Entrepreneur | The Proven Path to Grow & Scale a Business Featuring Clay Clark & Long-Time Clay Clark Success Stories Steve Currington of www.SteveCurrington.com, Aaron Antis of www.ShawHomes.com & Clay Staires

Audio Transcription

Get ready to enter the Brivetime Show! Started from the bottom, now we’re here. Started from the bottom and we’ll show you how to get here. Started from the bottom, now we’re here. 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 what I’m about. So if you see my wife and kids, please tell them how it’s C and Z up on your radio. And now three, two, one. Here we go. So I’m going to have you pull up, go to step one, Sean, on our schedule events, step one. And what I want to focus on, we’re going to focus on is, and I’m going to try to say this, speak this, hopefully this happens for you. The Bible, Proverbs 10, verse 4, it says, God blesses the hand of the diligent and punishes the slacker. Now, the way my mind works, I only read punishes the slacker. I’m like, oh yeah, I love this verse. But if you go to like a hobby Lobby who’s been hobby Lobby You can buy these verses where they’ll say like God blesses the diligent But they leave off the part that says and punishes the slacker. Okay, so let’s go pull up a new tab Okay a new tab and look for Proverbs 10 for King James. Okay, so it says God punishes what no God blesses the hand of the diligent. He punishes the hand of the slacker He becometh poor that dealeth with a slack hand, but the hand of the diligent man maketh rich. Well, what does diligent mean? Diligence, and you should write this down somewhere. I recommend that you make page zero kind of your catch-all for notes, you know, page zero. It’s just on the back, you know, when the opening cover and the, okay, right there, the white page there on the back of the cover. But I would just say page zero, you know, diligence is the consistent application of effort over time. That’s what that is. So, you know, like today my alarm went off at three. This is just what happened. I don’t know if you care, but this is what happened. My alarm goes off at three. And I go, nah, these are the sounds I make. Pray for my wife. Nah, because I don’t want to wake up at three. You know, now I go to bed at nine. So I wake up at three, but I don’t want to, you know, but then I’m happy with the results we get. Somewhere on page zero, you should write this down. This is important. Okay. Okay. procrastination is the giant. Okay, so somewhere you can craft it how you want. I’ve got out front on the wood on the wood sign out there. But this is the thing. inspiration is the reward. inspiration is the reward, alright? Procrastination is the giant, and action is the sword. Kind of rhymes. Inspiration is the reward, inspiration, inspiration is the reward, okay? Inaction, or procrastination, that is the giant, and action is the sword. So what I see is a lot of people, and Aaron, you are from the home building game, so I’m gonna give you the honorary hammer here. Okay. And then Steve is from the mortgage game, so I give him the honorary nail. Now, this is a wood podium here. Now, this is what, this is, but before you hit, I want to make sure we’re on the same page here. I see so many smart people, and it’s because you went to so much school that made you dumb. I pray for your soul, you pray for my soul. Now, I mean this, but there’s so many people like, yeah, but what do I need to do? And I go, well, in order to hit the nail, in order to make the nail go into the wood, you gotta hit it. And they’re like, yeah, but what’s the best way to hit it? I’m like, hit it with the hammer. They go, yeah, but I mean, what’s the best form? And I go, I don’t know. And they go, but I got anxiety about hitting things and noise and I just, the distract, when’s the best time to hit it? Should I hit it at noon? Should I hit it at four? And we go, what are we talking? Are we talking about calling our leads here? Are we talking about nailing nails? Because clients will say, when’s the best time to call your leads? Well, James, where’s James at? James, what time do you start calling leads? 7 a.m., when do you stop calling leads? How many calls did you make yesterday? 350, and we do it every single day though. That’s like our normal, you know? So if you’re worried if it’s too early to call your leads, call them and ask them. I’m being real. So people fill out the form for the Reawaken tour, just as an example. They’ll fill out the form at 5am. So we’ll call them. James, have we not sold a ticket at 2 in the morning? Yeah. Often times I’ll come up here and sell tickets at 3 in the morning. It’s a lot of fun. People are like, Clay? I’m like, Carl? I just filled out the form. I know it’s crazy. I’m up here up to let’s buy a ticket So I’m just you but again, there’s these boundaries and someone needs to think about this There’s these boundaries created by FDR and his lesbian wife in 1938 called the 40-hour workweek and you’re like I don’t know if it’s ethical to call after five All those people say I don’t know how many times I should call the lead. I don’t want to bother them I’ve never had that thought but you maybe you might have that thought. So you just keep calling them until they cry, buy or die. When they’re dead, you know they’re done. Cry, buy or die. Cry, stop calling me. Buy, they bought something. Die, they’re dead. Okay? Call them all until they cry, buy or die. Use that strategy. It’s incredible. Call them all. Who? Everybody. Okay? I had a church I worked with, a small town church back in the day, and he found out, this is powerful, he found that at his church, Steve, if they knocked on 100 doors and said, hi, we’re the local church, we want to invite you to church this Sunday. One person would say yes. Now, think about this. Hundred door knocks equals one person says, yeah, I’ll come to church. Then if they want to get to people, how many doors they have to knock on? Two hundred. Yeah. And the pastor, it was a credible, credible strategy of talking to this guy. A better door knocker, bro. They need it. That one sucks. Get a new door knocker. So let’s go ahead and take out the hammer here. Let’s go ahead and hit the hammer and demonstrate. Okay. Go ahead. Steve, I’ll let Steve. You hit the nail yourself. And just hit it until it goes all the way in. All the way down? Yeah, keep going. We’ll just… Oh. Oh, no. No, wait, wait, wait. Hey, hey, hey. We can take this. Where’s glue and nails? No, this isn’t… Glue and nails, you want to come here? Look where his hand is. I don’t… This is not meant to humiliate you, Horatio. This is so wrong. I’m not trying to… This is Steve’s first manual labor. Just… Keep going. Come on! Yes! Oh, yeah. Okay, now, the thing is, the question was, thank you, Steve. Let’s hear it for Steve. Good job, Steve. Now, Aaron, I’m gonna kick you out of here for a minute. Steve has earned a little mic time, then I’ll bring you back up here, okay? Okay, so the question people ask me is how many times do I have to call my leads? Who else wants some? Until it’s done. So we’re gonna go here to, Sean, pull up the first testimony. This is an accountant on step one. Pull it up here. This is a client we worked with. We work with, mutual friend of a lot of the people who are here and I want you to play on here, crank it up a little bit, Sean, so you hear this is an actual client. Hit play. Paul Hood. He drives a McLaren. I’ve been a CPA for 33 years. And what kind of growth have you and your great team had here over the past, let’s say, five, six years? The last five, when I met you five years ago, we were doing three million. This year we’ll do 24 million. Which is more than, he’s an accountant, so we’re going to talk about that. Paul used me to Bob because he said there’s a guy that came into my office looking to raise some capital. Anyway, so Paul’s grown his business from $3 million to $24 million, and it wasn’t by sitting around pondering the best time to call the leads. Make sense? So, there’s all this deep, strategic, I don’t do any of that. I’m all about action. That’s my whole thing. My whole strategy is based upon action. So we’re going to go here to step one in the book. So if you’re following along here, we’re going to step one. So we’re flipping through page number. Page number would be helpful. Sean, when you find the page number, you yell it at me, and then I’ll be looking too. Okay, this would be chapter one. Okay, here we go. Feeling the flow. Okay, this would be page number 20. Page 20, okay? Page 20. You go to page 20, all right? Page 20. 20. Okay, we’re going to go to the bottom of page 20, page 20, well let’s go to page 21. 21. Are you going to use a GPS or spend your time chronically lost? What I find is that people struggle finding what works and so they’re trying all these different ideas and there’s people that are running around selling you ideas that could work, that’s the idea. So let me just give an example. Steve Carrington? Yeah. You do a lot of mortgages. A little bit. How many times has a marketing company called you and pitched you a marketing move that’s going to help you generate thousands of leads? Every day. And they’re always like a get rich quick move. It’s like if you don’t do anything, then you’ll have massive success, but the next step is you don’t need to do anything. It’s automated. Automated. Have you heard this? Am I the only one? 18 amazing church growth strategies they don’t want you to know. Signed, Satan. What? Satan? Have you seen these kind of things? There’s always these get rich quick ones. So we’re going to go here into this box. We’re going to put a lot of energy here into this box. We’re going to circle this box. This is box number six, okay? If you’re taking notes, page five. These are the boxes. This is how you grow a mortgage business. I’m going to give you the secrets, but this is how you do it. This is the proven plan to grow and sell our mortgages. Steve, you make a list of the top 100 realtors. We call this the Dream 100. Why do you have to make a list of the top 100 realtors, Steve? Because there’s 7,000 in Tulsa and 10% of them do it for a living, so most of them are good people, but they suck at selling real estate. So again, if you’re taking notes, you’re on page five. I want you to fill in your own boxes here. But the mortgage industry, you’ve got to make a Dream 100 list of the top realtors. Why? They’re the ones that are selling. They’re the ones that have customers. They’re the ones that are going to have people to send you. Now, have you ever met somebody who’s not a top seller, but you know they will be soon? Have you ever had that happen to you? Yeah. I met one the other day, Monday. You introduced me to him. But I’m saying, you’re aware. You’ve seen some rising stars. Yeah, for sure. But you want to make a list of the top 100, okay? Second step, if you want to become a millionaire selling mortgages, I’m just walking you through the specific plan. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. You’ve got to have a list of the top 100. Okay, second step, this is, if you want to become a millionaire selling mortgages, I’m just walking you through the specific plan. You got to have the most objective reviews. Stairs, why do you, when you work with your clients, whether they’re in the mortgage industry or home building or whatever, why do they have to have the most objective reviews? Why is that? Well, first of all, studies have shown, Sean, what is the source on this I forget we always ask Sean but the idea that people will trust and an objective review as much as Talking to their best friend They will trust a review that much so if you have Objective reviews you can literally build word-of-mouth Right there when somebody without talking to people let’s do a Google search right now getting those reviews That’s number one number two the more reviews you get the higher Google will rank you so you’ll be able to be found Let’s do a search for satellite beach Pizza satellite beach one of our clients. They might be watching online right now big shout-outs Trish and Dave rich They’ve been a long time clients. We’ve helped them grow eight times larger, but if you scroll down Okay, you should see Papa Gallo’s. Okay, you see Papa Gallo’s? Who cannot see that? Who cannot see that? All right, Thrive Nation, on today’s show, I want to give you an encouraging word. These are actual real people, real clients we’ve worked with. They’re not holograms, and they’ve had real success. And I know we’re living in a challenging economy and a challenging world, but I’ve worked with these guys for years, and they really are diligent doers and I just wanted to celebrate their success and let you see that it is possible to achieve massive success in this crazy world. Dave and Tricia of Papagallos the Morning Glory welcome on to the Thrive Time Show. How are you guys? Hey Ben, how are you? Doing well. I’m fired up. So Dave I gotta start with you. How long ago was it when you first heard about us? How many years ago What year was that, sir? 2017. 2017. A customer actually mentioned you guys, and we looked into it. I remember our first call, I had to hide in a storeroom to get a half an hour to talk to you guys. You first heard about us six years ago. We’ve been working with you since that time. Trisha, I know that you look at the numbers, and so does Dave. When you think about the growth of Papagallas from that first call to now, and then you started Morning Glory since that time. What kind of growth have you guys seen? Oh God, the Papagallos side, it’s probably four times what it was when we met you guys. And then Morning Glory was an idea, so it’s kind of hard to think about the percentage of growth because it wasn’t a thing yet. So, but that business is doing well too, right? Morning Glory? Yeah, surprisingly good. Sometimes it upsets me how well it’s doing so fast, but a lot of the things we’re doing we didn’t do with Papagallos because we didn’t know. And we got to implement some of the things we learned from you guys with the new place, and it’s taken off a lot faster. Now your business has a lot of things that you, a lot of variables, and I’m going to kind of march through them, and I’m going to see if you can teach our listeners about this here. So the first thing with Papagallos, the food has always been great. If people are in the Satellite Beach area, they need to check out the food. So I’ve never had, most restaurants I work with, I have to work with them on food quality. I’ve never had to work with you at all on food quality. However, the one area you guys were not getting reviews from your happy customers. People love the food, but we weren’t getting objective reviews and people read those reviews. Can you talk to us, Dave, about the importance of, I know I harass you about it every week, but can you talk to the listeners out there about the importance of gathering those objective Google reviews and oftentimes video reviews as well? Oh, absolutely. I didn’t think it would be that huge when we started down that road, but every week we get people that come in and go, oh, we drove 40 miles because we read the reviews about the place. And to be honest, if we go out of town, the first thing we do is look at the reviews as well. So I mean, you don’t think it’s going to make that big a deal but it’s a game changer for sure. Now, Trisha, on the websites, we’ve worked to create the websites for both Morning Glory and Papagallos. And I find a lot of business owners can get stuck infinitely doing small little minutia changes to their websites instead of building a website that ranks in Google. We’ve worked with you guys on building both websites, and we do have to update the menu pricing from time to time and do some things. But how much of a game changer has it been having websites that actually come up top in Google? Well, I mean, coming up on top in Google is huge because everybody’s using their phones these days to ask where they should go. So for that to just pop up up top is, you know, you can’t put a number on that for what it does for your, your income and the people look and search your website. I mean, Dave was writing blogs and stuff that helps with the SEO and coming up high on that. And we got a catering just from her reading one of the blogs. I mean, how do you put it? Yeah. Yeah. Yeah, it’s just been, that part of it’s been a big eye-opener for me because I just didn’t put that much weight on it until we started. We always kind of start with, we’ll try anything until it doesn’t work, so we went in with that, you know, full blast, and it just blew my mind how well that worked. Now tracking results is a big thing, and I love working with you guys because you’re diligent people that show up to work every day. I don’t care how good of a boss you are in the restaurant business. I really don’t. No matter how great of a boss you are, you’re going to have turnover in the restaurant business because young people who are waiters and waitresses, they decide to move, they get pregnant, they get another job. There’s a lot of variables. You’re never stopping recruiting. Dave, I can’t tell you how many restaurants I’ve worked with over the years, and I tell them, listen, recruiting is a never-ending process as a restaurant owner. It’s like a garden. You have to pull the weeds every week. Can you talk to the listeners out there about the importance of you never stopping recruiting? Because again, I could give you all the advice in the world, but if you would not have implemented it, it wouldn’t help. Can you talk to the listeners out there about the importance of never stopping recruiting? Well, it’s just from week to week, like you said, you never know. One day you don’t have enough shifts, and then the next day you come in and four people disappear in the night. You don’t even know what happened to them. And by having people lined up to come right in, it smooths over the transition. And it’s this never ending process. And it seems like lately, the new younger groups that come in, the younger kids, they just change jobs every four or five months just because, you know, when I grew up, you got in a job, you liked it, you stayed, but it’s not that way anymore. People change just for the sake of changing. So keeping the recruiting going keeps staff. Now, this is a big thing. The experience itself is a wow. And I know we worked with you guys on making sure we had an intentional wow moment in terms of the decor, the atmosphere, the music, everything. And again, you guys have great food, but let me get Trisha’s thoughts on this. When people go to Morning Glory for the first time, or they walk into Papa Gallo’s, and I’ve had friends of mine, the Johnsons, Jared and Jennifer Johnson actually came to your restaurant and their comment was, wow, that’s awesome. Can you talk about the importance of being intentional to make an experience that wows their nutrition? Well, I mean, that’s the people look with their eyes first. So they don’t even see the food yet. So if they’re looking at your, you know, seating or your walls or, and they don’t get that kind of wow from it, they’re not going to get the wow from the food either because that comes later. So it’s very important, especially ladies with bathrooms and stuff, it’s huge. You know, if you’ve got a really poorly put together bathroom and the lady’s got to go in there and they just don’t like it, they’re not coming back. Even if your food is amazing, if your bathroom isn’t there, it’s just a game changer for them. Now checklists and processes. You guys have done a great job making checklists for everything. I’m going to pull up these websites here. Again, if you’re in Florida, it’s worth the drive. Papagallows.com, MorningGloryEatery.com. It’s worth the drive. You’ve got to check it out there, folks. Checklists and processes for everything. Dave, you’ve got to make a menu. You’ve got to have recipes. You’ve got to have checklists. You can go out there and make a great menu, but you have to deliver on it. You guys do such a great job of that. You have a menu, but you got to deliver on it. So you’ve got the recipes and the checklist. Can you talk to the listeners out there about the importance of taking the time over these past six years and even before that of building checklists for everything? Well, it’s just, especially in the kitchen area, the cooks, even though you tell them certain things, if it’s not written down and make them measure, everybody wants to put a little more of this or a little more of that and then that messes with your consistency. So having that recipe and being able to see somebody putting something together like the dough recipe and see the measure now how much goes into it versus just eyeballing it is a big deal. And if there’s a checklist and you can just see, okay, it’s out or it’s not, and I’m constantly in the kitchen saying, are you measuring? And use a checklist because they don’t, you know, everybody wants to put their little spin on stuff and you just can’t have that. Now, one thing I really enjoy about working with you, Tricia and Dave, is you’re really, really wonderful people. And you guys aren’t petty people, you’re not, but petty means focusing on small things. You’re not ignoramuses, you’re not jerks, you’re kind people. And so it’s fun to help amplify your business and to see it grow. But growing a business, again, is like growing a garden. You have to pull weeds every week. And so every week I hop on the phone call with you at least once a week, sometimes twice a week, three times a week. Or the website will go down, or there’s a pricing increase, or something will change. Or when the COVID lockdowns happened, it was getting PPP funding. And there’s just so many of these urgent things. I’d love to get your thoughts, Trisha, on what it’s like to have our team available to help you in your times of need on a weekly basis. Because a lot of people view growing a business as an event where really it’s a weekly process. Can you talk to listeners out there about the value of having a weekly support team that you can trust? Yeah, I mean, like with our menu and stuff, especially after COVID, you never know when we’re going to have to change something because we can’t get a product anymore. Or like exactly today, we just found out that one of our wines is discontinued and no longer available. So that’s just going to put a new change on the menu or onto the website as well. The website’s gone down and all of a sudden we get a notice from a customer that it’s down. And now we even have the beach jam on it, which is huge, which you guys helped us with. So that’s got to be up and running, you know, 24-7 as well. I think with COVID, when we were going through COVID, you were ahead of the game as far as everybody else. Like, we still are getting stuff for ERC credits, you know, which we have already done thanks to you guys being able to tell us, you know, hey, you need to look into this. So I think your help in all those areas, you know, like you said, on a weekly basis has kept us ahead of every little thing that’s come our way, especially if you’re COVID. Now, Dave, I have a printer guy that I probably haven’t talked enough about my printer guy, but I have a guy, if you’re out there listening and you’re in the Tulsa, Oklahoma area, I will give you my printer guy’s number, bud. But I have printers everywhere in my office, printers, flat screen TVs, and I’ve worked with the guy, I think, for 10 years. And every time a printer goes out or a TV goes out, I call him. He comes by and fixes it. I can’t tell you how rare that is to have a vendor that I actually am not fighting with every week, every month. This guy is on it. Can you talk, Dave, about that? We work together every week. The relationship that you and I have, I think, is very responsive. If you have something, we knock it out. It’s sort of that win-win relationship. Can you talk, Dave, about the importance of having a team that you can trust to work with you? Because I know there’s a lot of squirrely vendors out there. Well, the biggest help with that is it’s like we get an objective opinion on something. Like, you know, you kind of know what you’d want to do on any given circumstances, but being able to pick up the phone and have access to your experience and your expertise and say, yeah, that’s a good idea, or no, stay away from that because this is why you don’t want to do it. And it’s objective. So it’s not somebody who’s actually got a vested interest in what’s going on, but we get an opinion really quick. And a lot of times we agree with it and it just reaffirms that this is something you should do or shouldn’t. Now, Tricia, one of the things I did when I was growing my first company, DJConnection.com, is I had a company I hired for graphic design. And somehow no matter what we talked about, it was always $4,000. And then I had a web guy, and every time I’d call my web guy, I don’t know how, but it was always $400. Every time I talked to him, $400, 4,000 graphic design, video guy. I don’t know why it was, but it was always $3,000. And then they would never talk to each other. So my video guy, my web guy, my graphic design, and there was all these vendors, and I could never get any of them to communicate. And I always had these massive bills. How helpful is it for you doing the budgeting? I know you work together doing this, but how helpful is it for you knowing that it’s going to be a flat rate every month, that’s what it’s going to cost? Well, I think we’ve had those conversations before, you know, with like the web and the printing, which we do a lot for at the restaurant and stuff like that. Just have one person, one place, have all of our information already, one-stop shop, you know, instant response. We’re constantly, I think since COVID we’ve been talking about this a lot, but at least nobody really does their job anymore and follows up on what they’re supposed to do. So we turn into being babysitters and making sure that people do their job. But we don’t have that with everything that you guys do for us. We just know that we reach out to you whenever it needs to be done. Don’t even worry about price. It’s already set in place and make it happen and actually get it done and not have to babysit you. It’s huge. I mean, I don’t know how to spend on that. My final two questions I have for you is, why should anybody out there who’s in the Satellite Beach area, why should they come by Papa Gallo’s and Morning Glory? Why should they do it, Dave? Why should everybody come by at least once? I would argue people might want to plan a vacation just around the idea of coming to Morning Glory and Papa Gallo’s. Why should people check it out? I think the biggest thing is we’re local. We’ve been, Pobbe Gallows has been around for 33 years, Morning Glory going on four. So we’re part of the community. If you want to get an idea of what the community is like, some of the kids have grown up in our place working. So it’s just a local place. It’s a local taste of, you know, Florida, really. Beach is right out back. You can look at the ocean and have a drink or have a pizza or Eggs Benedict and look at the ocean. It’s just a nice Florida experience. And a lot of the comments we get with our staff is, you know, a lot of the people go to restaurants and such, but when they come to our restaurant, the staff is always happy and are there to, yeah, friendly and are there to serve you, not just, oh, you’re another customer, you’re another table, you know, kind of do a shoddy little job and move on. You know, they really do care. And I think that comes from Dave, you know, caring about the food as much. It’s gone on to the staff as well. And it shows through the customers’ responses. And I’m not asking for the number on the show. I’m not asking for a specific number. But since we’ve started working with you, I believe Papagalas is four times larger. And I believe Morning Glory is about the same size as Papagalas. Is that is that accurate? Yeah. And like I said, sometimes it’s it’s it just drives me crazy because it took 33 years to get Pabagalos to that level. And Morning Glory sometimes beats it and it just drives me bananas. But it’s, I mean, it’s, like I said, when we started with Morning Glory, we started with both feet in the right place and knew where we were going, where we spent a lot of years at Pabagalos trying to figure stuff out. And having you in our corner to just bounce ideas off of is a huge comfort and help. Well, Dave, I really do appreciate you guys. And I will listen to my final question for you there, Tricia. For people out there that are thinking about coming to one of our workshops or thinking about hiring us for consulting, we only take on 160 clients. So I don’t want to waste anybody’s time out there who wouldn’t be a good fit. And I want to respect everybody’s time, but who would be a good fit in your mind for what we do? I mean, pretty much anybody. I mean, you’re not a niche one type of like a restaurant type of person to go to. You do it with all the businesses. So anybody that has a business that wants to grow their business or even make it better and set up the systems and stuff like that, definitely don’t even hesitate. Just give them a call. Well, I appreciate you guys. Thank you so much for carving out time. And folks, if you’re watching today, I want to encourage you. We’ve had the craziest last, what, four years, three years, possible. It’s never been more difficult to hire people. And Dave and Tricia have done it. They’re very normal people. They’re not holograms, but they’re very abnormally diligent. And so if you’re out there today and you’re a diligent person, I want to encourage you that you too can have massive success. Thank you guys for carving out time, and we’ll talk to you soon, okay? I can see it. Okay, how many reviews do they have, Ernie? I’m picking on Ernie. 2.7k. Stop it, you’re not Ernie. I rebuke you, okay, Ernie. Hey. Okay, Steve, back to you. Do you wanna one up him on that number? 2.7k. Okay, but it’s a lot. Sorry, I read the number. Now how many of you, I’m just being real, just the show hands, I wanna know, because you guys are, well some of you listen to my podcast, so I know who you are. You’re duck, duck goers. We’re duck, duck goers. We know. But most people don’t. So most people, they do a search for papagallos. They go to Satellite Beach. If you’re in Satellite Beach, what would you do? And I want you to write it down. Don’t tell me. Just write it down. What would you type into Google? I want you to write this down. Somewhere on page zero, if you’re in Satellite Beach right now, don’t tell me out loud yet. Just write it down. What search engine would you use, and what would you type in if you were looking for pizza? You and your wife, you and your husband, you’re in Satellite Beach, you’re looking for pizza. Don’t tell me. Write it down real quick. Don’t look at the person next to you. No groupthink. Groupthink is terrible. Groupthink. No groupthink. No cheating. Here we go. I know what they’re going to put in. Zach, what would you type in? Pizza. Pizza? And then what search engine? Google. Google? You’re sick. Okay. Ernie, what search engine would you use? Yelp. Yelp? We know about you people. What would you type in? Pizza. Pizza? Okay. Ma’am there with the scarf, what is your name there? Gaia. Gaia, okay. What search engine would you use? Google. Google? And what would you type in? Good pizza and if someone can find that phone and set it on fire, that’d be good. Okay, so good good pizza Okay, good pizza. Okay, so you know, let’s go with Danica Danica. What would you type in? Can I smash it? You’re good Danica. Would you type in? Pizza near me if you were in Satellite Beach, what search engine would you use? Google amber what search engine would you use and what would you type in? Pizza. So this just in. Papa Gallo’s. I’m gonna try to help somebody out. I’m trying to help you. I’m trying to help you. Papa Gallo’s is a pizzeria. They’re in Florida. I’m giving you the magic money system, okay? These guys, they came to one of our conferences. I said, guys, what you have to do, you need to make a list of the top 100 places near you. Touristy places. You know when you go to rent like some sort of beach chair. I don’t know, you rent like a chair to lay out on the beach. You do parasailing, you rent a jet ski, those places, and you want all of them to have Papagallo’s flyers upstairs. Why do you want the top 100 touristy places to have Papagallo’s flyers up that say your first appetizer is always free at Papagallo’s and free drinks for first-time customers? Yeah, well you want to do it because that’s where the people are and you want them to know here’s where you can come get pizza. So again, that’s a Dream 100. Same for mortgage, same for pizza. Now, most reviews. Now, when they came up top in Google, they used to be like on page four of Google. If you’re on page four of Google, who goes to page four of Google? Nobody. Now, see, I’m the only person I know that like when I have a new album or a new song that someone gives me I force myself to read the lyrics and listen to the song at least thrice so I know whether I endorse it or not so if you say dude check out this new song I’m like a little bit of a burden here gonna have to read the lyrics because a lot of lyrics are kind of luciferian I don’t know if I want that up in my ear so I’ll listen to it I’m like you know and I’m like a read lyric reader who’s a lyric reader? You read their lyrics? Okay. Who’s a duck-duck-goer? Who’s a duck-duck-goer who reads lyrics? Oh, that’s you. That’s our group. That’s us. So, I don’t know. I mean, it’s okay. So, the thing is, but most people, they just Google pizza, whoever has the most reviews, they go to it. How many people are here would go to like the one star just to see what happens? Yeah. No, just for fun. Hey, Clayton, Clayton, let me do something really quick just so if anybody’s feeling overwhelmed with 2.7 thousand reviews. Sean, let’s Google really quick Interior Designer, Jupiter, Florida. Here we go. Interior Designer. Feel the flow. Yeah, Interior Designer, Jupiter, Florida. Feel the flow. Okay. And we’ll scroll down, look at the map section here. Okay. Who’s got the most reviews here? Jennifer Lynn, Interior Design, she has 30. 30. She’s got 30 and she’s winning that market right now. She’s a client of ours. I just want you to know, you don’t necessarily have to get to 2,000 in case you’re blown up on that. 30 will get you there. Now we’re continuing to work to get 60 and 100 and 200 because we want to blow away the competition, but at 30, she’s winning the area there. So you’ve got, to hammer home Clay Stairs’ point, I’m trying to make sure we’re on the same page here, you have to have the most reviews times two to dominate the search results. Whoever’s top, if you want to beat them, you have to get two times more than them to leapfrog ahead of them, okay? Yeah, because we want to be able to put on her website the highest, the most and highest reviewed interior designer in Jupiter, Florida. And you don’t want to do that if you have 30 and one other has 29. That’s kind of lame. You know, I had somebody that coached at a little private school at one point. They go, State champions, state champions. I was going, that’s awesome. It was for a girls basketball team. I was going, what was the score of the game? Man, we won 12 to 8. It’s like, wow, do you really want to go around saying you’re state champions when the winning score was 12 to 8? You want to blow away the competition and then bring up we are the highest and most reviewed. It’s absolutely super important. If no matter what, if you’re B2B, let me give you an example. There’s a company we worked with called Peak Medical Tech. They’re B2B, selling business to business, all right? And we helped him grow his sales dramatically. He’s selling business to business. So walk me through this. So Steve, he sold products, by the way, we helped him sell the business for millions of dollars. It went from a startup to multi-million dollars, it’s called Peak Business. Anyway, so Peak Medical. He had a list of the top 100 businesses he wanted to sell his crap to. Why did the people he wanted to sell his crap to not have a burning desire to call him? Because this is the kind of conversations I’m having with him. I’m like, hey, nobody has a burning desire to pay you. Furthermore, no one knows you exist. So you need to make a dream 100 list. And Ethan did it. I mean, he made the list, got it done. But why, why is it, why do we have to be aware of Steve that no one has a burning desire to pay us right now? Just because we have an idea. Well, you don’t have to be aware of it, but you’ll just be broke if you think that you’re just going to sit there and your phone’s going to ring. Yeah, that’s big though. I mean, so what happens is a lot of people have a bias. Let me walk you through the confirmation bias, okay? So where is Avery? There’s Avery. She makes thumbnails for Flyover Conservatives, okay? And that’s Colton. He helps edit the shows. They work there. Did you just say she makes thumbnails? Yeah, for Flyover Conservatives. It’s an awesome… Who knows about the Flyover Conservatives podcast? Great podcast. There it is. And you can go to Rumble, look up Flyover Conservatives Podcast, and those two produce that show. And so, you guys make really, really good thumbnails, and I remember we had a call one time, and I was like, thumbnails, let’s go to the next level. And you guys, in my opinion, your show and Man in America, those are the top two thumbnails in podcasting, in my opinion. They’re phenomenal thumbnails, and you guys really do. But it’s not that I have a negative bias towards you, I just look at reality as it is, not as I wish it to be. And you should write that on page zero. You got to face reality as it is and not as you wish it to be. And I’m just saying as your coach or mentor or whatever that is, I want you to grow because I get a small percentage of the growth and I want to make more money. I want to make $10,000 a month of commission off of your account. That’s what I want. You know why? Because I got to lose a lot of money on the Reawaken tour. So I want that to happen. So I want you to be successful and me, it’s a win-win, Jackson, shalom, you’ve talked about it at church, shalom. It’s the idea of a win-win relationship, okay? So I want you to be successful, so I had to say, hey, we need to take the thumbnails to the next level. And I can objectively say your thumbnails are great, but it’s not a mean thing. So step one, everybody in this room, you need to make a Dream 100 list, you need to do it. I don’t care what industry you’re in. If you’re B2B, so this guy, Peek, he calls me up, he says, dude, I’m calling every single business that I want to sell my laboratory products to Every week and only like one to two percent of them ever buy from me and I’m going That’s success So we’re gonna have a free throw competition tomorrow night at the Christmas party And if a guy gets up there and goes one for a hundred, we’re like, bro. But in business, if you have a dream 100 list and you get 3% of people to buy from you, you are like next level success. We look at you and go, I want to cry right now. Three to 100. You are a god. So we make sure we’re looking at reality as it is, not as we wish it to be. I’m telling you, to make a Dream 100 list, if you call 100 realtors and you say, I’m Steve Currington, I want to earn your business, I’m the fastest funding, seven day a week mortgage guy you’re going to meet, what percentage of people go, yeah, I’d like to meet with you? If you call 100 of them? Probably 10. 10? But you’ve refined that to a point. Sometimes it takes a while, but you know, get them to narrow it down. Now on the review thing, we’re going back to the review thing, this is so important. I’m talking to the pizza people and you’re looking, these are, by the way, if you haven’t been to Papagallo’s Pizza, it’s incredible pizza, it’s in Satellite Beach, it’s incredible, incredible, great stuff. And they have like a, I don’t want to exaggerate, but they had something like a 3.2 stars and they had like 18 reviews or something. And they’re going, why don’t we have more positive reviews? I said you should write this on page zero. You know you have not because you asked not Aka most people don’t eat a pizza and they say oh, this is incredible pizza I’m gonna go leave a review five-star like a boss. I eat here all the time photo with me tag that thing boom The gravy people and the people that do typically think that way typically not always typically they are mad So oh, oh you got the breadsticks out late. Oh, I’ll see how that works for you on Google, okay? I’m gonna take a photo of me, this is me pissed. Have you seen these people, the one-star people? The one-star brigade? You click on the reviews, every review they leave is like a 2.0, 1.0, they’re pissed. It’s just in, they’re probably a Democrat. Okay, so, anyway, so that’s the thing, struggle with reality. It’s true, though. It’s true, yeah. So, it’s okay. I’ve asked a lot of them, I call them. Yeah, so they’re, anyway. I don’t understand why socialism isn’t working out. So we’re leaving a one-star review. So the one-star review, by default, you’re only going to get bad reviews. Am I on the same page? Are we on the same page? Are you feeling the flow? Who here by show of hands knows you will only, from personal experience, you will not get reviews unless you ask for reviews. Who knows this? So I’m going to get Danica up here. Danica, can you come up here? Are you Jordan free today? Is he out building fences and saving America? He’s at the fire station. Okay. Danica has an incredible husband by the name of Jordan, and he’s a great American. He recently dropped out of Antifa at a leadership level. I’m just kidding. Great guy. So, you have a company called Cornerstone Fence. Yep. And we met you through the Johnsons, Jared and Jennifer. What’s your website URL people can look at? CornerstoneFenceTulsa.com Okay. We’ll pull it up real quick. And from the time we met until now, how much have you grown revenue-wise? So the first year that we were really operating, full year, we did about 70,000. We met Clay in about October of that year. The following year in 2022, we did about just over 700,000. It was about 715,000. And this year we’re gonna hit about 1.5 1.6 next year. We’re gonna hit 3 to 5 1.6 Okay, and so but she’s very awesome and her friend Jennifer is how I know her And so we like these people and I want you to write this down on page 0 money’s a magnifier So I’ll have a long-term relationship with Charles Kolan Amber. Well, what I found is as we’ve helped them grow their business They give a Bible to new members. So if you sign up for the gym, you become a fitness member, they give you a free Bible. That’s pretty cool. And but Charles and Amber have always been that way. So Charles, every time I talk to him, you can be talking to him about anything and he’ll go, I just wanna make Jesus famous. But you can be talking about anything. Charles, you know, it’s a Tuesday. The Patriots are gonna be playing this Saturday. What are your thoughts? He’ll go, I just wanna make Jesus famous. So that’s, and now it magnifies, that’s how Amber is too. They just wanna share the gospel. That’s their whole deal. So they believe in the redemptive quality of Jesus. They’re really into that and they want to share that. So as you’re getting more members, you’re selling more. But the problem is, I don’t know who you are when you start out as a new client sometimes. And so Steve, you’ve met some of these people. And I’ve got a guy who I work with and he’s brand new and he tells me I want to grow my business. The next thing you know, I see the guy giving the middle finger to everybody. James, you’ve seen a couple of them. James’ desk is by my… These people, they go from a nice, humble person to an egomaniac. They start looking like they’re a WCW wrestler at all times. You’ve seen it, have you? And they start running around. And they start like, you know, it’s a whole thing. And they start, it’s a whole personality. And the money magnifies who they are. And they’ve always been a jerk. They just wanted to become a jerk. They didn’t have the money to do it. No, I mean, really, they finally got their jerk funding. Now our meetings like at eight o’clock and now they’re, you know, they’re bringing in 10 times more revenue than they did when I met him. They used to be a poor guy. Now they’re a rich guy. And they’re like, like, Hey, man, good to see you. How are you? Oh, how am I? Oh, what do you mean by that? I’m like, I mean, you’re probably on steroids. Well, yeah, I’m on steroids, but what’s it? You’ve seen these people, have you not? Yeah, I had to kill one of them for my money. Nevermind. So, I’m just saying, money’s a magnifier. Who knows that to be true? Who knows this? Money’s a magnifier, and money is a tool. Don’t be a tool of money. So I wanna talk about money. Did you write that on page zero? Oh, yeah, I’m a tool. Thank you. But money is a tool. It’s a vehicle. It’s not the destination. So I wanna go back to you, then we’ll bring it upstairs here. So you guys, without maybe giving too much of your personal goals away, what are you and your husband trying to do? What’s the goal here with the Cornerstone business? Really financial freedom. We want to retire my husband from the fire department. It’s pretty hard on his body at this age. We really wanted to homeschool our kids. That was our biggest reason for growing our business, was to bring our kids home from school. Good. Get them out of public schools. And now as you’re growing the business and you’re getting into that $1.6 million range, and by the way, if you keep, I mean, just no exaggeration, if you just keep doing it, you’re gonna be about 8 million in about 30 months. That’s where you’ll be, about 8 million, 7 million per year. So as you’re growing, you know, the revenue, and obviously you’ve had expenses and stuff, does it blow your mind? Are you thinking, does it seem unreal? Does it seem real? It actually seems real. I think we had a conversation maybe, I think it was back in April, and you said, yeah, I think you said 24 to 30 months, you’ll be 10 million. We’re launching our Edmund location in January, and so we’re growing to Edmund, and then after that we’re going to Arkansas. Now, again, we go back to the system. I’m trying to help you. You should write this on page zero, okay? Simplicity scales, complexity fails. Simplicity scales, complexity fails. Simplicity scales, complexity fails. Okay, so we go back here. You guys are gathering reviews from people. That’s happening. And now the third leg, this is important, okay, and everyone should write this down. You have to have an optimized website. You can’t Google something and then not find it. It can’t be like, uh-oh. So, website. Optimized website. I’m just gonna put here, website. Optimized website. You guys, every week, I think Andrew’s like, do you have photos of a recent project you completed? Yep. Why are we harping on you every week to get photos of projects you just completed, fences? Keep our stuff relevant and also content, content, content, content. And that’s what makes you rank top in Google. So it’s the consistency of that. Anything you wanna share about your process? Because you’ve been stuck with us for a while now. Anything you wanna share? Really just the accountability has been phenomenal for us. Having someone that’s not, it’s hard when you’re working with your husband to keep each other accountable because you still want to be happy in your marriage. So it’s nice when Andrew can be the bad guy and he’s like, but did you do it? It’s like, yes, we’re going through, make sure we’re on the same page here. So this is the marketing system for their business. Okay, I’m trying to make sure everybody doesn’t get stuck here today. So branding, let’s pull up their website, Cornerstone. Let’s pull up their website, Cornerstone. And we’re going to talk about this idea called a workflow. So someone says, what is a workflow? The workflow is what you’re looking at. Sean, let’s look at the notes there and let’s go to the workflow on step one. I’m just trying to show people the visuals. Your business has to have a workflow. Who remembers when you diagrammed a sentence in school? Oh yeah, loved that. Who went to school where you still had to like, pass a test in order to graduate? Now it’s based on like how many times they felt like they tried. Skyler, you didn’t take the test. Yep, I felt like I tried though. Okay, well you’re getting to pass, okay. We’re gonna cancel our weekend and have an eighth grade graduation for you, okay, great. So this is the workflow for Elephant in the Room, and this is how the business works. This is how it works. Again, simplicity, gales, complexity, fails. Stairs, I’m gonna have you be sort of like the weatherman slash illustrator here. Let’s go through the workflow here. Okay, so the red stuff is what the local store operator has to do, and the blue stuff is what corporate America has to do. So let’s talk about the red stuff. What was the red stuff the local operator has to do? Starting over here on the left side with the marketing where everything begins, the owners, the red stuff, need to get Google reviews. If we don’t get Google reviews, what happens, Stairs? If you don’t get Google reviews, We kill you. Yeah, wow. If you don’t get Google reviews, it just stops everything. It just, you can work really hard on other stuff, but if we don’t get reviews, it just doesn’t get the whole thing moving. It all begins with Google reviews to help Google begin to recognize you. So you show up when people are searching. Now, what’s the blue stuff that corporate America has to do? Corporate America is going to do ValPak mailers for you here. We’re going to write SEO content for you. We’re going to do Facebook advertising and run all of your online ads for you and track all those ads. We’re also going to do sales calls for you, making those phone calls to all previous customers, and we’re going to also do our retargeting ads. Okay, so let’s stop real quick. I want to tap into your wisdom on this, Terrence. So we’re sitting with a new client. We’re walking them through this path, and what happens is, and I’m trying to help you work through this, okay? The world of BS tries to sell you likes, clicks, thumbs up. I’m just trying to make you money. Does that make sense? So this is what’s crazy. I have found a direct proportion that my clients that are the most viral are the most poor. I will tell you this, direct correlation. My clients that have the most views have the least amount of money. I’m gonna try it again. The people that have the most views have the least amount of money. So we used to have a client I worked with years ago, years ago, I don’t know, good guy, his business was rocking, so he decided to spend his entire day obsessed with making viral videos on YouTube. Now, Stairs, he would have videos that have like, now how do you, let’s walk through the elements, Steve, of having a viral video, okay? First off, you have to have a pithy thumb, and then you have to have a pithy title. Stairs, if you’re trying to get views on YouTube, why do you have to have a pithy title and a catchy thumbnail? Because we’re human and we just get sucked in on headline, front line. Stop. Rebuke. Rebuke number three. Get three rebukes in. There it is. Okay, so now, okay. So then when the video starts, again, this guy, he’s in a business, he’s doing well, and he’s in a business similar to what Steve does, and he just wants to become viral because he’s got all this money, so he’s trying to go viral. So now, Steve, if you want to get somebody to watch your video, what has to happen to start it? If I want them to watch it? Yeah, if you want them to watch it. Boobs? Stop. Rebuke number four. No, I mean just a thumbnail with boobs. That’s what will get them to watch. Stop. What do you have to do to get them to watch the video? They have to find it. Now again, once they find it though, what’s going to get them to actually watch it beyond the first two seconds? I guess the catchy title or thumbnail, whatever they see. And I just want you to understand that there’s a mechanic to getting people to watch your videos that’s directly not correlated with making money. OK, so let me do an example. Pull up Tai Lopez jet. By the way, Tai Lopez is the biggest idiot in the history of America outside of Barack Obama and Joe Biden. OK, I am on my chair, but it’s not fair because Joe Biden doesn’t know he’s an idiot. But this is Tai Lopez, who’s aware he’s an idiot. And then you go to YouTube or the top YouTube, go to YouTube, type in Tai Lopez jet. No, Tai Lopez, Jet, YouTube. Jet and books. Okay, there he is. Pause. I want you to walk into the mechanics. Real quick, pause. Walk into the mechanics. I just want to make sure we’re very clear. I’m trying to help you make money. Are we on the same page? I am trying to help you. Do you see the boobs? Stop. That’s what I’m talking about. I’m trying to help you make money and to create time freedom. They’re right here. Steve, I’m going to throw you in the river. Okay, so it’s very important that we get this idea that I am trying to help you make money. I do not care about going viral. Are we on the same page? By the way, she can’t read. Listen to this. Every single client that we’ve worked with ever who’s been viral has been poor. I’ve never met a client who’s ever been viral who’s ever made money. It’s never happened. And the people that are viral are always the poorest, every time. So one lady in my life right now has 600,000 Twitter followers and has no money. You know why? Because nobody buys anything on Twitter. And people say, I want to become the next Twitter. Twitter’s never made money. It’s a government subsidized vehicle. Look it up. I want to become the next Facebook. Facebook’s never made money. I want to be YouTube. I want to be the next YouTube. YouTube’s never made money. It’s CCP operated. That’s why the World Health Organization censors everything. What? Okay, Google. I want to be the next Google. Google, government subsidized. I want to become the next Facebook. Who knows about the history of Facebook Facebook was a government-run program and then it ended it became Facebook. Do we know who knows this? What was it called before it was Facebook? Life log and then they ended it and became so it’s a it’s a CIA project The point is Facebook is bogus. YouTube is bogus Twitter’s book. You can’t become the next one because it’s bogus doesn’t make money Tesla doesn’t make money. I’m just giving you facts. Okay, so you go to the video, and this video is going to get views. But I’m gonna hit play here. I want you to see this. This video is going to get views, but it gets views at the expense of being, it’s not true. All right, so hit play, crank it up. I do bring books with me, because we were just talking a little bit earlier on the question was how to figure out what you should do with your life, like your destiny, what you’re meant to do, what your purpose is, and I find that’s the most common question and I was just thinking about it when I was here, we’re flying to the biggest investor conference in the world. Pause, everything he just said is not true. The reason why it’s so loud is because the door is still open because he got the okay to film that video before someone else took off, and by the way, that’s not even that big of a jet, I mean, look how crammed it is in there. Like, and who’s the guy in the back? He looks like a pervert. Like, what are you doing? Now, literally, that’s what they do. You can pay and just go do photos with the airplane or go do a video and the door’s open. That’s why it’s so loud. Jets aren’t that loud when you’re in there. He’s not flying right now. So let’s talk about it for a second. If you were online though, stairs looking to install a Pergola, and you lived in OKC. Talk about good Randy. What would you type in if you were in Oklahoma City and you were looking for a Pergola? What would you type in? Pergola OKC. Let’s try it, let’s see what happens. In Google, it comes down, I’m making sure I’m teaching you something, whoever has the most re- Yes, and the most original HTML content, okay? Most HTML content, okay? And whoever has the most Google canonically compliant website, following Google’s rules, we’ll get into that more. And whoever has the most mobile compliance. Even though I like Randy, my bias is I want him to do well, that has nothing to do with the search results. Are we on the same page? So if you type in OKC men’s haircuts, we have a haircut chain, you type in OKC men’s haircuts. The reason why we come up top is not because I’m a good guy, it’s because I have the most objective reviews, the most, are we on the same page? So I see a lot of people that say, I’m gonna come back to you in one second, I see a lot of people that say, I really wanna be top in Google, but I don’t want to get reviews, or I don’t want to write content, or I don’t want to, and you, and how you feel, we talked about this, emotion gets in the way of motion so if you want to be top you just have to have the most reviews in the most content okay what if you want to be bottom by default you’re there okay Charles question Jim okay see oh Jim do you work out do you even lift scroll down okay there’s Charles okay there’s boom so the reason why Charles is top him. How many reviews does he upstairs? 9,800 now I want to just be so clear who here by show of hands owns your business You own your own business, okay, okay So if you own our business be very clear, I must be very clear Why don’t you write this down on page zero think about it pray about it assume I’m lying to you Okay, we go to us debt clock.org. It tracks the number of people that are currently registered as being self employed. They, they are basically paying taxes as a self employed person. Okay, so maybe there’s a million libertarians out there that are working off of guns and gold. Okay. But if you look here right now in America, there’s 8.9 million self employed people. You see that 8.9 million. Where’s that number clay right there in the middle in the black at 8.9. Yeah. And there are 330 million Americans that we know of, which means you only have 3% of the American population that is self-employed. We’re on the same page? Of that group, according to Inc. Magazine, which you might think is negative, 96% of businesses will fail, meaning they don’t bring in more than they cost them. They’re not solvent, 96%. Which means you have a one in 1,000 chance of being successful by default. Another way to look at it is today there’s 224 people here so we’d have to have four audiences to find one successful person by default. So I just being very clear to help you, everybody’s wrong about everything all the time except for me. Then I mean this because people always will come to me and they’ll go, my employees say, wrong. My husband says, my staff says, stop it, I’m telling you what works. And so the key is, this information I’m telling you, do not go home and run it by your team and see if they’re okay with it. Just tell them this is what we’re doing. Business is a benevolent dictatorship, you should write that on page zero. It’s a benevolent dictatorship. You happen to be nice, you brought Panera for the staff, but it’s a dictatorship, and you are the Xi Jinping of your office Xi Jinping 100% of people love Xi Jinping, you know why because if they don’t they disappear right? Xi Jinping bingo. All right, so it’s very important that you’re the Xi Jinping of that thing. Okay your own business It’s very important. You have to be Thank you, but I mean, it’s really I’m just being real with you though, so let’s talk about it So stairs you go out you come back from this conference and you’re you’re because you work with so many great clients that have had success. They come, they come from the conference. We’re just talking about this box and you go to your staff and you go, guys, we’re going to get Google reviews from every human that we work with. We’re going to make a call to every single person on our Dream 100 every single day until they cry, buy or die. And we are going to have a website that’s optimized and how does that go when you run it by, we’re up by the staff? I don’t feel good about that. Is that ethical? I don’t know if I’m going to have time. Is it ethical to call people? Who can relate to this? I need off next week. And then immediately they’re like, immediately you’re like, guys, starting Monday, we’re going to hit the ground running. And they go, Monday, that’s my daughter’s eighth grade birthday. And my son, it’s on Tuesdays. We can’t really do this till next week. It’s not in my job description. But then next week, we’re out of town. It’s crazy. You know, it’s Christmas. How many of you have seen this? So I’m just saying, you have to take this information and you have to make sure you implement it. OK, you have to implement it because Proverbs states God blesses the hand of the diligent and punishes the slacker. So if you don’t implement this, if you’re a slacker, it’s not going to work. OK, so nothing works unless you do. Page zero. Nothing works unless you do. So we’re. Look, says just don’t suck. Right. There it is. So if we call this a work camp and I keep talking about Xi Jinping, eventually the wrong people show up for this conference. But this conference is essentially a work camp. That’s what it’s all about. What we need to do. What seeds do we need to sow? What specific steps do we need to take? And that workflow, let’s go back to that workflow, Sean, then we’ll get into the, let the band jam out for a minute here. Okay, so let’s pull up the workflow. So this is Elephant in the room. You’re doing great. Oh, that’s awesome. Now you’re doing a great job, Sean. So the workflow, okay, how many of you bake food? Cook food, your food, food print? Who here deals with blueprints on your job? Blueprints, you build things? Okay, Randy’s staff, and I’m bragging on Randy’s team, they came up, I think you guys built that pergola, that whole deck, I think you guys built it in one day. I think it was one day. They showed up, it was not there, they left, it was there, one day, boom. But the guys on the team weren’t, you could tell they had a plan. They showed up, they had a plan, they did the plan. There wasn’t a lot of discussion about the plan. They did play some Hispanic themed music, it was great, we had a good time. We connected, they were hard workers, it was a great team. But I mean, I didn’t hear a lot of discussion about like, what should we do? They just did it in one day. Maybe that’s impressive to you, maybe it’s not, but they built it out in one day. And so a lot of business owners they work by guesswork because they don’t have a plan. So Sean, pull up that workflow again. Okay, so Steve let’s review it real quick here. If I am a local owner of an Elephant in the Room haircut store, the box in red is what I’m supposed to do. What do I have to do this week? Get Google reviews, put out the street signs that say $1 haircut. So if you don’t put out the street signs, stairs, what’s gonna happen? Nobody knows you’re there. So every day, I’m not exaggerating, every day in our stores, we have to have the staff take a photo of the signs they put out. Every day. And this is the final thing I’m gonna give you, then we’ll take a break. You have to follow up until you throw up or your team won’t show up. You have to follow up until you throw up or your team won’t show up. You have to follow up until you throw up or your team won’t show up. So every day, every day, every day, and they never, ever, ever do it by default, ever. Ever, ever, every day. I’m like, hey, did you put up the signs? And we’ve got two great managers right now, maybe three. We just had a guy, we just had to fire him, it was exciting. I love firing people that are not inspired. If you’re not fired up with enthusiasm, I will fire you with enthusiasm, that’s good. Okay, so this guy’s like, I just don’t want to put up the signs every day. You call me every day, I feel like I’m being micromanaged. Oh, you are being micromanaged. It’s not like you feel like it. Like you are supposed to put up the signs. You’re not putting up the signs. I’m calling you every day about the signs. It’s like you call me every day. Every day it’s on my schedule and I call you like an unrelenting, like it’s like a plague of just follow up and you can’t escape me. I feel like you’re micromanaging me. Oh, I am. If Clay calls you, you answer. But this is really important. No, but the text that says text one free. That’s all I got. I text the period that I call that I text I say text one free. This is my process. But anyway, so but it’s very important, though, that are we getting this idea? Because how many of you have left a conference like this? You had great ideas at a conference or a workshop or a book or a movie or a speaker. And you got all these ideas. But implementation was the problem. OK, so write this down. Page zero. Ph.D. success requires a Ph.D. which is pig-headed discipline. Pig-headed discipline, PhD, okay? PhD, because pig-headed discipline. Because what’s going to happen is you’re going to get fired up. I’m going to teach you specifically the steps you need to implement to do what Danica’s doing. By the way, the reason why I bring up clients is so you can meet these folks, because Danica and Jordan are real people. Charles and Amber are real people. Steve’s real people. Aaron Antus is real people. These are real successful people, but they do this stuff. But if you don’t have… Stairs, if you leave today, you got all these ideas, and you don’t follow up until you throw up, what’s going to happen? Let’s see. Knowledge without action is? Entertainment. Meaningless. Entertainment. There you go. I like the entertainment. It’s good. Yeah. It’s meaningless. And it’s not natural behavior to follow up, is it not? No. Yeah. What do your clients tell you when you tell them, hey, did you get that done? You follow up, and then they say, what do you hear? I just want to know, what do you hear? You talk to people every day. Yeah, the ones that aren’t able to get things done, it pretty much comes back to, man, crazy week. Wow. Man, last week it was wow. Came by fast. I was just out of, man. Clay, there’s just so much. Again, you just, you hear that emotion. You hear that emotion and immediately go, okay, we didn’t get anything done because the emotion got in the way. We’re on the same page? We got it? Okay. So we come back. We’re going to talk more about the specifics of the marketing, the branding, the sales. It’s going to be great. And now we’ve got our incredible band here, Highway Worship Band. Let’s hear it for the Highway Worship Band. Highway. And we’ll come back here at 9.05. Come back here at 9.05. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah. So what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also, we’ve been trying to get Google reviews, you know, asking our customers for reviews and now we’re the highest rated and most reviewed 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 with 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 a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut, and we didn’t know. One second. 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’re in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So I just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Dentistry, 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 about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise and Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklist, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockerill, head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day to day he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers and they run a hundred and sixty companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every 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, organizing everything in their head to building into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. 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. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate. 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, because our clubs were all closed for. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to thrive 15. Thank you to make your life epic. We love you guys We appreciate you and really just appreciate how far you’ve taken us So this is my old van and our old school marketing and this is our old team. And by team, I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing, and this is our new team. We went from four to 14, and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome but Ryan is a really great salesman so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place we’ve gone from one to ten locations in only a year. In October 2016 we grossed 13 grand for the whole month. Right now it’s 2018 the month of October it’s only the 22nd we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. 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 cap? 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 up-sell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system. When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’ll even give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. Hey, I’m Ryan Wimpey with Tip Top K9, and I’m the founder. I’m Rachel Wimpey, and I am a co-founder. So we’ve been running Tip Top for about the last 14 years, franchising for the last three four years. So someone that’d be a good fit for Tip Top loves dogs, they’re high energy, they want to be able to own their own job but they don’t want to worry about you know that high failure rate. They want to do that like bowling with bumper lanes. So you give us a call, reach out to us and we’ll call you. We’ll send you an FDD, look over that, read it, fall asleep to it, it’s very boring. And then we’ll book a discovery day and you come and you can spend a day or two with us, make sure that you actually like it, make sure that you’re training dogs with something that you want to do. So an FDD is a Franchise Disclosure Document. It’s a federally regulated document that goes into all the nitty-gritty details of what the franchise agreement entails. So who would be a good fit to buy a 6UP Canine would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun, it’s very rewarding. And who would not be a good fit is a cat person. So the upfront cost for Tip Top is $43,000. And a lot of people say they’re generating doctor money, but on our disclosure, the numbers are anywhere from over a million dollars a year in dog training, what our Oklahoma City location did last year to 25-35 grand a month. To train and get trained by us for Tip Top K9 to run your own Tip Top K9 you would be with us for six weeks here in Tulsa, Oklahoma. So we’ve been married for seven years, eight years. So if you’re watching this video you’re like hey maybe I want to be a dog trainer hey that one sounds super amazing go to our website tiptopk9.com click on the yellow franchising tab, fill out the form, and Rachel and I will give you a call. Our Oklahoma City location last year, they did over a million dollars. He’s been running that shop for three years before he was a youth pastor with zero sales experience, zero dog training experience before he ever met with us. So just call us, come spend a day with us, spend a couple days with us, make sure you like training dogs, and own your own business. Well, the biggest reason to buy a Tip Top K9 is so you own your own job and you own your own future and you don’t hate your life. You get an enjoyable job that brings a lot of income but is really rewarding. My name is Seth Flint and I had originally heard about Tip Top K9. They did a phenomenal job and became really good friends with Ryan and Rachel. I was working at a local church and it was a great experience. I ended up leaving there and working with Ryan and Tip Top K9. The biggest thing that I really, really enjoy about being self-employed is that I can create my own schedule. I have the ability to spend more time with my family, my wife and my daughter. So my very favorite thing about training dogs with Tip Top K9 is that I get to work with the people. Obviously I love working with dogs, but it’s just so rewarding to be able to train a dog that had serious issues whether it’s behavioral or you know whatever and seeing a transformation taking that dog home and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested I’d say don’t hesitate. Make sure you like dogs. Make sure that you enjoy working with people because we’re not just dog trainers. We are customer service people that help dogs and and so definitely definitely don’t hesitate. Just just come in and ask questions. Ask all the questions you have.