Entrepreneur | Are Humans As Easy To Manipulate As Animals

Audio Transcription

Get ready to enter the Thrivetime Show! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now, three, two, one, here we go. We started from the bottom, now we’re here. We started from the bottom, and that’s what we’re about to do. All right, Thrive Nation, welcome back inside the Temple of Boom, which is located inside the Thrive15.com World Headquarters, which is located within Jinx America, which is located on the left coast of the Arkansas River, which now I’m broadcasting from the magical microphone, which is inside the box that rocks. And I’m telling you what, it is going to be an incredible show today. Dr. Z, every show, I’m always super excited about today’s show, but today’s show is probably the most excited I’ve ever been. Ever? Ever. Out of all the shows I’ve talked about where I’ve always said this is the most exciting I’ve ever been, this really is the most exciting show that I’ve ever been a part of. Are you being disingenuous? Are you? What about bobbing me? No, I’m just saying, part of it is, I have you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you, you don’t know what he’s referencing. There’s a scene in What About Bob where Bob is sitting there having dinner with Richard Dreyfuss, his psychologist. Oh yeah, the challenge is that he’s been stalking for the break. And his wife serves corn on the cob, and rather than being a normal adult and saying, hey, this is really good, Bob sits there for at least 30 seconds to a minute just going, mmm. Being so disingenuous, just over the top, just oh, it’s so good. And then she says, you like it, Bob? So all I’m saying is, no, but seriously, here’s kind of the deal. As an entertainer, I DJed for years. I remember one of the things that Carlton Pearson taught me, the former minister in Tulsa, was you have to set the expectations for every show to your audience as well as to yourself that this is going to be something you want to listen to. This is something you want to, it’s worth their time. And so I’m telling you, if you’re in the audience right now, if you’re listening right now, today’s show is worth your time because so many of us struggle to influence other people. We have a great idea and we get more poor as a result of trying to give away our idea or sell our product to the planet. We believe so strongly in our product, but we just can’t convince people to say yes. And the penalty you pay when you can’t do it is you just keep getting more and more poor. It’s not a good situation. So, inside the box that rocks today, we brought on Tim Redmond, the guy who knows something about growing a business. He grew a company from two people to 450 humans. Tim, how are you? I’m doing really good. I know a thing or two about that being pole. Mo-pole. Mo-pole. Mo-pole. Well, I tell you what, for those of you tuning in for the first time, welcome to the Thrive Time Show. This is a show that walks you through step by step by step. Ooh, baby. You’ve got the DJ in me, Clay. I don’t know what it is, but when I’m around you, DJ just oozes out of my pores. Here, let me just, as you hype up today’s show, I’m going to give you some hype music. Okay, ready? Okay, that’s good. Here we go. Okay, hype up the show. You see, I tell you what, there’s political shows out there that can tell you how to think about situations in the world. There’s home and garden shows that can coach you on how to plant your tulips. There’s also cooking shows that teach you how to marinate the marination of the mariner. We’re talking about mariners and marination. You’ve got to have control there. We’re taking control over the show. I’ve got a lot of control. But this is the number one business talk show. Here we give you step by step practical information on how to start and grow a business because according to Forbes, it’s kind of a big deal in the business world, according to Forbes, 57% of you listening out there want to start and grow your business. And so we’re here to help you. Clay Clark is arguably, and I’ll argue it, the best business coach in the world. And I just kind of like to, you know, he’s the play by play. I’m just kind of the color commentary. You know, I’ve learned a lot through the mistakes I’ve made. And you know what? We want you to learn through mentorship. So we’re here to mentor you and to business coach you up. As an example, Thrivers, recently I went on vacation and I brought my Harry’s razor with me on vacation and I left it at the hotel room. And a mistake I made today is I bought a off-brand shaver just because I was in a bind. I bought one at Walgreens and my face hurts. That’s a mistake. That’s a mistake. I talked to a guy today and he says, dude, why would you ever switch away from Harry’s? Harry’s are the best razors. And I said, hey, I’m learning from mistakes. Calm down. That’s what we’re talking about here. Those kind of things. You learn from mentors or mistakes. So my shaving mentor and my guru, Dr. Z, is on the show here today. So here we go. This is today’s show. Today’s show is, are we as humans and are they, as consumers, as easy to manipulate as animals? That is the question. Is the consumer, that would be in this case, if you’re the listener, are you as easy to manipulate as an animal? And am I as easy to manipulate as an animal? Because if we are, watch out. So we’re gonna teach you these mega moves today that will help you influence others, but they’re also could be used for nefarious and negative purposes if they get in the hands of the wrong people. It’s like the force. If you give the force to Darth Vader, it gets met. Absolutely. I was just thinking in my mind now we’ve got to go through and put a filter on there. I mean, you guys are in your car, you’ve just got out your Lunchables, and you’re getting ready to eat lunch. For those of you listening live right now, Monday through Friday on Talk Radio 1170 here in Tulsa. Also, we’re now growing into other cities around the country, so welcome thrivers, welcome thrivers. But most of you are sitting there thinking, I’m just trying to figure out what I’m going to have for lunch. And you know that the idea though that this could be something that you could use in a positive way or that you could make sure and deflect yourself from it. You have daughters coming at you. Yeah. I mean, you want to make sure. So here’s the example. Tim, I want to kind of get your wisdom on this. OK, sure. Okay, so what we’re going to do is we’re going to hop in your car and we’re going to drive down to downtown Tulsa and we’re going to see four white males who have hoodie sweatshirts on. Whoa, whoa, whoa. It’s 4 a.m. and they’re gathered by your car. Okay, so you stayed the night at the male hotel. You come out to get to your car. It’s dark. There’s four white males. Why are you going racial? There’s four white males. They’ve got a hoodie on, hoodie sweatshirts on, and they’re all standing around your car. Would you be more or less likely to go to your car if that were the scenario? All by yourself, it’s dark, 4 a.m. Would you be more or less likely to go to the car? Well, I’m probably more foolish than most. I’m like, I’d just walk up there. Probably wouldn’t be too bothered. You would? Red and yellow, black and white, they’re all precious in the sight. Here’s the deal, whether it was white males, black males, any male at all, I give this example to you, I would not go to my car at 4 a.m. You would not? No, no way. I’ve had my car broken into, that kind of thing. I wouldn’t do it. I understand you’ve got quite a punch, though, if you got backed against a wall. I have thrown a couple haymakers, but here’s the thing, here’s the thing. It’s a safety mechanism, okay? Your human brain learns things over time. You want to protect yourself. Another example would be, Z, we’ve all touched a hot stove before, and after you’ve touched a hot stove once, you don’t want to do it again. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. So we have chickens, and the chickens we have, we have a real fire pit with real fire, and they don’t walk near it because they’ve learned or they’ve observed through nature or whatever, you don’t want to go near that thing. You don’t want to be fried chicken. However, we have a, there’s faux fireplaces you can put up there and I’ve seen animals avoid a faux fireplace because they think it might be hot even though it’s not a real thing. So all I’m saying is these are natural things that we’ve learned over time. I don’t want to use the word evolution because it’s so divisive, but over time the human brain, the human race, the human people, whatever, have all learned there’s certain protection moves and it allows us to make decisions easier. So another example, we are driving to work today and do you remember what happened on the way to work today? I mean, did you scan both the left and the right side of the road completely while driving? Who remembers? If you’re listening right now, did you even remember driving to where you are right now? I mean, probably not, right? I don’t even know who I am right now. All right. So the thing is, these are all because the data would be overwhelming if we analyzed everything. We all know people like that who do, though. They’re like, oh my gosh, did you see that squirrel? And you’re going, how did you see a squirrel? How are you driving a car while seeing a squirrel? The thing is, these are all shortcuts we make that allow us to make decisions faster. But the problem is when charlatans discover these dark arts, they’ll use them against you. And so we’re going to go to identify the seven manipulation moves that are used all the time in sales for us or against us, whatever. So here we go into the first one. One is humans have an overpowering need to reciprocate favors. So here’s kind of a funny one. And here’s kind of a dark one. If you want your kid to become popular at school, invite all of the kids to a party. And I have done this. So if your kid, hypothetically, is going to Metro Christian for the first time and you want her to be a popular kid and for all the kids to know her, you just invite all the kids, even the kids you don’t even know. You just go to the teacher, hey, who are all the kids? I’ll invite the kids. And if your kid has been invited to a party, guess who you invite to your party, Z? The person that invited you because you feel like you need to reciprocate. Okay, so here we go. So let’s say you’re meeting with a financial consultant who’s a dirty, dirty guy. He is not honest and he’s not even a real licensed person. He’s a scammer. He’s a pyramid scammer guy. So what he’ll do is if he buys you a nice coffee over there at Panera, he offers to buy you a salad and he gives you some nice, let’s say a $9 lunch. Wow! A $6 lunch. If you go to McDonald’s, it’s a $4 lunch. We could go to Oklahoma Joe’s then. I mean, you know. Now let’s say it’s a $21 lunch. Oh, that’s, we’re upgraded. Yeah. You probably have to go to Regent Bank and get an equity line. Withdraw some money. So let’s just say this is the case. If someone buys you, why is it that when somebody buys you a $21 lunch or above at a nice place, why is it that you all of a sudden perceive that the person who is pitching you, the presentation is now somehow more credible just because they bought you an expensive lunch. I’ll go with you Zee first. Why is that typically? Well because you know money is one thing we measure and we understand that money is something that we all you know work hard to get and so when you part money with someone that’s I mean you feel like you know it’s marketing, it’s advertising and so if they want to take me to a nicer place and that’s you just take it more serious. Either that or I’m suspicious that they’re spending somebody else’s money. I get a lot of reps that’ll take me out. It’s not out of their pocket. They’re super generous. Yeah, it’s out of a Bosch and Lohm or it’s out of some Ray-Ban. It’s out of some big company’s war chest, and that’s nice. But the point is, if it’s coming out of their pocket individually, then yeah, you take that more seriously, of course, because you know that that money’s hard-earned and money’s not easy to acquire. So let’s say that you are a legit nice person and you’re not trying to manipulate people but you also want to ignite this thing called the law of reciprocity that makes you want to reciprocate. Okay. Let’s say that you’re a pastor of a church as an example. I have used this move with pastors of churches. I’ve helped them grow their congregations. It works. So when a new guest comes to church, one thing you’d want to do is make sure you say on the pulpit from the stage, for all the new guests, if you’re here today, there’s no such thing as a free lunch except for at my church. My wife and I would love to take you out for a free lunch, get to meet you guys. We’d love to do that. We’d love to get to know you, talk to you one-on-one, invest that time meeting each other. Make sure you see me afterwards. We’ll get you all signed up. Let’s make it happen. And when you do that, people are more likely to stick around because they feel like they have to reciprocate. Right. When you say the law of reciprocity, it seems like a pretty complex work. All you’re talking about is what you sow is what you reap. It’s the law of harvest. It’s what governs everything on the planet. So recently, there’s a person I can think of. I will not mention any descriptives other than this is just a shady move, and you knew it was. This person sends me gifts that I do not want and wants to know what my thought is about the product. Curious minds want to know who you’re talking about. And what do you think their motive is? They’re trying to sell me something that’s not even a real thing. Wait a second. So they’re sending you a gift that is a real thing. Yeah. Okay. And then they’re asking what you think about that thing as a real thing. They keep mailing me a product that they know is not a real product, and they keep saying, I want to get your feedback on the product. What would timeout? Well, that’s a move. It’s a move and it makes you want to go, well, man, they’ve sent me probably $120 of, and by the way, it has the little price on it and it’s all, it’s a move. But the thing is you feel like, oh my gosh, I should have released. Are they like testing to see if it’s something they’re going to produce? Because I mean, you know, I’ve, I’ve heard some very clever people. They put out faux products and then what they do is they see which one gets the biggest response and then then they make that product. I happen to know that this particular product is not a real product and the person who sent me the product knows it’s not a real product and it’s all going to come down to would you please auto-ship a bunch of crap that you know that is not real. Let’s sign up for my team here. But the thing is I’m just saying it’s a move, long breast and prostate, it’s good or bad. Stay tuned, we’re teaching more about the laws of manipulation. I wanna know what that product is. you Alright, Thrive Nation, welcome back to The Conversation. This is the Thrive Time Show on your radio. My name is Clay Clark. I’m a former Entrepreneur of the Year and the former disc jockey of choice for the Yucatan Liquor Stand were used to get one dollar long necks on Thirsty Thursdays. I’m telling you, many people are listening going, I want to go back to a time. I want to go back in a time in American history where the Yucatan Liquor Stand existed in what is now the parking lot of Sunshine Furniture. I want to go back to that time when that used to be a Target and that used to be a Yucatan Liquor Stand. And I know you’re saying that, but the worry you have is, what if you can’t go back? What if you can’t? What if you get trapped and you’re separated from your family? What? Are you like a time machine that goes back as a time machine? Many people are worried about these things. There’s about three or four people out there listening that are just worried about this. I’m saying, let it go. Let it go. Now, today we’re talking about the manipulation strategies that the human race uses as a way to kind of shortcuts to logic, okay? And it’s so, you know, you might be going, are you kidding me? Is this what you’re talking about? No, no, seriously, there are people out there that will use these moves for you and against you and you have to learn these methods and decide for yourself whether you want to use them for your business or whether you want to avoid them and run for the hills, but you want to also understand when they’re being used against you. And so we’re getting into the next manipulation move, which is this. Wait, wait, have we, have we done the, the, cause I think Tim touched on something that was pretty powerful. Step a little one here about reciprocating. And he was basically saying on the positive side of it, I mean, you know, it’s like, it’s like you tongue in cheek. We talked about, you know, the force on star Wars, it can be positive, it can be negative. And so it’s like in the advertising, I mean, it can be unethical. I mean, I’ve seen dirty advertising that you’re kind of going, I don’t think that’s right. And then you can see advertising, you know, I mean, it’s kind of like whenever they, in and out, they’re like, what do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do? What do you want to do. But they say it so fast, you’ve got to slow it down. Sounds reasonable. Exactly. But Tim touched on something Mr. Redman did, and that is it’s really the law of reaping and sowing. And so on the positive side of it, as you go out there and you reap positive things into other people’s lives, and you know, we always use the word manipulation, we use it kind of in a negative connotation. So we can use a different word in there. You’re out there sowing. Right. You’re out there sowing into the world and now you can expect a harvest or you can reap from that. You can reciprocate from that. And so I think there’s some positive things about that too. And I mean you did the little clever thing about if you wanted your kid to be popular in school. I’ve done that move. Yeah, but you also in business it’s the same thing. As you go out there and you reap good things and nice things in your kind, you know what, and you do the right things in business that we’re going to teach you on this show, then you can reciprocate a harvest. I tell you what, that will make your wallet grow a little bit too. It’s good and bad. You know, what I love while you’re doing this, Clay, is the whole thing that these moves, good or bad, they bypass our logic and they start messing with that emotional realm that many of us don’t know how to control. There’s a reason why when you go into like Walmart and whatnot, they’ve got those end caps set up with certain things on them. People have done the research. Let me give you an example of a super shady move that was done when I was in college. You just defaulted. I love it. You defaulted to the Canadian relation. I love that. I love it. This is real. I had a guy in college who I went to college with, and I won’t mention his name, but this was his move. He would tell us. You know who you are. No, the other thing is, we would, because what happens is we were on Covenant, it’s a floor at Oral Roberts University, and on Friday nights all the guys would go out, and like Sunday it’s kind of war stories about your dates and stuff. Well, this guy, he had documented his moves so well that he had moves, he referred to them as moves. He says, what I’m going to do on this date is I’m going to do the flower move and the over the top move. And we’re like, dude, don’t do the over the top. And his whole move was, first move, you bring a ton of flowers, you take her to a really fancy place, you promise like all of garden, but you take her to a polo grill. Oh yeah, that’s yeah. Then the second move, he’s like, I’m gonna tell her I love her. And I’m like, dude, you don’t though. And he’s like, yeah, but I’m telling you, once you get, once you get him to reciprocate, and I’m like, dude, come on. Broadcasting live from the center of the universe, you’re listening to The Thrive Time Show. And then I won’t give you the details, it’s a family show, but move, the date three, he would try for the move. So the whole idea is that he would use the L word just throw it out there because he knew that if he said it sincerely she would want to reciprocate half the time. I’m like dude you are pure manipulation. So I’m just telling you could be used good and bad the same. Playing with her soul. Yeah. Her little heart. Her little fresh heart. Yeah that’s somebody’s daughter out there. Have you seen… Mine’s too clever for that move to ever work on her. Have you seen the wedding crashers? You know how Will Ferrell becomes a funeral crasher? Oh my gosh. No, meatloaf! So you need to watch that scene on YouTube. Funeral crasher, wedding crashers. You’ll see it. Okay, so here’s the next move. This is one of my favorite manipulation moves. This is the rejection, then retreat. It’s a super devious tactic because it involves not only the law of reciprocation, but it also involves the law of contrast. So here’s the move. You want to buy someone’s house, and they have their house listed for $200. And you tell the guy, I love that house. Oh, man. Oh, this house is great. And you say, someone else looking at it, he goes, someone else says, you say, well, when do you need to sell the house? I need to sell the house by April 1st. And you go, well, I tell you what, if you can take it off the market, I am committed that I’m ready to move forward before April 1st. I commit to you. Verbally, he says, I commit. Then it’s like March 25th, 26th, you don’t have an offer, you call him and he goes, after doing some other research, I know you guys need to sell it by the 1st, I could do it for $165. Oh, dirty move. So now it’s been off the market. Now you feel like you kind of are like, what? You’ve already sold it to this guy emotionally. You’ve already planned on moving, you’ve already planned on it, your wife’s ready to go, you’ve cleaned the house ready to go, and then you go, $165, I couldn’t do it, there’s no way, that seems too low, no way, that’s not ethical. And he goes, alright, I could do it for $190. And he just got $10,000 off of a price you already agreed on by coming in low. But the law of contrast, you’re like, well, it’s not as low as $165. And I’ve worked with many people in the real estate game, and one of the guys I used to work with often, he had this move, and he would do this move. He would refer to this move by name. He’d go, I’m doing the law of contrast. It’s going to be awesome. And that was a move, and I’m like, you can’t do that. He’s a house flipper. And this was his whole move, was he would just go in, get somebody all hot and bothered. He’d go, how much do you want? They’d say, 200. Seems reasonable. Seems like we could move forward at that price. 200 is what you’re thinking? Seems reasonable. If you could take that off the market, I would like to evaluate it, but I’m moving forward for sure. And you would come back in with that dirty $165 move. Well here’s the takeaway. If you’re selling your house and someone comes in and tries to do that move on you, if it’s not in writing, it’s not binding in real estate. So if it’s not in writing, you tell them, okay, great, well as soon as I get a contract, I’ll take it off the market. Or as soon as I get a written contract, then I’ll take it off the market. But I’m not going to take it off the market without a written contract. So then you can’t get those Yehoos doing that flip-flip on you and coming in and saying that because that’s a dirty move and it happens every day. And woe be it that it’s not you that falls for that because now you’re like, oh, you know what? I listen to the Thrive Time Show. I once worked in an electronics store. We come back and want to hear Tim’s take on this. Okay. I worked in an electronics store. I will not mention the name, but my job, my boss would say, he’d walk up to me and go, hey, raise it up to lower it. And I would say, what? The first time he said, I go, what is this? Just raise it up and lower it. Like, what do you mean? Well, the price of the TV, let’s say, this is before flat screen TVs, but the price of the TV is 500 and it’s not selling. Raise it up and say regular price, 650, and then put the real price at 500. I’m like, so you want me to raise the price 150 more than it actually is? And he goes, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, $650 and then put the real price at $500. So you want me to raise the price $150 more than it actually is and then say it’s now a discount at $500. He goes, absolutely. Beautiful law of contrast. And I’m like, how would he know? No one’s going to remember what the price was. People think it’s a great deal. Law of contrast. It’s a move. The law of contrast. It’s a move. These are moves. So stay tuned. Thrived Time Show. We’re teaching you the laws of manipulation. I’m going to take a shower after today’s episode. I feel so dirty. Well, yeah. I might start go flipping homes. I don’t know. You might want to sing a note for note. It is the Thrive Time show on your AM radio. It is the noon time and I’m telling you what, you could be, Z, you could be at Oklahoma Joe’s right now having some baked beans. You could be doing that. Why wouldn’t I be? Oh, I’ve got to do the show. That’s why, I mean. But right after the show, let’s run over there. Have you ever thought about eating barbecue on the show one time? Just like one time, the entire show. You know, you say you shouldn’t talk with your mouth full. Have you ever thought about just doing an entire show where all we do is talk with our mouth full? Well, that we didn’t do, but there was one show, I think it was the second or maybe third show we did with Joe Davidson, the owner and founder of Oklahoma Joe’s, hence the name Oklahoma Joe’s. And he actually, the first time he came on, I kind of shamed him into, you know, apologizing for not bringing food. And then the next couple of times, he did bring food. And we, in the break, we just scarfed it down for lunch. I remember that. You know, in some of the pilot shows, I was covering my entire body with Oklahoma Joe’s food and just trying to… I noticed that. And they wouldn’t let us air those pilots. They said, you can’t put them on the podcast. You can’t have any evidence that it occurred, but it was worth the effort. Yeah, that was back in the old studio, and they got it so sticky, we had to move out of here. There were so many ants and bugs. It got uncomfortable. It got uncomfortable. It was kind of weird. Now, we’re talking today, Thrivers, about the rules of manipulation. These are, what happens is humans, we tend to use predictable shortcuts to deal with decision making situations. Because over time we realize, if I touch the hot stove, I will burn my hand. Henceforth, when I see a hot stove, I will not touch my hand. So psychologists will do these crazy research on people. You know, Freud would probably go to jail if he was alive today for all the crazy things he was doing. But the idea is you could paint like, on your stove, you could paint the stove top there and make it look like it was the color of a hot orange stove top. And people won’t touch it because they’re assuming that it’s hot, obviously. But you paint it and they assume it’s hot and they don’t touch it and then you’re like, ha ha, see, it’s not hot. So the human brain has found ways to protect itself in predictable ways. And so we were just talking about the rejection to the retreat move, which is basically You ask for a crazy thing and the person says no and then as a concession you ask for something less crazy But it seems like a good move Well, the thing about that that made that so dirty is is that you negotiated one price early on You’ve already given your word and then you’ve weighted the time frame and you’ve taken away that negotiating time. And so now when it’s crunch time, then you slide in with the ridiculous offer and then you adjust it to something closer to what you originally offered, and then that’s so dirty. Especially with people that sell a house maybe three times in their whole life. There’s not like their experience where there’s emotion. So there’s a whole flood of emotion. Really this manipulation moves is really all about emotional management, isn’t it Clay? It is. These are moves. I’m trying to help you grow your business. And so here is how you would use this for good. Yes. Thank you. In the wedding photography realm, typically a bride wants two photographers because she wants to get a photo of her seeing the bride, wants to get a photo of her seeing the groom for the first time and of him seeing her for the first time. They want two different perspectives to the events that happen. That’s why they want two photographers. That makes sense. Now, that being said, very few people want two photographers and two videographers. It’s typically like two photographers and one videographer. Okay, that’s fair. So what you do is you design three packages, and I’ve done this. The first package is so cheap. It’s like one photographer and that’s it. It’s four hours of coverage. The second package, if someone books the first package, you almost feel bad because you’re like that is such a lame package, you’re not going to get what you want. The second package is two photographers and includes one videographer and it’s unlimited time. So the deal is such a good deal, you’re like, why would I not do that? And then the third package is out of control and if anyone buys it, you just giggle. You’re just like, oh. Oh yeah. So, and I learned this from my mentor, Lori Montag. She taught me the move. So you’re like, it includes three photographers, three videographers, and a photo booth. And we have a photographer taking pictures of a photographer taking a picture of you. A dream within a dream. It’s like the Matrix. Yeah. So what happens is, so you show the bride the different options and you say, now based on what we talked about today, I’d recommend the second package. That includes two photographers, one videographer. Most brides do that. Or you could look at the third. Which one seems best to you? And the bride’s like, well I don’t want to have a $10,000 wedding package so I’ll do the second one. You know it seems more reasonable. Yeah you always go with the most people go with the middle. That’s the move. You do a low end. You can advertise a low-end deal and then you have the high end just to make sure that’s right in the middle. That’s where our show goes so well. You’re high end, I’m low end. By contrast people choose Tim. There’s nothing dirty. A lot of businesses use that. We use that too. And you know, different packages you can for lenses. You know, you have the low end, you have the high end, and you have the one right in the middle. It’s kind of like the story of Little Goldilocks. So Tim, I want to get your… The porridge is too hot, the porridge is too cold. This porridge is just right. Tim, I want to pick your brain on this. So here we go. Here’s the action item I want to make sure we get here. You definitely, if you’re selling something, have multiple packages, at least three. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. Have one package, it’s the big kahuna. It’s expensive, it’s premium. The big kahuna. Have one in the middle, have one at the bottom. Most people will choose the middle. That’s how you do it. By law of contrast, it seems like a better deal, the one in the middle. Tim, you’ve worked with business clients all over the world helping grow their companies. Have you ever seen this move work in a package? Oh yeah, yeah. It’s very common. hey, money is not an object. I’m going to do it all, you know, boom. And so there you go. And you guys photographers, yeah, that money doesn’t matter. And so, but the it’s so often where donations when Oral Roberts would write these things, it would be like a thousand, a hundred, or you know, they would manipulate this thing, not manipulate, but they would word it in a way where you’re going to choose the middle one almost every time. Oh, now here’s a move. There was a bride I worked with. So do you have three packages or three options that you offer in your product offering? That’s what we’re asking. I have a hysterical example for you. Years ago we did a wedding at the Mayo Hotel in the main foyer there and a bride chose our biggest package and our sales guy comes in and goes she wants to go with the biggest, it’s called a Cinderella’s ball, it’s like a $4,000 DJ package and he’s like we don’t even own those speakers, that’s not even, we don’t even, how would we do that? I mean because it’s like two Sir Winn Vegas massive speakers, a margarita machine, a dance floor, I’m not kidding, all these things. And I’m like, dude, just do it. So I’m not kidding. We took what she paid and we just bought everything cash. We bought a brand new margarita machine. We ended up doing, I’m not kidding. We had to buy so much extra stuff. And we’re like, dude, someone actually bought it. So I go to Lori Montag, my wedding mentor of Montag photography. I said, Lori, someone just bought my biggest package. What do you do? She goes, you gotta like triple the price of that thing. And so every time that someone would ever go with the big Kahuna, I always had to like. Yeah, you had to up the price. Up it up. Honestly, goodness, I am flying in this G4 jet from Hawaii to Seattle. Here’s the thing. And I’m sitting down with a guy that owns this. And he buys companies and he wanted to buy a 180-foot yacht. And he ended up buying the boat company. Oh, buying the boat company. And he found that people with a $25 million to a $33 million purchase that he had, he said, that is an impulse purchase for my client, for my ideal client, most likely buyer. Impulse. Oh, wow. It’s just a different way of thinking here. But that’s where some people are at. So here’s the deal, Thrivers. When we come back, we’re getting to this next manipulation move, and we’re bringing on the founder of the Elephant in the Room Men’s Grooming Lounge to join Tim and Zee and I inside the Box That Rocks. This is Justin Moore, and he’s opening up his, the third location of Elephant in the Room, but he’s actually opening up a fourth and fifth right now. He’s going to grow more Elephant in the Room Men’s Grooming Lounges, and full disclosure, he is my brother-in-law. So it’ll be a shameless apologetics show, but no, in all sincerity, we’re talking about the manipulation moves, how to inoculate yourself, how to protect yourself from them, and how to use them for good. It’s a game-changing episode, Z. A game-changing episode. I can see why this was, you were so excited about this episode as we got started. It blew my mind. My mind is blowing my mind as we get into this. I’m going to put some duct tape on my cranium. Stay tuned. All right, Thrive Nation, welcome back into the conversation. It’s the Thrive Time show on your radio and inside the box that rocks. Dr. Z, we have some guests here. We have these disturbing youths of America. Many times people feel like I cannot become an entrepreneur until I’m like 50, until I’m 40. We’ve got two guys here that are sort of gainfully self-employed men. Can you kind of describe what you’re seeing here for people who are not on Facebook Live? Well, we’ve got both kinds of men on here. Oh, really? Yeah, we’ve got the GQ look over here with the tall, dark, and handsome former professional basketball player. Yeah, from Costa Rica. Yeah, from Costa Rica. With the suit and the look. And then next to me, we’ve got a guy that just kind of rolled in, I think in a wagon and horse-drawn carriage. He looks like he’s kind of Amish slash looking for an underpass. I don’t know. I mean, he’s got the hat, he’s got this big beard on there, and he’s kind of, you know. I think he brought some baked goods or something with him. Okay, so we’ve got Marshall Morris, one of the producers at the Thrive Time Show, and we have Justin Morris. Let’s start with Justin. Justin, defend yourself. Talk to him about the Amish look here. Explain to him what’s going on. Convince him he’s wrong. This is definitely the look that I’ve chosen to go with and to be honest, everyone talks about it. I’m doing something good here, right? It’s memorable. It’s memorable. Seriously, in business, you’ve got to be memorable. So there’s good and there’s bad. But that guy with the hat, the beard, the Amish one, you know, who brought him? He is the purple cow. And he is the founder of Elephant in the Room. I teamed up with him to help him grow that thing. But Elephant in the Room, they have three locations, and he knows something about business growth, how to do it. He’s been through hell and back to build that thing. This is year five, right? Year five? Yeah, yeah, we’re going back this time again. Boom! We’re going back. We’re going from hell to back, and then back to hell. We’re going back. We’re going for another five. You want to keep it original. Back to the roots. Okay, now we have Marshall on the show. Now, Marshall, can you kind of explain your GQ-ness? I mean, you’re a beautiful man, and then when you just decorate yourself like this, it’s just the ladies cannot get off Facebook Live. Now, I am actually starting my beard. I’m starting the beard. I was going to say something. I noticed that. Is that permitted in the office? I don’t know if it’s in the handbook or not, but see, this haircut is actually a product of Elephant in the Room. Oh, wow. It’s a walking advertisement for Elephant in the Room. How has that changed your life? I’m still somehow single, but we’re working on that. Hopefully Clay’s shout outs are going to work. I tell you what, we’ve got Sam the Lumberjack. Yeah, he’s a beautiful man. I’ve got Marshall the GQ dude. I’ve got you know Justin over here Amish boy And you’ve got the soccer jersey. I’m like yeah the soccer dude over here. We got this room’s full of testosterone by the way Absolutely packed full of testosterone now here is the deal We’re talking about the manipulation mechanisms that can be used to help you or to hurt you in the world of business So we’re moving on to Here we go when opportunities become scarce we desire them more. Let me repeat one more time. When opportunities become scarce, we desire them more. So let me give you an example of the move. The move. So in real estate, I’ve worked with many real estate agents over the years, and what you want to do in real estate is you want the buyer to feel like there are many people looking at that house. If you’re in the real estate, if you’re selling furniture, you want many people to feel like that the furniture could only be around for a few minutes, maybe. Oh yeah. So here’s the deal. There was two different furniture guys I worked with, one in Dallas, one in Tulsa. And I’m thinking about the one in Dallas. This is what he would do. I told him, I said, listen, if somebody ever asks about a sofa, you need to say, I know we have at least one of those in stock. Is that something you like? Yeah. Okay. Well, let’s make a list of what else you like, and if it’s something you like, I’ll just put it on hold, and then Friday I’ll call you to make sure if you want to move forward, and if not, no stress. But I just want to make sure we don’t sell that final one without talking to you. Sure. What it does is it creates a subtle little pressure. And the key is to say, hey, no pressure, but I want to make sure. I know we have at least one left. No pressure. But I know we have at least one left. I’ll make sure I put that on hold for you. By saying no pressure, it gives you the ability to pressure people. Yes, exactly. That’s the beautiful part of it. It’s no pressure. It’s your same pressure. So it’s like no offense. You’re going out to dinner with some guys and a friend of yours. You’ve all Ubered. Okay, Z, maybe you cannot relate to this situation. Okay. You’ve all Ubered to a restaurant with an English theme, let’s say, okay? Everyone’s had two glasses, two shots of whiskey. Okay. And your buddy says this, hey, Robert, no offense, but… And then he just goes off, and it sort of gives him an ability to say whatever he wants to say after that. These laws of manipulation, that’s kind of some of these, well, be careful, but here’s the deal. See, when you hear someone say, I only have, you know, this is the final item, the final choice, I hope we don’t run out, what immediately goes through your mind now as a savvy buyer? You think to yourself, well, one, it’s obviously popular. I mean, I’m not the only one that likes this. Obviously, there’s other people that have been buying it. Two, if I really want that, I better make a commitment to it pretty quickly because it could be gone. I mean, there’s a part of your brain that always says, are they just saying that? And then there’s a part of your brain that says, well, eventually they’re going to get down to their last one. I mean, they’re going to have it to where that’s the last one. All we have is the floor model. I mean, they’re going to get down to where it is our last one. So you’re kind of going, hey, if I like it, and it’s something, you know, you don’t buy a new couch every day. It’s something you buy and you keep for years. So if you’re sitting there thinking you’ve been looking and you look at it and you go, I don’t like that. And you have at least one left. You have at least one left. It’s on hold. Well, it doesn’t hurt to put it on hold. Now you’re kind of already in the game. Now you’re like, okay, oh, you know what? I appreciate that. Thank you. And then, yeah, I can sleep on it or I can look at some other stuff today. Yeah, put that on hold. I don’t want to lose that. And all of a sudden, now you’re logically over here, and now you’re kind of getting emotional. You’re kind of going, what’s taking, I don’t want to lose it. I don’t want to lose it. I’m competitive. So here are, here’s an example of two examples. I’m going to get Justin’s take on this, and then Marshall’s. So the McRib. They’re always bringing it back one last time. The McRib. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. I don’t know that I’ve ever wanted an artificially created McRib sandwich that has painted lines on it in the shape of grill marks. This thing’s never seen a grill. But when they say it’s a limited time, the McRib is back, part of you wants to go, I gotta have that. I mean, this is a limited time before they take it away. This could be the last time. This could be the last time. Well, they do it every time. So you see the sign, limited time. So Justin, I want to ask you, here’s another tee up here. Elephant in the room, now that you are legitimately super busy all the time, and you go downtown and it’s like people will call to schedule a haircut and they literally, that you cannot get them in because you’re already fully scheduled, why do you think it is people now, I mean you’ve seen it, why do people want to schedule in advance now that they’ve seen that they cannot get in if they just show up last minute? Yeah, so it’s the whole supply and demand. So, in the beginning, we gave the perception that we were already booked out, we were already a big deal before we were, right? And now we are seriously booked out. So, I just talked to my man, Marshall, over here, and said, we’ve got to put some more hiring ads out, and he handles that for us. But, you know, he said, are you firing or hiring? Both, okay? But seriously, so now the guys are realizing I really can’t get in. And without mentioning names, he’s gone through this and tried some people out. Tried to get in? Because they’re- Yeah, they’ve closed me out. I’ve been like one of the original members and they’re closing me out. What’s up with that? You gotta book two months in advance for some people. So, it’s just that. And I go, do we need to raise the price? What do we do here? But we definitely book people far in advance now and that’s what we want. Now Marshall, I’m going to give you a move here. I’m going to throw out a scenario for you. There was a girl I went to college with at Royal Roberts University who was a very attractive, smart person, but her move was that she always, you always, she always referred to some guy she was dating, but found out later she was never actually dating a man. Why did every man want to date the woman who was already dating a man? What was going on? You walked me into your single mind. She was never available. She was never available. So you always want to date a man. Why? But I don’t know. So are you telling me that I need to make up a figment, make up a girlfriend? So I had a guy, I would think I’ll get your roommate a date. And I had a friend named Jake. And Jake’s like, I’m going to set you up. I said, really? He goes, trust me, I’ve got to move. He goes, I call it the referral. And I’m like, you call this the referral? How does this work? He goes, watch it be done. I will tell you about it later. Just watch it be done. Watch the artist. So Jake walks up to this lady for get your room and a date and he says, here’s the deal. My good friend Clay over here, he’s in a relationship. It’s totally not good. The girl just doesn’t appreciate him. And this guy’s gonna be a millionaire someday. I’m just telling you, you see this guy, hard worker, good guy. I’m trying to get your room and a date. I gotta convince, you know, a lady like yourself to go on a date. I gotta find someone for my roommate, he’s already dating somebody, but I think I could convince him to stop dating her and I gotta find somebody because he’s not gonna go because she’s sort of a stick in the mud, you know what I’m saying? Would you go if I could?” She goes, well yeah, almost like thankful. Yeah. And I’m like, what did you do? He goes, and he tells me the story and I’m like, that’s a move. That is a move. She wants what she can’t have and she believes she can’t have you, my friend, and even though you’re a B, I got an A for you for the roommate date. I’m like, that’s amazing. It’s a move, it’s a dark art of manipulation. Figuring out how to make it work for your business. It could be a good thing or a bad thing. Now the next move, move number four. Wait, wait, wait, wait, you shared a story. You gotta end, you gotta end the segment on the story. Where you had, where you trained someone to move and then they tried to use it on you later and you were like, too. I called the furniture store and I said, hey, listen, my wife wants to come in and get a bar stool and he goes, hey we’re down to our final set. And I go, you know I teach, I taught you the move. And he goes, I know, but it’s just something I say now. I’m like, come on! So it’s kind of a deal of like, he just is so used to saying we’re down to our final set without even checking. Yeah, they don’t even think about it. That’s obviously the last one. And we’re talking, we come back, we’re talking about this next manipulation mechanism which is band items and information are more desirable. The moment you put a band warning label on that thing, people want that thing. That parental advisory sticker on CDs made every high school kid want to buy those CDs. Stay tuned. Thrivetimeshow.com. All right, Thrivers, welcome back to the Thrivetimeshow on your radio, where we’re sneaking in some counting crows. Dr. Z, you love the counting crows? I do. I love the counting crows. Unbelievable. Their lyrics are surprisingly deep. I mean, if you listen to too many of their songs, you find yourself contemplating the meaning of life and just how you feel about how you feel. You maybe only get one counting crow song a week. How I feel about how I feel? It gets a little deep when you listen to that music. I’m just telling you, that’s the thing. You start burning incense, next thing you know you’re living in a van down by the river just a warning Don’t listen to more than two or three counting crow songs a week unless you want to start writing poetry speaking of burning stuff Why have we had any pinion wood burning here of late? I think we’re out of those pinion sticks Oh, we are and I said we need to probably order some of those and it’s just kind of a move here the Sam That’s that’s got to be on the checklist Sam our executive producer is putting that on the pinion list, okay here We go so here. We go. We’re talking about the minute the mechanisms for manipulation. These can be used for good and for bad, and so you want to caution yourself, you want to be aware as a buyer, but as a salesperson you want to figure out how you can ethically use these moves for you. So here is move number four. Banned items and information are seen as more desirable. So I’ll give you two examples. Do you remember that book that was written, it’s called like Health Secrets the Government Doesn’t Want You to Know About? Or Government Grants They Don’t Want You to Know About? Or Real Estate Secrets that They Don’t Want You to Know? It’s always those late night infomercials. But because they do not want you to know, you want to know. Why do we want to know whatever we’re not supposed to know? What is the deal? Something just, that’s part of the, that’s part of these little manipulative moves. That counteracts, that bypasses the logic in our brain. I think we’re just curious creatures by nature. We’re just kind of like, what is that? If you hand someone a box, you’re like, just don’t open that. I can’t stand it. I can’t criticize the Father of the universe, but I want to know if God had read these moves and he was like, what I’ll do is I’ll tell Adam he cannot have this apple, because I know as soon as I tell him he can’t have it, he’s going to be like, I want it. It’s the banned apple. So Justin, I want to get your take on this. You’re an entrepreneur, you know what I mean? And you’ve seen, you’ve kind of seen the sales move, you’ve seen the game a little bit. From your perspective, why do people always want to get what they’re not supposed to have? Or if something’s banned or it’s an item you shouldn’t have, why do people want it? What’s going on? So, if you create that elite club that, you know, you go to the restaurant, the bar, the seating that someone paid extra, you know, the roped off area. I want to go to the roped off. It’s, but it’s just right over there. It’s the same level, everything, but it’s got the red rope. You got to cross the red rope. You got to pay the guy extra, right? It’s the limited availability. My son asked, my son asked, I’m on the plane, and he goes, Dad, why do they put that first class drape up? Why do they put that thing? It’s like see-through. I can see them, they can see me. Who cares if they’re in coach or first class? He’s nine. And I’m like, when you shut the gate and you shut that little, it’s like a drape, it’s like a curtain that separates you between first and second class, you know, on the plane, between coach. It’s the same material that they issue for rec basketball games that you wear as a jersey, as a penny. You can just see right through it. As soon as they shut that and you feel like, I wish I would have worked harder, all of a sudden you want to sit four feet further ahead. You’re like, I wish I would have, I think, I don’t know what the curtain says now, you should have worked harder, but it kind of feels like that. You should have worked harder. And so that’s the way that happens. So we’re moving on to this move number four, right, the banned items. So I remember when I was in high school, this was the song that was playing. I’m going to cue it up here for you, okay? So this is Dr. Dre. He’s the guy who built the Beats headphones. And this is the edited version so calm down drivers. But here we go. So when Snoop Dogg and Dr. Dre would make an album and it would have the parental advisory sticker on it, we all wanted to have it because you shouldn’t have it. Now the thing is, Al Gore, his crowning achievement in my opinion as the vice president, he worked with his wife, Tipper Gore, and he’s responsible for the parental advisory sticker. I don’t know if you know that, but Al Gore’s wife, that’s her number one achievement, was making the parental advisory sticker. And I felt like as soon as I saw an album come out, like NWA or Dre that had the parental advisory, every kid wanted it. Z, you were a parent at the time. I mean, talk to me about it. When you see, you know what I mean? You know your son wanted the parental advisory albums when they saw that warning. What is it, man? What’s going on in the human head? You know, the thing about it is we hear, like you said, we want the thing that we’re not supposed to get. We want that because part of it is, I wonder what bad words they have on there. I wonder what they’re saying. I wonder what it is. And then they’re curious. And that curiosity, it’s like I said, you give someone a box, you say, Hey, that’s got something in it really precious, but don’t open it. I mean, how long do you think they’ll stare at that box when they open it? Well, they can’t stand it. You can’t stand it. And it’s a move. And it’s a move that you can use for your business in a positive way. We’re going to teach you. We’re going to cover a few of those. Or the dark arts way. They probably figured out that, hey, throw a few cuss words in there, put the parental advisory on there, and we’re going to sell more CDs, i.e. albums. Here’s the deal. I remember going on a timeshare tour back in the day to Vegas. And I went with my wife, and this was back in the day before we could afford to go to Vegas, but we still went. And so my move was… How many timeshare tours? My move was, I decided, you know what, I can’t afford a show, I can’t afford a buffet, I can’t afford anything, but I’ll just go on as many timeshare tours as I can, and they’ll give you free tickets and a buffet in exchange for your time. So Vanessa looks at me and she goes, if you guys have ever been on the strip before, I mean there’s timeshares people everywhere. Vanessa goes, you signed us up for four timeshare tours? Because each one’s like a four hour tour and we’ve never done one before. I’m like, yeah, how long could it be? I mean, it’s like an hour probably, you know? Well these timeshare guys know all of these moves. Oh, they know them all. And so I remember going through this process and the guy goes, now here’s the deal. We only have one unit left currently. I know it seems hard to believe. We only have one unit left and it’s a deal where, because the building’s already paid for, they’re gonna sell it where it’s just such an amazing deal. I just, I don’t even wanna waste your time looking at it. I mean, cause it’s a deal where it’s such a little price, it’s almost unbelievable and it’s just, it’s such a no-brainer. I don’t want people to feel like I’m manipulating you guys. And he’s just saying this. So we’re like, can you show it to us? You know, because we’re like a 19-year-old. I guess we’re 21 at the time. Can we see it? And he’s like, I don’t want to waste your time. You guys can’t afford to do it. I mean, it’s such a low price, and everyone wants it, and we have one left. I’d rather just show it to the next couple. I mean, they’re probably, and he’s like, hey, Craig, do they want to see it now, or do they want to see it later, or what’s the deal? And he’s like, yeah, they want to see it now. And I’m like, just show it to us. So we go in this room and we go into this, he walks us into this room, this timeshare, and all of a sudden you want the room because you can’t have it. It’s like the final thing, there’s that pressure. And so Vanessa looks at me, I remember sitting down at this table, this boardroom table, and she’s like, we should do it right now because we’re going to be sold out by noon. And all of a sudden I’m like, no, I know what is happening. I don’t know exactly what’s happening, but I feel like we should not buy this now. Broadcasting live from the center of the universe. You’re listening to the Thrive Time Show. It’s like the slap sequence in Groundhog Day with Bill Murray. You know, he was manipulating her and then but somewhere inside of her brain she finally snapped to and then she just slapped him, you know, scene after scene after scene. I was in an art gallery just the other day last week. An art gallery? An art gallery. And they had this bronze statue that was really, really cool. I need to show you a picture of it over the break, Clay and guys. But it had this little horse, but it was life-size. And he was kind of leg spread and his nose was down to the ground. And on the ground was this bronze turtle and they were really highly decorated and painted and they were really cool. I mean really cool. I have audio from your trip real quick. Oh, you do? Yeah. This is what was playing when you saw it. I did. I was like, oh, that’s just so clever. It’s so cool. It’s so good. So I go up to the dude. He’s got the long hair kind of surfer looking dude behind the counter. I’m like, bro, how much, how much is the horse? And he looks at me and goes, oh, I got a, I got a deal for you. And I was like, oh, cool. What is it? And he goes, here’s the thing. You buy the turtle for $97,000 and you get the horse free. But wait, the artist only made 25 of them. 25. And that’s the 25th one. Who would have thought that I sold the other 24? But that’s the last one. And you know, when they sell out of a thing, it’ll probably double, triple in price. You know, I had audio of what you said to the guy and I know it seemed weird because you, when you went to this art auction, you know, you go to this art gallery, a lot of times you’re like, Clay, we have a radio show we do two hours a day It’s not ethical for you to record me without my knowledge, and I’m always talking to say look I know that’s what you’ve said, but I feel like you would have wanted me to have been there Oh, I secretly Mike your phone. I work with the Russians or tap your phone, and this is what you said to the guy No, I do what I did I sat there And I listened to him and and of course since it was the slow month of the art gallery, he knocked another like ten grand off and said he could store it indefinitely or ship it free and no sales taxes. I was out of state. He had all the moves, and I was just impressed. I sat there and I thought, that’s a very good job. I didn’t purchase the turtle, therefore getting the horse free, but I was impressed by his moves. The guy had it down pretty good. You almost wanted to stick around and take notes. Yeah, I just wanted to go, you know, well done buddy. Now here’s the deal. Now I want Justin to chime in on this one because this is a big one. We have an elephant in the room. Okay. This is a big one here. This is a big one. Elephant in the room. Justin’s worked very hard to create kind of like a country club of men’s hair. It’s a very high end atmosphere, but it’s a place where anybody can get to. You don’t have to go super high roller to get in there, but it’s a nice experience. It’s a high end feel and he wants to make sure the level of conversation matches the decor. We’re not have a bunch of, they don’t have a bunch of sailors in there fighting, cursing each other out. It’s not like a seedy bar in there. It’s like it’s a pirate show in there, okay? And so we have a lot of clients when we first started and Justin was establishing the rules of decorum and how to handle yourself. On a golf course, you shouldn’t make cell phone calls. You know, you shouldn’t like talk loudly. It’s kind of a peaceful atmosphere he’s trying to create. Well, this is this next move. It says, we are near obsessed with being and appearing consistent in our words and actions. So Justin, you’d have a guy who would come in who would profess to be a family man, right? A good guy. And he would come in and just drop a buffet of curse words inside the shop. And you somehow had to appeal to their higher, what, higher morals or higher values to get them to stop without, I mean, how did you, you know, because there’s certain clients that would talk about inappropriate subjects and you didn’t want to make it uncomfortable. How did you appeal to their higher motives to get them to, you know, calm down without kicking them out of your shop? Yeah, so any time you get a group of people together, you’re gonna end up, you’re gonna wind up on some amazing conversations and wonder, how did I get on this topic? What are we talking about here? Is this even appropriate? And so the whole goal was ultimately we’re cutting hair, we’re providing grooming services for men, and so over the 30, 40 minutes, we need to connect with these guys, we need to build rapport. So we came together and we created our four, family, occupation, recreation, enjoyment. And we want to keep it on a healthy, uplifting conversation. So one of our rules is no negativity in the shop. And I saw Justin, he would say this, he’d go, hey, I know you’re a great guy, you’re a great dad, and I know you don’t want to be talking about these things in front of all these other people, so if we can just kind of keep it to your standard you’re used to, that’d be great. And he’d have to kind of correct people at first because people felt like they found this undiscovered country where they could just curse like sailors and no big deal. And I’m saying is that people want to be consistent. Like people don’t want to be, you know, somebody who appears to be inconsistent. So the main thing is you’re working with your customers, you’re working with people and buyers and sellers. Just understand that most people are obsessed with the idea of being consistent and having high integrity. And if you appeal to their higher motives, as a general rule, you can get people to behave at a higher standard. Even if you’re an HR director, you can say, hey, I know you’re a good person, and I know typically you don’t make bad decisions, and I know you’re typically known as a person that makes good decisions. I would like for you to continue that reputation and just kind of step up that game to the next level. But Justin, you’ve been great at that with employees and with customers. Yeah, so we’ve gotten rave reviews, and like I said, we have a team of about 70 people now. So just by me being that bully and being consistently encouraging people as far as the positive conversations, we’ve learned to attack the subject and not the person. So if it’s language, if it’s a mindset, so we always think and speak positively of each other and what we’re doing, and then it reflects in our clients. They don’t even realize they’re having a healthy conversation, and so instead of saying, you will abide, you will stop cursing, because after year one, it was a, you know. A little bit of a pirate hangout. Death word, all that stuff was flying in the air. Every guy was cursing in there all the time. We just allowed it to happen. Yeah. Now, here’s the deal, Thrivers. If you’re listening right now and you have staff, you have employees, you have team members, and you want them to behave at a high standard, Dr. Z and Marshall, both of which you handle hiring a lot of people, are going to teach us how you can appeal to a higher motive, to hold people to a higher standard by just appealing to their own desire to live up to their own reputation. There’s a way to do it. Z, I want to get your feedback. Marshall, I want to get your feedback. Stay tuned. Thrivetimeshow.com. Thrivetimeshow.com. Z, it is a beautiful day inside the box that rocks. I’m telling you what, there’s something about it. It’s a beautiful day, and I’m glad that you, too, see the beauty of this day. You know what I’m saying? I’m so glad that you, too, see the beauty of this day, this beautiful day. I think that was the intro song. You kind of, it’s called Beautiful Day and it’s by the band U2. Is that why you were saying that? I am trying to put your mind in a blender right now. about. So who are we to withhold this knowledge? You know what I mean? So I’m going to get into the details. You tell me if I’m missing something, okay? So here’s the deal. First off, they’re affordable for everybody. So how is that possible? Uh, well, we have 500 bucks. We have a scholarship program. So what happens is, is like, I remember my brother-in-law, Justin and I, we went to a Justin Bieber concert and Justin helped us upgrade that. So we’re sitting like on what, row seven or eight, something like that. Right. Close enough to see Bieber lip-sync and it was expensive tickets and we were able to pay the we were able to pay for the close enough to see him lip-sync we were able to pay enough money though we could afford to sit there so we’re blessed to be able to sit that close however however if we couldn’t afford it you couldn’t just walk up to the front person and say hey I cannot afford to sit close for Jim Gaffigan I sat on like row six okay you couldn’t go hey I do although I do not have the money to sit on row six, I have a desire to sit on row six. And they would go, sure, here, let me escort you down. That’s not how it works. But we have an in-person workshop and our whole goal is to help you become a successful entrepreneur. We know the power, we’ve seen guys like Justin, guys like Marshall, be able to build successful things, be able to gain traction in the world of business. It’s fun to see that. And so we set up a scholarship program. And so if you can’t afford it, Marshall, you’ve met people at the workshops that couldn’t afford the full price. Absolutely. Talk to me about the kinds of feedback we’ve heard from them on the video. If you Google Thrive 15 conference reviews or you watch the video reviews on YouTube or you read the Google reviews, what kind of feedback have you seen? So these business owners, they’re going on Google, they’re Googling business conference or affordable business conference and if you Google Thrive 15 reviews you can hear what they have to say about it but I know that I have specifically been pulled aside multiple times and I know that you have too where the business owner has been saying hey you know what I want to just let you guys know I really appreciate you making this affordable for me because what I learned here over the next the past two days has been a game changer for my business. And you know what happens is, a lot of people, we’re talking about these laws of manipulation today and moves you can use to help your business and you’ve got to be mindful of. And we had one thriver from California pulls me aside and we had another thriver from Nashville, two guys pull me aside. The guy from Nashville goes, so it’s day two, and he goes, hey, I’ve got to be real with you. He goes, when are, this is after you spoke. He comes up and he says, that was awesome. He goes, when are you guys going to do the whole upsell thing? No way, really? Yeah, and I said, we’re not going to do the upsell thing. And he goes, no, but seriously, I’ve been to a lot of these things. Great nuggets. I’m learning a lot of stuff. I just want to know, when’s that coming? I mean, how’s your? And I go, it’s not coming. And at the end, he just stood, he’s like shocked. Like when it ended, he’s like, this was awesome. So he couldn’t really contain it. So he just goes on Google and he writes this huge review about his experience. And that happens over and over. So Z, what kind of stuff do we cover at our in-person, two-day Thrivetime workshops that people can find out? Well, you can find out more at Thrivetimeshow.com, March 24th and 25th. You just have a few days left to get those tickets. Z, what kind of stuff can people learn? Well, I tell you what, you show up and you get your very own boom book. Boom! Are you charging? That must be the cost extra! No! You get your own boom book and we go over 13 principles of business. The 13 steps, the 13 super moves of business. And you know a lot of times people will show up to the in-person workshop and they’ll be like, um, you know I’m coming here because I know something’s wrong with my business. It’s not growing. It’s not growing. And if it’s not growing, it’s decaying, right? So a lot of times people show up and say, I didn’t even know what I didn’t know. You know? And we go over time management. Time management. Lee Cockerell’s time management system. The guy who used to manage Walt Disney World. His system. Marketing. We go over the entire marketing, step-by-step, the three-legged marketing stool. People say, how did Dr. Z become Tulsa’s most successful optometrist, arguably? Well, one, I would say it’s his, he exfoliates his skin. He’s beautiful. It’s luck. It’s genetics. No, he has a system that he’s used and beauty It’s true boy. You always give me such great lead-ins clamp. I do that’s I But we also go over branding. What is branding? I mean, how do you improve the brain? How do you prove that look example a rustic cuff when you buy a rustic cuff? It comes in a beautiful box It’s great decor. You show up at the elephant in the room men’s grooming lounge, by the way, your first haircut is a dollar. First haircut is a dollar. You go in there, the branding is awesome. Justin’s done a great job refining his brand. And you know what, branding your logo, your business card, your website, where do you start? We’ll show you how to do that. Yeah, and that’s just the tip of the iceberg. We go over the 13 steps and I’ll tell you what we give you. Downloadables, templates, you know, you can bring up to three members of your team included in the $500. It’s not $500 a piece. And like we say with the scholarships, there’s really no excuse not to do it. And if you’re serious about starting or growing your business, I tell you what, you need to come to one of these in-person workshops. You know, we also have thrive15.com that is $1.00. $1.00? How could it be $1.00? If you can’t afford that, oh gosh, I’m so sorry. But it’s $19.00 every month after that. And it’s basically, I like to call it and refer to it as a Netflix of business coaching. So you can get on there and do-do-do-do search any topic you need to in your business. And there we have a video, yes, a video, really well done, of a mentor, a successful person across the United States of America that we’ve, you know, we found and walked him onto the team and now we videotaped him. And you can watch videos and get business coach with guys that you’d like to hang out with. Example, the guy who did all the PR for Michael Jackson and for Pizza Hut. Who is that person? Who is that person? Michael Levine. And he is one of our teachers. Marshall, you’ve talked to Thrivers all over the world. You’ve talked to a guy in Wichita with a coffee house. You’ve talked to a guy in Canada with a mortgage company. You’ve met Thrivers all over the planet. People in New York, people in Florida. Why should somebody get out to our in-person workshop? Okay, the in-person workshops are gonna be incredible for anybody listening to this, because it’s gonna be 16 hours of practical action steps for your business. So we’re not talking about esoteric, vague, ambiguous business principles with no action items. The average attendee is gonna leave with about six to eight months worth of action steps from the workshop, and you get to ask all of your specific questions. This isn’t one of those deals where you don’t get to ask your question. You’re just one person in a sea of thousands of people bashing beach balls around. But rather you get to ask your questions to the people that are speaking here at the workshop. But I like beach balls. Now let me walk you through. This next move we’re going to teach is our final move. We’re going to kind of marinate on this move during the final segment. A lot of times when you’re listening to something like this, you see something like this, you encounter something like this, if you don’t have, you’re kind of uncertain, what you’ll typically do is you’ll look for social proof. Now if you have truth on your side, the law of credibility will work on your behalf. So as an example, the elephant in the room, Men’s Grooming Lounge that Justin started now has thousands of members and many people, I track the traffic, many people per day go to eitrlounge.com. And then once they go there, they leave the site and they go and read reviews. And then they come back and book their haircut because they’re looking for third party social proof that it is a proven good investment of their time. Even though the first haircut’s a dollar, people don’t want to waste their time. And once they’ve seen reviews from great people like you, they then come back and we ask them to reciprocate, going, hey, if you had a great time today, please share your feedback. And so we come back, we’re going to talk about how to harness social proof. How is Justin doing it? How has Dr. Z done it? How does Marshall do it? How would Marshall recommend for you to do it as a business coach? How to harness the power of social proof to grow your business fast. Stay tuned, Thrivetimeshow.com. And the bass keeps running, running, and running. All right, Thrive Nation, welcome back into the Inspiration Conversation, into the audio dojo of Mojo, the show that is focused on making your wallet grow. It’s sort of that knowledge that you typically do not get in college. Dr. Z, when you graduated from the fine institution where you learned optometry and you studied mathematics. Yes, yes. I definitely know they prepared you to be a successful optometrist in terms of the technical aspects. I know that you learned quite a bit about math. I know you learned a lot about life. You probably learned a thing or two about a thing called love. But did they teach you how to grow a successful company at the college that you attended? It’s kind of embarrassing, but my practice management, which is the class that gets you ready for business, Business 101. I was given a couple of tips. Okay. And the tips went something like this. First of all, you should have your business card as much white on it as possible. As much white on the business card as possible. That’s step one of the three-step process to be successful. I’m writing this down. Huge. Because that denoted class and that denoted professionalism. Wow, this is, this is, you’re going to pump up my business, I’m going to make as much white as I can on every card, it’s huge. Huge, the more white the better. Very little black on there, okay? No black on the card, I got it. Step two. Step two. The sign on your business, on your front door, your business, needs to be small. You want it small, why? You want big biceps, you want to have a lot of white space, why would you want a small, a small sign? Why would you want that? That denotes professionalism. That denotes just the subtlety of I’m here. You know, you know, was it good to find me? Congratulations. You have found the place. Small sign. And number three, I’m embarrassed to say, but this is the true truth. This was like a lot of white space on the card. Small sign. Small sign. A lot of white on the door a lot on the on the on your card And the third step was you joined the largest church in town and you became one of the guys that passed around the buckets I’m not kidding you you became a bucket pass their outer moves Secret power moves of having a successful Business, I’m not kidding. Here’s I think you’re optometry mastermind entrepreneurial mind process this you’re going Guys, here’s a deal We’ve got 27 dudes I will pay you guys 20 bucks an hour to go out there and pass around the offering plates Each one of you will win a dr. Roberts out an associates shirt. I know anyone they and you’ll answer to Robert Okay, or dr. Z the pastor’s like a it’s a little bit shady. We shouldn’t be paying people to do this job No, but seriously, so if you are going okay. Okay. I have definitely graduated from college check the box well I got some student debt I don’t know the first thing about starting a business guess what you my friend are in good I hate to say it but you’re in the majority you are somebody who’s not an idiot you’re most people well here’s the thing that happens you’ve got to understand you know according according According to Forbes, you can Google this, it’s a thing, go ahead and Google it. It’s G-O-O-G-L-E. That’s nice, it’s Google. That’s nice, very nice. Eighty percent. That’s a big number. Of businesses that start up. Put the number in there. Or swim with the fishes. Swim with the fishes. What? Swim with the fishes? Yeah, someone met them with a shovel and they buried them. Why do you get that? Out in the desert. Why do you always carry the bleach and the shovel and the lead pipe? That’s the thing with you. The thing about it is 8 out of 10 businesses that start, yeah, and some, I’m telling you, you can Google this, folks, some people even have it as high as 9 out of 10 businesses that start, and you know, to start a business, there’s a lot of work. I mean, there’s a lot of money, a lot of time, a lot of emotion, a lot of, here we go. Mabel and I spent all weekend making that small sign. It’s a huge deal, making a business. I mean, next thing you know, you got people running around going, what do I do? And people always asking all these questions like, how much are we going to get paid? See, starting a business can take several minutes. No, it takes a long time. And then when you put on a fail rate of 80% to 90%, that is just intolerable. We are going to stamp that out with this show. I’m getting sad. I know, it’s crazy. I came for help. I’m kidding. Somebody give me a hug or something. I need some help. I don’t want that. But that’s one of the things about it is that people are ill-equipped. They don’t know what they don’t know. And that’s why when you came to me a couple, three years ago and you said, hey, listen, I’m loving business coaching, but I can only do a limited number of businesses. I’m turning business away because I’ve only got so many hours in the day and my family actually wants to spend time with me. And the whole non-compete was a huge thing. This is a thing I still have problems with today, is I’m helping people grow their business and they’re dominating and then their competitor reaches out, their competitor says, hey, could you help me? And I’m a good guy and I’m also an opportunist. And I’m going, hey, you know what? I want to help you and I also want to make the money. And so you kind of feel bad when you’re trying to help two of the same niche so you don’t and then you’re like, should I? And it’s just, oh, we got to scale it. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. So when you approached me about scaling it, you said, here’s what we need to do. We need to find goats, greatest of all times in their industry, in their segment. We broke it down. We had kind of the wheel and we broke it down in about 20 different compartments. Boom, boom, boom, boom, boom. We’ve kind of gone back and forth on that, but call it 20. And then what we said is, let’s go find people that are experts in that area. Let’s videotape them, let’s make it fun, let’s chop them up into like 15 minute videos, and then we can sell it like Netflix subscription style, and then that way people can have an access, even if they have a dollar up to $19 a month, they can get some business coaching that they need, that they require, that they’ve got to have. People are cheering right now, it’s unbelievable. We’ve got a whole team. Yes, they are. I can hear them. So I’m going to first tee this up, and I want to get Justin’s take on this. You to me, you don’t know this, but Vanessa when she worked as your front desk person slash the test prepper, she would prep the human eye for the visit with the doctor. She would help dilate the pupils. Is that what she’s doing? Up there. Up there. She was prepping, she was doing what we call pre-testing. Pre-testing. And doing the, kind of like when you go to the doctor, the nurse, it measures your height and your weight and takes your blood pressure and all that kind of stuff. So here’s the deal. Getting a chance to meet with you for lunch answered probably two years of questions where I was stuck. I couldn’t move past. I read all the books. I didn’t know what to do. And I just asked you a question, line item. I went and did it and it was like, bam, I have all the answers. It’s amazing because you almost think it’s self-evident. That’s just obvious. Well, duh, that’s how you do it. And yet if you don’t know, you don’t know. So mentorship has been huge for me. I mean, you have mentored me. So Justin, I want to ask you, as you built Elf in the Room, how big of a part has it been for you to have mentors or people that have kind of helped you along the way? How big of an impact have mentors made in your life building your business? So at the age of 26 when I was at rock bottom, I’m going to give you some music here. Oh, wow. But at 26, right, and so I surrounded myself with people that couldn’t help me where I wanted to go. So I approached you, Clay, similar maybe to you approached Dr. Z. And I had this vision, this idea, this dream. And you weren’t 100% into this dream, this idea of this men’s grooming lounge. And you shut it down time after time. But it was two years of mentorship, opening businesses, 4am, meet your house, driving to work. You shouted me to work every day. I made you get to work at the same time that I got to work every day. The notebook. The notebook, baby. Okay. Notebook after notebook, just writing everything. What did he eat for lunch? How long was he in the bathroom for? How fast does he walk? Right? Everything, seriously. I really walked slow. I do remember that. And I said, if someone who is successful makes more money than me, I need to walk fast. And then utilize your car as a mobile office. Always calling people. You weren’t catching up the newest hip hop song, rap song, right? Always motivational trainings or sales trainings or I was making sales calls. This is our Rocky. And we were just timing, day after day. Boom, boom. Building that brain muscle, right? Because I didn’t know where to start. And you guys just talked about your up and coming seminar you guys are having. I actually, I think it was at the Chamber of Commerce that I went to, and they helped me. But you helped me, actually. Now, when we come back, Thrivers, Marshall Morris, business coach, will talk to you about the power of mentorship. Stay tuned. I want to dedicate this song to my beautiful wife of 15 years, my incredible brown-eyed girl, the lady who has been the mother of our five kids. She’s been a chicken rancher, she’s been a great Oklahomie, and she’s put up with me for a long time. I mean, I remember when we first got married, I was trying to learn to become the not-likes-to-fight guy, because I used to be likes to fight guy and there’s a little how likes to fight guy processes the earth if you stare at likes to fight guy or you look at likes to fight guy or you step on his shoes if you ever step on his white his white shoes which I’m wearing now why you give her step on his white Adidas he’s gonna go he’s gonna he’s gonna box you and I remember I just got married and I just mentally committed I’m not going to fight people anymore I’m not gonna do it and so we go to target and there was a lady in line. I remember I set my items on the conveyor belt. I set them on the conveyor belt. You know, Target, what you do is you have that little divider thing you can set out. What do you call that thing? It’s like a little divider, like a plastic… Like a divider thing. Okay, so you put that down, and this demarcates that this is where your groceries are and this is where mine are. So she had already gone to the checkout. She’s going to swipe her credit card. I set down my thing. I put the line of demarcation down. And what happens is she looks at me and she goes like that. And I remember going, what? And she looks at me. She goes, she looks at the cashier, but she talks about me to the cashier. She goes, Oh yeah, people that are just so disrespectful. And I’m there with my wife and I still have not fully embraced and not likes to fight guy. And I’m like, I’ve been married for like maybe a month. And I look at her and she goes, she just keeps talking to the cashier. She goes, I’m telling you what kids today, they just have no respect. I just can’t even believe it. She’s talking about me. I am like within like four feet. And I said a series of horrible statements that made the woman cry. And then I followed her out of Target and continued yelling at her. You mean you helped her with her groceries after her car? No, no. I yelled at her and I just went, I was attacked her. And my wife was like, baby, stop. And I just go for it. And I got back in the car and I’m like, oh yeah, made her cry. Oh yeah. And my wife’s like, what is wrong with you? My wife’s been with me from that far to now in those situations. I just let it go. I don’t even care. I mean, if you want to say negative things about me in a line, I mean, it’s like, well, why would, I don’t understand why she had a problem with you putting that thing down. You know, there’s some people who are going through a thing. Yeah. And this is how I process it now. Some people are going through a thing. Oh yeah. And you setting your stuff down on the conveyor belt isn’t the thing. Maybe they’re going through a divorce, they’re going through a struggle. Oh yeah, totally, totally, totally. And you’re just the tipping point. And so they’re right, they’re near the likes to cry where it’s like a dam and it’s holding back the tears. And as soon as you set your item down, they’re… People today, they’re just so… Because it’s just… And I’m sure you probably… You’ve come so far, young man. I promise you this, Clay. It’s amazing. It’s almost a miracle of human… It is a miracle….of human nature, where you’ve come from. Because I’m sure if it was only a month after being married, you probably still had that angry, kind of Eminem look about you, the baggy clothes, the loopy earrings. And I brought that to your office every time I visited. Oh, you’re just Shady McShaderson. I mean, it’s just like… Every time I dropped Vanessa off, if you got eye contact from the Zolhan, it was like, who is this strange man? Who is this guy? We’re like… Because you kept coming around because you guys had the one car and you had to drop her off, pick her up. So you’d get there early, you’d stay late, you’d kind of snark around, you know? Stubwoofer in the minivan. I never turned it off for your customers. Every customer comes here. And so I didn’t even know what I didn’t know. And that in my mind is the value of a business coach, because they can point out to you what you don’t know. The things that you don’t know will keep you from growing. The things you don’t know will still hurt you. And that leads me to Marshall. You have been business coaching now. You’ve come through the system. You’ve got how many clients now in your business coaching? Almost a doubles, bakers dozen. Oh, wow. Wow. There you go. And what probably just from the hip, I know we didn’t talk about this over the break, but from the hip, what’s probably the number one thing that most people, you’re talking about 24 people or thereabouts, 20, 24 people, what’s like the number one thing that people don’t know they don’t even know? I mean, come top of mind. I would tell you the one thing that people don’t know, what they need to know, is that they need to start hiring now, even if they’re fully staffed at their company. They need to start hiring before their staffing becomes an issue. And the reason why is because when you look around at your business and you look around at the inefficiencies, you’ve grown several businesses and one of the core foundations of those businesses that you’ve built are the processes and checklists. And when you don’t have good staff operating those processes and checklists, it’s very easy to say, hey, we need to go back to the drawing board, hey, we need to adjust the script, hey, we need to adjust the checklist, when really it’s a human problem. And you saw this happen. We had a young lady who’d worked here for a while, she’s a nice lady, and recently she told my wife and one of our team members, she said, hey, I’m getting married, so I may be moving soon. And if I hadn’t always been interviewing and you hadn’t been always doing those hiring processes, I probably would have felt bad. I probably would have been, oh my gosh, how are we going to staff tomorrow? How are we going to fill in? How are we going to deliver? But instead, I’m like, okay, let’s let her move on. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. Now, from a marketing perspective, okay, hiring is a thing. Okay, let’s go with sales. Where do most clients you’ve worked with, I mean, you’re talking about success stories, you’ve helped, there’s one research lab I know of, you’ve helped them almost triple in sales. Unbelievable. What is the one thing that everybody listening right now is probably getting wrong in the world of sales. I got two moves. Oh, wow. Here we go. Marketing and sales. Number one for sales, the first move that most people are not doing is call your leads. Call your leads? Call your leads. Call your leads. That’s a huge thing. And so business owners, they are going to spend a ton of money. If you’re watching this right now, if you’re listening to this, you’re spending a ton of money on marketing right now, and you’re waiting three or four days to call back your leads. Justin, Elephant in the Room, we have more people that reach out to us right now than what you can even, what our team can even keep up with. And it’s kind of this crazy phenomenon where someone will fill out a form and our team will call them and people don’t answer the phone number when they don’t recognize the phone number. How have you been able to combat this at Elephant in the Room? So once we put that initial call out and people usually don’t answer a call they don’t know, we’ll follow up with a text just to notify who we are. Maybe they’re in a meeting too. So that way they can actually communicate through us via text, via email, or through phone. So we just want to open up the floodgates of communication and since we do have that call center, it’s worked tremendous for us. I tell you what, Clay, one of the things that I am very impressed about that our team is doing, especially in the in-person workshop and the coaching, and that is all this SEO. I’m old school, you know, I’ve been in my business going on 26 years now. I mean, back, you guys, you young kids may not even realize, but back in the day, we didn’t even have the thing called the WWW internet. You know, when Dr. Z first started his business, this was the theme song he would play every day when he came to work. I think it’s very vital. He would play this. And he’d be wearing a jean jacket and he’d be rolling in his Volkswagen. I was hooked up. Oh, man, he’d carve with a big old button that had Paula Abdul’s name on it. I mean, that’s how old school he is. Unbelievable. It is, but I’ll tell you what, when you come to the in-person workshop, you get some hands-on training on SEO because you may be saying, I want to be, you know, I’m on page seven of Google and that’s really good. No, nobody goes past page one. It’s just the reality of it. And if you do, God bless you. But the thing about it is that learning to get to the top of Google is perhaps seven figures to some people. It’s millions of dollars worth of stuff. I mean, that’s a big move. I’ll give you two examples. I know of a property management company I met with today whose business is blown, has blown up completely as a result of this. I know of a dentist in Tulsa that is scheduled to date, he sent Deidre, one of our coaches, an email. He said he has seven times more clients this year than last year as a result of Google. And Marshall knows the secret. So Marshall, we teach these at the workshop. Is this correct? Is this truth? This is truth. Anybody, anywhere can learn search engine optimization, OK? And I’m going to give them four quick moves. Give it to us. Give it to us. Four quick moves. Number one, you have to have more content about whatever your given keyword is than your competitors. More content. Give it to us. We need more. Number two, you have to have a Google canonical compliant website. Oh, you just said word. You’ve got to follow all the rules that Google sets forward. Okay. Number three, you have to be mobile compliant. You have to be mobile compliant. The word on the street is people are using their smartphones. And number four, you’ve got to have more Google reviews than everybody else. Oh, knowledge bombs left and right. If you want a knowledge bomb buffet, you want to learn everything you’ve ever needed to know to start or grow a successful business, you need to right now. If you know somebody whose business is in the toilet, if you’re married to somebody whose business is in the toilet, if you have at least $7 in your pocket, put your hand up and if you want to start a business, put your hand up. Get out to the InPerson Thrive Time Workshop. It is the world’s best business workshop. If you do not believe me, please read the reviews. Come check, check, check it out. We have a money back guarantee. What a money back guarantee. Absolutely the world’s best business workshop. It’s practical. It’s the stuff behind the stuff. It’s the knowledge you do not get in business college. There has never been and there never will be a better business workshop. It’s that detailed. It’s specific. Z and I are not guys who said, Hey, you know what we’ll do is let’s just come up with a system where we sit when they come to the event We’ll sell them another system. No, this is the stuff. We’re teaching you the specific stuff It’s at the thrive 15 comm world headquarters in beautiful Jinx, America Z. Where can they learn more information? You go to thrive time show calm that thrive time show calm and while you’re here You might want to sign up for some one-on-one business coaching might say these guys have impacted my life so much I want a little bit more and I want to personalize. We have that available. You can go on thrive15.com for $1 the first month and $19 following that. You can be business coached and mentored up. Folks, we’re here for you. We’re your business source. I’m telling you what, Thrivers, it’s hard to build a reputation based on what you’re going to do. So take action today. And as always, three, two, one, boom! All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million of expenses, it’s kind of pointless. Holy crap! Alright so the question I would have here for you if you could take like 10 minutes or less and see if you could save 3,000 bucks a year by reducing your credit card fees would you do it? Yes absolutely. Why would somebody out there who’s listening right now who has a sane mind why would they not go to thrivetimeshow.com forward slash credit dash card to schedule a ten minute consultation to see if they can reduce their credit card fees by at least three thousand bucks a year. Why would they not do it? Yeah, why would they not do it? Maybe because they didn’t understand how you said the website. This tree is a symbol of the spirit of the Griswold family Christmas. No, that’s clear. Okay, so that can be true. So I encourage everybody to check out thrivetimeshow.com forward slash credit dash card, thrivetimeshow.com forward slash credit dash card. What would be another reason why someone would not be willing to take 10 minutes to compare rates to see if they could save $3,000 or more on credit card fees? Maybe they think it is a waste of time and then it won’t. It’s not possible. There’s somebody out there that’s making more than $3,000 every 10 minutes and they’re like nah, that’s not worth my time Probably some someone out there. Okay, I would think that well I’ll just say it folks if you’re out there today and you’re making less than $3,000 per 10 minutes I would highly recommend that you go to thrive timeshow.com forward slash credit dash hard Because you can compare rates you can save money, and you know, the big goal, in my opinion, of building a business is to create time freedom and financial freedom, and in order to do that, you have to maximize your profits. Holy crap! Now, one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It’s a profit deal takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average? I am at a loss and I cannot think of any other reason. Shampoo is better. I go on first and clean the hair. Conditioner is better. I leave the hair silky and smooth. Oh really fool, really. Stop looking at me swan. Well let me tell you a good story here real quick. I actually years ago compared rates with this company here called IPS. It’s Integrated Payment Services. And I scheduled a consultation. I don’t know that was skeptical I just thought whatever I’ll take 10 minutes I’ll compare rates I can’t tell you can tell me I’m a doctor no I mean I’m just not sure but can’t you take a guess well not for another two hours you can’t take a guess for another two hours and in my case in my in my case my particular case I save over $20,000 a year. Holy crap! Wow. Which is like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. OK. Oh, God. Everything OK, ma’am? It’s just that you’ve only scanned a few items, and it’s already $60. I’m so scared. OK, I’m a trained professional, ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town, and they want a charcuterie board. This isn’t going to be easy, so I need you to be brave, all right? What’s your name? Patricia. Patricia, all right. I need you to take a deep breath. We’re about to do the cheese. You know, that’s the difference between eating organic and not organic. So because my wife eats organic, I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies. One question, what’s the brand name of the clock? The brand name of the clock, Rod, do we have it? The brand name of the clock, it’s an elegant, from Ridgway, it’s from Ridgway. Let’s… Let’s buy… Buy the clock. And sell the fireplace. I encourage everybody out there, go to Thrivetimeshow.com forward slash credit dash card. You schedule a free consultation, request information, a member of our team will call you they’ll schedule a free consultation it should take you 10 minutes or less and they’re gonna compare rates and see if they can’t save you more than three thousand dollars a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money because at the end of the day the goal of the business is to create time freedom and financial freedom in order to do that you need to create additional profits. 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 wanna let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, you know, asking our customers for reviews. And now we’re the highest rated and most reviewed Pest and Lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers amazing, right? So not only do we have more customers calling in we’re able to close those deals at a much higher rate than we were before Right now our closing rate is about 85% and that’s largely Due to first of all like our Google reviews that we’ve gotten people really see that our customers are happy But also we have a script that we follow and so when customers call in they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah. So here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible. But the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews, that way we’ve really been able to come up with a really great team. We’ve created and implemented checklists that when everything gets done and it gets done right, it creates accountability, we’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast like Jared had mentioned, that has really, really contributed to our success. But that, like the diligence and consistency in 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 the success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. And we didn’t know. Okay, the last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, and they taught us those systems. They taught us the knowledge that we needed in order to succeed. Now it’s been a grind. Absolutely, it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. 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 percent 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 the use of services, you’re choosing to use a proven turnkey marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchising. Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crocker, the head of Disney with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours, where he does these tours all across the country, where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every 6-8 weeks he’s doing reawaken America tours. Every 6-8 weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that, we became friends. My most impressive thing was when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run and 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. He’s impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to 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. 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 Thrivetime Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website, we’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter Bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. You go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their phone. OK, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s an up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with you. So I’m looking, we’ve been good friends 7, 8 years and I’ve got doubled 5 times. Which is just incredible. I mean the first time you do it, that’s one thing, but when you do it repeatedly, I mean that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it. But we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. And the best executives, Peter Drucker is a father of modern management, he said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. That’s really what it’s all about. With a script here, we have a brand new gal that just came in working for us. She nailed down the script, and she’s been nailing down appointments. Usually we try to get one appointment for every hundred calls. We make two to three hundred calls a day per rep. Right. And she’s been nailing down five and eight appointments a day. Somebody out there’s having a hard time. On that script. So she’s making how many calls a day? She’s making between two and three hundred calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, or let’s say you bought a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe even further down the road, maybe 2013? 2012. Okay, so 2012, and at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we re-meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. But do you remember when we first reconnected? Yeah, well we had that speaking thing. Oh, there it was! So it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship, but I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn, I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. You know, working here, you can’t be a mediocre person. You are a call to a higher standard of excellence and then as you’re called to that standard here, you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall, in the group interview, talks about how the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory, and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I would say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is it’s unique in that I don’t know if there’s anyone else’s that can be as passionate. You know whenever a business starts working with Clay it’s almost as like Clay is running that business in the sense that he has something at stake. You know he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that wanna get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people, and in short, anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay, I literally carried a notebook with me all around. I was looking at this notebook the other day, actually. I carried a notebook with me all around, and I just took tons of notes. I filled the entire notebook in about about three or four months just from being around Clay, following him, and learning from him. And then I would say come coachable. Be open to learning something new. him. And then I would say come coachable. Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted.