How to Get Your Employees to Do Their Jobs and Implement Proven Systems? | Ask Clay Anything

Audio Transcription

Business Coach 1:
You have questions. America’s number one business coach has answers. It’s your brought up from Minnesota. Here’s another edition of ask clay, anything on the thrive time business coach radio show?

Business Coach 2:
Yes, yes, yes.

Business Coach 3:
Thrive nation. Welcome back to another exciting edition of the thrive time show on your radio and podcast. Download it on today’s show. We are answering questions from a wonderful anonymous thriver out there who is in the insurance business, Jason, and so they have written down I believe 10 questions and uh, we’ll, we’ll do it this way. You can ask me the questions and I shall, I shall supply the answers and then you can supply some editorial to maybe clarify what I mean. Right. Does that sound fair? Yeah. Okay. Here we go. What is question number one? Question number one is what is the best way to get employees over the fear of asking for reviews or testimonials? What, what is the best way to get employees over that fear of asking for reviews or testimonials with a deep push? It’s a very useful question. Question one coming in hot.

Business Coach 3:
Okay. What we’re going to do, and let’s, let’s use elephant in the room as an example. Yeah. Or men’s grooming lounge. Step one if you’re taking notes. And I’d like for you to take notes that way. Our listener has the notes here. Um, one is you want to role play with the people. So step one, roleplay with your people using scripts. So again, write a script and then role play with your people until they can’t get it wrong. All right, so role play with your people until they can’t get it wrong. So again, I’m assuming you have a script. If you don’t have a script, then step one is write the script. So let, let, let’s do this. Let’s say step one, write the script. Let’s say step one, write the script. And then step two is role play with your team until I can’t get it wrong.

Business Coach 3:
Now step three, which will be, which will be tough, is you have to install a, a quota. You have to establish a quota. Cause if you don’t have a specific quota about, um, how many calls your your team needs to make or how many reviews they have to get or how many hours they have to work or whatever the, whatever expectations that you have, if you don’t have a quota, then nothing’s going to get done. True. Now, step four, and I will, and I will and I will type this Jason step, step four here. Step four. What you want to do is you want to, this is better. People don’t like this. You’ve got installed carrots and sticks. So let’s break it down. The scripts. Um, Jason, brag on a client that you’re working with right now that gets reviews consistently from their real customers. Take a good client right now that really does do a good job of getting reviews from their customers.

Business Coach 3:
Man, there’s so many say right now. One of the ones that’s getting the most consistent would be, uh, Blake Johnson with a trusted estate planning attorney. The attorney, I bet you he has sort of a script he’s come up with, or a system he does for this. Yeah. He doesn’t work on Fridays. So he goes into the office and for like anywhere between one to three hours, he sits down, goes through his list of previous clients that he has not received review from. Yep. He has a followup system as soon as he does like a new, um, what do you call it? Like a, like a plan yep. For people. Yep. And it sends them a reminder saying, Hey, you met with Jason three weeks ago and you have not responded to him yet. So you call, check in email and he just does follow up every day or every week.

Business Coach 3:
Same day, same time. Um, another client that we get reviews for is a dr Whitlock. He’s a cosmetic surgeon with a well over a decade of experience and he just didn’t have very many Google reviews. It’s because he does cosmetic surgery. So, uh, we have a member of our team, um, Angela who calls his, uh, former patients and asks them to leave an objective review. But again, there’s a script can have a script. Step two, you gotta role play with your team using the script until they can’t get it wrong. Jason, why do you have to role play with your team using scripts until they can’t get it wrong? Well, if you don’t practice, you don’t get better and you don’t get used to it. So I know like back when I first started working at elephant and back in the day we, yeah, 10, 10 years ago, I’m like, we role play the same thing every week.

Business Coach 3:
But the weeks that I didn’t, I would see a massive fluctuation in my sales numbers. Now step three and I was established a quota. Uh, Jason, why do we have to establish a quarter? Why do you have to say this is the minimum standard that is acceptable here? Well, people work better if they have a will tend to work better if they have a deadline or a goal. Yup. And so if you say, okay, get reviews, you have this ethereal idea of we’re just going to get some. But if you tell the people this is how many minimum we have to get minimum, then they have something that they have to work towards and they know, Hey, this is my target. I can’t just say I tried. Right. Okay. So again, you have to do step one. Okay. Step one is you have to make sure that you have a script step to role play with your team using the script.

Business Coach 3:
Step three, establish a quota. Now step four, you’ve got to install keratins innocent in sticks, keratin sticks. Yup. And people don’t like this part, but something bad has to happen if people don’t get reviews. That’s true. And something great has to happen if they get reviews. Um, so I think of our companies in particular, uh, one business that I work with a lot, we have a thing where if for every review that you gain that you obtain for dr Whitlock, we pay a $3 bonus suites. Now why would we pay a member of our team $3 for every objective review that they gather from a dr Whitlock patient? It incentivizes them to do their job. They have more to gain from it. Let’s do a search. Right now. I’m gonna do a Google search for a Tulsa cosmetic surgery. And I want to ask you this question.

Business Coach 3:
Why do you think that Google puts the highest rated and most objective Lee, a reviewed cosmetic surgeon at the top of the search results? Like why does Whitlock cosmetic surgery come up top in the search results? Well, Google being a service to people, it’s answering questions. It wants to answer them correctly, and it’s always looking for the best version of what you’re looking for. So no matter what keyword it is, it’s going to do a deep dive and you know, the crawling algorithm and say, Hey, who has the most mentions of the specific word? And of those people, who are the people who seem the most credible? You know, um, recently, uh, we’ve been tasked and asked to gather objective reviews for one of our current clients, uh, Tulsa fitness systems. And, uh, if you Google search Tulsa fitness systems right now, uh, we were able to gather, I think in a total of three hours, five reviews.

Business Coach 3:
So if you Google search Tulsa fitness systems and you look on the, you click the little blue number, 159 reviews there. Yeah. And you sort by newest, you can see how many we’ve gained within just a, it can be gained five reviews in three hours. So hopefully that answers the question for the thriver out there. And we move on to the next question that Kim asks. So question number two, Jason, what does question number two, question number two, competition is always moving in next to us. What is the best way to crush competition? How can we stand out in a crowd? Well, in the insurance industry, um, and I, I mean this in every industry, but the insurance industry specifically, cause it’s, we’re talking about, um, you gotta understand that most people suck at most things most of the time. So a lot of times they crush themselves.

Business Coach 3:
So the order to win what you’re gonna do, and I’ll, I’ll type this out here. Um, as you want to establish daily key performance indicators, establish daily key performance indicators. So let’s talk about this, Jason. Uh, with our, our coaching program, what time is our, is our daily meeting. It starts at 6:00 AM for the team meeting every day. Why do we have that meeting? Well that’s our point where we kind of sit back, we look at our key performance indicators, we look at all of the things that we would need to, um, essentially assess before we started today. So that’s where us as coaches can ask you questions in areas where maybe we are uncertain. Um, we can go over issues with any of like the client’s personal like websites, scripts. It just gives us kind of like that hour of power to get ready for the entire day. Or like tip top canine is a great brand we work with.

Business Coach 3:
Why don’t we look at the numbers every week? Well, why, why, why don’t we just, you know, look at it once a quarter or once every month. Why did we look at the numbers every week? What could you have to know where you are every week? I mean you have money coming in and money going out and it’s best to track that you know, real time, as soon as possible. So the question is, you know, what is the best way to crush our competition? Well, what established key performance indicators for everything that you want to happen for the action that you want to happen, right? For the action that you want your team to take. You’ve got to establish key performance indicators. How many outbound calls do you demand per day? How many appointments are you trying to seek per day? You’ve got to establish key performance indicators for every number that matters.

Business Coach 3:
Now, step two is you must create a checklist for everything. You must create a checklist for everything. Jason, how would elephant the room work without checklists? I’m not entirely sure. It would be, everything would be everywhere you’d have, there’s too much to remember. Yeah, you’d have too many people trying to focus on the stuff upfront and then too many people trying to focus cutting hair and then there’s everything from the back door to the front door in between. That’s not going to get hit if you just focus on those two things. It’s telling you, we have stylists all the time that will tell me, clay, I have worked at so many hair places in the past, some that have a really good, uh, brand per se, some that have a great website, uh, some that are, you know, just unbelievable. But not man, lots of money are being thrown at the brain, at the, at the marketing of the company, but they don’t, they don’t have any checklists.

Business Coach 3:
That’s chaos. You get in there and you’re cutting hair and they’re, it’s like Billy answer the phone, right? It’s like, I don’t want to answer the phone. So at two ago, one day, he is a professor. There he is. I mean his, let me, let me just read you this guy’s a, um, resume here for a second. A tool. Gawande wrote a book called checklist manifesto, which is unbelievable. But let me just read you his, uh, his bio here real quick. He’s an American surgeon surgeon. He’s a writer. He’s a public health researcher. And this guy, um, is a professor of the department of health policy and management at the Harvard T H Chan school of public health. Um, this Justin, he’s a Harvard professor. He’s a surgeon. He knows his crap. He says the volume and complexity of what we know has exceeded our individual ability to deliver its benefits correctly, safely, or reliably.

Business Coach 3:
He says the volume and complexity of what we know has exceeded our individual ability to deliver its benefits correctly, safely and reliably. So why does this matter? Well, it matters because if you don’t have a checklist, everything’s going to fall apart. But Jason, a lot of people don’t want a checklist. So please explain to the listeners out there, um, what sort of, um, pushback do you run into whenever you try to run out there and have your team use a checklist for the first time? Uh, one of the very first things I experienced with somebody saying, well, I just feel like you’re micromanaging. There it is. Do you not trust me to do my job? There it is. And the answer is no. I do not trust you or me or anybody to do their job without a checklist. So you have to use a checklist.

Business Coach 3:
If you don’t use a checklist, it’s not gonna work. Now, um, another notable quotable is we don’t like checklists. They can be painstaking. They’re not much fun, but I don’t see the issue here is a mere laziness. There’s something deeper, more visceral going on when people walk away, not only from saving lives, but for making money. It feels beneath us to use a checklist and embarrassment. It runs counter to our deeply held beliefs about how the truly great among us, those we aspire to be, handle situations of high complexity. The truly great are daring. They improvise. They do not have protocols and checklists. Maybe our idea of [inaudible] needs updating. Uh, again, we’ve got to use those checklists. So again, you say, well, how do we differentiate ourselves from the competition? One, you establish daily key performance indicators that will allow you to outwork the competition, to create a checklist for everything.

Business Coach 3:
And three, you have to go through and knock out the following. You have to one up your competition. In the following ways, the sites in your office, the sounds, the sights, the sounds, the smells, the decor, everything about your brand must be better than your competition. Jason, why do you have to mystery shop your competition and then one up them in every specific way or you, I mean, you can’t be the best if you don’t know what else is out there, especially if you exist in a realm where everybody is doing something similar to you. So like for us, you know, it would be in our best interest to see when we have, you know, new barbershops or new grooming lounges, come in, see what they’re doing, and then offer it better because we want our people to stay because we’re the best. Now question number three, we have from our, our incredible listener is what Jason.

Business Coach 3:
Question number three is, how do you keep high energy amongst your staff? Well, last night you and, uh, the coaches went out for a dinner. Uh, where’d you guys go? Uh, Russo’s and was that a good time? It was a good time. Who all was with you? Oh man. So it was been in a million. Got it. Julia and her husband. Yep. Luke and his wife. Yup. And then the bloomers and then myself and my wife. Okay. Now you guys, all of you. Let’s all pick on you, Luke. Julia, we have never, you and me, we’ve never had a talk about Jason. You’ve got to bring energy today, right? I mean, thankfully, no, and you’ve been here about three years. We’ve never had that conversation. No, I don’t think we ever had that conversation. And we have that conversation. I don’t think so. Why don’t we, I know we have not ever had that conversation and it’s just, it never had that conversation.

Business Coach 3:
Now there are certain people who are not coaches who I have to have this conversation with as the Lord is my witness every week. Now those people don’t work here anymore. Yeah. The people that you have to have that conversation with every day, we just don’t keep them around. And why? Why Jason? Do I not keep people on the team that I have to constantly motivate and have that pep talk about bringing good energy? Why do I not keep them around? Well, it’s counter to the, um, the overall atmosphere and just culture that you are trying to develop for your business. Your business runs off high energy. You yourself are a high energy person and you have so many things you can do a day. And you should not be scheduling into each, in every individual opening in your day a pep talk for somebody who just can’t find that energy.

Business Coach 3:
So now the, the specific things I do to create an upbeat environment are what I create. A playlist for the office, which everybody can go to. EITR, lounge.com E I T R lounge.com. And when you go there, you can click on the clay Clark radio. Listen now button to hear the playlist. Um, you can do that. Um, and Jason, why do I choose every song that’s on the playlist? Well, because uh, one, you used to be a DJ, so you, the music that motivates people, yes. You understand their heads and be like a certain BPM. So if this is playing an elephant or this is playing it thrive, you want to have music that is going to continue that idea of high energy. Now, if you had like Gregorian monk chance going on, that might be serene, but that’s not what you want when you’re trying to motivate like a sales staff.

Business Coach 3:
There it is. So again, we’ve got to create a specific playlist for your office. Create a music playlist for your office to create decor that inspires Jason. Why? Why are those motivational phrases everywhere with those notable quotables? Why don’t we put client wins on the wall? Why? Well, again, it’s just, it’s continuing the hype train. It’s nice if, if I ever come in, if I’m having a bad day, typically you know, I’ll check it at the door and I’m bringing it into thrive with me. But if something else is just beat me up, it’s nice to look around and just say, Oh, okay, here’s a quote from Jack Welch saying, stop worrying about that and focus on something else. Or here’s a great quote from you and Z. Or here’s another one of my awesome client wins to help motivate me. Okay? Okay, so let’s talk about it.

Business Coach 3:
The third move we do is we create a reward system ringing the gong or ringing the bell. Um, why do we allow people to hit the gong whenever they book a ticket to a conference? It gives them that little, like I’m the man feeling, I can’t tell you how many jobs I’ve been in where I like figure out something dire and it’s like taking all my brain power and will and I figure it out. I’m like, Oh, that’s great. And then it’s crickets. Right? Okay, well maybe that didn’t mean anything at all. So we have to create a music playlist for our office. We have to create decor that inspires, you have to create a reward system. And then we have daily huddles every day. We have huddles at 7:00 AM. Why does John do a huddle every single day with all of the members of the team?

Business Coach 3:
What’s a quick reset? And so if he has, you know, what all 40 of the thrive employees surrounding him, he can give each and every one of them, that pep talk that most of them are going to need before the day starts. That way is not having to do it later. And then every week we have a weekly sales meeting, a weekly sales meeting at the same time every week. Jason, why is it at the same time every week? So we don’t drift. Okay. In that meeting, why do we actually listen to the recorded calls? Well, we have to know how we’re doing. So you listen, you could say, okay, well I’m going to record the calls for quality assurance and then not, and then you can’t hear the faults and people’s performance and then you can’t make them better. So we have a young lady on the team, uh, and again, I don’t know when this show will come out, but we have a young lady on the team who I recently asked to get off the team, uh, this week.

Business Coach 3:
And I’ll tell you why she’s bringing the mopes, bringing the mopes. Now we have a weekly sales meeting and she was bringing the mopes, she was looking low energy, kind of yawn and a lot, you know, not taking notes. So why do we have to move a person like that off the Island, off the team, walk the plank buddy. Why? Well, because they are not the high energy person that you need on your team. It’s bad for business. Yup. And the next move we do is we have a weekly all staff team training. Why every week do I teach things like how to use it to do list, how to use a calendar. Your network is your net worth surrounding yourself with positive people. Um, why would I teach time management, life management? Why do I teach these life skills about automating your savings? How to buy real estate?

Business Coach 3:
Why do I teach that stuff to our staff every single Monday? Well, it’s, you’re providing them with ongoing education and mentorship. So it’s nice to see somebody who cares. And there I would, I would venture to say of everybody at that meeting, I can’t think of anybody who would have anybody in their lives outside of that meeting that are telling them these things. Yes, there it is. So you say what, how do you keep high energy among your staff? One, create a musical playlist for your office that’s intentional to create decor that inspires. Three, create every ward system like ringing the gong or ringing the bell when you close a deal. Um, for installed daily huddles with your team every single morning. Have a little standing huddle, 10 minutes, just connect. Pump everybody up. Go over at the huddle. Talk about what went well yesterday, what didn’t go well yesterday.

Business Coach 3:
Um, weekly sales meetings at the same time every week and six weekly, all staff training. That’s what you do. Now. Point number four, we are implementing systems into a business that has you read the question from question number number four here. As I said, we are implementing systems into a business that had very little systems. So I’m assuming to start out with, how do you get old employees to get on a new page without negative feedback or firing them? Huh? Well, we kind of go back up here to our, um, you know, up to our, our steps from our first question and I’ll just kinda copy and paste these down here and then I’ll break them down here for you. Yup. Um, one you want to, uh, role play with your team until they can’t get it wrong. You know, your role play to, you establish a quota in three, you install carrots and sticks.

Business Coach 3:
That’s what happens. But if you do not have carrots and sticks in place, what’s going to happen, Jason, if there is no penalty for not doing your job properly, it’s like a in school, you know, when somebody is like, Hey, if you don’t stop that, you’re going to have to go to the principal’s office and you have that teacher who will always play that game. Like, Oh, Billy, Billy, if you don’t stop disrupting, you’re going to go see the counselor. But then they never do it. So then Billy decides, Oh, I’m the man, I’m invincible. I don’t have to do what they’re telling me to do because nobody’s holding me accountable. It’s not even that it’s nobody is coming for me if I decide not to do it. There it is. You have, you just absolutely have to have carrots and sticks. All right. Jason, what’s question number five from our thriver question five is what is the best way to create a memorable marketing campaign?

Business Coach 3:
What are your top three favorite ways to reach customers? Uh, that, that, that would be one that I cannot answer because every industry is different. Yeah. And everyone’s budget’s different. So I can speak about it in general terms. I can say I have worked with insurance companies in the past. You know, there’s, there’s big companies like state farm farmers, Allstate, and they run commercials all the time. True. So those agents have leads that come in from corporate all day every day. Yeah. And so for those people, I like, um, big advertisements that work because the agents don’t have to shoot their own commercials. True. There was, um, have you met Tyler, the state farm agent who’s right next to the South elephant in room? No. Oh, he, he, so he comes in every month. He loves you at elephant and everybody there. But that guy is a grinder.

Business Coach 3:
He kicks butt and he happened to get like the biggest sales in his region or whatever. And so to reward him, they flew Dr. Kim Jong, the comedian TV personality. He’s a hangover and all this stuff. They flew him out and shot a commercial with him and now there’s like an eight foot cutout of the two of them in front of the window. So he’s got the celebrity and now he has like a national campaign just for working hard. And that’s gotten him tons of deals. So again, I mean if you could have a big national campaign, that would be great. But for the local guy, I’m assuming you don’t have that kind of a budget. I would create a very aggressive no brainer. Oh yeah. I would then aggressively the word aggressively, aggressively gathered the most objective reviews. All right. And then three, I would call everybody to compare rates.

Business Coach 3:
Everybody, I mean relentlessly, I would call everybody. So let me give you the, can I give Jason, can we role play the script? Let’s do it. Let’s pretend that you really are you and that I am an insurance guy. Ready? All right. Boom. Hey, is this Jason? Uh, it is. Who’s calling? Jason. Hey man, this is clay, uh, that I mentioned elephant in the room about a year ago. How are you man? I’m doing well. How are you? I am doing great. And I, and I am actually now an insurance guy and I believe if I meet you for 15 minutes, I can probably save you about 500 bucks a year on your auto insurance. And so I’d like to see if I could meet you for 15 minutes and I will actually pay you $25 just to compare rates. And I promise it will not take more than 15 minutes.

Business Coach 3:
Wow. Would you be down to meet for 15 it might even take 10 minutes. Yeah, sign me up. I’ll come to you. Where are you? Wait, that’s how I would do it. Yeah. Because nobody wants to compare rates. No. Why? Um, well as a consumer they don’t understand it, but they always feel like they’re going to get nickel and dimed like somebody will approach, cause I’ve had, this happened with me before, I’ve been very skeptical. Like, Oh Hey, you know, you have this health insurance plan but I guarantee I can get your premiums down. And then I ended up having like a higher monthly payment. I’m like what the crap, what the crap. So again that that’s the move though. Creative and aggressive, no brainer, aggressively gather the most objective reviews and then call everybody to compare rates. And I would incentivize the meeting and there are rules with insurance where you can’t give somebody more than like 25 bucks or 50 bucks to tit and incentivize them to meet.

Business Coach 3:
But people have to be given, um, they have to be given something. Right. Otherwise they’re not going to want to meet. And again, Jason, how much money would you have to get? I mean honestly T to meet, I mean, if you’re, if you want, give me 25 bucks for 15 minutes. I mean, that’s more than the common man makes an hour of their work day. So I’ll take it. Okay, you’ll take it. All right, so now here we go. So when we mystery shop ourselves and competitors, what should we, what should we be looking for? The question is again, a J sorry. Question number six. Question six is when we mystery shop ourselves and competitors, what should we be looking for? All right, well the first thing is you want to look for their call script. All right. There we will listen to their call script or, or lack thereof because they might not have a call script.

Business Coach 3:
Yeah. You also want to be looking for, do they answer the phone? How many businesses have we dealt with where they don’t answer their own phone? Jason? So many. And it’s bad. It’s one of those things if you just did that, that’s like worth the secret shopping. Oh, we did it. We’re getting leads because the average person does not leave a voicemail. Nope. Anymore. No, not at all. When you’re calling a business, most people do not leave voicemails for businesses. So if you just answer your phone on the first ring or two, you’re going to get more business. Absolutely. So again, you’re going to call your competition and see if they use a call script. If they do, what is their script and make sure you make it your script better than theirs to do the answer their phone. All right. Three, their office decor.

Business Coach 3:
Is their office compelling? It does it, does it say you can trust us, right? Buy from us or does it say, Oh, and I’m being serious though. No, for sure. Think about a place that you’ve gone to. Jason, have you ever gone to a shell gas station? Oh yeah. Have you ever thought to yourself what the shell, you go in that bathroom there? So I avoid the bathroom. I learned my lesson there. But um, what’s the place with the green dinosaur? Sinclair? Yeah. So although, um, uh, Colorado, this is a new kind of danger. Yeah, I stopped at some Sinclair. It was just like the halfway point really needed gas or really needed to pee. I knew better, but I ran in that bathroom. I thought, dear God, you went in there and how was it? Describe it. It was not quick trip. It was dark.

Business Coach 3:
It had one light that was like flicker. Oh no. Smell was terrible. And on top of that, the floor was wet, but they had all of their paper towels and toilet paper in the wet spot. So I’m like, Oh, well now if I go to wash my hands, I’m not touching that sink because I could get Ebola from that, but then I can’t drive my hands off because there’s urine all over everything. It was a nightmare. I’ve got audio of you going into the bathroom. Let me, let me cue it up. I’m gonna play for, this is audio of of Jason Beasley walking into the restroom of a Sinclair gas station.

Business Coach 4:
It’s like I picked the wrong week. Quit smoking, quit drinking

Business Coach 3:
like I picked the wrong week. Oh, there it is. Yeah. I felt all of that. It’s making that life decision. Oh my gosh. Why would you do that to yourself? But I mean, it’s true though. A form of self hatred. Uh, that day I did. Okay. All right, now. All right, so now we move on to question number seven. What is question number seven? Ooh, so this is wondering, getting back into carrots and sticks, they say carrots and sticks. What is your favorite carrot? What is the best stick in the context of insurance? I think cash is the best carrot. I think cash is King. You know, cash is King for carrots. Um, Jason, you, you’re in a system of meritocracy where you get paid more, the more value you add for clients and that kind of thing. Why, why, why does, why does cash? Why is cash a good a good thing?

Business Coach 3:
Well, it’s a motivator for me because that means I have additional money to put into my savings. I have additional money to put towards projects I want, you know, for my future more that I could provide for my family. Last night’s dinner. Am I paying for that dinner? Should I pay for that dinner? No. You, you paid for your dinner. I tried to get them to put the entire bill on Steve’s table, but the lady said she wouldn’t do it. Okay. But I mean last night you guys went out to dinner and it costs them money. Yeah. Um, so having to clean away you are I am paper. How so? Well I, I work for you and you provide my paycheck. Oh, okay. I’m just saying, I mean you, you took your wife up for breakfast yesterday. Maybe that’s a better example for a non work-related breakfast yesterday.

Business Coach 3:
Yup. Where’d you guys go? Um, I got a Hugo’s endo. Does the Hugo’s cost money? It does. What did you guys eat for breakfast? Bacon and eggs. So how much is it for breakfast, you say? Um, 16 bucks for both of you. 20. I ordered more bacon than I should have. And day I think the bacon ended up coming out to like 14. Oh, they’re proud of it. They give you a lot though. So it was like, we went to Brahms and order too many eggs. I was like, Oh, situation 20 exit bro. Like all in all, it was around 2022 bucks for the both of them. But it costs money. Yeah, so we’ve got to do is we’ve got to establish a carrot that is cash, carrots. The best cash are the best. The best carrots are cash. Cash is King for carrots. Okay.

Business Coach 3:
Now the, the, the, the best. The best Dick. Oh, hello? Yeah. The best sticks are also cash. That’s true. I’m serious. When you, when you have a, a stick that says, Hey, if you don’t follow this system, you’re going to make minimum wage this week. Yeah, it’s awesome. It gets them motivated. Real quick. Let’s talk about on the search engine team for a second, and the search engine team, you could make minimum wage or up to 20 some odd bucks an hour. Why is that a powerful motivator? Well, then it’s just, okay, so most people always want to say, Oh, I want a promotion or I want to raise just cause I want to make more money. You literally have that power when you’re sitting in that seat. So the best sticks involve cash and the best carrots involve cash. That’s the deal. I don’t like to do stuff where it’s like if you don’t do this, you lose one point.

Business Coach 3:
Yeah. Or we’re going to dock your pay cause that that pleases the people. I’m just telling you, I don’t, I don’t like to do stuff where it’s like the penalty is hollow. I like to do stuff where the penalty is not good for you financially and the reward is great for you financially. That’s how it should be. I mean, if I was at running back in the NFL and I consistently fumbled the ball, I consistently fumble the ball. I consistently do not get yards after contact. I consistently do not score touchdowns. I consistently don’t make blocks. I consistently show up late for practices. What’s going to happen? You’re going to get cut. Oh and that would hurt me financially true. And if I do a great job, I set blocks. I show up on time or early, I score touchdowns, I catch passes. I probably will have what happened with my contract.

Business Coach 3:
Um, you will either get a more generous offer from a team that wants to pay more for your performance. It is. We’ll get some endorsements because your yes and that is how it happens now. Uh, Jason, what is the next question from our incredible listener out there? The next question is what is your favorite tie or what are your favorite time management tips? Okay, every day, half met a time. Jason, why do you have to have a time every single day? Why didn’t you schedule that quiet time that met the time that from the Greek word meaning above? Why do you have to schedule these to half hour every day to plan your day? Well, because if you don’t plan your day, your day will immediately steamroll you. So it’s nice to be able to put everything in order and saying, Hey, I’m hitting all of these things first. And then these are the, I guess to do items that we’re going to knock at in between, but it’s just nice to have a path.

Business Coach 3:
Okay, so and then step number two, carry one to do list. Why do I carry one to do list at all times? Because you keep, it keeps everything that you need to have top of mind, every mission item in front of you. So then that way, cause I, there have been plenty of times I’ve asked you, I’ve asked Andrew, sometimes I’ll even ask like Devin and I’m like, Hey, what are you doing at 11 I have a question. And they’ll look at their to do list and say, Oh, I’m doing this at 11 but if they’re not looking at it, you and Andrew go, Oh, I have no idea. I don’t know. That’s, we’ll make sure we’re getting this because, uh, the question is, you know, what are, what am I favorite time management tips? These are not my favorite. It’s just what works. And I will tell you, I’ve got a chance to shadow with huge CEOs of big companies.

Business Coach 3:
I’ve met billionaire, you know, founders of billion dollar companies, right? And they all carry a clipboard through a calendar and a to do list. Yup. Why? It’s what makes them successful. That’s what works. Yeah. Question number nine is what Jason? Question number nine is what happens if you drink two scoops of dragon energy? Don’t do that. Yeah, I tried. It’s a dragon energy is an energy drink that we have that we’ve created in the office. But I, I would encourage everybody out there, don’t have two scoops of that. Just just have like a, a, a half a scoop, a third of a scoop and you just sip on it throughout the day. Don’t, don’t, I mean, th th this, this, that question is like, you know what happens if you have, you know, eight cups of coffee? I mean, just don’t do it. I mean, if you do it, you’re going to start to have hostile feelings towards everything.

Business Coach 3:
You’re going to be frustrated with yourself. You’re going to get your car. Like why am I going to fly? You get extremely warm. I will say that. Yeah, don’t, don’t do that. And then the final question was what? The final question, question number 10 is, what does it like to be clay Clark? Now let’s go with yesterday. Let’s do that one. Let’s do yesterday. So yesterday, Jason, I have in my hands, what do I have my hands right here. That is the book triggered by Donald Trump jr. Yes. So my life is like this, um, Donald Trump jr apparently is going to be on our, our show here soon. And so in order to get ready, I have to read his book, you know, and I have to read the book, the whole book and nothing but the book. So book me Don, that’s my phrase. I’ve been telling my wife that.

Business Coach 3:
So I had to read the whole book yesterday. That’s what it’s like being me. I don’t know if you want that life. I like it, but some people don’t. I mean I just, I don’t know a lot of people that on their, you know, Saturday say family kids between the hours of 9:00 AM and 4:00 PM. I shall be downstairs right now. I was in a hot tub a lot too, but I’m just reading this book. Um, it’s just what it is. I, I’m very rigorous about my schedule and I blocked stuff out and uh, I don’t know what other people do on their Saturdays, but for me, I like to read books. Yeah. And so, um, that’s what I do. I don’t know if that does that helpful. That was helpful. Okay. So if you’re out there today and you feel stuck in a rut and you need some answers to your business questions, please feel free to email us to info at thrive time. show.com that’s info at thrive time, show.com. Don’t ask me questions about religion. Don’t ask me questions about politics. Don’t ask me questions about feelings. Do ask me literal things. Ask me step one, step two, we can do that for you. And we’d like to end each and every show with the boom. Are you psychologically prepared to end with a boom? Oh yeah, let’s do it. Here we go. And by the way, Kim, these are, these are great questions. We greatly appreciate. You don’t have any further ado. What.