Entrepreneurship Podcast | Business Growth & Mentorship 101 | “No one lives long enough to learn everything they need to learn starting from scratch. To be successful, we have to find people who have already paid the price.” – Brian Tracy

Audio Transcription

On today’s edition of the Thrive Time Show, we’re going to talk about the importance of being wide open to constructive feedback from people that clearly know what they’re talking about. It’s just absolutely, unbelievably important that you and I and everybody, that we stay wide open to receive feedback from people that actually know what they’re talking about. Now, we don’t have to take feedback from everybody. We just want to take feedback and coaching from people that actually know what they’re talking about. In fact, the bestselling author Brian Tracy once said, no one lives long enough to learn everything they need to know starting from scratch. To be successful, we absolutely positively have to find people who have already paid the price to learn the things that we need to learn to achieve our goals. I repeat, he said, no one lives long enough to learn everything they need to know starting from scratch to be successful We absolutely positively have to find people who’ve already paid the price to learn the things that we need to learn to achieve our Goals now notice. I didn’t say that we need to learn from everybody I want people to look this up assume I assume I’ve lost my mind right now according to us debt clock org you have just just a little over 9 million Americans that identify as being self-employed as of right now today. I’ll pull it up here, let me pull it up here, I’ll give you the actual hard stats here. So there’s 9,020,026 people that say right now they identify as being self-employed in a country that has 330 million people. So that’s, let’s say what, 3.5% of our population is self-employed? Think about this, if we had 10% of our population that was self-employed, and we have a total population of 330 million people, that would mean that we’d have 33 million self-employed people. But we don’t have that many. We have 9 million. So what I’m talking about is, I mean, we’re talking like 3% of people fail in business. Their business fails. 96% of businesses fail. So what is the statistical probability that I, as your humble host, would have been able to have built several multi-million dollar companies with no bankruptcies? How does that work? Well, it’s because I know what I’m talking about, and so, as it relates to business growth. And so I encourage you right now today, I’m gonna encourage you just to, if you’re overwhelmed by workflows and you don’t know how to make a workflow, and you’re saying, I don’t even know what a workflow is, you’re the kind of person that would benefit dramatically from coming to a business workshop. Now, our business workshops are $250 or you can pay whatever price you wanna pay, but whether you come to our workshop or another workshop, you need to invest in learning these skill sets. What I’m going to hone in on today’s show is building a workflow and what a workflow is. As we’re recording today’s show, one of my companies, we cut hair. Every time that we cut someone’s hair, I pay myself $2 per haircut. If we do 4,000 haircuts, I pay myself $8,000. Right. Now if we did 3,000 haircuts, I’d pay myself $6,000. And the whole point of the workflow, the whole point of the business systems, the processes, the checklist, all of that is to what? Produce profit so that I can produce time, freedom, and financial freedom. That’s the whole purpose of a business. Now, you do have these three competing interests. Typically, you have employees that want to be paid more, you have customers that want to pay less, and you have the business owner where nobody really advocates for you. But think about this for a second. I mean if you go to the average employee and you say, are you getting paid enough? They typically say, I know I could get paid a little more. I probably deserve to be paid more. Even customers will suggest you should pay your people more. They’re great. Then on the customer side, a lot of customers feel like they’re paying too much. Very few customers come up to me and say, hey, could you charge me more? I’d like to pay more. And then you as the owner, almost nobody ever advocates for the owner to make more. But that’s the purpose of a business, is to create time, freedom, and financial freedom for you. That’s the purpose. What is the purpose of a business? The purpose of a business is to create time, freedom, and financial freedom for you. So how do you do that? You solve a problem. Okay, so you find a problem, step one. Step two, you solve a problem. Step three, you nail it and scale it. What? Let’s try again. Step one, you find the problem. Step two, you solve the problem. Step three, you gotta sell something. Yep, then step four, you nail it and scale it. Let’s talk about that again, because a lot of people wanna skip ahead to the nail it and scale it part. Step one, you have to find a problem. Step two, you have to solve the problem. Step three, you have to sell the solution. And step four, you have to nail it and scale it. And I happen to be good at that. And so today, as we’re doing today’s podcast, we’re cutting hair. One of my businesses is cutting hair. And we’re open about 26 days a month. So we have about 100, just to be clear, we have to do about 153 haircuts per day. So I pay myself how much? About $300 per day to own and manage and operate that business. That’s called Elephant in the Room. It’s a men’s grooming lounge. And then at the end of the month, I split profits with my partner and that’s how that business works. Now I had helped to scale a dog training company. You can look it up here called Tip Top Canine Franchising. I helped those guys to scale their business from one stagnant location to many locations, to over 15 locations and the agreement we had was that I would get paid 2% of every dog training lesson, so if the average dog training lesson is $2,000 how much was I paying myself per dog training lesson $40 there it is and I built all the systems and processes I helped create all those systems and processes now one would say one might say man You are making a ton of money because each locations training 10 dogs a week And so if you’re getting paid $40 per dog that’s trained you’re making $400 a week and if there’s 15 locations, bro, you’re making like $6,000 a month and you’re not even training any dogs Well, actually we you know grew it to where it was three times that amount, you know, but three times that amount. So you get paid for the value that you add to the hour. You don’t get paid for the hours you work as an entrepreneur. So on today’s show, if you like this show, if the show blesses you and connects with you and you decide to share the show with a friend and you go, man, this show is awesome, well, that’s great and hopefully it impacts you. If you say, I hate this show, I don’t like this show at all, I didn’t like this show and I’m not going to share the show and surely there’s nothing you can say that will make me share the show.” That’s fine too, but I don’t get paid based on how long I’m on the mic. I get paid based on their value that I offer. And thankfully, because wonderful listeners like you who listen to this show have a sound mind and you actually want to scale a business, we’ve grown dramatically over the years. As I’m doing this podcast now, you’ve got to look it up here. I mean, I have done thousands of podcasts. We’ve interviewed folks like Robert Kiyosaki or Damon John from FUBU or John Maxwell, the leadership guru, countless experts, gurus, etc. And at the end of the day, they all talk about different parts of the same thing, but at the end of the day, you’re building a business to create time, freedom, and financial freedom. Now, you can get really excited about the problems you solve. You can get really excited about the solutions that you provide. You can get really excited about selling something and you can get really excited about nailing it and scaling it. But at the end of the day, there’s just those four parts of every business and that’s how I look at it. And so today, I’m working on a new business venture. I have a client that I’m helping to scale their business. And what I’m working on today is really refining the entire, I’m finishing their entire workflow. What’s the workflow? Well, if you start from left to right, it’s a linear process. Step one is you got to make sure the branding looks good, right? So you got to be able to communicate through the website, through the print pieces, through the business card, through everything that someone sees and touches. Anytime a customer sees something, that’s the brand they’re going to run into. So I got to make sure that the website looks good, the business cards look good, the print pieces look good. I’ve got to make sure the branding is great. Then we move right past that, I’ve got to move into marketing. Marketing is how do you get in front of your ideal and likely buyers? What’s the most efficient way to get in front of your ideal and likely buyers? And I don’t focus on likes and clicks and thumbs up and thumbs down and social media clout. What I focus on is how many leads can we generate by getting in front of your ideal and likely buyers the most effectively possible. Then we move on. We have to sell something. I’m talking about sales scripts, recorded calls, sales training, hiring salespeople, teaching salespeople, sales. Then from there we have to move into actually delivering on the results. We have to be able to deliver the quality service that we talk about. So if we’re selling carpet cleaning, one of my brands I’ve helped to scale is called Oxifresh, O-X-I-Fresh.com. I’ve helped them to grow from a handful of locations to 500 plus locations. And Oxifresh.com, a great brand to check out, by the way. And for that particular brand, we’ve got to deliver on what we say. We say we’re the world’s greenest carpet cleaner. Well, what does that mean? Well, we have to deliver on that brand promise, okay? Then after we provide that service, then we have to do what’s called quality control. Now, quality control is where you make sure that the customers are happy. And if you do a search today for carpet cleaning quotes in Google, if you do a Google search for carpet cleaning quotes, we have the most Google reviews of any company in America. Over 200,000 objective Google reviews have been gathered there. And if you look it up there, carpet cleaning quotes, just go to Google, type in carpet cleaning quotes, you’ll find it oxy-fresh. Or if you look up Tulsa men’s haircuts, elephant in the room, that’s one of our companies, Tulsa Men’s Haircuts, you’ll see that we come up top and Google what the most reviews, and that’s how it works. I mean, that’s, you know, well then, after that, you have to do some accounting. You have to ask, are we making any money here? Are we making any money here? And most business owners, I find, are so busy finding a problem, solving a problem, selling it, they never ask themselves that question. They never ask themselves the question, am I actually making any money here? Is this business worth it? What am I doing? Why am I doing this? And then after that, it comes down to hiring people, hiring people, training people, hiring, inspiring, training, and retaining. Also firing people that are not fired up with enthusiasm. And so in just a few minutes, I’m going to do my interview. I’m going to interview a few candidates. Every Wednesday at 5.30 I interview candidates who want to work here. And that’s how you grow a company. And so if you’re out there today and you’re saying, I don’t know how to grow a company. I feel stressed. I feel overwhelmed. I’m going to give you a couple notable quotables here. This is Harvey Mackey, okay, the bestselling author of seven New York Times bestselling books. He writes, to me, job titles don’t matter. Everyone is in sales. It’s the only way that we stay in business. I agree with that. I agree with that. You’ve got, you’re going to have to scale, to scale your business, you’ve got to sell something. And I find that most business owners are struggling to sell something. And for those out there who are selling something, I find that a lot of entrepreneurs really do struggle with, they really do struggle with hiring good people and training people to deliver the results. If they are good at selling and marketing, they a lot of times struggle to find good people. Once you can figure that out, then you’ve got to figure out how to build all those systems and processes so that other people can do the system. Other people can use those business systems to implement your business systems and to grow that business. I hope I’ll leave you with this idea, and then I’m going to go into a testimonial of a client that we’ve helped to grow his business dramatically. All I can say is, if you’re out there today and you have a sound mind and you’re willing to grind, you can have success. You have both the tenacity and capacity needed to grow a successful business. But if you’re a happy hoper, you’re not a diligent doer, you just like to hope and hop from one idea to the next, my conferences are probably not a good fit for you. But if you actually want to grow a successful company, you are absolutely going to love our in-person Thrive Time Show workshops. Our next one is coming up here in December. I’m not sure when you’re going to hear this show, but we do them every two months. If you go to thrivetimeshow.com, you can always see the next one. But at this conference, we’re going to be doing 14 sessions. The doors open up in the morning at 6 a.m. proceeding. We start the first session at 7 a.m. and you’ll be greeted by mariachis in the morning. Why? Because you’ve got to have mariachis in the morning. And then we’re going to teach you marketing, branding, sales, accounting, hiring, search engine optimization, online advertising, all the things that you need to know to grow a business. And people always ask me, well, why do you let people name their price? I do that because I sincerely want to help people. I know what it’s like to grow up poor. So you can pay $250 or whatever price that you want to pay for this two-day interactive business workshop. And then what happens is we do a 30-minute training, and then we take a break where we answer questions. And this goes on all day. So it’s 30 minutes of teaching, break for 15 minutes of questions. 30 minutes of teaching, break for 15 minutes of questions. And then after the questions, we do break for you to stretch and go talk to people, whatever, grab some coffee. We serve lunch both days, and it is a blasty blast. And I can tell you, that’s why we are the highest rated and most reviewed business workshop currently in America. So if you want to learn more about that, you can go to thrivetimeshow.com. But now on part two of today’s show, we’re going to tell you about the upcoming conference, and then we’re going to share with you many client testimonials so you can see wonderful people out there just like you who’ve came to a workshop, who’ve experienced that which I’m talking about, and have now implemented what they’ve learned and they built a very successful company. So without any further ado, here we go on to part two of today’s show. The Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business systems 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 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. And now you may be thinking, what does it actually cost to attend an in-person, two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you got to do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. 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, okay? I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with 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. And it’s incredible. But the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists that 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 is of the diligence and consistency and doing those and that system has really Really been a big blessing in our lives and also, you know It’s really shown that we’ve gotten a success from following those systems. So before working with right we were basically stuck Really no new growth with our with our business and we were in a rut and we know The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. They implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline but that’s what it’s going to take in order to really succeed. So we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. 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’re looking for. I went to the University of Oklahoma 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 franchise. And Clay’s done a great job of helping us navigate anything that has to do with like running the business, building the systems, the 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 Lee Crocker, or 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 six to eight weeks he’s doing Reawaken America tours. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, 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. That’s what I like the 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 impressed with him is when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him and he told me, he’s like, I’m not gonna touch it, I’m gonna turn it down. Because he knew it was gonna 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. Anyways, just an amazing man. 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, 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 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 14, and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. My name is Taylor Hall. I’m the general manager of the Tulsa Oilers professional hockey team. You know, our goal every night here at the BLK Center is to try to fill the seats with lots of people and create an exciting environment so when somebody comes to a game, they want to come back. Working with Clay and the staff at Thrive, they’ve really helped us in many, many ways. Website and graphic design and video production and a lot of things that go along and a lot of businesses including ours doesn’t have a staff or a full-time you know videographer or graphic designer but the biggest thing that we noticed was the needle mover. More sales, more attendance, more successes in business. We had a record year last season working with Clay for the first time. Our average attendance is higher than it’s ever been so there’s a lot of really cool things that we did, and they worked. That’s the nice thing about working with Clay and the team over there. It’s just not one person. You get the entire team. If you need video design and editing and production, they’ve got that. If you need graphic design, if you need some coaching, your salespeople, and call scripts, PR, they offer all that. Clay was instrumental in helping guiding us and getting us on the right track so that you know we could you know really you know raise the raise the bar and become ultra successful so it’s been an amazing experience for us. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay’s 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 Crockwell, 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 six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from start-ups go from start-ups 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 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 the most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve got nervous or worried about how to run the company or you know, navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to how to get back open, how to just survive through all the COVID shutdowns, lockdowns, because our clubs were all closed for three months, and you have $350,000 of bills you’ve got to pay, and we have no accounts receivable. He helped us navigate that. And of course, we were conservative enough that we could afford to take that on for a period of time. But he was a great man. I’m very impressed with him. So Clay, thank you for everything you’re doing. And I encourage you, if you haven’t worked with Clay, work with Clay. He’s gonna help magnify you. And there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day, and literally the rest of the time he’s working. And he can outwork everybody in the room every single day. And he loves it. So anyways, this is Charles Kolaw with Kolaw Fitness. Thank you, Clay. And anybody out there that’s wanting to work with Clay, it’s a great, great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys. Bye-bye. Hi, I’m Aaron Antis with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. to Lisbon. In my career I’ve sold a little over $800 million in real estate. So honestly I thought I kind of knew everything about marketing and homes. And then I met Clay and my perception of what I knew and what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. We’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. When I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four-month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us and it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I’ve found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean we’re a big company that’s definitely one of the largest in town and so we kind of felt like we knew what we were doing and I think for a lot of people they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you if you’re thinking about working with Clay. I mean the thing is it’s month to month. Go give it a try and see what happens. I think in the 35-year history of Shaw Homes this is probably the best thing that’s happened to us and I know if you give them a shot I think you’ll feel the same way. I know for me the thing I would have missed out on literally an 1800% increase in our internet leads. Going from 10 a month to 180 a month, that would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend ClayClark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to Clay and his team. I guarantee you’re not going to regret it because we sure haven’t. My name is Danielle Sprick and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years, and my three kids started school, and they were in school full time, I was at a crossroads and trying to decide, what do I want to do? My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people. I love working with people. I love building relationships. But one thing that was really difficult for me was the business side of things, the processes and the advertising and marketing, I knew that I did not have what I needed to make that what it should be. So, I reached out to Clay at that time and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. Everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago. And in that time, we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents. But I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school, I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic. Hi, my name is Josh Sperl from Sperl and Associates, chartered professional accountants based out of Edmonton, Alberta, Canada. And I started, I met Clay at a conference, at his conference in Tulsa in June of 2018. Started working with the coaching program shortly after there. You know, the experience has been great. You know, you really have a partner in the grind. You know, most people, I like to say most people are wrong about most things about business most of the time. And it’s very difficult for entrepreneurs to connect with other entrepreneurs who actually know what they’re talking about when it comes to business, but Clayton and his team really does understand. You know, the tangible improvements that we’ve seen is we’re up over 50% since starting with the coaching program. And they’re helping to help business owners create time, freedom, and financial freedom. And I know what you’re going to think. You’re going to say, what the heck are you going to do with your time, freedom, and financial freedom when you’re in Edmonton, Alberta, Canada, that’s the most north of the city in North America with a million people. We’re probably just sitting in our igloos hoping for some television, but I’ll give you an idea of what we’re doing in Edmonton, Alberta, Canada. So over here we have Sandra and we have Emma. Emma, say hello. Hi, everybody. This is my daddy’s channel. Emma really likes any video. So let’s see what actually the time freedom, financial freedom can do for you in Edmonton. So believe it or not we have a beach here guys and I’ll take you on the little tour of Edmonton’s beach. Now it’s not what you Americans are going to think of as a beach. This is a northern beach. We’ve got a really cool slide here. I don’t know if you can see this purple slide. This purple slide that you’re looking at here does a full loop-de-loop. It knocks you completely upside down when you go into it. Let’s see if I can get the right angle here. You know, that does not appear physically possible, but it really is going to knock you upside down. Went on it last time. And here is the Edmonton Beach. This is the Northern Beach. You guys, oh, Tulsa. You Americans think you have all the beaches here, but here is the Northern Beach, complete with waves. We got 30 degree weather inside here. Oh, sorry, 30, that’s 90 for you guys over there. I gotta do the translation, the math in my head. And we even got a zip line that we can ride down here. And this is what we’re doing with our time freedom and financial freedom in Edmonton, Alberta, Canada. Thanks to the Thrive Time team. Thanks very much, guys. Hey, Eric, it’s Ron Howell. I just wanted to just express to you and to Clay how excited and appreciative we are about this relationship and the immediate results of the just a couple of days run on the rental boats that you guys are extraordinarily good at what you do so we’re excited we want to do more as all your customers do so we’ll keep figuring out how we can move forward on a variety of fronts. I’ve got Dusty from Brownies eyes are wide open now. Anyway, the main thing is thanks so much really appreciate everything you guys have done for us and are doing. Looking forward to the future. Thanks, Eric. Please pass that along to Clay if you would as well. Thanks, Tim. This is Brent Sturts with United Slending from Stewart, Florida. To give a shout-out to Thrive Time Show and Clay Clark. We’ve been with them for, what, three years now. We’ve been working with them to help us with our systems, get our arms around our numbers, get some great systems in place as far as marketing, working with our Dream 100, holding us accountable, and so actually hooking us up with a lot of fine vendors as well that save us a lot of time, and those referrals really helped us out as well. But we’ve seen tremendous success putting those in place, getting our Google reviews, our video testimonials, all of those things coming together as a full marketing plan has really helped us out. So we can’t say thank you enough for Clay Clark, Thrive Time, and Andrew Bloomer who’s worked with us for three years now. So wonderful job guys, thank you for all you do. My name is Joe Lye and I’m with Kirkpatrick and Lye Orthodontics. At Kirkpatrick and Lye Orthodontics, we create beautiful smiles by straightening kids’ teeth and adults’ teeth. would be something like how to get more customers into my business and get the message out that I’m the best orthodontist in Tulsa. He does that by social media. We get the word out through videos and pictures and being just top-line awareness as he would always say. Also how to reach out and create that bond with my referring doctors. He helped me kind of get somebody in-house to go out and meet doctors and help me kind of continue building that relationship while I do the work. Website, the website is so majorly important. We get several patients through our website. And what he’s doing is he’s, there’s a certain way that you want your website to look and certain content because you want call to action items in your website. And we didn’t have that before so now we get seven or eight new patients just through the website alone. Clay and his team are, I would just say they’re over the top. I mean nothing is too big, nothing’s too grand for Clay and his staff and his team. I mean, he says, boom, he really means it. I mean, they over-deliver, really, to be honest with you. And they come up with ideas that are just top-notch. And if you don’t like something, great, move on. He’ll figure out something that works for your style and your identity, but I would just say the biggest thing for Clay and his team is they over deliver. Clay and his team help kind of create that culture also for your business that hey, we got to get things done in a timely manner. He holds me accountable to do the certain tasks so that we can create things in a timely manner. So there is a sense of urgency that he creates. And a lot of it’s just there is enthusiasm. He’s always on the go so it kind of puts you on that same mindset of hey let’s get this done let’s work hard but let’s also have fun with it. When I went to orthodontic school we got zero training on marketing. Actually when we got out of school when I got out of school 18 years ago it was kind of taboo to actually do any marketing. The most you could do is put your name in the in the yellow pages. And so now it’s pretty common knowledge and pretty mainstream to go ahead and get your name out there, tell everybody your story, who you are, what you’re about. If you don’t do that, it’s a leg of your business that you’re lagging behind. Because you could be the best, or the honest, or the best, whatever, but if people don’t know that, then you won’t get the customers coming in. I meet with Clay and his team on every Friday about 11 o’clock, and to be honest with you, at the beginning I wasn’t that thrilled with it, coming in every week, just kind of seemed like a lot, but for me, I find the marketing aspect interesting. I enjoy it. I love working with Clay. I think it’s the main reason why. I’ve kind of built a relationship with him. I think it got to a level now we’re pretty good friends. And so, to me it’s enjoyable. I really enjoy the and how when you put the energy into it and the work into it, how, you know, you get, everything kind of comes back and it works. I’ve worked with Clay and his team for about, I think it’s about three years, and every year it’s just gotten better and things have grown more every year. I’ve been trying to get my wife and her pediatric dentist office and our partners on board with Clay for a while, I just saw that they were kind of getting stagnant in their practice and times were kind of getting slow for them and they needed more referrals. And I knew that Clay could definitely help them out by even just one thing, which would be change a website. And just by doing that, you’re gonna get patients very easily. But another thing too is that they needed to change their culture and their mindset of how to bring in patients and creating a brand as well for them and giving them more of an identity so the whole staff can rally around that. For anybody that’s coming out of school or just starting new with a business of any sort, be it medical or anything of that nature, I highly recommend Clay helping you create that business model. We’re trained to do what we’re trained to do, but we’re not trained to do the business aspect or the marketing or how to deal with a patient or our staff. So Clay can pretty much do all that but what I like the most about Clay and his staff is that everything’s in-house. I don’t have to go to one place to do my website. I don’t have to go somewhere to do my videos. I don’t have to go another place to shoot photographs. Somewhere else to do web content or team coaching or entrepreneurship. Clay pretty much is the total package. He’s really a great mentor. So if you’re new and starting a business and you want to avoid all the pitfalls, I would definitely hook up with Clay and his team. If someone’s not using Clay and his team to help build their business, they’re missing out on a lot. There’s so many details and so many aspects of creating a business that Clay really makes it simple, makes it fun, and you learn so much in a short amount of time that I think he’s the best entrepreneur, business coach, marketer, you name it. The guy and his team’s got it all going on. Well Thrive Nation, we have so many wonderful people like you on our website every day checking out the podcast. I wanted to take a moment to celebrate the success of a longtime client that we’ve had the pleasure of working with for a while so they can complain and tell you all the terrible things that we make them do en route to growing their business. So now without any further ado, we have the owners of Cornerstone Fence. Welcome guys, how are you? I am doing great. Now, just so people can know you’re not a hologram, could you guys kind of introduce yourselves, tell us your name and where you’re from, just so people can verify you’re not a hologram? I’m Danica. I’m one of the owners, and this is my husband, Jordan. My name’s Jordan. We started Cornerstone Fence about three years ago. I’m a full-time firefighter, so it started as just something to do on my off days, make a little bit of extra money. About a year and a half ago, we went to a business conference that Clay had out at his place. We decided that maybe instead of building fences as a hobby, maybe we should actually turn this into a business and start trying to grow the business. How did you originally hear about us? How did that conversation come about? I’ll pick on Danica here. How did that conversation come about? Initially it was the first Reawaken America tour that we went to and one of my friends was like, hey you should definitely go to the business conference beforehand. It was like, it was a shortened version I guess in the morning before the Reawaken America conference in the afternoon. And really one of my friends was just like, this could really help you, and just the tools that you gave us in the shortened version of the business conference were, it was just mind bombs going off. Now as far as the growth, you two work together, and I’ll pick on Jordan here for this. What kind of growth have you guys experienced at maybe a percentage, or what kind of growth have you seen since we started working with you guys? So the year, the first year we were in business, I maybe did four or five fences. Like I say, it was kind of not a hobby necessarily. I don’t consider fence a hobby, but it was three or four fences the first year, so we maybe did $30,000 in fences. Second year, which was still before you, we maybe were on pace to do about $70,000 or $80,000 total revenue. And then we started with you in October of 21. 22. October of 22, and so that first year with you and putting your systems in place, really going after the Google reviews and trying to grow the company, we went from roughly like $80,000 to $700,000 in total revenue. And so that was last year, and then this year we’re hoping our goal is 1.5 million this year. And I mean this, I’m not just saying this because you’re here. I really do love working with you guys. Our team is always speaking so kindly about you guys. I don’t tell my team, guys run around saying nice things about these people. But you know, work with a client, I mean we’re working on the website, we’re working on the photography, the video, it’s a lot of interaction and every week you have a coaching meeting with Andrew. Andrew loves working with you guys. So can you maybe share Danica what it’s like to have Andrew helping you implement the system and program that I’ve created? What’s it like working with him on a weekly basis? Andrew is phenomenal. He always brings so much wisdom to our meetings, you know, every problem that we have, he has an optimistic and realistic solution to it. And just the accountability in general, like, it’s hard being accountable every single week to update your sheet, to update your tracking sheet, to track all your leads, and just the accountability is, I don’t think we’d be where we are if we didn’t have that kind of accountability. And just him constantly bringing us encouragement, realistic solutions, different resources we can look to just to continue to find solutions for some of the issues that we run into. Now, you know, I call this the core repeatable actionable processes, aka the crap. You know, there’s all these self-help books about the big idea and the vision and get your mind set, but there’s very few books about the core, repeatable, actionable processes, the stuff behind the stuff. And I find that people like yourself, shawholmes.com, oxyfresh.com, stevecorrington.com, people that have massive companies now, but I’ve been working with these people for a lot of times over 10 years. The people that do the best are the ones that like the core, repeatable, actionable processes, or they learn to appreciate them over time and the people that struggle are the ones that are always looking for the new shiny thing. I’d love to get your idea Jordan on just the importance of knocking out these core repeatable actionable processes week after week, day after day, because really business coaching is about helping you guys grow but it’s not an event, it’s more of a process. I’d love to get your thoughts on what it’s like to have those weekly meetings with Andrew. Yeah, they’ve been like Danica was saying, we like to think we’re organized, we like to think we hold ourselves accountable, but without that meeting every single, it’s just, it’s awesome because first we can see on a weekly basis, how are we doing, where are we at, are we meeting the goals that we’re supposed to be meeting. So without that weekly meeting, I would imagine that maybe we would get to it once a month maybe, if we didn’t have the coaching. And it would, so first the accountability, because we’re showing up every single Friday, same time, same location, and going over exactly what did we do this week. And so just staying consistent with that and having the accountability has really changed our business for sure, just having that business meeting every week. What do you think would happen without that weekly meeting and then that coaching with Andrew? What would happen with all these ideas you’ve learned at a conference or learned in books? What would happen to the plan? It would fall apart because then it’s like, oh, like you said, the big shiny thing in front of you. You can always have things that interfere with your day, but unless you have a plan and something that, and a step that you know is going to hold you accountable. I mean, that’s one thing we learned doing business as husband and wife is it’s really hard for us to hold each other accountable. So just, Andrew’s just phenomenal. He’s… Having a plan and having a deadline. Like every Friday is a deadline. So it’s like well half steps we’re supposed to do but if you don’t put a deadline to that and it was just me and her trying to do it by ourselves, you know, we might get it done in six months or eight months or but having that deadline which is Friday every single week is and then we get like well why didn’t you do that? That was that was what you were supposed to do. It’s like, okay, yeah, we messed up this week, we’ll for sure get it done. Having a point of view. And I wanted to touch on some of the things that you said, we learn over time to like, it’s like, I remember when you first brought up the group interview, I’m like, that doesn’t work. There’s no way. And then now it’s like, we are group interview savvy. Like that, I tell everybody that owns a business, I’m like, do a group interview every single week. Because you never know when people are not going to be loyal. You think that they’re awesome. Well, you do, weekly almost. Having a plan and a deadline, how would you describe the importance of that, Danica? Having the plan and a deadline. Well, you can just get caught up in the role of your week. And before you know it, it’s Sunday and you’re starting Monday, first thing in the morning so it’s like just you’d get caught up in the tumbled roll of everything there’s constantly a burning fire there’s constantly kids that are sick or kids that you know something can always distract you and take you away from the necessary things you need to do to be successful and if you just sometimes it’s cram time at three o’clock on Friday before I come down and meet Andrew. It’s like, uh-oh, uh-oh. We gotta get the tracking sheet updated. But I don’t know what we would do without that. We think we’re making money, but unless you know on paper and can see it in black and white, it’s a life changer. Now, I wanna ask you this, Jordan. What I did when I built my first company, DJConnection.com, and I don’t wish this on anybody, but I grew up very poor and I got a job at Applebee’s, Target, and DirecTV, just like you’re a firefighter. I was working three jobs. I didn’t know what to do, so I would go to these seminars where they’d have these get-rich-quick, get-motivated people, and they would say, for $4,000 a month and a six-month contract, we’re going to teach you how to become successful. Then every meeting, they never really taught the stuff. There was nothing really actionable. Then I would go, okay, now that I finally think I know what I need to do, do you guys do the website? They said, no. Do you guys do the graphic design? No. Do you guys help me with my bookkeeping or my tracking? No. Do you guys actually do print pieces, photography, videography? No. Do you help me optimize my website? No. Do you launch ads? No. Do you actually know the product? No. But it was all this big idea of just work on your business, not in your business. Could you maybe explain how the meetings are with Andrew? Because I think a lot of people, when they think of business consulting or growth, they’re thinking of what I’m thinking, what I thought of, was paying people $4,000 a month to talk in generalities and not get into the weeds. So the structure of the meeting, so when we come, first thing is, wins of the week. Hey, what’s going on? What’s going on in the business? What’s happening? Any big wins. After that, burning fires. Is there anything major that we need to discuss or get off any big problems, fires, that we need to put out right now? And then after that, we get into the items, some of our homework that we’re supposed to be working on. Are you guys doing this? Are you doing this? And then we get into our tracking sheet, exactly how much money came in, how much money went out, how many quotes, how many leads, like it’s very, very detailed. Like way more detailed than I thought you could get it. Exactly what our conversion rate is, how many quotes we did, how many customers we funded, why we funded them, what happened there, did we do our group interview, did we do our meetings? So the tracking sheet, I think our tracking sheet has probably 30, 25, 30 different metrics that we go over every single week. Everything from money to leads, to where are these leads coming from, is this working, do we need to adjust here? So it’s very tailored to our business. Yeah, one of my clients I was talking to, I talked to him just the other day, and he was telling me the story. He said, Clay, when I first hired you 12 years ago, he’s still a client 12 years later, he said, you helped me grow my gym, and then I learned those systems, and I hired you guys to help me grow my next business. His next business is a lumber business. He sells lumber wholesale log cabins. The materials need to make log cabins. He has a fencing business, but it’s in Idaho. And so he’s got the fencing going on. He’s got the log cabin thing going on. He’s got the gym going on. And he also owns a Tip Top K9 franchise. And he told me, he said, the reason why I bought the Tip Top K9 franchise is I just knew it was the same systems that I can apply. Let me get your thoughts on that, Danica, because now that you’re kind of really learning the systems, is it helping you to view business differently now that you see that, wow, this system over here, because you come to the conferences where there’s many different industries represented. Has that helped you to view business differently? Oh, yeah, 100%. It’s really easy to get emotional when it is your business and things aren’t working, they’re not systematized. but if you having those systems in place and just knowing that that’s what you have to do every week it’s not emotional it’s a checklist item or even a checklist like what why are we missing these tools these are all the tools that we’ve bought and this should be on this truck and so what what happened here if you don’t keep track of those things and have it takes the emotion out of it and makes it a system. So my final two questions I have for you guys, and I’ll let you get back to having a great Saturday. A lot of our clients who work with our couples, a lot of our couples, this just in, a lot of our couples, and my wife and I, what we do is I run the daily operations and she loves accounting. That’s kind of her sheet music she likes to read. She likes to kind of sing that song, the accounting song. That’s kind of her world. And other couples I work with, they work together on everything. For anybody out there who is working with their spouse, how has that helped you guys? Because my wife and I, we don’t really talk about business at home and we don’t have any work-related conflict at home. It’s sort of like we have our lanes and we’ve figured that out at a young age, but I know a lot of couples when you don’t have coaching, it can just be like a perpetual debate that never ends about how should we optimize the website or what’s the best route to hiring or what’s the most effective way to launch an ad and it’s like there’s a lot of debates going on. I’d love to get your thoughts Danica. Has that helped at all on the home front at all? Oh yeah, we wouldn’t be where we are without just not having to think about the website, not having to think about where we stand because we have to discuss it every single week and that time is allotted for those discussions. And like you said, kind of our lanes, I’m like the phones, the at home, uploading pictures to Google, you know, all that, and he’s the face and the person that’s meeting and discussing the logistics of any project and directing the guys. So knowing your lane, staying in it, and just not having to think about our assets, not having to think, that’s all on the back end and you guys take care of that. It helps me sleep at night. Alright, that’s great. That’s a bonus right there. Now final question I have for you guys, and I’ll go back to your husband on this one. So Jordan, for anybody out there who’s thinking about scheduling a 13-point assessment, well we did our 13-point assessment, it was a free assessment, a free initial meeting, or coming to a conference. We have scholarship tickets so that everybody out there can afford to go. So we tell people, it’s $250 for a ticket or whatever you want to pay. What would you say to anybody out there that’s thinking about coming to a conference or scheduling a 13-point assessment? I highly encourage it. When we came to the very first one and we didn’t know about your coaching stuff and the first part of that conference was a condensed version of the coaching and then you guys offered the 13-point assessment and Danica was like I think we really need to do this. I was like man I don’t know you know we like last year you know at this point we’re doing like 50 or 60,000 in fences, total revenue. I was like, I don’t know. It’s just we’re a tiny business. We don’t have the skills to run a massive business. I was almost scared first to grow it, but very doubtful that something that we were running maybe could be a big business. It still sounds weird to say that we did $700,000 last year and this year that we’re on hopefully on track and our goals over a million dollars in my mind that still doesn’t it still doesn’t compute because I I’m not I guess I don’t consider myself like a successful business owner or I didn’t at least before and so doing really it all started with that third coming to a conference and then doing that 13-point assessment and talking with you our first meeting was we came in and visited with you. And I don’t know, it was just totally, it freaked me out. But it’s really changed the way that we view business, number one, how we run our business, and has gotten us to this point where maybe we will this year be over a million dollars in total revenue. Can I give you a little pro tip on the show? This is my little pro tip for you on the show. Do you want to hit two minutes? This is a real thing, this is a real advice I will give you. One of my wonderful clients named Don Calvert with Score Basketball, he did this move and I’m giving you this move and everybody listening to the move. And what he did is he said, you know, in the future I’m going to start servicing Owasso, Oklahoma. Not now, but soon I’m going to start providing basketball consulting for Owasso and soon I’m going to start gathering, I’m going to start servicing Broken Arrow. At the time, he was just in Bixby. So I said, so Don, let’s go ahead and register the Google map for the office that you’re building or the location you’re going to service, and let’s go ahead and put a sprinkling of articles on those search engine content and on those markets so that your phones will start ringing before you actually open up the new basketball training facility. And no exaggeration at all. His leads almost tripled by doing that and then that created the growth and the justification and I’m telling you, just a little secret between you and me and everybody watching, Oklahoma is in need of some serious professional fencing installers. I mean, I’m just telling you. So if you guys were to do what you’re doing and kind of start, you know, going down a little bit further down the highway like registering a map in Owasso or Oklahoma City or whatever markets you’re thinking about going to and begin putting just a little bit of energy into calling your current happy customers and getting reviews and writing that content, you’ll start getting massive leads and you’ll probably hit 2 million in the next 12 months. I’m just telling you because you guys have the systems. You’ve worked so hard to build these systems. I know you guys can continue to scale. Thank you guys for carving out time. Are you guys in like a pull barn here? Is this the man cave? Where are you guys? This is our big win of the week. Yeah, that’s the win of the week. We finally working on getting the shop finished so we can start buying materials in bulk so we get better pricing on materials, storing it and saving time. Instead of the crews right now, the crews get here in the morning, then they go to the supplier, get materials, and then they go to the job site. Did you build this? Yeah. This is awesome. This is exciting. Yeah. This is 40 by 60. And anyways, it’s exciting because this has been one of our big hangups is we need to get better pricing on materials, which is happening now. And the way you do that is you buy it in bulk. Well, you’ve got to have somewhere to store it. And so it’s all… Anyways, this is our big win of, I guess, really. Can I get a little tour? Can I get a tour real quick? Can you kind of walk us around real quick? This is awesome. I’m so excited for you guys. I love here. Does it smell like new wood? It does. Oh, yeah. Look at this. So this is the front of the shop. And really, it’s at our house. So a lot of things is like, we wanted a commercial facility, but right now, it’s not in the budget so we’re making do with what we have so we got a 40 by 60 going in so we got all the work trucks here behind us anyways right now it’s gonna get us by until we you know hit that one 1.5 maybe 2 million and at that point we’re gonna go and start looking for commercial lanes so anyways we’re gonna store a lot of like two by fours pickets, steel posts, like the bread and butter of what we do will be stored in here. So garage doors are coming hopefully in two or three weeks. Those take a little while. But we just got the concrete poured. So it’s really a blank canvas right now. So we got, today we’re planning out shelving and where we’re going to start storing everything and how to, I guess, try to make the best use of it. You’ve got to be pretty pumped up about this, huh? I’m super excited. We’re both very excited. Oh, this is awesome. Well, congratulations, guys. I know you guys have been putting in the hard work there. It’s good to see it paying off for you. And again, thank you so much for carving out time. And we’ll see you next week, okay? Thank you so much, Clay. Take care, guys. Bye-bye. See you. Hey, Clay Clark and my Thrive peeps. It’s Steve Carrington, as you can tell, although I’m not wearing my signature green shirt as usual, but I am riding in my signature green Lamborghini. And I just wanted to say how appreciative I am of Thrive and all the guys at Thrive Time and the show and everything that you guys have done at Total Ending Concepts. We have had tremendous growth and a lot of things changing, especially on the marketing front. And from a coaching perspective and from a web presence and branding and our internet leads are up, everything is hammering on all cylinders. And really we’re just trying to figure out how we can leverage the systems and the processes that we’re learning and thrive more in our business. So now we’re setting up a lead tracking system that has been long overdue, and we’re doing lots of stuff. But I wanted to take a minute and say thank you, thank you, thank you to Thrive and Clay Clark and Dr. Z and everybody for all the help in helping us grow our business and hopefully buy more Lamborghinis like this the more we sell. the more we sell. So appreciate it guys, see ya.