ONLY Focus On What You Can Control | The Proven Path to Success is a Linear Thing and Not a Spiritual Thing | Knowledge Bomb

Audio Transcription

Speaker 1:
Grabbed the duct tape and mentally prepare yourself for yet another mind expanding knowledge bong from America’s number one business coach. Clay Clark.

Speaker 2:
Yes, yes, yes and yes. Steve Currington. What is crackalackin? It’s a party, bro. Brother, I had a full day. I’m excited about a great many things today. What I want to do before we get into today’s show is I want to take a time out. I want to go and take a moment to celebrate great things that are going on in your life and in the lives of the thrive nation. And then we’ll get into today’s show where we’re talking about only focus on what you can control, right? So let’s think about this. You and I met each other or reconnected with each other about five and a half years ago. Yup. I believe. And if I’m saying something that is defamatory, you can tell me and I’ll edit it out later. Okay. Okay. But I think seven years ago you were consuming a lot of adult beverages or was it seven years ago or how long ago was it?

Total Lending Concepts Rep:
Well, I mean it’s like we’re in 20, so it was like 16 is when I quit drinking, so pretty much anytime before that. Yes.

Speaker 2:
Okay. And how often were you consuming alcoholic beverages?

Total Lending Concepts Rep:
I was really good at it. I was like a like professional status. So usually I I would have anywhere between, you know, four and 27 crown Royals, you know, a night.

Speaker 2:
And how did you realize that it was an issue or when did you realize, okay, this is [inaudible]

Total Lending Concepts Rep:
Problem. I went to a conference in Vegas to a mortgage conference and I stayed up all night gambling and drinking until like five in the morning and didn’t get out of my hotel room until 8:00 PM the next day, 8:00 PM missed the entire first day of the conference and thought, what in the world am I doing? Why did I pay to fly to Vegas to give the casino three grand and get drunk all night and missed the conference.

Speaker 2:
So at a certain point though, you realized it was something you had to tad to stop?

Total Lending Concepts Rep:
Yeah, I mean, for me, like I had just started working with you in a, I guess it was really like December of 15. Yep. And then February of 16, I joined TLC and then it was like June. And I was like, Hey man, I needed to focus. I need to, like, I’m rebuilding a new business. I started over, so I needed to focus and it was just like I was in a raging alcoholic drinking in the morning or anything. I just partied hard, you know? Just did it, did it. Well, why the focus? Why, why did you do that? Why, why do you think? I don’t, I mean, I tend to just, whatever I do, I do it to the extreme. Got it. So if I, you know, if I drink, some people have a beer, I have 14 of them, you know, it’s just like, I’m like, that song. Why do we drink to get drunk? You know? So I just have that personality. I’m very addictive. So I had to find a, for me, I had to find a positive vice.

Speaker 2:
And what do you, what has been your positive vice?

Total Lending Concepts Rep:
Cars. Cars. Yeah. So I quit drinking in June 16 I bought my Bentley July 12th of 16, so within like a month. And then the Lambo I bought in March of 17. And so now I get my my highs and my adrenaline rush from driving sober at high rates of speed all over the country and try not to get arrested.

Speaker 2:
And I am not saying that I endorse you driving so fast. In fact, I’m gonna go on the record of saying I often worry about that. Cause I like you and I’d hate for something happen to you while you’re driving, but I think it’s great that you have a state sober and that’s awesome. But in addition to that, what’s cool is you’ve taken you, you recognize it was a problem and you decided to solve it. Yeah. but a lot of times people, we recognize there’s a problem and we don’t solve it. That that’s a thing. It’s like, and so what is our entrepreneur? All we’re doing is solving a problem in exchange for money. Right? I mean, it’s all we’re doing, we’re solving a problem for people in exchange for money. Right? I mean that’s, that’s all we’re doing now.

Speaker 2:
A lot of people up in, up in the world up on the planet, around this place. I think the, the, the light came unplugged there, there maybe by your feet. That’s why I turned it off because no problem. But I, but I think a lot of times what happens is people they know there’s an issue and they don’t do anything about it. And the one thing that happens is the path, the passage of time happens, right? And then we start getting frustrated about things we can’t control. We start complaining, giving power to it, and then no one has any success. Yeah. So let’s go down, let’s walk the clients down. The cool wins that you’ve experienced here in the past five and a half years. Okay. The brand total lending concepts as grown from a startup, to correct me if I’m wrong, I think you guys did tutored in $51 million of mortgages last year or two 15. Yeah. Does that, is that true? And as a company, you don’t get all the fees, but as a company you guys make about 1.5% commission on everything. Right. That’s a lot of commissions. Right. you guys are now the highest rated and most reviewed mortgage company in, in your region in most cases. Am I correct it for sure. In Tulsa?

Total Lending Concepts Rep:
Yeah. I mean, in all the markets that we’re in, we’re the highest and most [inaudible]

Speaker 2:
You are driving a, a Lamborghini now a big goal of yours. Yup. And how does it, how does it make you feel when you drive that Lamborghini?

Total Lending Concepts Rep:
I mean, it’s pretty, it’s pretty bad to the bone. I mean, when you can, you know, I took a, your favorite Mormon to for writing it

Speaker 2:
Today, Ben? Yeah. Oh no. How did that go? Ben came up, he came up

Total Lending Concepts Rep:
To me and said, Hey what would you charge to like he asked you then Lambo and I’m like, dude, I’d charge you nothing bro. When do you want to do it? He was like, I don’t know, maybe like tomorrow. And I’m like, well, I’m here now. So what about now? He’s like, okay. So yeah, so it’s an adrenaline rush. I can just tell you that. So he said before getting him while he’s in my car, he said, I think the fastest that I’ve ever been is maybe like a hundred. So at the time I looked down at the speedometer and we were doing 98, so I went ahead and punched it to one Oh five. And I said, there, you just went the fastest you’ve ever been in your life. And he was like, that’s cool. And then and then I took him like one, I think we hit one 76 shortly thereafter.

Total Lending Concepts Rep:
Of course this was on close course folks. This was on a, on a track maybe. So, so it’s just, it’s an adrenaline rush, you know, it’s, it’s like I mean I think there’s guys that go skydive because it’s a journal on rush or they go do some sports activity cause it gets their adrenaline pumping. I think whenever you’re behind the wheel of a machine with, you know, 640 horsepower, that’s you know has a top speed of two Oh one they say and it’s just faster than two Oh one allegedly. Okay. I mean I had to test it, said it would go set, it would go to 81, so that is crazy. Go check my Instagram if you want to see the video of that. But I think the speed and where to click two or three now it wasn’t GPS so I don’t know for you,

Speaker 2:
But I want to make sure we’re getting this. I just want to make sure we’re sharing all the wins. There’s so many wins here. Yeah. You’ve started your own YouTube channel this year. How old are you? I’m 40. You’re 40 and at the age of 40, you’re kind of living like living life like a kid, which is what I love. I love this. Well cause I am, I want to make sure the listeners get this though. That is why I love helping people. I love helping people grow businesses because it allows them to be a kid again. Yeah. When they have the time freedom and financial freedom, it allows them to be a kid again. And so this year you’ve started your YouTube channel Lambros how many subscribers does the YouTube channel Lambros now have? I think we’re at about 39,000 is what I’m sitting at right now. 38 39,000 how much money does it lose every month? The Lambros, I think I got a 10 99 from Google for about 12 grand. And so you made 12 grand this year. Probably spent about three grand a month. So I probably lost 25 five grand, 25,000 this year. Not including

Total Lending Concepts Rep:
Like I’m not really keeping track of like, you know the travel for, you know, and like the time that I spent editing videos and all that fun stuff, I just literally what I had to pay in order to promote videos and what I had to pay to have someone help me, you know, like learn how to edit in Adobe premiere and how to make thumbnails and how to upload. And hashtag and like all the stuff I had to pay a guy to help me build the channel essentially. And so that cost was probably about 25 30,000

Speaker 2:
So a question I would for the listeners is, do you

Total Lending Concepts Rep:
Want to live? Do you want to experience a life? Do you want to experience both time and financial freedom? Do you want to live a life like that? If the answer is yes, then you have got to right now today, get out a sheet of paper and write out your F six goals. You got to write out your goals for your faith, your family, your finances, your fitness, your friendship and your fun. Again, someone’s trying to write that down. Write down your goals for your faith, your family, your, your, your finances, your, your friendship and your fun. Write down your goals. Faith, family, finances, fitness, friendship, fun. And when you write down those goals Steve, you heard my wife and I talking about it today, but, but to earlier today. But today’s Wednesday and so Wednesday means what? Date? Night, date, night. It’s cause it’s in the calendar.

Total Lending Concepts Rep:
We do it, you might say, clay, how does this relate to this topic? This is what we want to do. And we don’t, we don’t think about what it costs, right? Because we have created a business that allows us to achieve the time freedom and financial freedom media to do it. Another example today is I lost a bet to a John Kelly. Oh no, I bet. I bet him. Earlier this year, don’t tell me you bet someone to make it to the all star game. Oh, I bet that zine Williams Zion Williamson, the basketball player that he would make it to the all star game. And John said, no, he won’t. He’ll get injured. How much money you owe us was barbecue. Oh, and I lost. So we had to buy barbecue. And you know what, that was fun. But I want a barbecue bet today. Oh, you did Kelly with master shredder.

Total Lending Concepts Rep:
I’m bet he was going to get to a Google reviews or no to video reviews and he did not get it on. Oh, you don’t want to win that one though. DHEA. So, ah, yeah. So anyway, so I got some barbecue so I lost the barbecue once a barbecue. But the point is, the point is I’m having a good time. Yeah. Travis, shoot with me today to go see the land. The new a campus we’re building. Describe for the listeners what you saw there was, it was, it was it pretty cool. Describe what you saw. It was magical. A bunch of raw land with a couple sheds on it right now. But they were putting in a road as we speak. Yeah. They got the trees up going on there. They’re putting in the road, Steve. That’s cool. That’s cool, man. Yeah. So I want all the listeners out there to live life like a lot like a Peter pan, a life where you just love every day.

Total Lending Concepts Rep:
But we can’t do that if we don’t take the time to sit down and think about what are our, our F six goals, what are our goals for our faith, our family, our finances, our fitness, our friendship, and our find out, once you take the time to write down those, those goals, now you got to ask yourself, Steve, what does it cost to achieve those goals? You know, and once you know what, once you know what the goals are, you’ve got to take the time to write down how much it costs to achieve those goals. And why do you have to do that, Steve? Well, because it is a sacrifice and it’s a trade off. So if, you know, you can’t have on one hand where you say, I want to get to this, but on the other hand say, I don’t really have time to, to put in X number of hours to get it done.

Total Lending Concepts Rep:
So you end up setting these lofty goals that you never achieve, which is what most people do. That’s why there’s the whole joke of the new year’s resolution that everyone has a new year’s resolution that typically ends the day after new year’s. And then they just, you know, it’s like a fun exercise to go through that there. I’m going to go to the gym every day for a day. Woo woo. But they don’t, you know, they, they aren’t. And anybody can Google this and I’m sure you’ve seen it before, but they’re not setting smart goals that are specific, measurable, actionable, realistic and timely. And so they make like an unrealistic goal. And then when they, what a surprise don’t achieve it, then they kind of lose interest and move on. But I think if you don’t have the trade off where you’re going to trade time so that you can get something done, then you’ll end up failing. Yup. And then Mo, which isn’t a problem if you fail. I felt a lot. But I think the problem that most people have is after they fail, they don’t get back up. So, you know,

Speaker 4:
I agree. I agree. And so again, we’re thinking about in the past five and a half years you’ve gone from you know, not having a job and not being sober to being sober, to having a job, to having a Lamborghini. Where were all the places you’ve traveled to this year? Just, just fire off some cities and every time you fire off a city, I’m going to give you a mega point. So let’s go off. Think about all the cities you’ve been to. They showed, start with on the, on the West coast. And then let’s go from West to East if you can picture. Where are all the places you’ve been this year for both work and pleasure? Let’s start off on the, on the, on the West coast of the United States. Where, where have you gone?

Total Lending Concepts Rep:
Oh, LA. All around LA. So Los Angeles, Malibu, Huntington beach, Newport beach, gosh, all the way down the coast, all the way up the coast to probably Monterrey. You went to Hawaii. Oh, what’s a Hawaii boy? What else would be on the show is fun. We went to the big Island, Hawaii, then we went to Vegas. I mean, Vegas a bunch for car rallies. We went to I mean all the way through Arizona. Yeah. In Phoenix at all or no, I didn’t stop in Phoenix. I stopped in. Where did we go? We stopped. Oh, we went to Colorado on a rally. We stopped in Burlington, Colorado. A little snow storm got us caught there. But you’ve been to Denver multiple times this year. Oh, Denver, Colorado Springs. [inaudible] Springs. You’ve been, I think you had been to Texas a few times this year, haven’t you? Oh, yeah, I’ve been down to Houston, down to Dallas. I mean, gosh, out Kansas, Kansas, Missouri, Missouri. Haven’t you been to Florida? Florida. South Florida. Drove all the way from, well, I met James in Panama city, then we drove all the way to Savannah, Georgia. Oh, what? All the way through South Carolina, Florida. Destin. I mean all down the coast where it’s warm. You went to Puerto Rico this year. What’s Porter? We actually went to Puerto Rico. Well, it was in 19, but for my 40th birthday. Yeah. That was fun.

Speaker 2:
By the way, I am having a birthday party this year. Oh, nice. My house is supposed to be completed in September. Okay. We’re, you know, every time my wife and I bought a house, you kind of know my drill. I always buy a house that’s undervalued and then we flip it and we make money and that’s kind of my move. And so for this final house, it’s like, okay, you get to design it how you want. Right. And the man cave is going to be Epic, you know, and we’re building a new building. And so anyway, so I’m gonna have a big part. I’ve talked to Charlie rad. We’re gonna have a big band, hip hop band poolside. Nice. It’s going to be six. That’s what we’re doing next month.

Total Lending Concepts Rep:
We’re doing my 41st birthday in The Bahamas, so almost, and then, you know where I haven’t been as New York. My, you didn’t go, literally. Never been to New York, ever. So Paris, France, Paris to South Africa went to [inaudible] and the Cape town, Cape town. I went all the way to the furthest point of Africa on the Cape. So you’re literally like about as far South as you can go before you hit like Antarctica or

Speaker 2:
Didn’t you also go to London?

Total Lending Concepts Rep:
Yes. Well we didn’t, we didn’t, we were going to go to London. We did Paris, we were in Paris and there was a train that goes under the water. We didn’t make it on there, but yeah, Paris was fun.

Speaker 2:
And you had the senior editor for Forbes in your Lamborghini? Yesterday. I mean, so you’ve gone, I mean, you’ve gone to a lot of places, you’ve seen a lot of things. The home that you live in, roughly how many square feet is it? Is it, is it a nice home? You live in a shack, is it a shanty? What does it, yeah, it’s like 900 square feet in the living room. Okay. Okay. Know how it’s like, it’s 4,800, I think. Nice. Nice house. Still gated community. I’m your daughter. I believe the car, I think your daughter is driving Alexis is what she drives. How old is she? She’s 17. That makes sense. Okay. So I mean there’s a lot of things that are happening and somebody out there might be saying,

Speaker 5:
Surely you can’t be serious. I am serious. And don’t call me Shirley.

Speaker 2:
This is a five and a half year journey though. You’ve gone down and somebody out there today is saying, I’m stuck. Okay. Stop talking about it. Right. I mean, somebody is saying, I have an addictive personality. Right. So you can speak to the alcohol part and I’ll just focus on the other stuff. How did you get sober? What’d you do? Was it 27 steps? 18 steps? Was it just a decision? What was those one? I’ll just quit the decision that I just woke up on. You could and you’ve met people that make it an ism. A disorder.

Total Lending Concepts Rep:
Yeah. And I don’t, I don’t disagree that it’s, it’s a disease. I mean people that are I mean, I’m not disagreeing that alcoholism does. I’m not saying that. I’m just saying for me it was important enough for me that I just quit. It maybe isn’t as easy for some people, but if it’s important enough to you to have a big enough why then then you’ll quit too. You know, I just I did have to, you know, abandon a bunch of friends and I had to quit hanging out with a lot of people that I was at to completely change the way that I do business. Cause I used to convince that, Oh yeah, because the industry that I’m in, you know, you’ve got to go

Speaker 4:
And then go to the bar and hang out, buy him drinks and all that. But you can convince yourself of these things. It’s possible.

Total Lending Concepts Rep:
Yeah. So I just had to choose to stop and then I had to choose to to, to not hang out with people that would encourage me to do that. Cause people are a-holes. They just are. So people that you think are your friends will say things like, come on man, don’t, don’t be weak. Come on, just have a drink. Come on. He just w really bro. Really? You quit. Okay. Ah, that’s funny. Seriously dude, come on. Don’t you want to have fun? Hey, don’t you want to have fun? Come on here. Have a drink. So what I did for my first four or five months when I was still hanging out with some of those people is I would go to the bar or go wherever and I would just get the bartender to make me a like like a Sprite on the rocks with a lime so that people wouldn’t ask me just because then I didn’t have to like have the conversation because people are like, Oh dude, what’s wrong man?

Total Lending Concepts Rep:
Zero problem. Like where’d you drinking? Oh, two. So I would just go and pretend like I was drinking because that kept you from having the conversations with the, the jerks that want to keep you in the, let’s say it, the people that are in the Valley, clay that are like trying to pull you down into the Valley with them. They’ve got to grab ahold of your ankles as you’re trying to like, you know, get ahead in life or do whatever. There’s always someone that’s there to kind of like try to bring you down. And so when you’re making a life change like that, you just gotta kind of fire some people, you know, fire some people in your life.

Speaker 4:
And I, I find that what happens is, is somebody out there is listening right now and they say, well, what are the steps I need to take this year to be successful? Well, actually item number one is you’ve got a fire flaky friends and we had Michael Levine come speak at the conference and a Michael Levine’s the former PR consultant of choice for Nike, for Prince, for Michael Jackson. And he said, fire flaky friends. That’s action step number one. Steve, why is it so true that when you walk with the wise, you become wise and when you walk with the idiots, you become an idiot. Why is it so true? Why? Why is that so true? Wow. I don’t know. I don’t know

Total Lending Concepts Rep:
Why, but people think that they’re going to, you know, like if you’re going through a time in your life where you’re trying to like get to a better place and you think that you’re in a condition or in a position to help someone else get better than you’re kidding yourself. So I think a lot of people do that. They’re like, well, he’s my good friend and I want him to do better. Well, what’s going to happen is they’re going to drag you down, not the other way around. You’re rarely are you going to pull someone up to your level. They’re going to drag you down.

Speaker 4:
I’ve never seen, I have never ever in my life seen any client that I’ve worked with and I’ve worked with hundreds of people getting close to a thousand people. I’ve never seen a client who is sober go to the bar and find their drunk and friend and coach them into sobriety, and then they’d dominate together. Right? I’ve never seen it

Total Lending Concepts Rep:
Because it’s never happened because it doesn’t happen. It’s not like a real thing. It’s a, an idea or a concept. But when you said, why would you not hang out with you hang out with wise people, you become wise because you’re seeking growth and you’re hanging out with people that are above the level that you’re at. Right. And I don’t think it’s a bad thing that if you have the time and if you care about people to mentor someone, but when you’re the person that needs the mentoring, you’re not in a position to go mentor other people. So I would just say if there’s a time in your life where you should be super selfish and not care about anybody but yourself and be prepared to get some hate from all your friends and because you don’t hang out with them or whatever, it’s when you’re building your business or when you’re building your career or when you’re trying to, you know, make a difference or change something in life, quit drinking, whatever, that that thing is, that hot button that you’re working on. You’ve got to be very selfish and you’ve got to take care of you, number one, and be not bashful about it and don’t be apologetic about it and just, Hey,

Speaker 2:
It doesn’t have to do with just alcohol. No. It can be like if you’re a sales guy and you’re hanging around a sales guy who’s a weak sauce sales guy, Steve, you’ve seen this. If you’re a sales guy and you suck it, if you’re a realtor out there, you, you, you work with, a lot of realtors will come to you for help because you’re a mortgage guy and they say, Hey, could you coach me? And you’ll see a lot of realtors that suck at sales, hanging around reloaders that suck at sales. And if you suck at sales and you hang around other realtors that suck at sales, what’s the story? What’s the narrative? What are they saying? What’s the excuse for not selling? Well,

Total Lending Concepts Rep:
Yeah, there, there is no choice. They’re just lazy. So it just [inaudible] lazy people be get lazy, lazy people and then you end up having someone that justifies your weakness instead of pushing you to get better. There it is. And they agree with you, which is good because you feel better, you feel better because you have someone who’s agreeable. There it is. And that they, they feel your pain so to speak. And why can’t we get ahead? Why can’t we do this when you really need to be seeking that like accountability from someone above you that’s going to push you to the next level. Not someone who’s just gonna agree that life sucks.

Speaker 2:
So we’re going to read more. So step number one, fire flaky friends. That’s what Michael Levine says. No, let me give you some, a biblical knowledge that you won’t get in college. Proverbs 1320 Proverbs 1320 from that controversial book known as the Bible reads, walk with the wise and become wise for a companion of fools, suffers harm. Walk with the wise and become wise for a companion of fools suffers harm. Now, Reid Hoffman, who’s not in the Bible, but he’s the co founder of LinkedIn, he says, the fastest way to change yourself is to hang out with people who are already the way you want to be. He says, again, the fastest way Steve, to change yourself is to hang out with people who, what, who are already the way you want to be. Yeah. The fastest way to change yourself. This is the founder of the billionaire, the founder of LinkedIn. He says, the fastest way to change yourself is to hang out with people who are already the way you want to be. Right. Interesting. Because I know it is interesting, but people don’t get that. So we hope somebody gets it. Now, Tim Ferris, I’m the bestselling author of the four hour work week, the legendary investor, the podcast host. He says, a person’s success in life can usually be measured by the number of uncomfortable conversations he or she is willing to have.

Speaker 2:
So an uncomfortable conversation could be tell the listeners about you and me. When we first started working together that first month or two, and, and the interesting conversations we had about smartphones to tell the listeners about the smart phone conversations.

Total Lending Concepts Rep:
Well, I don’t know if it was a conversation. It was just one of my smartphone came out, clay disappeared. It was more like a magic, like he was a magician. I would look down at my phone, I would look back up and you would be gone. Right. And it took me, I’m a pretty smart guy so it didn’t take me long to figure out. Hmm. When I pull out my phone, clay leaves the room or when I take a phone call, cause I was like, you know, I was busy. It was just me trying to close loans and I was, you know, I’d get a phone call and I’d have to answer it because it was a referral or it was a deal. And then I would look up after I hung up the call and you’d be gone and then I’d be like [inaudible] like I don’t know.

Total Lending Concepts Rep:
So then I eventually figured out that that was your way of saying, I’m not going to have a meeting with you where you sit on the phone. If you want me to coach you, leave the phone out of the room or put the ringer off or put it up, leave it alone. I otherwise don’t pay me. Don’t be here. Cause if you can’t be here, then you can’t be here. And I totally understand that. But if you’re going to be here, just be where you are. Don’t be on the phone when you’re in a meeting.

Speaker 2:
So action step number one is fire flaky friends. Somebody has got that written down. Somebody says, okay, I can move on. I get it. Thank you. All right, action step number two, determine how many transactions you need to achieve your goals. Yup. How much money do you make per mortgage? If I, if I buy a house today for $100,000, how much goes in your pocket? About 1500 if I sell, if I buy a house for $200,000, how much goes in your pocket?

Total Lending Concepts Rep:
What about let’s, let’s, well that would be, sorry, that would be 1500 what did you say the first number was? 100,000. 100,000 would be 1500 200,000 would be 3000 I don’t know why I can’t do math right now, but I only do this for a living.

Speaker 2:
Let’s say that I get a $300,000 mortgage. How much goes in your pocket? 4,500 the average mortgage in Tulsa is the average, you know, home cross the state for you guys right now

Total Lending Concepts Rep:
For everything is like one 75 with the stuff that we do with Shaw homes, it’s closer to about two 15 to 20

Speaker 2:
So let’s just do this for a second. Let’s say there’s two the average these, so the average a a deal is a $215,000 mortgage and the commission is a half percent okay, so point at the times, 0.015 does that means your average commission is $3,225 as an example, right? Is that, is that a good ample example? Yeah. Okay. So again, the average commission that you’re going to see roughly just to work clear is going to be $3,225 three comma, two to five per deal. So how many deals do you need to do per year to afford a Lamborghini? I mean, what’s the number? What? What do you need? I mean Steve, cause somebody out there says I want a Lamborghini too. Okay. So I mean I’m just, there’s a Lamborghini cost, it cost 74 mortgages to get a Lamborghini. Oh that’s 240,000 in commission. So a Lamborghini and what kind of Lamborghini?

Speaker 2:
They’d still educate us. I mean that’s your entry level Lamborghini Huracan the [inaudible] with the doors that don’t go up. 74 transactions. It’s a better car though. Transactions. Okay. And so you need 74 transactions to do that. And then because your YouTube channel currently loses how much per month? About 2000 a month. Right? You’re going to need how many transactions a month to do you need one deal a month to cover that. So for YouTube, if you, if you want, if you have the goal to start a YouTube channel that loses 2000 a month, then you need to add 12 more deals. Okay. The YouTube channel, 12 more deals. Event loses month, loses a 2000 per month equals okay. One equals 12 deals per year. Yup. And then if you want to have a car and you know, food on the table and all that other stuff, you might want to close, you know, like another 50 deals because you know you want to like pay, you can’t just buy a Lambo with all of your income.

Speaker 2:
Okay. So now if you had, I guess you could, I you just live in the car. Yeah. If you get a gym membership, I’m 32, 25 that make you another 160,000. How many people pull over intake for, I mean, how would you, when you stopped for gas, what percentage of the time does somebody want to take a photo with you and, or your car today on the way here? Yes. A guy waved me down on Riverside and I actually pulled into a neighborhood while I was on the phone and he waved. Can I get pictures? And he walked around the car and took pictures. Of course, it’s got the Trump rap on it now, so that’s why. But every single time without fail, every single time that I’ve ever got gas anywhere ever. And the three years I’ve owned that car and the 62,000 miles I’ve put on it.

Speaker 2:
I’ve never been to a gas station where someone didn’t say, wow, that’s cool. Or take a picture of it. Okay. Ever. So again, action step number one. If you’re going to go out there today and you say, I want to, I want to live a dream life. I want to be able to experience time and financial freedom. Action step number one is fire flaky friends. Travis, Travis, you’re shadowing today. You’re doing a great job managing an elephant in the room. Do you have any questions about firing flaky friends? Do you have any, give me a thoughts, observations, questions, concerns, grievances. Because you’re, you’re shadow. You’re taking it all in. It’s like a fire hose of knowledge. What do you think about this idea of firing flaky friends? Are you, are you down with his idea? I’m dealt with that. I agree with it. 100%. Where do people not do this?

Speaker 2:
In your mind, what do you think the hard challenges for these people? The people that are established in your life for a long time friends you’ve had since early childhood, young family members. Yep. There it is. And you know what? I have a great suggestion for you. If you’re out there and you have fake, flakey family members that you want to maintain a relationship with scheduled family day and just say, Hey, every Sunday, that’s what I do with my family. It’s great. We have my mom’s great, you know, we’ve got great people, my family, there are certain people, right? You, you might not want to see him cause they’re dirt always dysfunctional. They’re always getting somebody pregnant that they’re not married to. Steve, you’ve seen that, that story, right? And so you do as you go and you, you know what I’m talking about, Steve, you’ve seen this happen.

Speaker 2:
Yeah. And it’s like, there’s like a, a doom cloud of people that’ll follow me around and they’re, they’re always getting someone pregnant. They’re not married to, and they’re always got a problem. They’re always going through a drama. They’re always getting, and you just go, you know what? Why don’t we get together Sundays? At six and then you just know you’re going to have a two hours of hell every week, right? But the rest of your week goes, well, the people like that can’t be consistent anyway. So they probably only show up a third of the time. That’s right. So that right there is the thing, you, you still get to be the good person who set it up and made yourself available. And then if they don’t show up, then that’s on them. I love it. I love it. And if they do show up, like you said, you go through your to two hours of hell, two hours in hell, there it is.

Speaker 2:
Hey, guess where weight goes? Well, seven o’clock and a half to get up at three. So get out of my house, right? I love you. I love, I knew I’ll be sleeping and I’m thinking about now as we move on. So action step number two, determine how many transactions you need to achieve your goals. So if you’re, I don’t care what kind of business you have, if you sell cookies, wedding cakes, you sell cars, you’re a dentist, you’re a doctor, you’re a lawyer. How many transactions do you need to achieve your goals? Now, step three. Step three, Steve, this is where people start to, it’s, it’s, it gets a little rough now. Okay? Cause there’s a difference between an entertainment and education. Okay? We’re not here to entertain. Step three, you gotta determine the daily actions, daily actions that you need to take. Steve, why do you have to determine the daily actions that you need to take to make the money you want to make?

Speaker 2:
Why do you have to eventually sit down and determine the number of the actual daily actions that you need to take to make the money you want to make? Because you’re not going to get there magically. I mean, it’s not going to be like, well, now I know I got to do 90 deals. Should we? Let’s do this. Let’s give away all of the secrets for how you are making money with your mortgage company. Let’s give away all the secrets because you know why we don’t care. Well, why we don’t care about giving them cigarettes. No one will do it. Now our listeners, we’ll do it. Now. If you’re in the Tulsa area and you’re a mortgage guy and you’re a listener

Speaker 6:
Of ours, we need you to turn off the show. Yeah, you have to turn off, right? But if you’re, Hey, listen, even if you do hear it that you’re, you’re actually probably not consistent enough to execute it. I know, Steve, our listeners are diligent doers. It’s other people, right? You know? So if you have a friend, you’ll want to send them this podcast. And if they live in the Tulsa era, I’m not worried about it because I probably already know him and he’s probably a weak ass. So it’s cool. All right, but here are the action items, right? We have to take, if you want to be successful in the mortgage industry or in any industry really, but this is the mortgage industry. Okay? Steve V. I. S. M. say it with me now. V. I. S. M. Travis. Here we go. V. I S. M Travis. V. I. S. okay. So the V stands for video reviews. Steve, why do you have to gather and objective video review from your real clients each and every day if you are in fact going to scale and grow the business to the point where you can buy a Lamborghini.

Speaker 6:
Why do you have to, why do you want me to, why do you have to get a video review from your real customers? Why, why? Because whether you like it or not. [inaudible] Google owns YouTube. Yep. And when people search for things, they show organic results and local listings and reviews, and then they show videos. And so if you have a video that’s referencing someone who has done business with you and you put that on the internet, you put it on YouTube, it’s probably gonna show up. And if you don’t have them, it’s probably not going to show up. And clay knows the stat. I know it’s something like 90 or plus percent of people that buy something, read reviews before they do it. And it’s even higher if the price is over $500. So if you’re selling something like a mortgage, which is a lot more expensive, then you have to have reviews and a video reviews are just becoming more and more relevant every day.

Speaker 6:
So that’s why you need video. Also. You know what’s cool about video reviews? Clay, you know, they can’t be faked. So if you have like, I mean I guess you could hire an actor or an actress to like say you’re awesome and put it on, but it’d be pretty expensive to keep hiring actors and actresses. So you probably just take the people that love you, who you did a good job for. Put a camera in front of him and ask him the predetermined questions that you script it out on your agenda so that you can make sure that the message gets across, that you do a good job. Now you and I are both Christian guys, but this is where I’m going to upset somebody. I’m gonna sneak in a little, little Dollage Palm here. See if I can sneak it in. Steve, can you, Steve, are you okay? By sneaking in your path to business success has nothing to do with God for it. True. Because you and I, you and I, I mean we’re Christians, right? I mean, we, we, we believe in the Bible, correct? Yeah. I’m going it. And we, we, we all, we have personal. We’re not perfect. We each

Speaker 2:
Have mistakes. We have things we don’t do well. Well, I mean you do, but I mean, I mean, seriously. I mean, we all have mistakes, right, Steve? I mean, I personally don’t, but it’s other people, but no, no, seriously. Yeah. I mean, so I’m carrying all the baggage here, but the point is, I don’t ever pray

Speaker 2:
About business plans. Yeah. I don’t sit there. I don’t queue up my music and say, dear Lord, how do I make money? Can you make it? I’ve never, I’ve never gone, I’ve never gone down to the aisle and prayed for success. Hey, what’s that? That, that podcast or sermon that TD Jakes did that where the, he talks about people praying for stuff that they can get on their own. Yeah. TD Jakes is a very, very good at this and he’s he one of his sermons. He talks at great length and breaks it down that basically for you to have success you don’t need to have

Speaker 7:
That we can do,

Speaker 2:
Let me queue it up here. This is okay. Let me, this is TD Jakes, Bishop, TD Jakes, New York times bestselling author, a pastor of the mega church called the Potter’s house. If you don’t know who TD Jakes is, he’s a legendary, he’s Epic. The sermon is called, it’s not for sale by Bishop TD Jakes. It came out on December 29th of 2019. I’ll put a link to it on the show and it’s all done. Let me play the audio. Here we go.

Speaker 7:
It centers around our dreams, all center around money and it has infected and affected the church too. Most of the time when you get people coming up for prayer, it’s always about money.

Speaker 7:
Our mentality is we need a miracle. I’m believing God for a car. I believe in God for a house. I believe in God for a coat. I believe in God for a house. I believe in God to send my kids to private school. I hate to tell you this, there are atheists that sit in their kids in private school. There are drug dealers that have a car. That’s not a miracle. You don’t need God. You need a good job. You need to come to work. You need to save your money. You get you a car. You don’t need to call on heaven and provoke the angels to get a car. That magical mentality is killing the church. We are asking God for sculpt that we can do ourselves. Oh God. Yep.

Speaker 2:
There it is. I mean that, right? That that is the reality of the situation. But you and I, I mean this is a linear path. We’re teaching you the path. All right, so step one, hopefully somebody is getting this. Now we’ve got a fire flaky friends. You cannot be successful and hang around idiots. Correct. And especially you Christians out there who listen to this show, open the book. Proverbs 1320 walk with the wise and become wise for a companion of fools suffers harm. Stop hanging out with the Wu Tang clan. Move on step, unless you want to be a rapper. Right? Then maybe the method manager guy that’s fun actually stepped

Speaker 4:
Over to determine how many transactions you need to achieve your goals. Steve, isn’t it maddening when you have somebody who wants to achieve success but they can’t define for you how much it costs? Yeah. Blows my mind. I’m building a road right now. It’s a bridge. When you see the land, it’s pretty cool. If you have you seen, if you’ve been out there yet, huh? Dude, it’s pretty cool. They’re building. They’re building the bridge right now in the road and bridge cost money apparently, and I’m not there at the land. I’m not. I’m not saying, Oh, Jesus, bless this land and give me a bridge branch. I suppose I could and I wouldn’t be opposed to Jesus blessing my land, but I don’t need [inaudible]. Let’s do this. Let’s pull up the Forbes list of the richest people in the world. Could we do that? Let’s do it.

Speaker 4:
The Forbes wealthiest people right now. Stacy, are you Steve? Are you okay with that? Yeah. Okay. Well, this is the Forbes list of the wealthiest people on the planet right now. And number one is Jeff Bezos. Jeff Bezos is a man who is a Jewish background. You know, he’s not a new Testament kinda guy. Oh, I’m saying he’s not a charismatic guy that’s praying for abundance and seed faith. Bill Gates is very open about his real lack of religiousness. Okay. Yeah. Warren buffet, Warren buffet. Do you understand that Warren buffet is a man that was married to the same woman for a long, have you read his book? Snowball? Steve, are you aware of Warren Buffett’s marriage? Marital status? I’m aware of his marital marital status. I have not read snowball. But you’re aware you’re aware of his marital status? Yeah. Okay. Well, a certain point, Warren buffet decided that, you know what? I’m going to, he says he went to Susan, his wife Susan. He says, Susan I, I’m like you and I’m married to you, but I want to have a different girlfriend at the same time. Is that cool? And she says okay.

Speaker 4:
So he stayed married to Susan while living with Astrid Minx. And you know what? I don’t know if that’s a biblical idea. I don’t think, I don’t think, I mean, he was being biblical with Astrid, if you know what I mean. It depends on your like belief, I guess. And Larry Ellison, Larry Page, Sergei Brin, Mark Zuckerberg, everybody in the top 10, you got to get pretty far into the world’s wealthiest people to find somebody who is an outspoken Christian. I mean, you got to get pretty far down that list before. Now it doesn’t mean that God’s not real, right. But like in, in PR, let’s think about this way. Steve in professional basketball, who’s the best player out there? Do you think? You’re not a pro sports guy, but I don’t really watch it, but I would guess that it is.

Speaker 6:
Well, one of them that, well, he was retired though. Coby just, just died. But I don’t, I don’t know. Like, I don’t know who I can say is, there’s just not a whole lot of, like, you don’t see, I love TD Jakes. Right? I love Joel O’Steen. I love these people, but you don’t see the worlds of the world’s top 10 wealthiest people. You got to start to get into that, the end of the teens before you find somebody who’s an outspoken Christian. I was thinking of LeBron James, he’s probably like maybe considered, but how do you think they can think about this for a second? I mean, there’s a LeBron James Good at basketball because he’s an outspoken Christian. I mean, is that, what, is that the key? No, I think it has nothing to do with it. But why do people want, why do people want to spiritualize it?

Speaker 6:
Well, once we get into step two, it’s determine how many transactions we need to achieve our goals, right? When we get into step three, right? Step three, here it is. Determine the daily action items that you need to take. The daily action steps that you need to take. Determine the daily actions that you need to take to make the amount of money you want to make. Why do people spiritualize this part? Why did they say, yeah, but God told me, and you’re not a, you’re not a business coach. You’re a mortgage guy. And realtors will say, I want to close more transactions. Could you coach me and you tell them what to do and they bring up some religious spiritual thing. What percentage of the time for now it is an excuse for not doing their homework. Yeah. I think if you like operate your business with your religion out there, there’s nothing wrong with that.

Speaker 6:
I mean, if you’re proud to be a Christian and he’s great, do your business that way, but it’s just like TD Jakes just said, I agree with them. You’re too many people are believing for miracles when it doesn’t take a miracle. It takes you doing the work and you not being a lazy button. Just trying to think that someone’s going to give it to you. And I think that’s the mentality of a lot of people. It’s not have anything to do with God. It has to do it. That’s their excuse that. And then they blame God. Well, they don’t have success when they don’t do anything. It’s crazy to me. That’s why on my right bicep, underneath my website, it says Proverbs ten four which I actually learned this Bible verse from clay and it says lazy hands make for poverty, but a diligent hand brings wealth and that is what that’s about.

Speaker 6:
It’s like if you’re lazy, then you’re probably going to be in poverty. And if your diligence, there it is, then you’ll be wealthy and that’s from the Bible. So if you believe in the Bible and you’re a Christian, then you should say, but I think people are just selective on what, and just like TD Jakes just said, it’s like you’re believing for a car or you’re believing for a job or you’re believing for something that God gave you the tools when you were born and raised to get those things on your own. Going and looking at the ground and saying, Steve, I don’t know why we’re not. I don’t know why the pine tree is not growing. And you say, well, clay, did you plant one whole? No, I’m believing God will. I believe that God will plant. I will claim you sold the seeds. No. Have you tilled the soil clay have yet clay, have you? Have you have yet? No.

Speaker 2:
Have you? Do you have a shovel? Oh, I got a shovel. Do you have a pine tree that you could plant? [inaudible]

Total Lending Concepts Rep:
I think, I think God, whether you believe in God, whatever, it doesn’t mean you believe in God. God isn’t gonna like there’s so many things to our omnipotent God to take care of that he’s not focusing on filling your gas tank full of gas, but I think people believe that they’re just believing in God that he’s going to give him the money to be able to get their guests to work and it’s such a win while they’re at work, right? They’re lazy bums. They don’t do what they say they’re going to do. They’re terrible employees. They create drama. They talk about about people. They don’t live like a Christian. They’re, they’re literally like the worst employee you ever had. And then when they get fired, they go to church and they go to the alternative side. Listen, my job this week and I’m just believing God for a new job.

Total Lending Concepts Rep:
Well, God gave you a great job and you spoiled it. So that’s on you. And you can’t just keep praying to God that he’s going to give you stuff. That’s why I don’t give anyone anything like I give to charity show. We just did our donation to the st Jude home, which was awesome. Loved doing that. But when someone says, Hey, do you have 20 bucks? No, I don’t have 20 bucks. No, go get a job because I don’t want to give people that are perfect, perfectly capable of getting their own money, a path to get it for free.

Speaker 2:
You know, I’ve always wanted Brett Farve to say nice things about me or to me, I’ve always wanted that he’s, there’s this belief, God for it and so in rather than like, just believing that it’s going to happen, I did the, I took the high road and John paid him. So this is Brett Farve here saying nice things to me. I in exchange for money, here we go.

Speaker 8:
Hey clay Clark, it’s your favorite gunslinger bread. Farth just reminding you. You are a great American. I mean, great. There it is. So keep slinging those hail Marys. God bless.

Speaker 2:
Now, John Maxwell, I didn’t have to pay John Maxwell to say nice things about me, right? But I had to reach out to him over and over and over to get them on the show. And this is John Maxwell saying nice things. Hey clay. John Maxwell, great to be with you. But Frank, great to be with you. I love it. You’re just like, I am. Grab it, grab it, grab it. Sure. We’ll do whatever you need for it. Okay. There’s John Maxwell. That’s great. Oh, here’s Ray Lewis. Now Ray Lewis we had to pay him. I’d like to say that Ray Lewis decided to say nice things about me. He needs to get paid now, needs to get paid. He’s no longer playing football yet,

Speaker 9:
Right? Clay Clark, what’s going on? My man, first of all, this too. Favorite NFL player, Ray Lewis for my knee that you are great American, hardworking. Thrive on my brother. Happy new year. Many blessings to you. God bless you.

Speaker 2:
There it is. But I’m just saying you can. If you’re out there today and you want Ray Lewis to say nice stuff to you, you can pay him. Yeah, and then eventually when you build a business big enough, maybe Ray will pay you or maybe you can hire, raise and endorse her. I don’t know, but you got to get video reviews is now step three. Now we’re getting into the action steps. Steve people Google search. Everyone’s going to Google search right now. Let’s, let’s all do a Google search. Let’s search for Joplin gyms. Joplin, J, O, P, L, I, N gyms,G , Y, M, S chaplain gyms, and we Google search Joplin gyms who comes up top colon fitness or 4,395 reviews. He’s got a competitor there. It’s coming up fast with 271 he’s only 4,100 and a, you know, 20 away. And then you’ve got, then you’ve got the three video reviews that are all Cola underneath that.

Speaker 2:
And then you’ve got their website coming up top, and then you’ve got their website again coming up. And then if you scroll down, you’ve got their Facebook feed coming up and you have your image, their images coming up. Alright, now Steve, why does colon fitness dominate the Google search results? Why? I think it’s because they’re Christians and they’ve really been believing God for being top on Google. This is what people have been saying. This is crazy. I literally have I talked to a guy, I’m not kidding. I talked to a man. Isn’t it amazing how God’s working in their business? I talked to a man, this is crazy. I spoke to a man at our building just a while ago and I cannot get any more details. I’ll get in trouble and he said to me, it is so cool that God has given you the gift clay to bless businesses.

Speaker 2:
You have a Midas touch and I was praying for you this way, says that you would have it and you have it. Oh, so is he taking credit? I’m saying shut the hell up. Yeah. I literally have just read books written by completely agnostic and or atheist people. One book is called search engine for dummies by Bruce Clay. And you can read it to the other one is called get rich click by Marco Stravinsky. I have paid Bruce Clay for coaching. I have paid Gary Grant for search engine coaching. I have paid one of the top surgeons and firms in the world to teach me how Google works, how Google works, and I found out that one of their top clients is a pornography website and the guy teaching me, he’s like, man, you are one of the best implementers I’ve ever worked with. I mean, gosh, you’re great.

Speaker 2:
And the only other client I can think of that implements like you guys is boop.com and I’m like, what? And he’s like, yeah, you should come out to Vegas and meet the porn girls. They’re really nice. Pleiades are misunderstood. And I’m like, what? I’m just telling you like I’m implementing these are, these are secular principles. There is no spirituality to it. We just get the most video reviews. If you’re out there today and you are losing, just implement the system. Please. I’ll be nice. I’ll, maybe I’ll just say to Joel Olsteen kind of way. I remember when the Joplin Jim had 600 reviews. You do and it has 4,395 and it hasn’t been that long. Dude, I’m telling you, I was so mad at that guy. I’m like, what did you say to me? He goes, I just, I was praying you’d have the Midas touch and God’s given that

Total Lending Concepts Rep:
To you and I’m going to just get out of here. Oh listen. And I will tell you this, and I know this about you, so I can just say it for both of us and correct me if you think I’m misspeaking, but I’m not taking anything from anyone who’s actually seen God work in their life. Like something’s happened. There’s been a miracle or that’s awesome. That’s great. You gotta make a point. I’m just speaking to the people that are believing for something. We’ll do it while doing nothing. That’s all I’m saying. It’s like, certainly there are times in all of our lives when God works in mysterious ways and does things and, and it’s, and it’s amazing thing. If you’re a Christian, you believe that. Great. I do too. I’m just saying there’s a lot of people that use that as a crutch. Like there they aren’t going to work for it.

Total Lending Concepts Rep:
They’re not going to like dig deep and try hard and set goals, crush them and do all that. They just are going to believe God for it. And then when it doesn’t happen, then they become an atheist and they hate God and they tell everybody how they know the Bible more than anyone and God failed them and their X, Y,Z happened and everybody’s got a story of something terrible that happened to them where they blaming God for it. And when it’s, when it comes down to it, they don’t really have God to blame. They have themselves to blame because that’s just it. So I’m not taking away from any Christian that has had a wonderful thing happen that we are godly. Yes, that’s great. Yes, but just don’t use it as a crutch to where I didn’t do my job or I lost my job or this didn’t happen because you didn’t work because you’re lazy. There’s some people

Speaker 4:
Say that, I know this, they say this about me and they say this about you. They’ll go, you know, Clay’s had a lot of success but he’s kind of an ass. Right? And they’ll go, you know, Steve Currington has had a lot of success, but he’s an ass. Yeah, we are not on the show today saying we are great people. I’m just telling you, if you want to have great success, which we are very appreciative of, we’re very we have gratitude. We’re grateful for it. Sure. This is how you do it. So step one, get video reviews every day. Okay? Get a video review. And if you say, how do I name it? How do I do it? Come to a conference I can teach you. If you’re a one on one client, I can teach you. If you subscribe to our online school, I can teach you, you’ve got three ways.

Speaker 4:
It’s 19 bucks a month for the online school. You come to a conference, we can teach you. It’s 250 bucks for a conference ticket. If you leave an objective review on Google or on iTunes, you can attend for just $37, or you can do the one on one coaching thing. Now, step two, you’ve got to add an image to your website. We talked about this, Travis, you hear me in the meetings talking about this elephant in the room. You’re, you’re one of the managers. What kind of images do you add? Do you guys add to the Google map each and every week? We’re each responsible for getting 10 photos in the shop each week. Yup. While it’s busy and we have to do it and you just have to do it. You do it. It works. We knock it out, it gets done.

Speaker 4:
But you got to do it. And is it hard to get video reviews? I mean, is it, is it, I mean, honestly, is it, is it a little challenging to do it? Yeah, it’s a little challenging. But the more you do it, the easier it gets. There it is. All right. Now, step number three, you’ve got to at least 500 words of content to your website every day. And Travis, you’ve worked on the search engine team. What’s the hard part about writing 500 words of content every day? What’s, what’s the most difficult part about that? When you’re writing content for clients, what’s the most challenging part of that? It’s very repetitive. It’s not the most exciting thing in the world, but it has a huge impact, but yet you have to do it. It might not be the most exciting thing, but you have to do it.

Speaker 4:
And I think somebody out there saying, ah, I know I need to do it, but I don’t. It’s, it’s, it’s not the fun though. And I just encourage you, if you, if you, once you know what to do, it’s on you to do it. You’ve got to implement the thing. Okay? You got to implement the thing. Now, now step four here under these activities is you’ve got to gather Google reviews, objective reviews from your real clients. Travis, why can’t you go on Fiverr and pay random people? Why do you have to get real customers to leave real reviews? Why is that a thing? Because Google’s gonna catch on as employee if they’re not authentic, right? That’s what it is. That’s what it is. Now, the next step, if you want to be a high paid mortgage banker, as you got to make a dream 100 list, now a dream 100 list is a list of the ideal and likely buyers that you want to refer people to your business.

Speaker 4:
You’ve got to make a list of the 100 ideal and likely buyers that you want to refer to your business. Steve and I sat down in a room. We, we talked about it in Steve. You wanted to get a, you wanted show homes and some of the top realtors in Tulsa to start referring you deals. You wanted show homes to refer you deals and you wanted some of the top realtors refer you deals, right? How long did it take for you to convince Shaw homes to refer you deals? They’re a home builder. You’re a mortgage person. You want the home builder to refer you their clients for mortgages, how long did it take for them to refer you? Three and a half years. Why, why did it happen overnight? Why did they just immediately start referring you?

Total Lending Concepts Rep:
Because they already had three preferred lenders. They didn’t need to add another one just because I wanted to do business with them. Right. And they’re pretty selective on who they let in. So it turns out that a lot of guys ask, and a lot of guys get told to kick rocks and then they don’t ever come back.

Speaker 4:
Did I tell you about a version [inaudible] did I share the email today from Birch [inaudible]? Berge is bill Belichick’s personal assistant. And I tried to get bursted to book a bill today. And this is my email. The subject line says sixth time the charm question Mark. And I’ve said, Hey, Berge I wanted to send out our annual invite to get coach bell Bellicheck on the show. Let me know what I could do to make this happen. And we wait and Bursch says thank you for the opportunity, but we are going to pass and I get rejected all the time from Burj Najarian but it doesn’t bother me and it doesn’t bother me because I know it’s part of the process and eventually I believe that I’ll get bill bill a check on the show, but maybe I won’t. Maybe I won’t. Maybe I will.

Speaker 4:
Somewhat, somewhat. Some will, some won’t, some will, some won’t. But who cares? Travis, I’m sure you’ve seen people that get all hung up when they get rejected. How have you, you’ve learned sales at elephant in the room. When someone rejects you, how have you learned to get over that? Like what, what’s kind of the self talk? What have you taught yourself or what have you told yourself or how have you got over the mental block of dealing with rejection? Just get ready for the next one. That’s it. Yeah. And you just have to keep doing it. You just gotta you just gotta keep going. You can’t stop. Now, the next thing you have to do if you want to build a multimillion dollar mortgage company so you could buy a Lamborghini and a nice house and have time freedom and financial freedom is you got to run those retargeting ads.

Speaker 4:
Now, retargeting advertisements are those ads that follow you around the internet. They’re the advertisements that once you’ve been to a website, the ads began to follow you all around to every other website you’ve been to and the website that I would, the the, the company that I’d recommend that you use as a company called ad roll, and you might say, well, why do you recommend ad roll? I recommend ad roll because they are the world’s best at running retargeting ads and there’s all sorts of data. You can read the book called the retargeting playbook, the retargeting playbook that explains this to you, but when people go to your website, you’ve got to make sure that your retargeting ads follow them all around the internet because the average person has to see your advertisements 4.7 times before they convert. Now the next step for becoming a multimillion dollar mortgage, a professional, is you’ve got to run Facebook advertisements.

Speaker 4:
Now, you might say, why? Well, it’s because people are on Facebook. It turns out, according to Nielsen, the average person spends 11.3 hours per day on their phone consuming media, 11.3 hours per day. Travis, does that blow your mind when you stop and consider the average person spends 11.3 hours per day on their phone consuming media? Absolutely amazing. Do you know people that do this? Know a lot of people that do that? Not crazy. It’s yes. Do you spend 11.3 hours per day on social media? Not even close. Why don’t have time to spend 11 point whatever hours on social media day? Interesting. Okay, so then the next moves, you gotta run those Facebook advertisements. Now, Facebook advertisements, again, you’ve got to run those because that’s where the ideal and likely buyers are. Steve runs those because the people who are looking to buy a home oftentimes go on Facebook for cathartic reasons, for entertainment to quote unquote stay informed.

Speaker 4:
The point is they’re on Facebook. So you’ve got to run those advertisements. Now, YouTube has advertisements too, and YouTube is an awesome place to run ads because Google owns YouTube. Again. Google owns YouTube. So when you are on YouTube Google is going to show you advertisements that relate to what you are searching for in Google. So if you’re on Google searching for plan a cruise, take the family on a cruise. When you go to YouTube, you’ll start seeing commercials about cruises and planning a cruise. So again, the YouTube commercials are shown to you based upon what you’re searching for in the Google search results. Now, once you have this going, once you have those, those are daily activities you’re doing everyday. You’re doing those daily activities every day. Now the next step is you’ve got to have these certain weekly activities. There’s daily, and then there’s weekly activities.

Speaker 4:
The weekly activities that you have to do each and every week is one. You’ve got to have a weekly sales training meeting. You’ve got to have a weekly sales training meeting. And you might say, why do I have to have a weekly sales training meeting? And if I have a weekly sales training meeting, what do I need to do during that meeting? Again, you might say, why do I have to have a weekly sales training meeting? But then you also might be saying, what do I need to do in that weekly sales training meeting? Steve, why do you have to have a weekly sales training meeting with your staff?

Total Lending Concepts Rep:
Well, for me it gives me an opportunity to get in front of the team when we’re not in the hustle bustle of the work, which tends to be pretty busy. And it gives us an opportunity to just Mark off an hour and focus on things that maybe are going well. I always try to share some wins when we’re in there to keep people pumped up and then cover any issues or any system changes or any new things that are happening or things that need to get out to the team so that they, they have information that they need. And otherwise, if you’re not meeting with your team on a regular basis people tend to drift. That’s it. You just can’t keep them. Like if you talk to someone today and they’re like, my goal today is I’m going to close 75 loans this month, 75 loans this year, and then you get to December and you’re like, Hey, I know we talked in January and you’re going to do, how are you doing? Like 20 Oh well maybe because we didn’t talk. So it’s just a matter of having an agenda, making sure you’re going through those items and making sure that you’re holding the team accountable.

Speaker 4:
Travis, have you been into our Tuesday sales meetings before? I haven’t gotten to sit in on Tuesday sales meeting yet. Okay. Well, in those meetings we play the recorded calls from the calls the team made that week. Steve, why do I play the recorded calls and actually role play in that meeting? Why would I get gathered the entire sales team, not just one on one people? Why would I gather the entire team? There’s 15 or 20 people in there, and then why would I play their calls in front of everybody? Why would we actually do a training where we played the calls and watched the game film and listened to the actual calls of our actual salespeople? Why would we do that?

Total Lending Concepts Rep:
Because every single week you find someone’s not following the script. That’s why every week, every week there’s someone that’s like, Oh, I just haven’t been getting the results. My numbers are now. And then you listen to their calls and realize that they woke up on a Wednesday and one way off in left field and decided to, one time I, I got some success by saying this. And so now I’ve implemented into the script when I shouldn’t have. And it just keeps people accountable too because they know that their calls are going to get listened to. So they tend to follow the script more because they know that you’re going to listen to it. And the other thing is if they aren’t following the script and it gets out in front of the whole team and it happens on a weekly basis, so you rarely have anything that can grow legs because it’s like you might have an issue one week, but since you’re listening to the calls every week, you can take care of that issue before it becomes. Yes.

Speaker 2:
And this week we pulled the calls and I found out Madison is killing the phone calls doing a great job. Awesome. Yeah, I found her calls are incredible. I thought she was good, but they were great. Right. Tim’s calls are amazing. Tim with elephant in the room. His calls are great. Daisy’s calls are [inaudible]

Speaker 4:
Incredible.

Speaker 2:
Julia is smashing her calls. Yeah, I mean it was a great week, but I found one guy who sucked. Who was it? Oh, Steven [inaudible] podcast. Hundreds of thousands of people will say, I can’t do that. It was Jonathan Kelly, wasn’t it? No, no, no, no. We’re not. We’re not going to, we’re not going to call people out on the podcast now, but then we have every week you’ve got to have a weekly group interview. See Steve, you’ve watched me do this for years. Five and a half years. Why do we have a group interview every single week? Why do I never stop doing the group interview? People are great and tell or not. That’s why. Because employees are great until they’re not. How many times have you watched somebody in our graphic design team who was good

Speaker 4:
All of a sudden get bad?

Speaker 2:
I mean, there’s certain points you in there for a long time. Dean is a pillar of excellence, but I don’t know any of the graphic designer. Well, I know Johnny started, Johnny Johnny’s been with us from Joanie’s is about two years in, I think two years ago. You know, I just quit remembering, not in like a mood mean and rude raw emotional thing. It’s like if you have like a pet, if you have pet check-ins. Yeah. And then, well, if every night one got eaten by a Wolf, yeah. You’d kind of be like,

Total Lending Concepts Rep:
Yeah. So I, you know, you kind of like a get to know them the more they stick to it. And so I know Johnny cause he’s been around, but there’s a couple of graphic designers over there that I’ve never spoken to. I don’t know their names

Speaker 2:
Because I don’t want to know their names because they might not be there. What happens and what happens a lot of times for graphic designers, this is what happens. They’ll say,

Speaker 4:
I know I’ve been with you for three and a half years. What’s, what’s my path? What’s my path for growth? And you go, well we have 160 clients as previously stated when you joined the team. And I’m not going to ever grow to more than that many clients unless I have coaches that emerge that have the skill. Cause I’m not gonna grow the company at the expense of a client. Right. You know what I mean? I’m not going to have incompetent coaches running around you know, just to, I’d rather turn down a bunch of clients than to clients that are not

Speaker 2:
Being taken care of, you know, and like, well, I don’t want to coach. Okay. So as previously stated, then we’re not going to grow. So there’s no more enough, there’s no upward mobility. Right. Can I be the assistant manager? Well, there’s only four of you over there, so yeah, man, I don’t know what you’d be doing. Well, can I be the [inaudible] can I be like the assistant district manager? Yeah. And that the people want the title. I’m not going to do that, but I’m Steve, I’m sure you’ve seen a lot of small community banks where everyone has a vice president. Yeah, exactly. Everyone’s vice presidents. Every bank dude like, well, you’re a vice president. Imagine that. Oh, okay. So now we got to the weekly group interview because when people move on, they move on. And according to Forbes, the average person is going to stick at a job for you know, two to three years, which is even less now with the millennials that have ended.

Speaker 2:
I mean what’s the average time is like eight months or something. People just do not stick around the way they used to know the weekly accounting financing meeting. Why Steve is my wife’s come to the building every day and look at the numbers. Why every freaking day she looks at the numbers. Why? Why, why, why, why? Because if you don’t know your numbers, you could just be losing money and wake up one day and you’re broke. So you got to watch it. Plus, I mean nobody that works at thrive now, but people are thieves and they steal and they still time they submit. Maybe might submit a time card. That’s incorrect. Travis, you’ve been managing people for awhile. I don’t want you to mention any names, but if you caught anybody playing games with their hours or stealing things, have you caught anything yet or not so much? So far? I’ve caught a few. You got feel and as it awkward when you mentioned it to somebody, do they accept it well or do they freak out when you call him out on it? How does that go over? It’s awkward every time. So what kind of stuff do you say? What’s your motivational phrase that you say when you get somebody lying about their hours or stealing?

Speaker 4:
They usually try and argue with you.

Speaker 2:
So walk us through a kind of role play. What do you say you’re like, Hey, you know, wha how do you get into, what do you say?

Speaker 4:
Well you just bring it up. You kinda had to be a little bit blunt about it and you say, Hey, you know, this is what the time clock shows and here’s reality. This is what you are here for. And then what happens? They try and argue with you and tell you they were actually there or that it was a unintentional mistake. Oh, of, you know, 10, 20 hour discussion.

Speaker 2:
And usually people don’t lie short on their hour. Steve people, we usually aren’t like, Hey, I forgot to turn in half my hours that I worked 40 hours that week and I only put 20 so you gotta look at the numbers every single week. Now step four underneath this, these are things you have to do every week here as it relates to these weekly meetings you got to have every day. It’s like a, it’s like a daily med, a time, a daily med, a time and a weekly all staff meeting. Steve, why do you have to have a weekly all staff meeting? Why do I have a weekly all staff meeting every single, every single week. Every single week. Same reason you have the sales meeting because people drift. Yeah, because you want to have a regular time that you meet with your team so you can go over issues, you can go over changes, you can go over, you know, policy stuff. There it is. Things that come up like I’m insurance

Total Lending Concepts Rep:
401K like crap going on in the office. You know, just you have to address those things on a weekly basis. Otherwise, sometimes when you don’t address something

Speaker 4:
[Inaudible]

Total Lending Concepts Rep:
It like literally it’s a little tiny thing that ends up being a big giant bad thing. Yup. And it’s because you’re not meeting weekly and you know, there’s some things that I don’t know why I have a lot of over the years had a lot of really good team members, but it’s weird how people interact within the office cause they don’t want to be the narc or they don’t want to get in trouble or don’t know mercy or whatever. And then these things they, they like little ant, they grow legs and then they become a problem.

Speaker 4:
I remember I remember well over a decade ago, I had a guy on our team who was in charge of doing some financial stuff and this is how it goes, Steve. He says, do we need to meet this week? I mean pretty much we go over the same thing, right? Yeah. Well yeah. So we have a set meeting time and he plays that game the next week. He’s like, I don’t have the numbers ready, but we could, I could just email it to you. Then the next week and it gets drifting, drifting. So by the third weekend I said, listen, I’m going to wait here for you to pull the financials, but we’re not leaving until we cover the numbers. Yeah. This is what this little weasel did. During that window of time, he set up a company card in his name through American express and put a bunch of expenses on it.

Speaker 4:
Oh. To cover up the fact that he overspent in a certain area so the budget would look consistent. You know what I mean? So the cash in the bank would look consistent. I found out this idiot ordered $10,000 plus it was closer to $20,000 of ink toner for laser printer in advance. Cause he got a discount. He got a discount. Right. And so what he wanted to do that coming. Yeah. And this moron decided to order water delivery to an office where we clearly don’t need water delivered. Steve. I mean this guy was ordering bulk water. So in the office people, we have a water dispensary hit the button and the water comes out. Purified. People are waiting. They’re like, I don’t have any water. Do you need water? No. It’s like a water crisis. It’s like we’re in the middle East or something. And I’m like, what’s going on?

Speaker 4:
Why don’t we just go into the water machine? Well, the water thing, the water purifier. Oh, he unplugged it and got a weekly water delivery cause he thought it was better. This is the kind of crap people do. And why do they do it? It’s because they want to put the little signature on it. Yeah, it’s ridiculous. And then the political thing gets going. It’s weird. Now the next move, actually, item number four, you got to increase. If you want to have a year where you have explosive financial success, you got to focus on increasing the number of transactions you’re doing. You got to focus on that. Okay? And so you can’t be focusing on things you can’t control. You can’t be talking about the DNC Las Vegas convention that’s going on tonight. You can’t be foe. And Steve, why do the people who are not successful always want to focus on religion, politics, the weather, climate control, recycling predestination. Freewill. Why do they want to talk about that kind of crap? Why are the least successful people the most focused on crap that doesn’t matter.

Total Lending Concepts Rep:
Cause they don’t want to focus on the fact that they’re weak and they’re not hitting their goals because of their own laziness. They want to focus on all the things that they can claim are stopping them from doing it, like the economy or this president or the my employer’s limiting me or whatever. But they don’t want to talk. They don’t want to focus on the real problem, which is that you know, the problems them. So instead they focus on you know, complaining. So let’s talk about some big ideas here. According to Forbes, 90% of consumers said that

Speaker 4:
They read reviews for local businesses before buying from them. Steve, right? Shouldn’t we probably focus on getting reviews if 90% of consumers said that they read reviews for local businesses?

Total Lending Concepts Rep:
Yeah. So a funny story, I was with another business owner and that I do business with and he was on the phone with one of, not really one of our competitors, but another lender that’s in town. And while he was on the phone, they were bashing me. And my company or competitor? Yeah. Oh and they’re really not my competitor, but they’re they’re in the business. So he pulled up their reviews and he said, well, you guys have like six reviews and you have a 3.4 rating. And he said, this guy said, yeah, we don’t really do that Google thing. Like we’re not, we don’t do the Google thing. The only reason I wish that he wouldn’t have said anything to him. Yeah. Cause now because since then he’s got like 20 reviews or something, which I know he’ll lose interest and not, it won’t matter. But when somebody says they’re dead, they’re not really into that whole Google thing. I always want to say

Speaker 5:
Surely it can be serious. I am serious. And don’t call me Shirley.

Speaker 4:
People who are not into that Google thing reminded me a lot of Steve Martin’s character from the movie the jerk. Steve, have you seen the jerk? The jerk is a movie starring Steve Martin that came out like late seventies, I believe. And if you haven’t seen the movie, no dude, dude, you’d love this movie. Steve Martin. Okay. The, the premise is he’s impossibly dumb and he Steve gets excited about stuff that doesn’t matter and that’s all he’s into is stuff that doesn’t matter. Okay. And somehow through serendipity he gets rich, but he loses it all cause he’s an idiot. Okay. So this is the scene I want you to do. If I’m going to show the scene to you, he is working at a gas station and his name is Navan Johnson. Okay. And Steve, I’m going to play this for you. You can see on the big screen here. Here we go. I’m queuing it up here. And Travis, have you seen this movie before?

Speaker 2:
I have no. Okay. So here’s the deal. Steve, he is a working at a gas station and the phone books arrive and he recognizes that this is going to be the first year that he’s in the phone book because he registered his the gas station as his home address. He lives at the gas station to save money. So let me, let me, this is his reaction to seeing the fun books arrive here.

Speaker 10:
Yeah.

Speaker 1:
Photo phone, ducks era. The new phone box here. Well, I wish I could get that excited about book. Nothing. Are you kidding? Hey, so many three Johnson Navan bar stop. Funny. Now, millions of people look at this book every day. This is the kind of spontaneous pop, close. Anything your name in print,

Speaker 2:
Danny is publicity.

Speaker 1:
Hi man. Print. Things are going to start happening to me now.

Speaker 2:
It’s just like, it’s just, I see people all the time who that’s how they view the world. They’re thinking that because they have a great business idea or a great book idea. All of a sudden it’s gonna sell. Well homeys listen, I had this idea, John and I had this idea. We’ve been working on this idea for this book called the master mind to manuscripts for seven years, folks. Seven. Here’s the idea, Steve. Here’s the premise of it. Let’s get the world’s most successful people all in one book. That should only take a couple of days teaching you the specific things they know. That’s the idea, right? Okay, so what if you had the world’s most successful people all in one book teaching you their proven processes, their success strategies that actually works. So it’s like John Maxwell, the world’s number one leadership guy, teaches you leadership. You’re not going to be able to get him for that book.

Speaker 2:
Bruce Clay, the world’s number one search engine optimization expert teaching you search engines. We’re going to get all of them in one book. We’re going to get a guy Kawasaki, one of the world’s top and venture capitalists talking to you about venture capital all in one book. Impossible. Sharon Lechter, rich dad, poor dad, she’s the lady who actually wrote that book with Robert Kiyosaki, but she really wrote most of the book. She in the book teaching about personal financial literacy all in the book, the world’s top PR guy, Michael lovey and teaching public relations all in one book. The thing is taken seven years and Steve, why does it take seven years, seven years, dude, if it gets like a biblical story at this point, why does it take, you had to write it all as if you had their endorsement and then get their endorsement because you can’t really get their endorsement on a like idea of what you think you might write.

Speaker 2:
So step one, I had to reach out to all these people and get them in the book. That was really hard to do. Step two, I’ve had to record 2000 podcasts in route to getting these people. Yeah. Step three, I had to find a literary agent of note. Yeah. Steve, why can’t I just get some local hacks I offered? Why do I, why did I have to go out and get Foundry media? The literary agency for the subtle art of not giving an F a the literary agency for the Chris Kyle book, the literary agency that represents the stand of the Stanley. You know, the comic genius, the Marvel guy, they represent Stanley. The comic geniuses works. They, these guys represent the, the bad-ass book series by Jensen Xero. Why Steve did I have to go out there and land a mega agent to get this book done?

Speaker 2:
Because you had to have somebody that had some clout, you know, the yes, the stone that had the connections that had the ability to cause otherwise you’re just clay Clark with your podcast. And honestly, I’m in Oklahoma and I’m not famous yet. Yeah. So I mean I have to go, I mean it just, it’s a process. Yeah. So you’ve got to reach out to these people, work through the rejection. It’s, it is a process folks. So you’ve got to focus right now on the things that are going to increase the number of transactions. And I’ve just told you what those are. Are fi I S M video reviews images on your website. Search engine content every day and getting more reviews. It’s not a spiritual thing. That’s how it works. 90.8% of people are using the internet to find the products and services they’re looking for. Everybody is going on the internet superhighway to find stuff, be where they’re searching. I don’t really do the Google thing on believable.

Speaker 5:
Surely you can’t be serious. I am serious and don’t call me Shirley.

Speaker 2:
All right, so now, now after you have done this. Okay, action step number five, we move on to action step number six, action step number six now Steve, or sorry, action step number five. Now action step number five is you got to increase the average ticket price stayed. We see so many entrepreneurs that won’t raise prices, right? Because they, they’re emotional about it. They’re afraid that it’s like, I don’t want to, I don’t want to offend anybody. I don’t want to borrow. I don’t want to bother my customers. I don’t want his prices. Have you bought gas recently? Yes. And I’m so thankful and blessed to know that gas prices have stayed the same since the 80s so thank you Travis. You have kids, right? One kid, two kids. I’ve got two kids. Do you feed your kids most of the time? This just in Travis feeds his cancer. Good job. Good job. So when you go out there and you feed your kids, do you have to buy groceries at the store or can you just go in there and, and pay with feelings of success and ideas? Do you have to use actual currency to buy groceries? Unfortunately. Is how much does yogurt cost?

Speaker 2:
No idea. Hey, what is this? The price is right. How much

Speaker 6:
Does yogurt costs? How much does she ever cost? I have no idea. I mean to ask Sally, she’s the grocer. Well, it used to be a couple bucks probably. It used to be though yogurt. Yogurt used to be four for a dollar. When I was going to college for yogurts for a dollar back when I went to college, that’s what the price was. Steve. It was a good price. But now it’s about a dollar for the cheap yogurt. Is that 75 cents per yogurt for the cheap stuff now and for the more expensive stuff, it’s like up to two bucks a yogurt. Now Steve, if we’re going to go out there and actually buy yogurt, we’re going to have to pay the current price. And did Walmart or mr target or mr Walmart or mr Wholefoods, did they, did they ask us before raising the prices? No. Steve, why did they raise the prices on yogurt? I don’t know, but I just learned something about yogurt because I started to look up the price. Yes. And it turns out it’s 65 cents for like this, this kind of yo plate. Right? But they advertise it and that’s before taxes. You’re going to love this. Yeah. You’re gonna, you’re gonna absolutely love this. It’s actually Yoplait original strawberry yogurt, six ounces adult unisex. That’s what that says. I swear to God, adult unisex.

Speaker 11:
Literally.

Speaker 6:
It’s literally unisex. So like if your wife

Speaker 11:
What did eat it? That’s great man. It’s great.

Speaker 6:
No. If you identify as a woman or anyone like it’s unisex, it’s like it’s like a Starbucks bathroom. Like that’s the yo plait nowadays, but it’s 69 cents when you probably could have gotten it. It’s doubled. It’s more than you’re saying. If you’re a man who has a plan to hide your package, you could still buy a package of yogurt. That’s true. You could amass it’s adult unisex. And if you’re a man, if you’re a man who loves a woman, you could buy this yogurt. Is that what you’re saying? Yeah. And if you were a kid, then you couldn’t because it’s for an adult. But what if you were a man that loves another man? Could you buy this yogurt? Yeah, because it’s unisex. What if you’re a woman who loves a man? Could you buy this yogurt? You could do whatever you want, man. What if you’re a woman who loves another woman?

Speaker 6:
Could you buy this yogurt? Are all sexualities? What if you’re a woman who changes? You know you have some surgeries to change your gender from a woman to a man, and then now you’re a woman. Man, you’re, you’re now, you’ve, you’ve, you’re transgender, you’ve transitioned, you’re now a man. You’re like what was the guy, Chris Jenner, you know, you’ve switched teams now. Yeah. And so, but you want a date a woman. Have you seen that move where a woman becomes a man and then dates a woman again? Could you still buy the yogurt? Yes, this is good. This is good. You can consume it too. I mean this is good to know for a moment there I w I was, wasn’t sure if I’d be discriminated against when buying my, I just can’t believe like I want to take a picture of this so you can put it on the show notes. It says you must do target yo plate original strawberry

Speaker 2:
Yogurt. Thanks. It sounds says adult unisex. So anyway, the point is is it’s 69 cents. Is it really? It is 69 cents and sure, sure. This isn’t funny for a whole nother reason, which is more than double your four for a dollar is I get it back together. I’m gonna play beer barrel polka. Just [inaudible]

Speaker 12:
For a second. I’ve got to get back together here. I’m having a moment here folks. Just the profundity of this moment truly is overwhelming. Okay? Okay,

Speaker 2:
So again, you got to raise your ticket price. You can’t, I mean, you don’t see target losing money on every sale so they don’t upset a customer. You got to raise your price. If you want to be a big business, you got to act like a big boy or a big girl or a big transvestite and raise your freaking prices. You’ve got her raise your prices, raise your prices, raise your prices. Now sometimes people say, I don’t want to do the thing I need to do. Let me give you an example about this. This is in the book checklist manifesto. I’m going to give you an example. Steve, tell me what you, I want you to think about, hard to think of, hard about this idea. Okay? At toolkit one day, who is a Harvard professor in a surgeon, he said to the Michigan ICU, the intensive care unit, he said, you need to use checklists.

Speaker 2:
And they said, we don’t want to use check. We’d, we’d rather people die. So he checked the data. This is true story. This is, you can read this in the book, the checklist manifesto. I’m quoting, what’s the guy’s name at tool? A T. U L go one day. G. a. W a and D. I have actually a lot in common with him. You’re both a tool. Yes. So why, why do you need a tool when you are a tool? Wasn’t note, no disrespect to a tool. Gawande, but a lot of disrespect to you. That’s cool. I took a one, I says, guys, you should use a J. Do you think what he tells people? He’s like, Hey, I am a tool. Go one day. I’m like, I’m sorry, back to the show folks. So what happens is a tool go on to, he says, listen, you guys in Michigan at the intensive care unit, you guys need to use checklists. And they say, we need to just check lists. He says, yeah. And they say, we don’t want to. So why not? They said, we don’t like checklists. You know, we’re not into him. We don’t have any micromanage, whatever. They said, I don’t know. This is the real data. He found those homeboys killed 1500 people in 18 months. True story. 1500 people in 18 months.

Speaker 2:
1500 people in 18 months. Now let me, let me break this down and make this really profound for you. If you take 18 months and the average month, let’s say has 30 days in that month, okay, so you got, this is 540 days, 540 days, 1500 people, 540 days. These homeboys killed 2.7 people per day because they didn’t want to use a checklist, so he says, Hey, maybe we should use checklists and these ass clowns finally decided. They said, okay, you know what we’re going to use checklist you should do if you get sick is not go to the hospital. That’s what that’s, it’s like, no, I mean, Hey, I would like to die. So I have come to the hospital. Will you please screw up? I am going to read to you actual notable quotables from the book checklist manifesto and an article that appeared in the Huffington post.

Speaker 2:
Let me read the article to you. It says this, it says w and I put all this on the show notes. I put a link to all this. It blows my mind. It says, when the state of Michigan began using a checklist for central lines, it’s like if you need like an Ivy, that kind of thing. When the S when the state of Michigan began using a checklist for central lines and it’s intensive care units, it’s infection rates plummeted by 66% in just three months. Soon it’s intensive care units were outperforming 90% of all hospitals nationwide in 18 months. The checklists saved $175 million.

Speaker 10:
Okay.

Speaker 2:
And 1500 lives.

Speaker 2:
What we continue, it reads here, this is where people would say, I can’t even the major cause this, this is the Huffington post. The article again, it says which by the way, I’m not, I mean another big news source, but you are fake news. Huff. Huffpost you don’t like cuts from, I’m just saying, okay, well the Trump, let’s say that you are fake news. I took the one day is a professor at Harvard. He can I, can I read, write it? Can I read you something about a tool? Go on. I just, so everybody understands how profound this guy is because I know a lot of people don’t read a lot about a tool go one day, but you should. Let’s just say who is this guy for a second? Okay. I at to go one day is an MD MPH. He’s the CEO of Haven.

Speaker 2:
Okay. Haven is the Amazon and Berkshire Hathaway, J P Morgan chase backed healthcare venture and a globally recognized surgeon, writer and public health leader for more than 20 years, he’s been a surgeon at the Brigham and women’s hospital and a professor at the Harvard T H Chan school of public health. Listen, folks, Amazon, Jeff Bezos, the world’s most successful company, Berkshire Hathaway, Warren buffet and J P Morgan have appointed him to be the CEO of their health care venture that’s changing the world. He knows what he’s talking about. Let me continue reading. It says here, he’s kind of a big deal. He’s kind of a big deal. This just, he says, this is from the Huffington post article. It reads major surgical complications and all eight hospitals fell by 36% infection and death rates dropped by half. Equally important to the healthcare providers involved came to believe in the power of the checklist.

Speaker 2:
Really equally important. Equally important said many hits. Started out suspecting that it was just another bureaucratic distraction from the real business of caring for patients like equally important to the health care providers involved came to believe in the power of checklists. Many had started out suspecting that it was just another bureaucratic distraction from the real business of caring for both patients. Three months later, 78% of participants said they’d personally seen the checklist prevent an air in the operating room. 80% said that improved patient care and over 90% said that what I as a reader had decided by this point too, if I ever wind up on the operating table, please use the checklist exactly on believable. I don’t, I just don’t understand. I don’t, I don’t get it. I don’t get Steve, I want to get it. I w I want to understand. I want to kind of get into the mindset maybe so I can help better educate.

Speaker 2:
But what makes somebody not want to use a proven system? Why would somebody not want to use a proven system? It’s not that they don’t want to use it, it’s just people are lazy. So if you don’t have some accountable, it’s just like people are inherently lazy. They, everything moves to disorder. What happens is, so action item number five, increase the average ticket price. You’ve got to do it. You say, yeah, but I know I need to do it. I know I need to use a checklist but I don’t want to, well, you’re killing a lot of people. Okay. But still I don’t want to, I don’t want to be micromanaged. I don’t want to, okay, so again, we talk about this. Raise the prices, do it. Yup. Action item number six. Number six. You probably ought to get some customers first and that’s why it’s higher on that list.

Speaker 2:
Action item is that people try to raise the prices before they have something worth charging for. Action. Item number six, guy Kawasaki to venture capital venture capitalists, the former key Apple employee, the best selling author says top of mind awareness is the Holy grail of marketing. Top of mind awareness is the Holy grail of marketing. Actually, item number six, increase the frequency of use. Steve, I tell people all the time, listen, every month we get a text message in the office from Domino’s or Papa John’s saying, or Jimmy, John’s, Papa John’s, whatever. The Jimmy John’s is the sandwich people. Papa John’s the pizza people, Domino’s. They say, are you hungry today? We have a special, and you see dominoes pizzas all over the office. Yeah, but then you see, you talk it to a small business owner. Hey, listen buddy, you know the average person refinances their mortgage every three years, right, Steve?

Speaker 2:
About every three years they’d refinance or get a new, or they buy a new house every three years. Yup. Maybe you should send a text message to all of your former a loan. I’ll to all your former clients that says, Hey, you need a loan. Hey looking to get alone. Right now rates are at, what are the rates at today roughly as of today? 3.625 3.7 just texting that out. People then call me Steve. People will see you all the time on Facebook or on social media. They see you in the, it reminds them, Hey I and that’s the mortgage guy. Do you not get a lot of deals from top of mind? Yeah, absolutely. John Kelly’s used you I think three times now. I says my best customer ever, so he actually is attempting to decrease that three years down to a year and a half for the industry. John Kelly, Mike, my partner, this guy has built a two houses in the past two years. He’s actually like one of the nicest and smartest person people I’ve ever met and I hope he buys another house and another year and a half, but this one’s his forever home. Just like the last one, increased the frequency of use. Action item number six. This is why I love John because he frequently uses me for a mortgage. You know what Oxi fresh.com does

Speaker 6:
All the time.

Speaker 2:
Yeah. Twice per month they’re going to send you out an email that says do you need to get your carpet clean? Yep. And why would they do that? So that their company is then top of mind. That’s how whenever you do have the dog pee on the carpet or you have a spill or something that you call them. Now after we walk through, walk you through all of these action items. Travis has a few business coaching questions he’s gonna ask, cause he’s been shadowing me today. So we’re going to let him ask any questions. But actually let a number six, you’ve got to increase the frequency abuse. You’ve got to increase the frequency of purchase.

Speaker 6:
And somebody says, but I don’t want to bother my customers. I don’t want to send them a text message. I don’t want to send them an email. I do not want to call them follow up. And you’re going, did you just say something there Carl? Cause when people want to tend to be weak [inaudible]

Speaker 2:
When people get weak, stop it. You start talking quieter. Have you noticed that? They go, I don’t want to sit down an email. I just don’t want you got to do it. You’ve got to do it. You’ve got to increase the frequency of purchase. So what is the action item here? Sit down a week. Oh, just send out emails twice per month to your ideal and likely buyers reminding them of what you do or send them a text or call every single lead until they cry, buy or die. When someone fills out the form saying they’re interested, Steve, you’ve got to call them until they cry, buy or die. You’ve got to text them, call them and email them until they cry by your die. Steve, when someone fills out the form, why do you have to call and text them until they cry? Buy or die?

Speaker 6:
Because it’s weird because people will fill out a form on your website and then they won’t answer the phone when you call them, it’s normal. It’s weird because they get blown up by spam calls all day long and now they have these new tools like where if someone’s not in your phone that your phone won’t even ring. Like they don’t even know. So people will say this, they’ll be like, well, I called them and they didn’t answer. They didn’t even get your, did you, when did you call them? It’s like how many times did you call them? Oh, I just called them that once and like, Oh, half a job. All the time folks, you’ve got to call, text and email every lead until they cry, buy or die. No, actually I don’t. Number seven increase efficiency. Steve, why have you had to focus on getting better in terms of the efficiency of funding mortgages, when someone reaches out to you now for a mortgage, why have you had to

Speaker 4:
Focus week in, week out on getting faster and faster and faster with how quickly you can pre-approve somebody, how quickly you can get them funded? Why do you always focus on how do I make this faster, faster, faster? Why do you have to do that if you want to afford a Lamborghini?

Total Lending Concepts Rep:
Because I can only talk to so many people in a day and I can only necessarily loans and if it takes me 30 minutes to do it versus 10, then it’s like three times as long to do the same task. So one of the things we’re focusing on right now is putting into a easy to understand video. Some of the stuff that I find myself repeating regularly to clients so that I can increase my amount of time but also like be able to get the information to the client when they need it. Like for example, when we send out loan disclosures, everyone has the same questions like everyone does. Yup. They all ask the exact same, there’s three documents and we’re not mad at him. We’re glad they asked the same question. There’s only three days. The fee worksheet, it’s the credit card authorization form and the appraisal waiver.

Total Lending Concepts Rep:
Here it is, or the appraisal receipt waiver form. They all ask the same question. So I might, well let’s make a video that when their documents go out by email for them to sign electronically, we send them this video by text and they watch it and then it explains it. Because what I ended up doing is getting on the phone with every client and sometimes there’s seven of these out going out a day and I have to get on the phone seven times, seven times say the exact same thing, which I’m actually good at and I don’t mind talking to clients but a lot of people don’t want, they’re busy, you know, they don’t want to have to get on the phone with you for 15 minutes when they can watch a one minute video. There it is. You’ve got to get better, quicker, faster, systematize your process so that you can help more people. And if you’re a person who wants to help more people, cause I hear people say that was like, well I just want to help people. Well if you’re a person that wants to help more people, you, you have to put those processes in place so that you can serve more clients. Because otherwise you’re doing the opposite of what you said you wanted.

Speaker 4:
You know, John Maxwell, the New York times bestselling author and the two time thrive time show guest who sold over 20 million books says, he said, it’s quoted here. The secret of your success is determined by your daily agenda. The secret of your success is determined by your daily agenda, and I would say if you don’t have a daily agenda, your mind will be in a blender, right? I see people all the time that don’t have a to do list or a calendar running around a perpetually distracted. You’ve got to, you’ve got to sit down and figure out how can I increase my sales per hour? How can I shorten my service times? How could I increase the quality of my product and decrease the product delivery times? How can I increase the efficiency of my training for my team? How can I do it better, faster? These are the questions you want to ask and so now Travis, you’ve been shadowing me around today, which is great.

Speaker 4:
You’re learning the business coaching systems. You’ve done a great job on the search engine team and he got promoted to management. And so now you’re in that shadow process. What business coaching questions do you have for me? I’m the first one probably relates to the a three legged marketing stool. Yep. How do you choose your three legs? Well what, what I would say, and again this might not be super helpful for the client listeners out there, but I will try, you wanted to determine step one who your ideal and likely buyer is, determine who they are and then figure out what marketing platform would reach that person. Yup. So the best example I could give you would be this. People who are in search of business consulting and business growth tend to search on Google for it. Yup. People that are not owners of business tend to spend their entire day on Pinterest.

Speaker 4:
Yup. So as a business consultant who only works with real companies and real owners of real companies, it is an Epic waste of time for me to advertise on Facebook and Instagram because the people who are on Facebook and Instagram all day are not business owners. Yup. True. But it is a great place for me to advertise for haircuts because the average consumer is on Facebook and Instagram and therefore you saw that today we’re getting leads all the time for elephant in the room on Facebook and Instagram. But we don’t get leads for business consulting on Instagram and Facebook because business owners are not on Instagram and Facebook. So you figured out where your ideal and likely buyers are and you go there. Another example is the women Steve, does your wife own some Lulu lemon yoga pants? Seems like it. Does your daughter own Lulu lemon yoga pants? How much are Lulu lemon yoga pants?

Total Lending Concepts Rep:
I don’t know. But the Lulu lemon pants I’m wearing nice are like 120 bucks. So they’re probably somewhere in there.

Speaker 4:
Are you wearing, are you wearing Lululemon pants right now?

Total Lending Concepts Rep:
Every day? Are you serious? Yeah, they’re the four way stretch. They’re the, they’re like there, they click, they look like slacks but they have pockets like jeans. Yup. Yeah. They’re probably like 128 bucks.

Speaker 4:
So I see the Lulu lemon high waist vapor leggings are one 28 the Lulu lemon wonder under high Ray legging is 69 bucks. But the people that are running around going to Lulu lemon to buy products and services is a general rule. And Steve, Steve, Steve, I’m not, I’m not calling you. And I’m saying as a general rule, there’s not a lot of dudes there. Yeah, no, it’s mostly women. Yup. Are you going there to meet women? You’re not here. Here’s you’re a married guy. What do you have you noticed when you go there is other women.

Total Lending Concepts Rep:
Aye. Hey, this is the reason why you only see women. Cause when you’re a dude you go in there for a very specific reason to go get this pair of pants or this socks or whatever and you leave. When you’re a woman you’re like, well I think I’ll go into Lulu and see what I can find.

Speaker 4:
And then they walk around and they look when you’ve gone in there, I mean, are there ever other guys there? Usually,

Total Lending Concepts Rep:
Yeah, there’s guys there, but like, I’m in an out dude. I’m, I’m like going in

Speaker 4:
General rule. It’s mostly women. I actually have a Lululemon gift card in my pocket right now. Let’s, let’s talk about this for a second though. When you do mortgages for Shaw homes, what percentage of the people driving the purchase? 100%. What percentage of the people who are looking to buy a new home or to build a new show home are women?

Total Lending Concepts Rep:
Well, I say a, sometimes it will be the

Speaker 4:
Husband who starts, but it’s the woman who’s making the decision every time. All, I mean Shaw Holmes is the number one home builder in Oklahoma. Yup. They’ve already sold $20 million of homes during the first two months of this year. And I’m telling you, these guys, they, they tell you homes are purchased by women. Yup. So Travis, Facebook is a great place to market cause women are on Facebook. Instagram is a great place, but Instagram is a younger demographic. Yep. And Facebook is for women who are usually 35 to 45 50. And that’s where the ideal buyers are for Shaw. Most people who buy Shaw home cause they’re, you know, homes that are between 250,000 and 400,000. Most of their buyers are women who are between the ages of 35 and 55. And so that’s why it’s a good place for them to advertise. So as a newer coach, I make all the paths for all my clients and so you never have to really worry about that. But for the listeners out there, that’s a great, great question. Companies will have

Total Lending Concepts Rep:
A, a thing that they’re already doing that is been a good like leg of their marketing stool and what you’re doing is just helping them refine that and then figure out where they are buying ads on Instagram where they don’t need to, that they need to get rid of. For us it was focusing heavy on Google reviews and because that was one of our legs was being on Google and having people call us and being able to get them there. But then you kind of develop some of those over time and you and some of them, like we probably have about six

Speaker 4:
Marketing. One of them is the dream 100 just so we’re not confusing anybody. You, you don’t add another leg until one leg is working, right? So you get one like, so first leg we just focused on was Google reviews. Steve nailed that. And then I said, okay, now let’s start getting search engine content. So now we got the search engine content. We’re adding that and now we got reviews. Okay, that’s working. Now we’ll add the dream of a hundred. But what happens is if you start all six things at one time, you don’t get it done. It’s like trying to build six houses simultaneously. Yup. You can only do that if your show homes. There you go. Now what, what other questions would you have a business coaching questions there, Mr. Travis? how do you identify the, a low hanging fruit for the limiting factor? Once you have the business up and going, okay.

Speaker 4:
Whenever we work with a client and we coach them down the proven path, I’m always asking, what is your biggest limiting factor? So let’s have fun with us, Steve. Today, Steve, you have this project called Lambros yup. And your goal, and if I’m incorrect, tell me but I lived, your goal is to entertain millions of people while having fun in your Lamborghini. Is that, is that correct or is that, yes. Okay. So in order to reach more people, you’ve got to get more subscribers, right? So his biggest limiting factor is getting more subscribers. Right. so to do that we, you try to align what is shocking with what aligns with the client’s values. So you want to do something that’s shocking, that also aligns with the client’s values. And what you love that is shocking is Donald Trump, right? President Trump.

Speaker 4:
Yup. So you have now put up an auto rap out there that really Steve is, is really starting to generate a buzz. I mean, it’s crazy the response we’re getting online to this thing. But I’m going to go ahead and I’m just, I’m gonna just look it up real quick here. I’m, I’m pulling up on Facebook right now. On the side of it, it says Trump 2020 give the wig the gig part two, part two, then it says Trump Lambros Steve 2020. It’s got a picture of what’s, what’s on the hood of the car on the very front of, I’m standing on a tank. Yes. With the, the tank on the, like the gun of the tank says you’re fired and he’s holding a 50 Cal and he has a gold belt buckle and there’s a flag-waving behind it with money floating in the air and an Eagle with other guns in the background and a giant explosion.

Speaker 4:
So it’s basically like Marco, I love what it is. It says marker. It’s the best thing ever. Said it. Then it’s powered by the tears of liberals and [inaudible] pointed at green arrows that point to the gas tank that says powered by the tiers of liberals. And it’s got that picture of Trump where he’s kind of like sticking his tongue out because you know, he’s like chuckling. And on the back of the vehicle it says that that this vehicle is powered by coal, big oil, big oil and the tears of liberals. So I mean the car is a shocking thing, but honestly, in order to get more traffic for your YouTube channel, you’ve got to put something out there that is both shocking and that aligns with your values. Yeah. And the only way to get received universal praise is to say nothing. Do nothing, be nothing.

Speaker 4:
According to Aristotle, the only way to say nothing, there’s only the only way to receive universal praise and to avoid any type of criticism according to Aristotle is to say nothing, do nothing and be nothing. And so that’s your biggest limiting factor. But for your total lending concepts, can you please explain what your biggest limiting factor is right now as it relates to growing the Tulsa market? I would say probably talent, like hiring competent people that can learn the process. Finding good people. Yeah. So we don’t really have a lack of deals coming in. We did have a, like a good people to handle them, you know, is, is this, is this helpful? Yeah. Okay. So, but then I think about other clients we have let’s think about elephant in the room. What’s our biggest limiting factor right now for my own company, I’m just looking for franchisees that are mentally durable, financially sustainable, you know, because I don’t want to sell a franchise to somebody who is not mentally stable.

Speaker 4:
Because what would happen, Steve, I sold a franchise to somebody who goes up and down, bend down. What would happen after two months of not money. They would be mad and wanting to know why it’s not taking off. And as a franchise, we only make 6% of your gross revenue. We only make a percentage of your total revenue. So if you’re not making any revenue, we’re not going to make it happen, you know? So I mean, it’s, it’s that we just don’t deal with people that are up and down, up and down. Very important for the listeners out there to get that idea. I’m just going to go through my client roster right now and I’ll read off the biggest limiting factors for each client. And maybe this is helpful if I give you a lot of them. So let’s just go through, let’s go to Monday and I’m going to go to the Monday calendar.

Speaker 4:
The biggest limiting factor for complete carpet right now is being able to get more vans to be able to keep up with all of the orders. They’re getting more orders than they have vans and people. So it’s recruiting more people and getting more cleaning vans for justice tumbling. They’re almost out of space. So when they get out of space, the biggest limiting factor we’ll be having a bigger gym if they want to do that. So that’s the thing for ’em tip top canine. It’s just finding mentally sustainable and consistent people to buy bell, to buy a tip top canine franchises because the business model works. Tulsa is perpetually booked out. All of their markets are doing really well. And so it’s just finding more people that would like to buy franchises. Josh with a squirrel. Cpas. I’m up there in Canada, one of my clients, his biggest limiting factor right now is, is just he’s, he’s personally booked out all the time.

Speaker 4:
So now he’s doing conferences as a way to educate and help more people. But does that make sense? Like each client has their own biggest limiting factor and I make the business plans for all the clients. I will hop on the phone call and I will tell you that starting out the relationship. So you’ll know if you ever get stuck, you can ask me. Is that helpful? Yeah. Do you have any other questions today about anything you saw today? Questions you have about a clients leading clients down the path that would be helpful for you as you prepare to coach clients down the path? I think the main one that I would have is a lot of your clients are already up and running and they’ve achieved their goals. They’ve achieved their goals. Yeah. Where, where do you start when you’re trying to get somebody from going from working in the business to actually getting to work on the business?

Speaker 4:
What’s, where do you start? You start by making that calendar, that weekly calendar, and you block out an hour every day to plan your day every day. That’s the meta time to you block out the time every week for the all staff meeting three you block out time every week for the accounting meeting. Step four, you block out time every, every week for the group interview in Phi, you block out time for the sales training meetings. So again, one you block out an hour a day for the amount of time to you block out the time for the weekly staff meeting. Three blackout time for the accounting financing meeting for you. Block out time for the group interview in five you block out time for the sales training meeting and that’s, that’s how you do it. You just put it in the calendar and then you teach them what to do and when they get to that time in their calendar, you teach them what to do during that time.

Speaker 4:
Is that, is that helpful? Does that answer your question? Yeah, that’s huge. All right, well if you’re out there today and you feel stuck in a rut, don’t be. And as we wrap up today’s show, I’m going to play a few audio testimonials for you from real clients out there just like you who’ve experienced a massive success as a result of diligently implementing the proven plan. So again, if you feel stuck out there in any way at all, I’m going to put on the show notes for you. I’m going to open the MCU up audio of real clients out there just like you who’ve experienced massive success this year. And that way you too can join in the conversation of, of thriving. And if you want to book a ticket to a conference now, it’d be the time. If you want to book a ticket, you go to thrive time show.com and you click on the conferences button. Boom. You can buy a ticket. If you don’t, I want to pay full price. And maybe you don’t just leave an objective review about what you’re learning on the thrive time show on our Google map or on, on iTunes or on Spotify. And you could take a screenshot of the, of the review and then send it to us to info at thrive time, show.com and you can attend for just $37. Since now with any further ado, let’s get into a few audio testimonials from real Thrivers out there. Just like you.

Speaker 13:
Hi, I’m Aaron antice with Shaw homes. I first heard about clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden. So I was willing to listen. In my career I’ve sold a little over $800 million in real estate. So honestly I thought I kind of knew everything about marketing and homes. And then I met clay and my perception of what I knew and what I could do definitely changed after doing 800 million in sales over a 15 year career. I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw homes. And I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area.

Speaker 13:
And that was without clay. So when I came to know clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four month period of time, has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he shown us how to implement that I honestly probably never would’ve come up with on my own. So I got a lot of good things to say about the system that clay put in place with us and it’s just been an incredible, I am very glad that we met and had the opportunity to work with clay. So the interaction with the team and with clay on a weekly basis is honestly very enlightening.

Speaker 13:
One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars. International builders shows all kinds of places where I’ve had the opportunity to learn from the experts in my industry, but the thing that I found working with clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do. I’m not paying attention to what other leading industry experts are doing and clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental.

Speaker 13:
It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean we’re a big company that’s definitely one of the largest in town and so we kind of felt like we knew what we were doing and I think for a lot of people they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with clay, I mean the thing is it’s month to month, go give it a try and see what happens.

Speaker 13:
I think in the 35 year history of Shaw homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me the thing I would have missed out on if I didn’t work with clay is I would have missed out on literally an 1800% increase in our internet leads going from 10 a month to 180 a month. That would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend clay Clark to anybody who’s thinking

Speaker 14:
About working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to clay and his team. I guarantee you’re not going to regret it cause we sure have it. Hey, this is Charles neighbor Cola. We’re the owners of Cola fitness and

Speaker 15:
We really want to be with you at the thrive conference this weekend. It’s one of our favorite things to do, but we’re gone on a cruise last minute for this big guy’s birthday. And the way we’re able to do that is working with Claire for the last three years. He has really readjusted our thinking and taught us that our business is here to serve us. And by doing that we’re able to live the lifestyle we want and take off on a random vacation last minute cause we had totally planned on being at the conference. So wish we could be there and meet all of you, hope you, we know you’re having a great time. So

Speaker 14:
Yes, clay in the last three years has helped us build all the necessary systems, checklists, workflows, tasks, lists, time blocks, audits that are always running and the right capable lieutenants to keep track of all that so that you too can get time freedom and financial freedom. And that’s what we have done and clay has helped us do, we’ve got multiple companies in multiple States and they’re all doing very well. Getting ready to go to more locations in this next year and coauthors has a really big future. We’re teaming up with a couple of other groups and we should scale the company here shortly. Hopefully we’ll open like 50 locations in the next 10 years. So, but yeah, we’re on the way. We’re going to probably more than double our company or maybe triple our company in the next eight to nine months and it’s just awesome. God is working in our business and we’re making Jesus and changing lives. We’re a strong Christian company that focuses on making Jesus famous and changing lives in the fitness field. And this is Charles and neighbor Cola. Thank you. Thrive hits your action items. We love you guys. We wish you were there. You guys have a wonderful day. Bye bye.

Speaker 15:
My name is Elizabeth Walker. I’m the owner of nook and cranny home keeping. I first heard about clay on the radio on 1170 K FAQ. I was just switching through the radio stations and I heard them talking and they were kind of funny. So I hung around a little bit. Clay’s team has impacted my amount of internet leads through Google. We have skyrocketed our reviews and we just have people calling us almost every single day saying they found us on Google. So it’s definitely broadened our horizons and our client clientele, but we also have people that find us in other avenues and I always direct them to our Google reviews. The typical interaction during our weekly meetings is fun. It is accountability. It’s a an hour of hard discussions and a lot of learning. It’s, we try to laugh. I always share concerns I had during the week.

Speaker 15:
The team always asks me what I need help with and then they help me. They help put me back on track where I need to be. Every business owner needs clay Clark and his team because they put a path out in front of you, a proven system of success and then they coach you along the way. They don’t do it for you. They don’t hold your hand. They just stand right beside you. They cheer you on the share with you what you need to hear, whether it’s good or it’s bad or it’s what you want to hear. It’s what you don’t want to hear. Every business owner needs that accountability next to them, that proven person next to them that can keep them going. Most people think that they don’t need a business or marketing consultant because human nature tends to say we can do it all and sometimes we believe that, or maybe people are prideful and they don’t want to ask for help or I’m not really sure.

Speaker 15:
I believe that one of the smartest things I’ve ever done in my whole life, definitely in my business is hiring clay Clark and his team. Somebody is missing out on years and years and years of experience. If they don’t hire them. You can either make mistakes in your business because you don’t have the experience. So you just go out there and you make mistakes or you can have somebody next to you that has been there. They’ve done that and they can give you a heads up. You’re going in the wrong direction, or they can give you just that wise advice. It says, maybe you should go in this direction. That’s what they’re missing out on. They’re missing out on years of experience that they have not gleamed themselves.

Speaker 16:
Hi, my name is Tim Johnson. I’m the owner of Tuscaloosa ophthalmology as well as Southern eye consultants to ophthalmology practices in Tuscaloosa, Alabama. And I’m a client of clay Clark. I am a big fan of business podcasts and his podcast popped up as a recommended listening. So I started listening to the podcast. I was a little suspicious or skeptical because I thought there was going to be like an upcharge or an upsell. But the idea of the month to month canceling really appealed to me and I kept waiting for the shoe to drop and for the upsell or for the scam to come in, but it never did. It’s very legitimate. Since working with clay I’ve gotten a much firmer grasp on how business works even in medicine and business is business under I’ve learned a lot about marketing especially how Google reviews work and how important that is. And that’s very important even in medicine. At least once a week, if not every day I get a new patient because somebody’s a Googled eye doctor in Tuscaloosa or T or ophthalmologist in Tuscaloosa. And you’d be amazed how many patients just look for an eye doctor that way. And so he’s really changed our business. Our business has grown a lot, 15 to 20% this year.

Speaker 15:
Hi, my name is Christina Nemus. I’m the owner and operator of angel Sarge autobody body detailing in borne Massachusetts. We have been working with rive and their coaching for say eight to nine months and it took us about six months, five to six months to get on the top of Google. And with their help with the website and marketing and the SEO and retargeting ads with Google. And it has been phenomenal. We just have light and day business coming in, phone calls coming in walk ins referrals. It’s just through the roof. And we couldn’t be happier at the moment. We are up 50% this year from the previous year. And not only is that part of our own hard work and diligence, but also with the help of thrive and what they’ve done for us and getting us on the top of Google and you know, all their knowledge and coaching. And yeah, so super grateful. Super pumped to see what the future holds for all of us. Thank you.

Speaker 17:
My name is Danielle Sprick and I am the founder of [inaudible] Realty group here in Tulsa, Oklahoma. After being a stay at home mom for 12 years and my three kids started school and they were in school full time. I was at a crossroads and trying to decide what, what do I want to do? My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion toward like I once did, my husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand and we just rolled with it. I love people. I love working with people. I love the building relationships. But one thing that was really difficult for me was the business side of things, the processes and the advertising and marketing. I knew that I did not have what I needed to make that what it should be. So I reached out to clay at that time and he and his team have been extremely instrumental and helping us build our brand and help market our business, our agents, the homes that we represent. Everything that we do is a direct line from clay and his team and all that they’ve done for us.

Speaker 17:
We launched our brokerage, our real estate brokerage eight months ago. And in that time we’ve gone from myself and one other agent to just this week we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions three years ago. I never would have even imagined that I would be in this role that I’m in today building a business, having 16 agents, but I have to give where credit’s due. And clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision when you dream big, big things happen.

Speaker 18:
Hey, how’s it going on Thomas crossing owner and founder of full package media in Dallas, Texas. I’ve been a coaching client with clay Clark since the beginning of our business. We started about a year ago, August of last year. I had no clients, no idea what we were doing, no clue. Really what was going on. And now we’ve grown to where we’ve got six photographers. I’ve got office space here. I have admin sales person that works for us full time developing an online system and a lot of that growth we attribute to clay helping us. And there are so many things that, Nope, I mean his stuff is not revolutionary. It’s not this crazy walk on hot coals and all this stuff. It’s just real real stuff. And like group interviews, we were totally against group interviews. We were like, no, we’re different and we’re, we’re special and we need to, you know, do one on one interviews so we can find good quality candidates and not just kind of do this group interview thing.

Speaker 18:
And we tried that and failed miserably. We did group interviews now we do them every two weeks. And it’s, it’s awesome. It works good. We always have kind of influx of new people that we can try and get going. He’s helped us a lot with our website. Graphic design. SEO. SEO is another thing that I thought before I started this business and before clay that was, it was kind of a, a joke or you know, some that only your apples of the world and Amazon get to the top of Google. But clay said, no, just do these things. Follow these steps and you’ll get there. And I think now he’s look today and we’re a number two for Dallas real estate photography. You don’t believe that you can look. So we’re getting to the top of their, that’s really cool.

Speaker 18:
It’s, it’s really awesome to get leads that people will call you and say, Hey, found you on Google. You know, we want to hear about your services. So that’s really great. I’d say there’s nobody out there that’s not a good coaching client for clay. I mean, you’re anyone, regardless of the business, it’s not about what the business is, what the specialty is. It’s about following the steps. Doing what he says you know, it’s, it’s a good thing, an hour a week and it gets you on track and keeps you kind of in line of what you’re doing and what you shouldn’t be doing. And it’s good to kind of give you some flow and future goals of your business. And I remember our first meeting when we set our goals and our goal was to just do 16 shoots a week. And at the time me and my business partner slash girlfriend Gretchen were like, Oh, that’s, we’re never going to do 16 a week. That’s just like crazy. And today we’re doing

Speaker 18:
Nine and we did about 54 last week. So he’s helped us grow. You know, we can put in a lot of hours, a lot of hard work as well, but if you follow his steps and do what he do, what he says, there’s a lot of principles that he’s kind of taught and still in us that help us. So yeah, clay Clark is the way to go. I want to venture out to find someone else. They’d be more expensive and a lot more fluff and no, no real actionable work and things to get your business growing. So that’s the way to go. Thanks.

Speaker 19:
This is your year to thrive. Today is your day and now is your lazy hands make for poverty. But diligent hands bring wealth. Proverbs ten four. I’m here to tell you you can do it if you can just motivate yourself to up. The masses had to cut off of you. So on the day you went, I could run a misshape, a tree that I had to prove I had to make cuts to be here daily at noon. New wave of knowledge, monsoon, I can reign them. No, those are doubt. In the next blue room for the next dr Kings who changed the walls in your way with your one by one, it’s up to you. I remember my days back in the door. I’m like the template. Well, with the jobs that tried to consume food, the future that I could pursue from the mountain top, now I can do clue that you have what it takes up to success today is your day. And now it’s your year to pop the crown. Your rope might’ve been rough with what you’ve got now is now, but you gotta be discussed with the old plow started from the bottom. Put my way, I was been prayed up.

Speaker 19:
You got to get it. Don’t quit it till you see today is your day. Today is your day and now all went to kid. But we cannot get without self discipline to fall on your face, to attach yourself to Kohl’s. Dot. Bale with the friends when the storm is getting up in a scout. Only day that with yourself what you believe he believe in you, but not as much as God. Because if you go through hell, he’s gotten nothing plucked off. Apply what you increase switchboard gun money to a bird. Increase what you burn in due time. You got money to increase what you burned in due time. Get got money to sing at home and she’s learned. Sing. Increase what you’ve earned into Tom. You got money to money. I look to shout down the tower, silver beads that be given your dream flowers, empower you to D de devour.

Speaker 19:
All of the obstacles that make your sweet dream sour. As for me, I used to [inaudible] start up, but now I’m on the microphone. Smooth light. If I could do it, I know you can too, but you must stick to it like posters too. And while Burton’s on the call, wrists, what he’s saying, carbon shoot truth dreams. Today is your day to day show day and now it says you day is your day today and now is your turn. It’s your time today and now we do a time sing it Barton. Today is your day. [inaudible] At the time I realized I can’t sing like that, but I can’t talk and

Speaker 20:
Play the woodblock. Okay. If you guys need me, I’ll just be over here.

Speaker 21:
I’ve seen from clay in his group at thrive is they’ll give you a simple system and it’s the simple systems are the ones that people can wrap their brain around. They’re the ones that people can work with on a day to day basis. And that simplicity brings power with it. So it shocked me how simple some of the stuff is. And at times I’m like, why did not think about that? Workflow creation, systematic marketing and coaching has helped our church so much. You know, the workflow creation is what it really is. They’re going to look and see every moving part of your church, of your ministry, what needs to be done, and it’s going to go up on a massive board. And so now what it does is it takes what you know needs to be done out of your heart and out of your head really takes the pressure, the stress off your shoulders and it puts it on the board or your entire team.

Speaker 21:
Your ministry can see exactly what you want them to do every day. And so they know this is the playbook, this is what we’re doing. And then there’s laser sharp accountability with a meeting afterwards. Did it get done or not tell you? It’s, it’s changed the way we execute as a church so fast and it’s produced really an excitement cause people, people, they want to get done. If they know what they’re supposed to do, a good person wants to get it done. It’s been massive for our team. The systematic marketing is really been like this in the past we used to market and we would try something. I’ve done everything, billboards, you know, add some mailers, a internet, Facebook, but we, we would run something for so long and then we wouldn’t see that it was producing the results we want. Instead of staying consistent, we would jump to another horse, then we would jump to another horse.

Speaker 21:
And what systematic marketing does is it makes you pick some things and stick with it. Now I’m already seeing just after just a few months, you know, I’ve been working with clay since October about six months ago. I can already see just the trajectory going up. People are finding out about us, our number of visitors are going up. I can see the marketing working in it. It’s just an approach that makes sense. And then the coaching is massive. And I think having a coach that looks and sees what you’re doing and can come help you make small adjustments, I believe those small tweaks won’t. Once he gets everything set up, those small tweaks can make massive differences and a great coach doesn’t even have to play your sport, right? It doesn’t even have to do what you do. A coach has an eye to see things that you can’t see or to see it from a different angle and just having that, that extra eye on what I do and just, Hey, have you thought about this?

Speaker 21:
It’s making all the difference in the world. What clay Clark and his team can provide for your church that, that you can’t do in house and I can’t do in house. Well, what’s been massive for me is that that search engine optimization, how to get to the top of Google taking care of, of transcribing all of our sermons to drive me up the list on Google stuff that I don’t think about and I don’t have time to do. I’ve got all these things I have to do as a pastor, right at sermons to preach. I have a staff to manage. I have a budget to take care of. I got a sick folk to see about the, I have a team that has to do that. You know how it is. You got to marry people, you got to bury people. We’re never going to stay in a dark room with the keyboard optimizing our Google of presence and these guys do that kind of thing for you.

Speaker 21:
Also, if you’re in a you know, a couple hundred member church, I remember how hard it was, but back in the day to take care of the website needs to come up with graphic design and these guys are available to you for, for a sermon slides getting that kind of stuff done where you can have a sharp looking presentation of the gospel and it takes it off. You puts it on them at a very reasonable price. I really believe clay Clark and his team can help a church with limited resources in a big way. I know what it’s like to be a church of limited resources. My wife and I, we walked into a town where we didn’t know anybody. We had a Bible and we just had a few bucks in our pocket and somebody reduced us to a couple of families. We started going there.

Speaker 21:
So I know what it’s like to be a church of two and I know what it’s like to be a church of 2002 different campuses now, a thousand a piece and everywhere in between. So I love, I love churches at every level. I believe God wants them all to grow and, and I think about the needs I had back in the day, the lack of direction I had when I was working 80 hours a week all the time. But a lot of times I was a shotgun instead of arrive. I think. I think when you start, you can really hone in with the right coaching. You can get a lot of your different needs met in one place. Instead of having somebody on marketing and somebody on showing you how to do systems and somebody on graphic design thrive can do a lot of that for you at a very reasonable cost. I think it’s a great place to invest in, in the life of your ministry. And Tony, I think you can get the results you want with the coaching here faster than any other way. It’s going to be powerful.

Speaker 1:
My name is Joe lye and I’m with Kirkpatrick and water Orthodox at Kirkpatrick and law. Orthodontics. We create beautiful smiles by straightening kids’ teeth and adults teeth. The services that clay and his team provide would be something like how to get more customers into my business and get the message out that on the best orthodontist and Tulsa, he does that by social media. We get the word out through videos and pictures and being disciplined, top of mind awareness as he would always say. Also how to reach out and create that bond with my referring doctors. He helped me kind of get somebody in house to go out and meet doctors and help me kind of continue building that relationship while I do the work. Website and the websites, so measure are really important. We get several patients through our website and what he’s doing is he’s, there’s a certain, whether you want your website to look in certain content because you want call to action items in your website in, we didn’t have that before.

Speaker 1:
So now we get seven or eight new patients just through the website alone client. His team are, I would just say they’re over the top. I mean, nothing is too big. Nothing’s too grand for clay and his staff and his team. I mean, he says boom. He really means it. I mean, they over over deliver really to be honest with you. And they come up with ideas that are just top notch and if you don’t like something great, move on. He’ll figure out something that works for your style and your identity. But I would just say the biggest thing for claims team as they over-deliver clay and his team help kind of create that culture also for your business. That, Hey, we got to get things done in a timely manner and holds me accountable to do the certain tasks so that we can create things in a timely manner.

Speaker 1:
So there is a sense of urgency that he creates. Just, and it’s a lot of it’s just through his and through the ASM. He’s always on the go. So it kind of puts you on that same mindset of, Hey, let’s get this done. Let’s work hard. But it’s also have fun with it. When I went to orthodontic school, we got [inaudible] zero training on marketing. Actually when we got out of school, when I got out of school 18 years ago, it was kind of taboo to actually do any marketing. The most you could do is put your name in the, in a Yale pages. And so now it’s pretty common knowledge and pretty mainstream to go ahead and get your name out there, tell everybody your story, who you are, what you’re about. If you don’t do that, you’re, it’s a leg of your business that is going to F you’re lacking behind.

Speaker 1:
Cause you can be the best orthodontist or the best whatever. But if people don’t know that, then you’re going to be, you won’t get the customers coming in. I meet with clay and his team. I’m on every Friday about 11 o’clock. And to be honest with you at the beginning, I wasn’t that thrilled with it. Coming in every week just kind of seemed like a lot that for me, I find the marketing aspect interesting. I enjoy it. I love working with clay. I think it’s main reason why I’ve kind of built a relationship with him. I kinda think it got to level now. We’re pretty good friends and so ish, to me it’s enjoyable. I really enjoy the creativity and how when you put the energy into it and the work into how you know, get everything kind of comes back and it works.

Speaker 1:
I’ve worked with claims team for about, I think it’s about three years and every year it has gotten better and things have grown every year. I’ve been rough trying to get my wife in her pediatric dentist office and our partners on board with clay. For a while. I just saw that they were kind of getting stagnant in their practice and times were kind of getting slow for them and they needed more referrals and I knew that clay could definitely help them out by even just one thing which would be change your website and just by doing that you can get patients very easily. But another thing too is that they even know they needed to change their culture in their mindset of how to bring in patients and creating a brand as well for them and giving them more of an identity. The whole staff rally for anybody that’s coming out of school or just starting new with a business of any sort of be it medical or anything of that nature, I would highly recommend helping you create that business model.

Speaker 1:
We’re trained to do what we’re trained to do, but we’re not trained to do the business aspect or the marketing or how to deal with a patient or a our staff. So clay can pretty much do all that. But what I liked the most about clay and his staff is that everything’s in house. I don’t have to go to one place to do my website. I’ll have to go somewhere to do my videos on. I’ll have to go in another place to shoot photographs somewhere else to do web content or team coaching or entrepreneurship. Clay pretty much is the total package. He’s really a great mentor. So if you’re new and starting a business and you want to avoid all the pitfalls, I would definitely hook up with clay and his staff and his team. Someone’s not using clay and his team to help build their business. They’re missing out on a lot. There’s so many details and so many aspects of creating a business that clay really makes it simple, makes it fun and you learn so much in a short amount of time that I think he’s the best entrepreneur business coach, marketer, you name it, the guys in his team’s got it all going on.

Speaker 22:
My name is Joe Doren. I’m from broken arrow, Oklahoma. I heard about the conference through Aaron antice and Roy I own Glassworks auto glass and I was looking to see how I can improve my business. I would describe the atmosphere here as up fun and upbeat and a way to learn a lot of knowledge that the delivery and presentation style has been fun and gauging where you’re able to pay attention. And the most valuable thing that I’ve learned so far is how to implement and bring change and to the culture of my business.

Speaker 23:
Could you share the name of your company a little bit more about what you guys do at living water irrigation, where the name comes from? Absolutely. Positively. So a living water irrigation. The most important part of that to me is John seven 38. So the, it’s mentioned in the gospel a number of times where the living water. But our specific scripture that we drew our name from John seven 38, it says, whoever believes in me rivers of living water will flow through him. We have a very distinct vision as a company on who we are and what we want to do. And I believe that I was put here to go make some money to give it away. How long has this particular business been around? I’ll even around just two years, sir. Two years. And you guys we first met, how did we first meet? So it would have been October or November of 17. October or November of, of of 17. Yes sir. And in terms of your

Speaker 4:
Growth as a company, how have you, how much have you grown this year?

Speaker 23:
So this year we’re up 450%. Yeah.

Speaker 4:
Year over year. So now that you’re implementing this program, you’re getting more calls, right? And you get more calls? Absolutely. Sales are going up. You’re gathering reviews from your real customers, adding content to the website, adding a gallery of work. So I’m going to actually take a minute and make you really uncomfortable. Nice. I don’t think I want this to happen

Speaker 23:
So cause I know how humble you are and I know you don’t want to hear this kind of stuff. It’s only my paleness that keeps me humble. So when we started with y’all, it was awesome. We had a little company, just me and one dude and one little vain. Yeah. And a 17 was great. I ate more than ramen noodles, but not much more. 18 was really good. We started to implement the systems, got start here, got the boom book, went to a couple of conferences and said, okay, I’m going to buy in, I’m going to sell out. We went to the coaching, got coached by Marshall and Victoria and started to implement as opposed to just listen to actually be doers. It’s in James, it says, don’t just be hearers of the word, but be doers as well. And so we implemented scripts, we implemented systems, we implemented checklist.

Speaker 23:
We implemented a pro forma for quoting and all these things that you talk about. And so just as a real person, and I’m real, I promise you, there’s a bunch of Josh Wilson’s out there. Like I’m a famous baseball player and football player and a gospel singer. Oh, Whoa. Wow. But this Josh Wilson, yeah, just dig ditches for a living. But I just want to say thank you standing here for all the systems. I encourage everybody out there. Go pick up, start here, go pick up the boom book. The stuff you hear on this show. It actually sincerely works. It’s not just some nonsensical guy sitting in an awesome man-cave who’s bored. So he wants to record a show. And then from there, here’s another super duper move for you. Schedule your day. Oh wait, wait. Say that

Speaker 4:
There’s a hot tip. [inaudible] Schedule your desk. So

Speaker 23:
I was listening just a few months ago and I was running all over the Tulsa Metro area from Glenpool till also to broken arrow back to Allosso to jinx, to Midtown. And I’m like, man, why am I getting nothing done? Why am I getting nothing done? Well, your issue is that you’re running places. You’ve got to drive. Well obviously I wouldn’t have this belly if I was running Jonathan. So my wife says to me, Hey, how was your day honey? Oh I worked all day, I did all these things and I’m like, wait, I have nothing to show that I did anything. So super move. Number one, you’ve said it’s 17,000 times whatever gets scheduled gets done. So now my day is scheduled. Come on now. So if it’s not on my schedule, yep, Nope. Doesn’t happen. Here’s a little secret. You can’t become successful. You have the tools needed to start and grow a

Speaker 2:
Successful company, but you’ve got to implement the best practice systems. You have to implement the proven systems, checklists and processes that have been shown to work time and time again.

Speaker 24:
Where are my dads?

Speaker 25:
Oh yes, it’s time to rise and grind. Yes. Before the rooster Crow hose is Tom, do we rise? Grind all? Yes. I wake up at three to get it all done. Money on my mind and my wife’s. No one can touch rope cause I’m a Christian in it for the dog game or nothing. Get rich quick. Nah I don’t do it. But if you’ve got a real good I help you with Sue [inaudible] you can do it. You can do it. You can do carpet DEET son ever going to make the Benjamin success request. Self discipline, self discipline. Self discipline. I just said it three times in a row in a row. If you look at parochial hero hero, you’ve got to look in the BMR pro when you’ll be a victim or victim. We’re missing it all. Help us all the resources you need [inaudible] you got to get three jobs.

Speaker 25:
Like I wants to target MLPs and direct TV which meant on never watch TV cause I was on the ground like a two, three or like that. 12 to the TP be a fuel man like a pet zoo. Stick to your goals. Die glue like 80 hours. Super weak. Put sued. Get our M set to the serious because I had smoked [inaudible] aware of cause and effect. And a note that your lack could be ripped or did. That could be great. So what will you do today? We fill the schedule with nothingness or the middle of with thickness. When you’re waiting for Santa in unhealth this just, and you could be having to say no to the handouts because they hurt your pride when you could be out looking at other guys, when you could be out looking at other guys. You could be out with the guy. Yes. Yes. It’s, it’s tough to rosin. Oh yes. Before the rooster. Yes. It’s Tom to rosin. Yes. Everybody’s singing now. Oh yes. Yes. It’s top. Do rise. It thrive. Yes. Although rooster Crow. Yes. It’s not new Raza. Yes. Tune is shorthand. Vive is to repeat to get started. Cause if don’t read to 38 80 great. I’m half dead, dude. I’m half dead dude.

Speaker 2:
Well, Hills bells, I’m going to go take a nap. And now without any further ado, it’s time to end the show with a boom. So here we go. But before we do it, I’m asking you, are you going to take some action? Because knowledge without application is meaningless. I repeat. Knowledge without application is meaningless. To quote Thomas Edison, vision without execution is hallucination. Again, vision without execution is hallucination. So we end with a boom. Boom stands for big, overwhelming optimistic momentum and you have to first change what you think. Check. Now you’ve got to change your actions, right? Then you will change the results you see, you change the mindset. Great. I’m glad you had that, that epiphany earlier today. I’m so glad you had an epiphany, but now you must change your action steps. Otherwise this is a waste of time. And if that is the case, go watch Fox news. Go watch CNN. Get off this channel. If you’re not wanting to change your life, quit listening to this show. If you want to change your life, listen to this show. Be a doer of these words, not just a hearer. And if you are a doer and you’re ready to take your life to the next level, then then and only then let’s end this show with the book. So here we go. Three, two, one.