Gino Wickman | The Entrepreneurial Leap: Do You Have What It Takes to Be an Entrepreneur?

Audio Transcription

Clay Clark:
Yes, yes and yes. Dr. Z, it’s always ecstasy when you are next to me, but today’s show, there’s something super going on today. You see, Z, years ago you invested in a bank. You invested in a bank.

Dr. Z:
Bought a bank with some buddies, yeah.

Clay Clark:
You bought a bank with some buddies and the bank was called Regent Bank.

Dr. Z:
This is true.

Clay Clark:
And I was sitting down with one of your banking buddies, as banking buddies often do. You guys were milling around the lobby looking for free suckers and stuff like that.

Dr. Z:
Toasters that weren’t handed out, whatever you can grab a hold of.

Clay Clark:
Whatever. Just free stuff. Free popcorn, whatever. I’m there and I’m talking to your partner, Sean Kouplen who was, I believe…

Dr. Z:
CEO.

Clay Clark:
CEO of Regent Bank and the Secretary of Commerce for the state of Oklahoma.

Dr. Z:
I know. He’s kind of a big deal now.

Clay Clark:
And I said, “Sean, in this vast lobby of Regent Bank, and in your vast office, and in all the resources for entrepreneurial education that you have at your disposal, all the resources you have, what is the number one book that you would recommend to me? And Sean says Traction by Gino Wickman. And I thought to myself, “Self…”

Dr. Z:
Self.

Clay Clark:
“I should write that down.”

Dr. Z:
I should write that down.

Clay Clark:
Then I traveled to Oklahoma City where we met Piyush Patel who built a huge company called Digital-Tutors which just sold for millions and millions of dollars. And you and I, we asked him. We were at Charleston’s. We said, “Piyush, what book should we be reading?” And he says, “You should be reading Traction by Gino Wickman.”

Dr. Z:
Gino Wickman.

Clay Clark:
And so now without any further ado, Gino Wickman. Welcome onto the Thrivetime Show. How are you, sir?

Gino Wickman:
I am great. What a great opening you guys. And be still my heart on that story. When you shared that story about the book I’m reminded of the 31 times I got turned down by publishers for that book. So that’s really awesome to hear.

Dr. Z:
Wow.

Clay Clark:
Well, let’s talk about this here. You have this idea that’s been in your soul for a while. It’s this concept of the entrepreneurial leap. Do you have what it takes to be an entrepreneur? When did you first start having this idea? When did you start wrestling with this idea that would later manifest itself in the book form?

Gino Wickman:
It was exactly 12 years ago when I was 40 years old and building EOS Worldwide. And I said, “When I turn 50, I’m shifting my energy to the front end of the entrepreneurial journey and I’m going to help entrepreneurs in the making get a huge jumpstart on taking their entrepreneurial leaps.”

Dr. Z:
That’s awesome. I think I teared up a little bit there.

Clay Clark:
So tell us-

Dr. Z:
That’s awesome, man.

Clay Clark:
Tell us the title of your new book as Z tries to get it back together here emotionally.

Gino Wickman:
The book is called Entrepreneurial Leap: Do You Have What it Takes to Become an Entrepreneur?

Clay Clark:
Okay. Now I have actually gone through your book and I have a lot of notes here. And if it’s okay, I would like to read out a few of the essential traits that are in the book. I certainly won’t share all of the traits that are in the book. See I’m the kind of guy, I’m going to share just enough…

Dr. Z:
To make a taste.

Clay Clark:
To let our listeners get to a place where they can’t stand it.

Dr. Z:
They can’t. You’re going to let them get their beaks wet, is what you’re going to do, right?

Clay Clark:
Right. It’s a no brainer. We give them just enough content. They’re going to say, “I want to come back.”

Dr. Z:
No brainer, yeah. I want to buy the rest of it.

Clay Clark:
So here we go. Essential trait number one, you said here, the visionary, ideas, connect the dots, the sixth sense. When we’re talking about the six essential traits of an entrepreneur, talk to me about this essential trait number one, the visionary.

Gino Wickman:
Yeah. And so that is a trait that you are absolutely born with as are all the other six traits. That’s a very debatable topic. But somebody that has this trait in them, they just see the world a different way than most people. Their brain is always working and as you said, they connect the dots. And so they’re seeing all these moving parts in the world and they just put those dots together. They have this sixth sense. They’re able to see around corners. And again, so they just put things together and come up with great ideas that ultimately manifest into businesses that make a nice impact on the world.

Dr. Z:
They don’t see dead people do they? Or is that a different sixth sense?

Gino Wickman:
No.

Dr. Z:
It’s a different kind of thing? Okay.

Gino Wickman:
That’s a different sixth sense.

Dr. Z:
Okay. I wasn’t sure, Gino. I didn’t know.

Clay Clark:
Now, Gino, I have a sixth sense. I’ve had a lot of success in business and I see patterns. And this is not a political show. And I’m going to throw out an idea, Z, to you. Gino’s not saying this. I’m saying this.

Dr. Z:
Well yeah.

Clay Clark:
I’ve noticed that if you want to go to a large gathering of people right now, you have to bring a brick.

Dr. Z:
You have to bring a brick, yeah.

Clay Clark:
May we continue? Okay.

Dr. Z:
Or a bat.

Clay Clark:
Or a boat. Or just have a protest that’s peaceful. Can you go to a restaurant yet? Can you do restaurants yet in Michigan right now? Can you do that?

Gino Wickman:
Literally yesterday, thank goodness. They just opened.

Clay Clark:
Yes. Yes, yes. Woo hoo.

Dr. Z:
Get your burger and fries. Yes.

Clay Clark:
Yes, I want to hug somebody. Okay.

Dr. Z:
Go Lions.

Clay Clark:
Okay. So here we go. Now essential trait number two, passionate. You got to be passionate for your products, your service. You have a strong belief to fill a void. Talk to me about this passion because I see a lot of people that want, they want to be an entrepreneur but there’s no passion.

Dr. Z:
[crosstalk 00:08:38].

Clay Clark:
Talk to me about this, Gino. Talk to me about this passion.

Gino Wickman:
Yeah, I will. Sadly, it’s just not going to happen if you don’t have passion. So typically, again, that passion, as you said, is around that entrepreneurs thing. Whatever that thing is. The dent they want to put in the universe, the product, the service, the void they want to fill. And so they have this undying passion that as they keep getting their ass kicked and knocked down for 10 years as they’re building what they’re building, they just keep getting up. And the only thing that’s ever going to get you up that many times is that incredible passion for what you want to do in the world.

Clay Clark:
Now, Gino, I don’t know if you would agree with this. I have made a list of the eight traits to be an unsuccessful entrepreneur. Okay? And I’ll just read off a few of them. One is have no vision.

Dr. Z:
No vision.

Clay Clark:
Two is have no passion at all. None.

Dr. Z:
None.

Clay Clark:
Zero.

Dr. Z:
Zero.

Clay Clark:
And I’m going to skip through. I have one more final tip I’m going to queue up. This is a tip for being not successful as an entrepreneur. Here we go. This is it.

Recording:
“Probably my best tip is tip number eight. Always bags of your own poop collected throughout your stay and just have it ready.”

Clay Clark:
Would you agree with that? Is that a pro tip for not being a pro entrepreneur? Gino, do you agree with that?

Gino Wickman:
I’m going to plead the fifth on that, but I wouldn’t recommend it.

Clay Clark:
Okay.

Dr. Z:
Gino, I’ve got a question for you.

Clay Clark:
I’ve been trying for a few weeks.

Dr. Z:
There’s so many people that come up to us and they say, “Listen, we want to be an entrepreneur. We love your show. We love what you’re doing. Rah, rah, rah.”

Clay Clark:
Bada, bada bing.

Dr. Z:
What are some questions someone can ask themselves that they would know whether they have passion or not? Because you ask everybody. Most people would go, “Well of course I’ve got passion.”

Clay Clark:
“Oh, I’ve got passion.”

Dr. Z:
I mean, I got passion. Every Saturday night there at the house we got little passion going. I mean, what are you talking about? So perfect example. In the intro, or before the show started, you were talking about 31 times you’d been rejected by your first book, Traction.

Clay Clark:
31 times.

Dr. Z:
Which put you on the map, which is huge.

Clay Clark:
More than 30.

Dr. Z:
And so that’s the definition of passion. You had to go to your 30s. I mean, how many people would have given up after 10?

Clay Clark:
Most people.

Dr. Z:
Or 15?

Clay Clark:
Most people give up-

Dr. Z:
20? 25?

Clay Clark:
Most people would’ve given up.

Dr. Z:
Most people. And so what are some other little things you have seen that help define passion because I think a lot of people think they want to be an entrepreneur, but they don’t really have their head wrapped around whether they have the right stuff or not. Does that make sense?

Gino Wickman:
Yeah, exactly. Z, I’ll give you a couple of thoughts. I’ll just kind of riff a little bit and in here will be a few nuggets. And so first of all, it’s what gets your blood pumping? What gets you out of bed every morning? What is the dent you want to put in the universe? What is the legacy you want to leave? And not everyone has an answer to that. You know? So I would suggest that most people aren’t passionate and I’ll split the difference and say half are and half aren’t. But when you asked that series of questions and make that series of statements that I made, half the world’s looking at you scratching their heads. There’s just really nothing they’re totally passionate about. With that said, it doesn’t always have to be necessarily business-focused, but we’re talking about entrepreneurs so there are people that are passionate about sports and maybe they’ll never start a business around that. That’s a whole different ball game in this ballpark that we’re in around entrepreneurship.

Clay Clark:
Sure.

Dr. Z:
Good point.

Clay Clark:
Now you point out that essential trait number three is you have to be a problem solver. You have to create a problem, problem-solving setbacks, optimist. I mean Z, when you guys took over Regent Bank, which at the time when you guys bought it it was called the Bank of Nowata.

Dr. Z:
They had just rebranded right before we bought it.

Clay Clark:
Okay. And all banks pretty much lend money from the government. Am I correct? At the end of the day banks rent money to people.

Dr. Z:
Correct. Well, yeah. That’s one way to say it, yeah.

Clay Clark:
Over simplified though. You know what I mean? You get some money from the FDIC, you rent the money to other people, whatever. You know what I mean.

Dr. Z:
Right, right.

Clay Clark:
So there’s a lot of regulations there. And there’s a lot of bankers I run into say, “You just can’t grow a bank in today’s economy.” You guys bought the bank headed right into the… Right after you bought the bank, the recession happened.

Dr. Z:
Yeah good timing.

Clay Clark:
Right.

Dr. Z:
That’s a not [crosstalk 00:12:37] by the way.

Clay Clark:
But a lot of people would’ve just given up, Z. So I want to get Gino’s take on this. Gino, I want to get your take on this. Problem solvers. I see a lot of people that aren’t entrepreneurs. They get overwhelmed by problems and they just go cry. Well entrepreneurs are inspired to take action. Talk to me about the problem solving trait that you write about in your book.

Gino Wickman:
Yeah. And you described it pretty darn good there. And remember, we’re talking about traits that you’re born with. And so as your listeners, then they’re thinking. They’re scanning their body right now with each one of these traits we’re talking about and saying, “Am I a problem solver? Do I have this trait?” Well you just have to look at your life and look at your history. And the way you’ll know this is, have you always been a creative problem solver? Do you tend to see solutions where other people are seeing problems? Do you love solving problems? When you get hit with a setback, do you tend to lean into it? Are you more of an optimist by nature? And if all of those things are yes, yes, yes as you look back with every little bump and hurdle, you’ve run into, then odds are you are probably a problem solver and you probably have this trait.

Clay Clark:
Z, I see a lot of people that are overwhelmed by problems. At the optometry clinic we’ve been dealing with the shutdown. We actually had a peaceful protest where I would say 85% of the people that I could tell seemed to be very peaceful. Then you had 15%. You had the Yahoo friends that showed up right in front of your office.

Clay Clark:
[inaudible 00:14:00] percent. You had the Yahoo friends that showed up right in front of your optometry-

Dr. Z:
And there we are with the news-

Clay Clark:
[crosstalk 00:14:06] right in front of the mall.

Dr. Z:
[crosstalk 00:14:07] it was the epicenter, yeah.

Clay Clark:
The news was out there. It was crazy. I mean, how do you process solving problems? Do you tend to hide a lot? Do you jump right into solving problems? How do you handle it?

Dr. Z:
Oh yeah. I love solving problems. I mean, I think that, when Gino was talking, I mean, he was like reading my mail. I mean that obviously, I mean, but you have to have that thing of… And that’s what bothers me right now with the current status, and so many people are talking about the problem. And every time I hear that, I just want to scream at him and go, “What’s the solution? What’s your solution? How are you going to fix it? What are you suggesting?” I mean, we get it. We have a problem. Okay. Enough now let’s work on solutions. And so.

Clay Clark:
I have a pro tip.

Dr. Z:
You have a pro tip?

Clay Clark:
Here’s my pro tip. If we lay on the train tracks and wait for the train and to see if it runs us over, I have the hypothesis, I have the belief that we’ll probably get hit by the train. And I believe if we keep our economy shut down, the economy will probably stay shut down. This is my take, this is my pro tip.

Dr. Z:
This just in.

Clay Clark:
This just in. So I think we should hit the open button, but that is my controversial take on that, Z.

Gino Wickman:
Well, yeah, let me throw one more thing in the mix.

Clay Clark:
Yeah go for it.

Dr. Z:
[crosstalk 00:15:13].

Gino Wickman:
[crosstalk 00:15:14] be a great indicator as to whether your listener has this trait, and so I’m thinking of the leadership teams I work with, three to seven people running a company were locked in the room. Well, my very entrepreneurial leadership teams, when we’re in that full day session and they’re staring at that whiteboard of 40 issues, they get motivated, energized, and just attack that list, where my teams that are not entrepreneurial, they look at that list of issues, and the energy goes out of the room, and they’re exhausted and they’re scared. And so when you get energized, looking at a list of issues, pretty good sign that you’re a problem solver.

Clay Clark:
There you go. Z, I tell you what I was overwhelmed. I was looking at the questions for today’s show that we put together. Because one, when I read Gino Wickman’s book, I recognized two things were happening. One, he is smarter than I am. Two, I recognized that I probably need to stop the talking into the box fan, and I probably need to start writing some questions as a result of reading this great book.

Dr. Z:
Well, you see, that’s why you’re a problem solver.

Clay Clark:
I was just sitting there looking into the fan going-

Dr. Z:
It took you little while to get going, but you finally-

Clay Clark:
I was overwhelmed.

Dr. Z:
You geared down though and you got her done.

Clay Clark:
I read the book. I went through it. Okay. So we talk about the essential trait number five of being an entrepreneur.

Dr. Z:
Did we skip four?

Clay Clark:
Well I’m skipping, come on.

Dr. Z:
[crosstalk 00:16:34] oh we can’t give them all to them, I get it.

Clay Clark:
I can’t give them all away.

Dr. Z:
[inaudible 00:02:37].

Clay Clark:
Fine, I’ll skip number five and I’ll move to essential trait number six. I’ll do that.

Dr. Z:
Wow. Oh my God, I’m sorry.

Clay Clark:
Essential trait number six.

Dr. Z:
Sorry drivers.

Clay Clark:
“Risk taker. Don’t freeze, rebellious, willing to fail”. What are you talking about, Mr. Gino Wickman?

Gino Wickman:
Yeah. And so this one is a good one from a standpoint of when we’re talking entrepreneurship and someone sees this trait, they’re thinking that the risk we’re talking about is the risk of starting a business, of taking the entrepreneurial leap, when truth be told, that’s one of a thousand risks you’re going to take over the next 10 years building your company. And so risk taking is the fact that you don’t freeze when it comes time to make a tough decision. And so being an entrepreneur is all about tough decisions every day, every week, every month, every year. And you lean into that decision, you make that tough call. A risk taker tends to be rebellious in nature, and so you’re the kind of person that a stop sign is kind of a suggestion to you. You’re willing to fail. You don’t intend to fail, but you’re willing to, you know that that’s part of the game. And then you tend to err on the side of begging for forgiveness than asking for permission. And so if that describes you out there, then you probably have this trait of risk taker.

Clay Clark:
Z, I got to tell you, I’ll tell you this. Can I tell you my, my pro tip? You mentioned that I’m a terrible driver.

Dr. Z:
Oh you’re the worst.

Clay Clark:
You’re the mentioned that you’re you, you’re an entrepreneur if you perceive a stop sign to be potentially a suggestion. Gino, I would like to confess to you a pro driving tip that I have been busted on, on two occasions. No ticket, thank you to the officer. What I’ll do is I call it, Gino did you play basketball?

Gino Wickman:
I did not.

Clay Clark:
Okay, well Magic Johnson made this big up there in Michigan, it’s the no-look pass, right? So I do is, if the traffic is where I don’t want it to be, what I’m going to do is I’m going to signal and I’m going to go into the parking lot of the gas station, and look as though I’m looking for, “Am I looking for gas? I think I went and gas”. And you know you see the people who look for gas, but then they go, “No, no, the gas is 2 cents cheaper four miles away.”

Gino Wickman:
Sure.

Clay Clark:
I act like I’m that guy. So I’m like, “Oh, no I’ll keep going”. And I look away, but the whole time I know where I’m going, I’m cutting to that parking lot. But I look away, it’s a no-look.

Dr. Z:
It’s a no-look drive.

Clay Clark:
And I been pulled over twice for the smooth and the one time the officer pulled over, [inaudible 00:19:01]. It’s in the Hummer with the Kim Jong Un and wrap on it.

Dr. Z:
Oh, it’s beautiful.

Clay Clark:
And he says, “Do you recognize you’re driving a Hummer with Kim Jong Un wrapped on the side of it, and I see you do this often?” And I’m going, “Doing what?” He says, “The thing where you act like you’re going to get gas, and then you don’t get gas?”. I’m like, “I’m indecisive.” And he’s like, “Get out of here stop this”. That happened. That was a thing. So anyway, that’s the move. I also do the shoulder move Z. Whenever you know it snows Gino, does it snow a lot up in your region of Detroit? Or are you in the snow free zone of region of Detroit?

Gino Wickman:
Oh, it snows.

Clay Clark:
I grew up in Minnesota and you know, snow rules happen where once it snows people all of a sudden, like stoplights kind of a suggestion now because it’s snowing. Gino, does that happen up in Detroit when snow’s several feet or several inches? Do you have snow rules?

Gino Wickman:
It doesn’t get that deep, so, no. I’ve never heard of that, so I have to say no to that.

Clay Clark:
Well, Z we’ll educate Gino. In Oklahoma, we have snow rules here. When it snows-

Dr. Z:
It’s chaos.

Clay Clark:
People are going, “Well, I might not be able to come to a full stop. So I’m just not even going to try to stop”. So you just drive right through the red light, if there’s no other cars and I’ve been busted doing that move with an inch of snow [inaudible 00:06:17].

Dr. Z:
Yeah. Hummer.

Clay Clark:
And I’m like, “The snow is a powerful amount of snow”, he says, “Sir, do you know why I pulled you over?” “Yeah. I went through a red light.” “Well, why did you do it?” Powerful amount of snow, a lot of momentum.” I’m going like 20 miles an hour. I got out of that too because I was funny. So, okay, we continue. So now we know about the traits of an entrepreneur, but some people want to learn more about this book. Where could they buy the book or where could they learn more about your book if they want to get into all the essential traits?

Gino Wickman:
Yes. Well, all major retailers, certainly, but the epicenter of all things Entrepreneurial Leap is my website e-leap.com. You can certainly order it through the site, that will take you to the major retailers, but there’s also nine free tools, a lot of robust content that is free there on that website as well.

Clay Clark:
Now in your book, you talked about eight critical mistakes that entrepreneurs make. So what I’m going to do is I’m going to tee up a mistake and I’m going to take one of your mistakes. And then after we interview you about it Z is going to chime in with maybe a funny story about this. So Gino, tell us about this mistake number one: not having a vision, an entrepreneur opens up a business, they clearly don’t have a vision. Why is this such a big mistake?

Gino Wickman:
Yeah. So it’s a mistake due to lack of clarity, lack of communication, chaos. And so what you typically have is you’ve built this organization to a certain size where there’s just no clarity. Everybody joined you because they fell in love with your passion. You wrangle them in, and everyone is just not aligned around a vision. And to the degree you have a vision, you will align everyone around that vision, you will get there faster, you will solve issues quickly and you’ll weed out a person or two that’s really not in alignment with your vision.

Clay Clark:
Zohan, you’re an optometrist.

Dr. Z:
Yes sir.

Clay Clark:
You know, my wife is a beautiful lady. She started working for you at the age of 18 years old, then. And [inaudible 00:22:06] dated.

Dr. Z:
[crosstalk 00:22:06] And then her creepy boyfriend came around.

Clay Clark:
Right, and I was able to wrangle her away. We’ve been married now 20 years, but you have year by year-

Dr. Z:
No that was, you were the creepy boyfriend.

Clay Clark:
Oh.

Dr. Z:
Sorry.

Clay Clark:
Thank you, appreciate that.

Dr. Z:
Truth. [inaudible 00:08:19].

Clay Clark:
[crosstalk 00:22:18] It’s too soon. Here’s the thing you though have helped me out for years. You have given my wife a wrong prescription. You are an optometrist.

Dr. Z:
Oh yeah, we had to blur-

Clay Clark:
[crosstalk 00:22:27] and you made sure [inaudible 00:22:29].

Dr. Z:
[crosstalk 00:22:29] once we saw you, we had to blur that sucker out, oh yeah.

Clay Clark:
You said, “You should be seeing 2020 no, Ma’am”. She sees about 2100 right now.

Dr. Z:
On a good day.

Clay Clark:
What’s the danger of not having a vision? You see business guys all the time not having a vision.

Dr. Z:
So it kind of cracks me up sometimes, a guy will, and I see this over, and over, and over; he’ll have a little bit of a vision open up his business. And then I don’t know if he bores. I don’t know if she bores. I don’t know what, and the next thing you know, they went from having a donut shop to now they’re going to sell, sundry goods over here in the foyer. And then they’re going to open up a med spa behind the donut cooker, you know?

Clay Clark:
[crosstalk 00:23:00] “Welcome to Als Garage and Donuts and Med Spa.”

Dr. Z:
“And Med Spa, Donuts. Botox and Sundries.”

Clay Clark:
“You want to take a shower? We have a shower unit now available in a gym out back.”

Dr. Z:
“We’ll open up anything you think you need. We’ll ope it up here.”

Clay Clark:
“I Know a Guy is the name of our store. Iknowaguy.com.”

Dr. Z:
They just keep rolling the other ideas. And just, what do you think that got sent that kind of settled in, they’re settled, there just seems so unsettled you know? Next thing you know they’re trying to do something else. And you’re like, “Dude, just stay in your lane, and do what you were doing, and do it with excellence. You know? I mean, perfect that before you.”

Clay Clark:
[crosstalk 00:23:33] “You want to buy a replica of Ronald Reagan, because we sell those too”.

Dr. Z:
“We sell those too. We have a clay model of one of those 3D printers, it’s unbelievable.”

Clay Clark:
[crosstalk 00:23:40] “Unbelievable. “It’s out in the back. I know a guy.”

Dr. Z:
“I tell you what, you propped open your house [inaudible 00:23:43]”.

Clay Clark:
You see people like this, I’m sure because you’ve done consulting, and speaking, and coaching. I mean, you’ve interacted with entrepreneurs for years. Do you see that, where the entrepreneur just keeps adding on one more idea while never gaining traction with any idea?

Gino Wickman:
Oh, for sure. I’m sitting here laughing because you’re spot on. And then you’re dipping into mistake number six, which is not staying true to your core.

Clay Clark:
Oh!

Dr. Z:
Oh there we go!

Gino Wickman:
Exactly what happens. They start trying to sell and be all things to all people, and get away from what brought them, and unfortunately they tend to go out of business, or at least struggle in flat line forever.

Clay Clark:
So mistake number one is not having a vision. And mistake number six is not staying true to your core.

Dr. Z:
This just in.

Clay Clark:
This just in from our home office. I see that a lot, a lot with politicians. I see that a lot with business owners, politicians though are the easiest ones to spot usually, because they’re like, “I am in favor of capitalism. I’m down. This is me talking about it. I love it. I love it”.

Dr. Z:
“Love it.”

Clay Clark:
“Free market. You buy things that-”

Dr. Z:
“Send me to the capital because I love capitalism.”

Clay Clark:
“That’s what I’m into. But now that I’ve been elected, I could see the merits of socialism and that’s what I’m going to do.”

Dr. Z:
Yeah. I mean, “[crosstalk 00:24:54] all share.”

Clay Clark:
And we all see it; it’s the pressure that makes you clarify your vision. Now mistake number two: hiring the wrong people. Gino, have you ever hired the wrong person ever?

Gino Wickman:
I have. In my first business, that’s where I learned it. And I got really good at solving that problem and did not make that mistake again in the second business.

Clay Clark:
Have you ever hired a person that had a magnificent resume and really, really was confident in their skills, but they ended up not being what you thought they were? Gino have you ever interviewed the really good interviewing guy with the really white teeth, and the great resumé, it’s a polished resumé. It’s leather-bound, his dad is a Senator and then he’s just a disaster. Have you ever hired that guy?

Gino Wickman:
Too many times. Well, I interviewed that guy. Fortunately, I was smart enough not to hire him most of the time, but definitely made that mistake a handful of times.

Dr. Z:
Yeah, the leather resumé. That was a tip.

Clay Clark:
I have, this is actually an audio tape Z, of I think one of Gino’s worst hires early on in his career.

Dr. Z:
Really? How’d you get that tape?

Clay Clark:
Let me wrangle it up real quick.

Dr. Z:
How did you get that tape?

Clay Clark:
Oh, well actually [inaudible 00:26:04], this is Gino’s personal assistant interviewing one of his worst hires. Gino, I’m going to play about 45 seconds of it, and then you can tell me if this was the actual audio. Because I never know.

Dr. Z:
You have so many.

Clay Clark:
Who are we to vet the audio clips before we play them?

Dr. Z:
Right, exactly, good call.

Clay Clark:
Here we go.

Speaker 1:
Oh, hello, Catherine. Good to see you. I didn’t know you were dropping by.

Catherine:
You’ve asked me to come over.

Speaker 1:
Did I?

Catherine:
Are you reading the dictionary?

Speaker 1:
You caught me. I like to break a mental sweat too. Grab a chair. So I trust everything’s going-

Clay Clark:
This guy interviewed well.

Speaker 1:
Swimmingly with our acquisition of Average Joe’s.

Catherine:
So far, yeah. I mean there’s a lot to do over there, so I should probably get back. That is a really interesting painting.

Speaker 1:
Oh. Thank you. Yeah. That’s me taking the bull by the horns. It’s how I handle my business. It’s a metaphor.

Catherine:
I get it.

Speaker 1:
That actually happened, though.

Dr. Z:
“It actually happened, though.”

Clay Clark:
All right. So have you ever hired a guy like that? And what do you do, for the listeners out there who’ve hired somebody who they thought they’d be the greatest manager ever? They claim to read the dictionary in their free time. They claim to literally take the bull by the horns. They bring in their own paintings of them doing so. What do you do when you’re stuck with that guy?

Gino Wickman:
Well, you don’t hire him, and I want to go on record is, yeah just to clarify, that was not me.

Clay Clark:
Oh. Wrong clip.

Dr. Z:
Wrong clip. But if you did get stuck with them, you’re never stuck with them, and I think that’s the takeaway, is you can, you know-

Clay Clark:
How do you fire people in Detroit? What do you do? What’s the move? Is there a move?

Dr. Z:
[crosstalk 00:27:44] is there a [inaudible 00:27:43].

Gino Wickman:
Well.

Clay Clark:
Go ahead.

Gino Wickman:
Yeah. Well here’s what I would suggest, because that’s the easy part. The way that this dynamic shows up for anyone thinking about taking their entrepreneurial leap, is what tends to happen is that entrepreneur starts their business, reaches some level of success, sells a few things, generates some revenue and they need a body, and so they grabbed the closest body-

Gino Wickman:
… The revenue, and they need a body, and so they grabbed the closest body to them, which is their brother, sister, significant other, mom, dad, aunt, uncle throw them into the business, business continues to grow and they keep doing that, and two, three, five years into it, they find themselves surrounded by a bunch of people that really shouldn’t be there.

Gino Wickman:
And so the point is, you’ve got to hire people that have your core values, hire people that have the skillset to do the job, slow hire, quick fire. And so once you realize you’ve got the wrong one, the firing part is easy, assuming they’re at will employees, and we’re not going to get into the legality of that, but the firing part is easy. It’s avoiding that mistake on the front-end that almost every entrepreneur makes.

Clay Clark:
Now mistake number three, not spending time with your people. I think a lot of people believe in abdication, not delegation. They get it confused. They hire somebody, this guy, he is the golden baby. You look at him and you say, “This guy’s going to be the golden baby.” And your partner says, “The golden baby?” No, this’ll be, look at the golden baby. I don’t even know what that means, why are you saying? I’ll tell you, he’s the golden baby. He’s the chosen one. And then you put him in a room, and you don’t train the golden baby, and you wonder why he’s not getting it done. Talk to me about this.

Dr. Z:
Because he’s golden.

Clay Clark:
Why can you just hire a golden baby and not train them?

Speaker 2:
Hence the name, gold member.

Gino Wickman:
So I have no idea where you’re going with that, but here’s what this is.

Dr. Z:
Makes two of us.

Gino Wickman:
… It’s the hard charging entrepreneur with this idea. Again, build the company with people, and these mistakes all stem from my clients when they come to me somewhere between 10 and 250 employees having made all of these mistakes and we’re correcting these mistakes and the number one issue I, and we hear every single time is communication. And communication is just simply the root of it is that entrepreneur is not spending time with their people, and the formula and remedy is a simple solution. It’s meeting with your team weekly, meeting with your team quarterly and giving feedback often, that will solve 90% of your communication issues overnight.

Clay Clark:
Do you have to schedule an actual meeting with your team on a consistent basis, maybe for those weekly meetings and those quarterlies? Or do you recommend entropy and just sort of having an apathetic look at the world and just seeing if we drift into a meeting at the same time and place?

Gino Wickman:
We 100% prescribe same day, same time, same agenda every single week and every single quarter.

Clay Clark:
Yes, preach it. Can you say it one more time? I blacked out. It was so good. Say it one more time, please.

Gino Wickman:
We highly recommend, actually every client does this. Every meeting has got to be same day, same time, same agenda every single week, every single quarter.

Clay Clark:
That right there is so profound because, and I’ve been doing consulting now since 2006, and I can tell you nothing is more frustrating to see than playing phone tag with a successful person because they don’t answer a number if they don’t know who it is, or they’re always doing something productive with their time. So you miss them, they don’t check voicemails. They call you back from their mysterious bat line, and you don’t answer the phone because you don’t know the numbers, and it just goes round. Have you ever played an Epic game of phone tag?

Dr. Z:
Oh yes, it’s just so fun. It just kills it, I love it. [crosstalk 00:31:32] things.

Clay Clark:
I love having the weekly meeting at the same time every week. Now your meetings don’t go on for four hours or nine hours. Do you know how long is the longest that we should possibly have a weekly meeting?

Gino Wickman:
90 minutes every week, max, not a minute more. You can’t solve every issue, you just need to solve the most important ones and the rest will wait until next week’s meeting.

Clay Clark:
Okay. Again, this stuff we’re covering right now is in your newest book. This is a great book, but also your legendary book, Traction is also available. Talk to me about this mistake Number four is not knowing who your customer is. Does that mean you’re allowing people to buy things from you and you don’t recognize their face? What does it mean when you say not knowing who your customer is?

Gino Wickman:
So the issue here is that entrepreneur, that business is taking a buckshot approach to selling their wares. And so your marketing efforts, your sales efforts, your branding efforts, they’re just kind of, like I said, taking that buckshot approach and doing a dragnet, and dragging in whatever they can, when the remedy is knowing the demographic, geographic, psychographic, who they are, where they are, what they are, how they think and targeting your sales and marketing efforts on them so that you have a very focused effort, and you maximize all of your resources, time, energy, and money.

Clay Clark:
Can we talk more about golden babies?

Dr. Z:
I think we should.

Gino Wickman:
I wish you would.

Speaker 3:
[inaudible 00:33:04] ladies and gentlemen, let’s go members.

Dr. Z:
Do you put golden diapers on them?

Clay Clark:
I have pro tips. Can I give you some tips Gino? For about a decade, I think I’ve wanted to interview Gino Wickman here, and this is sort of an answer to prayer. And so Gino, I have some pro tips I want to give you and feel free to-

Gino Wickman:
I’m all yours.

Clay Clark:
… not to implement them, it’s fine, he’s doing well. His things are going well here.

Dr. Z:
[inaudible 00:33:22] apparently, I think he’s doing all right.

Clay Clark:
So Teddy G., Feel free to one up me, but these are my tips.

Dr. Z:
Okay.

Clay Clark:
One, I think moving forward, you should insist that people introduce you as Gino Wickman, Wickman, I think that sound.

Dr. Z:
I think it’s hot. That’s hot.

Clay Clark:
I think you become the kind of man that would correct people that say Wickman. For example, you met me for the first time today and I would say, “Gino Wickman, pleasure to meet you.” And you could say, “No, no, no, it’s Wickman.” It’s like Prince where Prince had that constant friction with everyone because people were like, “Hey, good to see Prince.” And he’s like, “No, it’s a symbol.” You see what I’m saying? Think about that.

Dr. Z:
It’s hot. It’s hot sauce.

Gino Wickman:
Oh yeah, I’m writing it down as you speak.

Dr. Z:
Not to be silly-

Clay Clark:
This could really create not traction, but friction.

Dr. Z:
… but I think you have traction with that.

Clay Clark:
I think it’s a good idea. And then your newest book could be called Friction, Keys to the Golden Baby.

Gino Wickman:
I like that.

Clay Clark:
[inaudible 00:34:14] Friction, and people would go, “He’s written three books, four books that make sense.”

Dr. Z:
Kind of like you get a baby and then just spray paint it gold and then take a picture of it on the cover? I don’t think that [crosstalk 00:34:24].

Clay Clark:
How many books have you written at this point, Gino?

Gino Wickman:
This is number six?

Clay Clark:
So if you wrote Friction, the Golden Baby, people would buy it almost like a mercy purchase? It’s like just some of Prince’s music got kind of weird there for a while, and people are going, “I don’t know if I even like this music, but it’s packaged in a glass sphere of some kind of gold, so I’m going to buy the golden baby.” [crosstalk 00:34:48] with Gino Wickman.

Dr. Z:
I’m going to drop that down a notch Gino-

Clay Clark:
Okay, fine.

Dr. Z:
… Clay always shoots… He’s always swinging for a grand slam every time. Me, I’m good with base hits, just keep up the momentum-

Clay Clark:
Yeah, you’re a benevolent man, you’re a kind of person.

Dr. Z:
… So I think instead of doing a whole book cover on that, I challenge you in your next book to somewhere in there, get the phrase, golden baby, somewhere in the book.

Clay Clark:
Golden baby-

Dr. Z:
Golden baby-

Clay Clark:
… and we’ll know it’s for us.

Dr. Z:
… That’s your challenge. And it’ll be just sort of a love nugget, and we’ll shed a tear or probably pop some champagne-

Clay Clark:
And you could use it.

Speaker 3:
… Because we’re somebody now.

Clay Clark:
You could use it in your perfect level 10 meetings. In your level 10 meetings, you can just kind of say, “Now guys, as an example, a golden baby would do this.” We continue. So Gino Wickman, you were talking about here, mistake number five is not charging enough. As an example, you didn’t charge us enough to have to put up with the personal hell of being on this show. Talk to me about not charging enough.

Dr. Z:
That’s a good point. Excellent point.

Gino Wickman:
So the classic mistake here is undercharging for your services, and so it’s literally a psychological issue. It’s an insecurity. And so almost every entrepreneur when they take their leap, for some reason, they charge less than they should. And most startups, they’re literally a 10% price increase from being profitable or having a loss.

Clay Clark:
That’s a good word.

Gino Wickman:
And so there’s two great disciplines here. First of all, there’s a great Ted Talk by Casey Brown who goes right to the psychology of this. But number two, Dan Sullivan, one of my mentors talks about when you’re pricing, think about the number that scares you the most and then add 20%. And that will force you to break through that insecurity. But it’s just a common classic entrepreneurial mistake, and it’s the difference between staying in business and going out of business.

Dr. Z:
And Gino, I want to add to that. I want to pile on. The other thing too is, is the drift. In other words, cost goes up. You keep your-

Gino Wickman:
Are you guys there? Did I lose you?

Clay Clark:
We’re here.

Dr. Z:
No, we’re here, we just did a bomb.

Clay Clark:
Can you hear me?

Dr. Z:
What I was saying is… Can you hear me Gino?

Gino Wickman:
Hello. Hello.

Dr. Z:
Hello, Gino.

Clay Clark:
Oh no.

Dr. Z:
Oh no.

Clay Clark:
Oh no.

Dr. Z:
Oh no.

Clay Clark:
Gino, are you there? Gino Wickman. I’m calling you back. Wickman. He’s still there.

Dr. Z:
He’s there. He’s there.

Clay Clark:
This is a fake.

Dr. Z:
He’s there.

Clay Clark:
It’s a head fake.

Dr. Z:
I think golden babies kind of [crosstalk 00:09:11].

Gino Wickman:
Hey guys, I’m back.

Dr. Z:
Are you back? Oh, God.

Clay Clark:
I knew you offended him when you were talking about golden babies.

Dr. Z:
I know. I thought he was going to hang up on you any moment. I knew it, passive aggressive, bam. What I was pilling on Gino, and that is not only, day one, do you get aggressive And you price things accordingly? But also you have to watch the drift. In other words, there’s a restaurant here in Tulsa, true story. And they had the best lasagna in town, and they had it priced accordingly. And then every time they got a new chef in there, he’d be like, I can make this thing a little better, a little bit more meat-

Clay Clark:
I can make it little better.

Dr. Z:
… a little more better.

Clay Clark:
A little more better.

Dr. Z:
A little bigger piece.

Clay Clark:
[inaudible 00:00:37:43].

Dr. Z:
But pretty soon they didn’t realize what they were charging for the lasagna was actually less than what it cost them to make the lasagna. And everybody loved the lasagna, that’s why you went to the restaurant to get a lasagna.

Clay Clark:
[inaudible 00:37:54] it’s as good as Gino Wickman book.

Dr. Z:
I’ll tell you what, that lasagna is so good.

Clay Clark:
Incredible lasagna.

Dr. Z:
I [inaudible 00:38:03] I can’t make it for that, I don’t know how they do it. I mean, this is crazy. They must buy in bulk or something, I don’t know, it’s just the best.

Clay Clark:
Gino Wickman would love it.

Dr. Z:
And I want [inaudible 00:38:13] do.

Clay Clark:
It’s not profitable, but I want a lot of them. Let’s make a lot of them.

Dr. Z:
And I guess it was kind of like the truck driver that says I lose $1,000 on every run. They go, “What are you going to do about that?” He goes, “Well, I’m just going to get more trucks, I’ll make it up and you know.”

Clay Clark:
Gino, this is a problem for people. Pricing is a huge problem.

Gino Wickman:
Exactly, right. That’s why I’m calling it out before you take your entrepreneurial leap so you don’t discover it five years in.

Clay Clark:
Now Gino, do you charge money for your services?

Gino Wickman:
I do.

Clay Clark:
Unethical. How did you figure out-

Dr. Z:
He’s a pirate.

Clay Clark:
He’s a pirate. He’s out there plundering people. He said, I’m going to make a profit in exchange for goods and services that I offer. I have a lot of people, Sean [Copeland 00:00:38:55], swears by your program. Piyush Patel swears by the program. Are you still doing the thing where you work with people for free forever? What’s your hot offer over there?

Gino Wickman:
No, that’s unfortunately not my business model.

Dr. Z:
I get it.

Clay Clark:
Seriously, If people out there want to hire you, what do they do? What’s the process look like? Or are you even available at this point? Because your books have sold just so many copies.

Gino Wickman:
Unfortunately I’m not available, but the good news is we have 374 other EOS implementers that are available allover the world. So I can connect you to any one of them, certainly.

Clay Clark:
Okay, now, let’s talk about this, I’m going to go with mistake number seven. I got some other questions I want to get into. Mistake number seven, not knowing the numbers. A lot of people, they go, “I have a great product. Woo, great lasagna. Woo. That’s the golden baby. Woo.” And then they say, “I don’t know if I make any money.” Talk to me about the dangers of not knowing your numbers.

Gino Wickman:
Yeah, here, here. And sadly, somebody that has all six essential traits typically is not great with numbers. It’s actually a weakness of most visionary entrepreneurs. And so the beauty is, it’s a very simple remedy because what’s happening is these companies are flying blind, going with their gut, guessing that everything’s going fine. The way you solve that, three simple things. Number one is look at the five to 15 most important numbers every single week. Number two, look at a monthly P&L every single month. And number three, manage a budget projected to actual every month. And if you don’t know what those three things are just implement it and you’ll figure it out in about two months.

Clay Clark:
You know what I’m going to do here is this, I’m going to cue up over this. There’s that show, Who Wants to be a Millionaire, and it kind of creates a suspenseful atmosphere. I’m going to cue up the music here. And what I’m going to do is we’re going to come in rapid fire with questions for you, Gino, okay? We’ve got about 10 questions from Thrivers all over the nation.

Dr. Z:
All over.

Clay Clark:
And I’m going to fire out the question and if you can give us the shortest most concise answer possible, are you ready for the lightning round, Sir?

Gino Wickman:
Ready.

Clay Clark:
Okay, let me cue it up. Let me try this.

Dr. Z:
[inaudible 00:41:12] this is intense.

Clay Clark:
Here we go. All right. I think this is the right material. Question number one, when consulting with a business owner, how often do you have to have an awkward talk with them when consulting with business owners?

Gino Wickman:
Every single session in the first year.

Clay Clark:
Really? Every single session? Okay, got music right, here we go. Next question. This is from a lady by the name of Amelia. What do you tell business owners who get bored easily? The ones that cannot commit to doing the same things day after day, week after week, what do you tell them?

Gino Wickman:
Get good at it, learn how to have fun with it, stay focused.

Clay Clark:
Okay. Question number three from Luke, writes, what do you say to clients that get stuck on website-

Clay Clark:
Three from Luke writes, “What do you say to clients that get stuck on website edits, updates that don’t matter, products that they don’t sell, things that don’t matter?” What do you say to clients like that?

Gino Wickman:
That one stumps me, because that one seems obvious. Pull your team together, decide what needs to go, decide what needs to stay, make quick decisions and go forward.

Clay Clark:
Where could people learn more? We have a listener who writes, “Where’s the best place for our listeners to learn more about your Level 10 meetings?”

Gino Wickman:
Two places. Purchase the book Traction, or go to eosworldwide.com.

Clay Clark:
Z, get ready for your tough questions. He likes to ask inappropriate, political, geopolitical, religious questions. So get ready for that. Here we go. Here we go. Next question, this comes in from Sean. Sean writes, “What would you say to a business owner that does not yet see the value of accountability when working with a consultant, such as the EOS team?”

Gino Wickman:
Well, number one, I wouldn’t work with you because accountability is the foundation of the relationship with all of my clients. I fear for your future and your people if you don’t believe in accountability.

Clay Clark:
Next question from a Thriver by the name of Sean writes, “Can you talk about the process of training business owners to prioritize the stuff that matters, as opposed to focusing on the things that don’t matter, like a golden baby?”

Gino Wickman:
So the approach that we take and I take is, we work with the owner and their leadership team. So those are the three to seven people at the helm of the organization. Together those three to seven people need to list all of their priorities, and then choose the top three to seven for the next 90 days. Don’t walk out of the room until you 100% agree on what those three to seven priorities are.

Clay Clark:
Andrew writes, “What happens when an employee does not do their action items after your Level 10 meeting, when it’s time for the follow-up two weeks in a row?” What say you, Gino Wickman?

Gino Wickman:
Rule of thumb, 90% of all to-dos should be complete every week. If you have an employee that doesn’t do that, you sit them down, have a conversation, and that is strike one. If it happens again, you sit them down, have another conversation, that is strike two. If it happens again, that is strike three and you’ve got an epidemic and it’s time to make a people change.

Clay Clark:
Julia writes, “How do you equip implementers? Or how do you personally navigate the emotions of an artist/expert entrepreneur that thinks they know it all but does nothing?”

Gino Wickman:
Well, that one’s a little more difficult. So we’re able to solve that. I am able to solve that probably half the time, some mini interventions, some group therapy in the sessions with the leadership team. The other half of the time, it’s a deep, psychological issue that stems back to when they were seven years old, and they need about seven years of therapy before they’re ready to ultimately solve that issue.

Clay Clark:
Oof. Z, it’s time for you to ask your offensive questions as you often do. Z, your questions? Z is known to ask questions that are so offensive that our listeners, our guests will just hang up. It’s happened. I mean, we have audio on this.

Dr. Z:
It has?

Clay Clark:
Well, we don’t have any audio of it.

Dr. Z:
Well, I mean, in theory, it could have happened.

Clay Clark:
It could have happened.

Dr. Z:
I know.

Clay Clark:
Okay. Go ahead and ask any questions you want about Gino Wickman, America’s golden baby of consulting.

Dr. Z:
Gino, if you could go back, if you get in the time machine, the DeLorean, go back 20 years and have a meeting with yourself.

Clay Clark:
(singing). Okay.

Dr. Z:
What would you say to yourself?

Gino Wickman:
Oof.

Dr. Z:
Oof, you’d say oof?

Gino Wickman:
What would I say to myself?

Dr. Z:
Yes.

Gino Wickman:
I would say to myself, let your freak flag fly.

Dr. Z:
Whoa.

Gino Wickman:
Lower your guard, be 100% you, and don’t apologize for it.

Dr. Z:
I love that.

Clay Clark:
Z, you know what I would say to my younger self? You want to hear? I pre-recorded it for today’s show. This is what I would say to my younger self.

Dr. Z:
I should probably go return that, because I don’t know what [crosstalk 00:46:07].

Clay Clark:
This is what I would say to my younger self.

Speaker 4:
“You know what they say? See a broad that get that booty active, lay them down and smack them, yack them.”

Dr. Z:
Smack them, yack them.

Clay Clark:
That’s what I would say.

Dr. Z:
That’s about 20 years ago. That was about you.

Clay Clark:
Okay, two more questions for Gino Wickman. Gino, Wickman, America’s golden baby of consulting.

Dr. Z:
What’s next for you Gino? Are you on a beach somewhere? I mean, in the winter-

Clay Clark:
On the beaches of Detroit?

Dr. Z:
… Snowboard, I mean you… What’s next for you?

Clay Clark:
Are you buying Alliance?

Dr. Z:
You’ve got a building, you’re building a big beach house somewhere in the Caribbean. You can’t tell us the exact location, and you’re ordering a bunch of umbrellas for your drinks and all that kind of stuff. What’s next?

Gino Wickman:
Yeah. Far from riding off into the sunset, I’ve got many decades of work left to do, but this next 10 years is focused on entrepreneurial leap and impacting one million entrepreneurs in the making over the next 10 years.

Dr. Z:
I love that. That’s awesome, buddy. And if you say, listen, have you picked a time in the future where you say, “You know what, that’s my goal, and when I hit that age, I am rolling up the sleeves.”

Clay Clark:
Peacing out.

Dr. Z:
Peacing out and saying see ya later alligator?

Gino Wickman:
Far from it. So this next 10 year goal will take me to 60, and then there will be another 10 year goal at 60 and another one at 70, another one at 80, until I keel over, I’m going to die in the middle of a project.

Dr. Z:
I love that.

Clay Clark:
Okay. My question I have for you, this is the one that I sincerely want to know the answer to, because this is one that I get asked this question so much by our listeners. They want to know, Gino Wickman, how do you organize the first four hours of your day? Like what time do you get up and how do you organize the first four hours of your day? Because you’re a very productive man. How do you do it?

Gino Wickman:
Yeah. So my advice to the world is when you go to bed, go to bed knowing your plan for the next day. Do not go to sleep without knowing your plan for the next day. So what I do somewhere between five o’clock and 11 o’clock is lay out my next day. So when I wake up, I hit the ground running, as opposed to what most people do, getting distracted by emails, phone calls, et cetera, and let the world takeover.

Gino Wickman:
So those first four hours, you know, I wake up at various times. It’s not always the same time, but I wake up. I typically have a morning routine, which is some thinking, writing and some light exercise. Then I hit the ground running with whatever that first item is on my list. My days are very, what’s the word I’m looking for? Each day is a bit different. Some days I have a session, some days I’m doing podcasts like this, but whatever that first thing is on my schedule, I attack that first and work my way through my plan for the day.

Clay Clark:
What’s the average time you wake up?

Gino Wickman:
On average, I would say 6:30.

Clay Clark:
6:30. That sounds like a fair time. Fair. [crosstalk 00:48:57] at 6:30. Do you talk to a lot of people during those first hours of your day? Or do you do more of just you time?

Gino Wickman:
Yeah. I’m typically talking to people as early as 7:30, I would say. It depends. If I’m driving, I’m always scheduling my calls during drive time. So if I’m in the car at 7:30, I’ve got to call or two scheduled for that drive time.

Clay Clark:
Gino, I appreciate you being on the show so much. I encourage every listener out there to check out your new book, The Entrepreneurial Leap, do you have what it takes to be an entrepreneur? I really do appreciate you making the poor life choices needed to be end up on today’s show. I just really appreciate it. Thank you so much.

Gino Wickman:
Yeah, it was a blast. You guys are absolutely nuts, but it was a true blast.

Clay Clark:
We’re flying the freak flag.

Dr. Z:
And listen, whenever you get that package delivered from probably UPS or FedEx, open it quickly, because it’s probably going to have a golden baby in there. So leave that on the porch [crosstalk 00:49:53].

Clay Clark:
The golden baby statue store.

Dr. Z:
Yeah.

Clay Clark:
It’s an extension of [crosstalk 00:49:57].

Dr. Z:
[crosstalk 00:49:59].

Clay Clark:
It’s an extension of Z’s optometry clinic. It’s off in the back. There’s a room where he sells the golden baby statues.

Dr. Z:
It’s [crosstalk 00:50:04].

Clay Clark:
Thank you, Gino.

Dr. Z:
Thank you Gino.

Gino Wickman:
Thank you guys.

Clay Clark:
And now, without any further ado. Three, two, one, boom.