount, that we’re making the right amount of profit that we intend to have. We’re making sure that the numbers add up so that the employees get paid properly. You know, if there’s any deductions or maybe there’s a coupon or a giveaway that a consumer is going to give, we got to make sure those numbers are right. But there’s a lot of stuff that goes into looking at the numbers on a day-to-day basis, making sure that our vendors are getting paid and things of that nature. But we really dialed all of that in and that’s part of the benefit of being in our franchise system is that we teach everyone of our franchises the nuts and bolts of the accounting as well. So it’s more than just cleaning a piece of glass or pressure washing a house, but it’s actually running the business and having the business serve you. So, if I’m listening right now, I want to get a hold of you guys. Again, Gabe, a lot of our listeners are driving while they listen to the show. What’s the first step people need to take today, sir? First step would be visit our website. Go to windowninjas.com. That’s ninjas with an S. Just browse our website. Go to the franchise link on there. Fill out that form. You can find a form on pretty much any of our pages. But you know, take that first step, you know, just send me an email, give us a call, whichever one you want to do. We’re always happy to facilitate the needs of somebody that’s interested in working with our team over here at Window Ninjas. Hey, brother, thank you so much for carving out time. And again, that’s window ninjas.com. It’s Gabe Salinas with window ninjas.com. Gabe, have a great rest of your day. We’ll talk to you soon. Thanks, Clay. Have a great one. Keep shining. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah, so what we wanna do is we wanna share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. Okay, I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with what they’re listing and ranking there with Google. And also, we’ve been trying to get Google reviews, asking our customers for reviews. And now we’re the highest rated and most reviewed Pes Salon company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85% and that’s largely due to first of all like our Google reviews that we’ve gotten people really see that our customers are happy but also we have a script that we follow and so when customers call in they get all the information that they need that script has been refined time and time again. It wasn’t a one-and-done deal we it was a system that we that we followed with Thrive and in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months. Or I’m sorry, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like I said, the diligence and consistency and doing those in that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut, and we didn’t know. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, and they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So, we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof and turnkey marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Kola with Kola Fitness today I want to tell you a little bit about clay Clark and how I know clay Clark clay Clark has been my business coach Since 2017 he’s helped us grow from two locations to now six locations We’re planning to do seven locations in seven years and then franchise and clay has done a great job of helping us navigate anything that has to do with like running the business building the systems the checklist the workflows the audits how to how to buy property, how to work with brokers and builders. This guy’s just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, head of Disney with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day he does anywhere from uh… about a hundred and sixty companies he’s at the top he has a team of uh… business coaches videographers and graphic designers and web developers and they run a hundred and sixty companies every single week so think of this guy with a team of business coaches running a hundred and sixty companies so in the weekly he’s running a hundred and sixty companies uh… every six to eight weeks he’s doing Reawaken America tours. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. And Clay has been an amazing business coach. Through the course of that, we became friends. My most impressive thing was when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listened to it. When we walked out, I knew that he could make millions on the deal. They were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down. Because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve got nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months, he helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house. Right, this is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing, and this is our old team. And by team, I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re gonna leave energized, motivated, but you’re also gonna leave empowered. The reason why I’ve built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars with no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. Hey, I’m Ryan Wimpey with Tip Top K9 and I’m the founder. I’m Rachel Wimpey and I am a co-founder. So we’ve been running Tip Top for about the last 14 years, franchising for the last three, four years. So someone that’d be a good fit for Tip Top loves dogs, they’re high energy, they wanna be able to own their own job, but they don’t want to worry about, you know, that high failure rate. They want to do that like bowling with bumper lanes. So you give us a call, reach out to us, we’ll call you, and then we’ll send you an FDD, look over that, read it, fall asleep to it, it’s very boring, and then we’ll book a discovery date and you come and you’ll be able to spend a day or two with us, make sure that you actually like it, make sure that you’re getting it off to something that you want to do. So an FDD is a Franchise Disclosure Document. It’s a federally regulated document that goes into all the nitty gritty details of what the franchise agreement entails. So who would be a good fit to buy a Tip Top K9 would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun, it’s very rewarding. And who would not be a good fit is a cat person. So the upfront cost for Tip Top is $43,000 and a lot of people say they’re generating doctor money but on our disclosure the numbers are anywhere from over a million dollars a year in dog training with our Oklahoma City location did last year to 25-35 grand a month. To train and get trained by us for Tip Top Canine to run your own Tip Top Canine you would be with us for six weeks here in Tulsa, Oklahoma. So we’ve been married for seven years, eight years. So if you’re watching this video you’re like hey maybe I want to be a dog trainer, hey that one sounds super amazing. Go to our website tiptopcanada.com, click on the yellow franchising tab, fill out the form and Rachel and I will give you a call. Our Oklahoma City location last year they did over a million dollars. He’s been running that shop for three years before he was a youth pastor with zero sales experience, zero dog training experience before he ever met with us. So just call us, come spend a day with us, spend a couple days with us, make sure you like training dogs and own your own business. Well the biggest reason to buy a Tip Top K9 is so you own your own job and you own your own future and you don’t hate your life. You get an enjoyable job that brings a lot of income but is really rewarding. My name is Seth Flint and I had originally heard about Tip Top K9 through my old pastors who I worked for. They trained their great Pyrenees with Ryan and Tip Top K9. They did a phenomenal job and became really good friends with Ryan and Rachel. I was working at a local church and it was a great experience. I ended up leaving there and working with Ryan and Tip Top K9. The biggest thing that I really really enjoy about being self-employed is that I can create my own schedule. I have the ability to spend more time with my family, my wife, and my daughter. So my very favorite thing about training dogs with Tip Top K9 is that I get to work with the people. Obviously, I love working with dogs, but it’s just so rewarding to be able to train a dog that had serious issues, whether it’s behavioral or whatever, and seeing a transformation, that dog home and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested I’d say don’t hesitate make sure you like dogs make sure that you enjoy working with people because we’re not just dog trainers we are customer service people that help help dogs and and so definitely definitely don’t hesitate just just come in and ask questions ask all the questions you have