Growing ShawHomes.com by 38X | How Business Coach Clay Clark Constructed the Ultimate Shaw Homes Sale Machine One System at a Time

Audio Transcription

Speaker 1:
On today’s show, we explore the massive growth of Shaw [inaudible] and we learn this specific strategies, proven processes and systems. That clay clock, Jonathan Kelly on their team have used to grow Shaw homes bar an Epic amount since the year of our Lord 2016 and how together they’ve constructed the ultimate sales machine on today’s show. Let me tell you the story that goes a little something like this here in the year 2016 a company by the name of Shaw homes do just $300,000 of sales during the entire month of January, 2016 however, during the year 2020 Shaw homes did an incredible mind boggling life’s changing and fabulous. $11 million of sales, which is an Epic growth over Oh dear. Well you’re going to want to know is you’re gonna wanna take the 11 zero zero zero zero Jason, it’s so hard to focus whenever with GLA divided by 300 comma zero zero zero Oh just cue the music.

Speaker 1:
I’m fine. Wholly. Alright, great. It’s a general, I’ve done the math Shaw Homes will experience the Epic 36.66 plus sit growth. Stephanie, is that a, that’s a, that’s a 36.6 times 36.6 times they’ve grown. Not 36.6% do it again. Oh, so he wanted me to do it again now. All right, ladies and gentlemen, on today’s show, we teach the system the strategies and the processes that America’s most hopeful man and best business coach. Clay Clark has helped grow Shaw homes in route to growing the brand by 38 times the size. During January of 2016 they were selling $300,000 of homes in the entire month and how they are selling $11 million of homes in the month of January. Yeah

Speaker 5:
Sure.

Speaker 6:
What

Speaker 5:
[inaudible] yes, yes, yes and yes. You are in for a 10 minute laser show, thrive nation. We are joined here, here today

Speaker 6:
with West Carter, the attorney of choice for many, many successful companies and his firm winters and King that he’s a part of, uh, represents a TD Jakes. Uh, they’ve represented a Joyce Meyer and they’ve represented pastor Craig Rochelle, some big names out there. And we’re here with Oklahoma’s largest home builder. Uh, Aaron antice over there. So we’ve got Aaron antice over here in the corner. We got Wes Carter over here rocking the mic. So we got an attorney, we’ve got the marketing director, and then we have the new guy, the new guy, the new guy. What we’re talking about today is once you nail it, scale it, unpacking the ultimate Shaw homes sales machine, we’re unpacking the ultimate Shaw Homes sales machine. So let’s get right into it here. Um, Aaron ant is, how did you and I first meet and when did you and I first meet?

Speaker 6:
We met in 2016 there was a gentleman named Steve Currington that introduced us and he introduced us because he said, Hey, you know that one home building company who will remain nameless on this show. That is just crushing it and just killing it and sales and that is your arch nemesis. And I said, yeah, I know exactly who they are. He said, would you like to meet the guy who’s been helping them with their sales and marketing? And by the way, he just basically doesn’t work with them anymore so you could potentially move in and start working with them. And I went, yes, I would like to meet that, demystify that real quick. Whenever I work with somebody, I have a relationship with somebody. So the relationship I have with Shaw homes is a little bit unique and I have a relationship, a relationship with Aaron antice.

Speaker 6:
That’s my point guy. Yup. Um, but I know of Glen Shaw and I respect him and I know of, and I’m getting to know Chuck Ramsey more, but I have a relationship with a guy and at the previous person, the guy I had a relationship with moved out of the day to day operations, which then the relationship was broken. So I didn’t, I don’t keep a relationship with a company unless they have a contract. So I decided to make myself a free agent. I did that. Um, and so you and I met and at that time, during January of that year, do you remember approximately how much sales you did in new home sales during January of the year before you and I met approximately or maybe, yeah, it was less than a million dollars. Less than a million dollars in sales. I looked at it the other day and I think it was 323,000 cause I was doing this comparison just recently. And just to be fair and safe. Um, so the listeners know in the world of home sales for every home builder, the lowest month of the year is typically January. Is that correct? Yeah, it’s a slow month. Uh, are, do you have seasonal parts of sales over there? Winters and King? I mean, do you find there’s more legal stuff at the first of the year or at the end of the year or is it pretty even all year?

Speaker 7:
The, the very end of the year. Sometimes people are trying to get stuff done or started before the end of the calendar year, but in our businesses stays fairly steady.

Speaker 6:
Okay, so fairly steady, but for you it’s very seasonal. Yeah, no, a lot of realtors are sleeping all through January and February. They wake up in March, so it contributes to our, our world. So, and then if you could share with the listeners how much sales did you do this January? So this is January, 2020 and we’re in January of 2016 you did 300,000 how much sales did you do in this January of 2020 12.8 million. 12.8 million. Now West of you can come with the math on there and I’ll let you kind of look it up and use a calculator if you want. But we’re going to go from 300,000 to 12 million. So if we went a 300,000 fits into a million roughly three times. So it’s 36 times more sales this January than last January. Yeah. Is that correct? Yeah. Actually it’d be almost 38 because it was 12.8 million.

Speaker 6:
So yeah, about 38 that’s a boom. Okay, so now we talk about that. That is a boom that deserves a boom. So I want to break down the nine steps we had to take in order to do this together. You did your part. I did mine one. We had to have an optimized website. Yup. Uh, why do we have to be top in Google? Why? Why do you have to dominate the search engine results? Apparently people have replaced the word search with the word Google. I’m going to search for that. I’m going to Google it. So it’s a thing. Now, business insider says that 90.8% of humans use Google to search for products and services. 90.8 so step one is getting in leads. Step two, you had to have a no brainer cause people knock on the website, they’re interested, but they don’t fill out the form unless you’re offering something beyond the norm.

Speaker 6:
What’s the offer that you make over at Shaw homes right now? If you are purchasing from us during this month, you will get $15,000 in free upgrades. So step one, you got the website’s optimized two you used your experience of knowing what would work and my experience doing that. We need a hot offer and we came up with a no brainer. Step three, you relentlessly advertise according to the book, according to the book, the retargeting playbook by Adam Burke, the average person has to see an ad 4.7 times per month before they convert advertisement. We’ve been pretty consistent with those ads. Do we turn them off? Never. We keep them on always. Okay, so we got the optimized website, the no brainer ads. Now the leads come in. Now we have to have a script. You and I’ve worked on the scripts. You’ve been selling homes before.

Speaker 6:
I even met you. I think you had done like $700 million of homes or $800 million of homes. That was about seven 50 when we met. And you had those scripts. You already had them. Yeah, and I just helped you simplify. You already had those scripts, I think you’d definitely made them better. And I can be humble and say that. Okay, and you added some that I was missing. So when then, so now you got the scripts and now when someone fills out the form, we have to have a sales team that hits their key performance indicators. So now you’ve chosen to outsource the calls. And our team average is about 300 outbound calls per eight hours. There’s two people that each make 300 calls a day relentlessly calling those leads to set appointments. Have you seen the appointments go up on the average since the calls have been going up?

Speaker 6:
Oh, for sure. So we got this up. Step one, optimized website. Step two, no brainer. Step three, advertisements that work and we keep them on for the scripts. Five, the key performance indicator managed to salespeople. They’re hitting their numbers. Step six, it’s the followup. Now here’s where it gets fun. This is where we can introduce our new guest in a moment. Oh, so good follow ups where you say, I know you know what to do, but are you doing it? So we put cameras up in the homes. Yep. Call recording. And by the way, but if you think it’s weird, there’s cameras at target West. Have you seen the cameras at target? There are cameras. There’s cameras everywhere. Cameras everywhere. So when you watch the person on the camera not following the system, you’re forced to get to the fork in the road that says, does the person not know what to do or are they choosing not to do?

Speaker 6:
Is it my fault or your fault? Yeah, there you go. And Aaron, to a fault is probably the most gracious kind guy that doesn’t want to fire people. You want to keep them around? I would like to. And so we went further. Have you realized certain people know what to do but they’re choosing not to do it? Am I correct here? Oh yes. Those people don’t work here anymore. But yes. And so whenever you prune a tree, it creates room for new growth. When you fire somebody, it creates opportunities for somebody else. Yeah. When somebody chooses to throw away their opportunity, it creates another opportunity for somebody else enter in. The man that was teaching my kids how to flip, he’s a gymnastics teacher and oral Roberts university, a graduate, I believe you served in the military Marine. And my wife said that guy’s got a great energy and he was a client.

Speaker 6:
I worked with him with his tumbling business and when he decided to exit the partnership and to do something else to go from being a self employed person to becoming an employee, I said to him, Hey, why don’t you call? And I gave him the numbers of four or five people that I knew that owned companies. And you were one of them? Yup. When you met him, when you met Colton, what did you see in him that said this guy would do well within the systems of Shaw Homes? Well first of all he’s a Marine, so he’s used to, yes sir. Whatever you’d like me to do sir. Who? RA. So he was all about that. And I know like military guys like to kind of follow the path and you know, they’ll respond to the person in command. And so I saw that I saw a ton of warmth and energy and a person who genuinely cares about other human beings.

Speaker 6:
So you also saw God had never done home sales, never done it. Who was previously coaching? Cheerleading, tumbling. Yes. He actually did a back flip, um, shortly after I met him and I was like, wow, and much sales did he do in the month of January? Cause remember it wasn’t in 2016 the whole company did $300,000 of sales. How much did Colton Cruz do in sales during the month of January? If we’re counting all contingencies about $6 million, what’s a contingency? So somebody who still has to sell their house first, um, before they can actually, we can start building the home. And then without contingencies it’s about 3.5 million. So if you without contingencies, um, people that just free and clear, yep. Uh, you make a, you put, you pay these guys a 1.75% commission. Is that right or 1.5 1.77 1.77. So if we do the math, a 1.77% of 6 million, which would be the homes with contingencies, that means that he could have made $106,200 during the month of January.

Speaker 6:
Yes. Is that real? That’s real. That’s real. And then there are, there are, there’s a huge smile on his face right now. Now, but there, is he the top sales guy on the team or at the bottom? He’s in the middle. Where does he fit into the team right now in terms of sales? Just this month. I mean, well this month he would be the top guy. And um, just so you know, he started in August, which is just a little over five months ago is when he started. So he’s really kind of brand new and still learning how to do this. Um, but because we have a lot of good training and systems in place, he was able to just plug in and kind of skyrocket to the top with a great attitude. And he’s the guy who follows it exactly the way that we tell them to do it, and the first first couple months he kind of questioned some of that and was like, are you sure that’s how, but I’ve got this great new idea of some other things we could do. And finally one month I said, would you stop with the idea of festival? I don’t need new ideas. I already know what works. Just do this. There it is. And then he went 100% that’s when he went,

Speaker 8:
yes sir, I do. Oh, let’s not do what works. You guys have been around almost 40 years. I’ve gotten new ideas. Right? That’s

Speaker 6:
a little bit, that was pretty much the music and everything and so if we’re going to praise, we have to kick them in the crotch too. Yes, we fair and balanced. Yeah. Okay, so then we have a followup step six step seven those a weekly sales meeting. Yes. That’s the relentlessness. That weekly sales meeting. Step eight you got to have sales tools like one sheets, like print pieces. People can see a path that walks people through the home buying process. There’s a lot of visuals we’ve had to create together. Um, Jonathan Kelly helped on a lot of that as well. Huge help and then tracking. You got to actually track the numbers now in a company where there are poorly designed systems, we interviewed the legendary Harvard business professor Clayton Christensen on this path, on this podcast before his recent death, unfortunately, and he talked about how in a company where there are not systems, it takes forever to train people and they’re expensive to train people and so West, I want to get your take on this. How often do you see a small business owner that you’re working with, you’re guiding them from a legal perspective and maybe you hear them fretting, worrying, lamenting that a key person or two usually they go in twos would be leaving and that they’re like, I mean how often do you see where a company is super worried about the noncompete and the non-solicitation to the point where they know our, all of our sales are going out that door. That if that person leaves

Speaker 7:
a lot. And I mean we’re not even talking about small business. I work with some small businesses that are on the other side of that and national companies are coming after them because they know that one sales guy will take half to stay with them cause it’s all about relationships. So I mean it’s not just a small business, it’s a large business is like a universal principle that without having those processes and procedures in place, you’re, you know, you’re relying on that one person, keeping them happy. And then what happens in that got you over a barrel. And so you know, they decide to leave you. They’re going to be paying more than you want to or they’re going to leave you in a lurch or just all kinds of bad stuff happen.

Speaker 6:
So I want to make sure anybody watching this or listening to this gets this idea. When we build systems, when I build systems for my clients, they create freedom for both parties, not one party. So if at some point if Colton says, you know what, I want to go back into the tumble game. I want to get back into the cheer world. I want to go back into the military. I want to buy a boat. I want to be out on the water exploring the Mediterranean. I have a new vision, a new, my wife and I are moving to Alaska to live in one of your houses without paying rent. We’re, we’re, if he came in, you would be sad that he is a person would be leaving because you like him. He’s a great guy. But you wouldn’t care in terms of the business because it’s like next.

Speaker 6:
Yeah, because he could teach anybody the system, so it creates freedom for him to leave if he needed to. So he’s not held hostage. Oh, we got a group interview this week and you’re not held hostage. Right. Somebody out there is thinking about coming to work for Shaw homes right now. Or somebody is thinking about trying to build a system like you have now. Let’s unpack this and you tell me the hardest parts for you. Was it hard to optimize the website with our help? No. Was it hard to create a no brainer? Nope. Was it hard to manage the online ads? Nope. Was it hard to write the scripts? Nope. Was it hard to track the key performance indicators and get people on the phone? Nope. Was it hard to follow up every week? Nope. Was it hard to do weekly sales training? Nope.

Speaker 6:
Was it hard to make sales tools that work? No, it was fun. Was it hard to track the numbers? No. So what’s the hard part in growing a company by 38 times? What was the hard part? What is the hard part? The hardest part is to humble yourself as an expert in your industry, which I considered myself an expert in our industry. I mean obviously haven’t sold hundreds of millions of dollars. Prior to meeting you. I had definitely came with an ego of I know what I’m doing. This guy can’t tell me how to do my business cause he’s never worked in my industry before. And so what I quickly found out was actually he’s got some really great ideas because he’s worked with so many different types of businesses, so many different types of industries that he brings a fresh perspective to an industry that I’ve been in all my life and couldn’t see the things I couldn’t see.

Speaker 6:
And so, um, I loved that about it and I very quickly was looking at other clients you were working with and I saw some people resistant to change, resistant to new ideas who would falter and not do well. And then I watched others who were open to change and would be humble about looking at new perspectives and I was watching massive growth with those other companies. So I also, like I mentioned at the beginning, you had been working with someone who was a major competitor to us and I watched them come on the scene as a company that was brand new and explode onto the scene. And that’s hard to do in our industry because it takes a lot of time typically to grow like that. And they had exploded onto the scene. So I was already ticked because I knew what you did with them and I’m like, okay, I got to know what to do with our stuff.

Speaker 6:
I want to make sure that we, did we get this idea there was a, uh, West, do you remember watching the dream team, the first dream team? And do you remember the story about what Michael Jordan and Tony or Mike, what Michael Jordan and Scottie Pippin did to Tony KU coach? Do you remember the story or did you ever hear that story? I don’t think I ever heard that story. The owner of the, or the general manager for the bulls was going to bring on KU coach to join the bowls and to get him, he was the best player and I think Croatia. And so he decided to offer Scotty Pippin dramatically less money. And he was gonna give that money to the remit, the remaining money to Michael Jordan, Scotty Pippin, and to Tony coach. But the only person taking a pay cut with Scotty Pippin and Scottie Pippin’s like Michael Jordan’s guy.

Speaker 6:
And so Jordan was really mad about the thing. If you, if you look it up, it’s worth watching on YouTube and just type in Tony KU coach destroyed by Michael Jordan. So Michael gets the guys in the locker room and he says, here’s the deal guys. Um, I don’t want Tony KU coach. He’s the top score in European basketball. I don’t want him to touch the ball during the entire game and I’m not going to stop until he cries cause his parents are here. So this is, and they’re like, what? Cause they had just signed on the bulls and Jordan was pissed. If you watch it, it’s the CRA. It’s the craziest thing ever. It’s like Ravin just ravaged. It’s like wolves that are just like on, on like a steak. It’s crazy. So Jordan gets on him and he’s not even worried about offense. He just will not let them touch the ball.

Speaker 6:
It’s deny bald and ball just on him. And KU coach has never, he can’t even keep up. I mean, he’s athletic, but he can’t keep up. He’s knocking the ball loose every time he’s batting the ball while he’s talking to him. When he’s out of bounds, he’s fights following him off the court. Wild. Well then Pippin switches to them and they just keep doing this. We’re on the third quarter, the shoulders are, this is the best player in Europe. He kind of starts to cry like he’s like, Hmm. And then Jordan keeps talking, saying horrible, crazy things. He could trash talk and they said that it almost destroyed his career because he lost so much confidence. I think he had zero points on like something like four attempts. He never got it. Michael at the end of the game is like clapping in his face and they won by like 50 points and Jordan was still, I think they’re up by 50 he calls a timeout to stop him.

Speaker 6:
He just is like, wow. And I don’t know how to explain that, that ferocity, but that’s sort of like my mindset to growing a client. If I work with a client, like I just want them to win and I don’t want anyone else to win because my client, my client to win. And so we aggressively went down that path together for the past three, four years together. And I want to get Colton’s take on this now working in a system where you have a guy who’s kinder than me, Aaron, who’s built the systems working with me, and there’s covet intensity, there’s that creativeness that, that collaboration. You’ve now got all the tools, the systems, the follow up, the no brainer, the website. How hard has it been for you to learn the Shaw homes sales system? Not at all actually. So like you said, I came from teaching kids how to flip and now I’m selling homes.

Speaker 6:
And from day one, uh, Aaron was on a video teaching me how to be my own CEO. So it was like how to, how to basically run my own part of the company. Um, and with him and he was just giving me the tools to do everything I needed to do. Um, and it’s been fantastic. And so that, that was like a two week deal where we’re, where I’m watching videos and learning firsthand, shadowing people. Um, and then I get put out in the, uh, in the model home and it’s like there was no fear whatsoever because he covered everything. Have you ever worked at a job where there are no systems? Absolutely. How’s that? Terrible. I just think there’s a big difference. Think people don’t understand is we talk about bad employees locks. This is an entrepreneur show. Yeah. But West there are bad boss and I have certainly been one early in my career where I had nothing written down. Everything was like a spiritual apifany. It was all just in my mind. It was just sort of all here. Um, I’m sure Aaron, you’ve never been there, but I mean, talk to me about this West. Do you see that? Is this an epidemic problem?

Speaker 7:
I mean, one of the things I always talk to people about, well, the people who can handle these kinds of conversations, um, is, you know, they’re wanting to terminate an employee. This, so-and-so, they, you know, it’s, it’s an a mother emotional and it’s something we talk about on this show, you know, personally in news, look in the mirror, you know, if the employee is not doing something, have you told, you know, have you set expectations, have you, you know, show them the tools they need to do that for you. And a lot of times if, unless you’ve gone down this road and done these things, a lot of the problems you’re facing with your staff are your own doing. So you’re not putting the processes in place, you’re not putting the procedures in place, they don’t know what you expect from them or you’re a moving target, you know, every day you come with a new idea, a new system, we’re going to change it this time. And then they just can’t keep up with all these wild things are thrown on the wall to see what was,

Speaker 6:
I was pretty emotional this morning, uh, because, uh, Jocko Willink agreed to be on our podcast and the, the co the, the, the guy who started square. And so I came work today, like thinking I didn’t say this, of course this is before my meta time, but I’m thinking like then we’re going to open up the conferences and other planets. Yeah. And then the aliens will be, and I had like all the, I mean, as soon as it was like, and then it disappeared. I tear it out. Fi, I mean we just had fired up, um, coach Martians. But then there’s been days where like Seth Godin recently, he’s a great guy by the way. Seth, you’re watching, you’re great guy. But I asked that to be at my new book, you know, to be featured in there. And he has the right to say no.

Speaker 6:
He said no when it’s like, you don’t want to broadcast the emotions to the team. So I try to keep it kind of stoic or on the up and up, but I’m not perfect at it. But that’s, that’s the goal. Um, I, we have time for one more tip for you from you, Aaron antice. Uh, and for anybody looking to work at Shaw homes right now or anybody out there that wants to apply for you, um, what kind of person should apply to work at Shaw homes? What kind of person is going to, what kind of person is cult? Like, what kind of person is gonna make it here and do well in their first five months and who frankly just should not apply? Yeah, I would say the person who is got warmth and energy in their personality, which is definitely Colton has that in spades and somebody who is willing to follow a system off a cliff, knowing that the company behind them already figured it out for them.

Speaker 6:
We’ve done it a few thousand times. Like we don’t need somebody to tell us how to do it. We already know how it works. And so that kind of person is going to have incredible success like Colton has. Um, and then, um, somebody who really cares about other people. You mean because Colton has that, like I said, and then the person who would not do well in funny that is going to be the person who has a new idea every day and the older and they have a stone face. No matter what you say, you can crack a joke and they just stare blankly at you like a zombie like that doesn’t do well because um, people ultimately buy from people they like yes and trust. Yes. And so they have to like you, which means you have to smile from time to time. Have you not found this is so cool, but when you, when you guys have surveyed people who’ve bought houses from you and you follow up, and I know you guys do that a lot.

Speaker 6:
Yeah. Do we not constantly hear that people, they say, well, I really liked the person I met. He was like, why did you decide to buy with Shaw Homes? It’s like I read the reviews and I liked the sales person. I mean, don’t you hear that a lot? Yes, I hear that. And that they enjoyed our process a lot because we actually make it fun to go look on homes and buy a home. It shouldn’t be a painful arduous task like getting, you know, like a root canal. It shouldn’t feel like that. It should feel like you’re at a carnival and you’ve got a guide taking you on it and it’s just a blast. The blast and tag team is performing, won’t there it is. While Jim Gaffigan is serving ice cream cones, that’s what kind of party we’re talking about now. Colton, what are you doing?

Speaker 6:
This is my final question for you. What are you doing during a model home? All someone says, I’m thinking about working at Shaw homes. What are you doing all day? How do you fill your time? Are you doing yoga? Are you polishing granite countertops? Are you testing the plumbing? What are you doing? I’m not, no, I’m waiting for somebody to walk in and while I’m not dealing with a client face to face, I’m making phone calls. Um, I’m going back and working with all the clients that I’ve already scheduled model home tours with or how many calls a day, 75 calls a day. Shonda, that’s so good. So, and you know, whenever you’re working with a client, there’s a lot going on in the background that you have to get for them. You know, if they’re looking for, um, a custom option, we got to send that in and get approvals for that.

Speaker 6:
And so there’s a lot of work on the, on the inside, but, um, gotta get those calls in per day. Networking with realtors. That’s a big, that’s the big one. So the, when I first came on, Aaron explained to me that it’s like a rocket ship. And he was like, I want you to go to YouTube right now and I want you to type in a NASA rocket taking off. And so that’s what I did. He’s like, this is, this is all the fuel that you’re burning at the very beginning. But once you get through that fuel, then you’re just on your cruise zone, no pun intended for my last name, but you’re just cruising. He’s impressive. I know, right? I just kind of popped out. Wanted to say cruise, right? Right. You just continue on cruise missile and now this is, this is after you’ve dealt with realtors and it’s like, I’ve never even met you.

Speaker 6:
I’ve talked to you on the phone and you’re sending me people, which gives me money, so I’m happy with it. I think everybody out there, you say, what am I supposed to do as a result of this? Go through the checklist and ask yourself, do I have an optimized website? Do I have a no brainer? Do I have ads that are on relentlessly or do I turn them off when I get emotional? Do do I have sales scripts that I actually use? Do I have key performance indicators I hold my people accountable for, do I follow up or do I abdicate? Do I have weekly sales training meetings? Do I have sales tools that make sense or are they all in my head and do I have tracking? And if you have those things in place, congratulations your Shaw Homes and everybody out there, we want you to to grow.

Speaker 6:
Except if you’re in the home building business in Tulsa, Oklahoma. So Tulsa, Oklahoma city. Um, we hope that, uh, um, you know, that you don’t have suffered bodily harm. Uh, we hope you’re okay. We just hope that we have like a, an emotional injury that’s hard to put a finger on that causes you to want to just open up like a lemonade stand and just shut it all down. Yeah. That’s cause we only work with one person in each city and we work with Shaw now, Oklahoma city and Tulsa, and we’d like to end each and every show with a boom. So a Colton, are you psychologically prepared to end with a boom? I am so psychologically Westland you legally prepared to with boom, I’m doing it. Uh, Aaron, I mean, you know, from a perspective of a guy who sold almost a billion dollars of homes. Now are you, are you kind of, are you ready to be ready to do the whole, the billion dollar boom thing? Oh boom. Shakalaka Oh, here we go. Three, two, one,

Speaker 9:
boom, boom. Here we go. Boom, boom. Here we go. Now boom, boom. One time, boom, boom. I built them systems. Yes I did. This is just how I live. Boom. That’s what I do. Make business. Boom. I’m the humblest on the humble list. I’m a humblest, I’m a humble list of the humble list and the humble list. Boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom.

Speaker 8:
Number one in the most humble chose myself cause I’m at the peak of where my humble key. I started from the bottom, bottom and now I’m at the top, top. Who listed all the things that my humble self, chickens and trees, rabbits. [inaudible] so I can assure my car. I’ll be so deep on bizarre. So ladies and gentlemen, I introduce myself, number one, business coach helping to build wealth. So pale it, some real but so be it. I’m so pale closet jealousy from Kevin McHale and now more from a man who’s never been called. Beautiful. Your host, clay Clark.