Peter Taunton | The $100,000,000-Man Peter Taunton Shares Numbers You Must Know to Grow Including: Break-Even Point, Your Goal-Achievement Point & Maximum Capacity + Tim Tebow Joins Clay Clark Business Conference

Audio Transcription

So while technically you can’t go surfing in Champlin, but I may have the next best thing. Head on over to Nautical Bowls in Champlin. Walk up to the counter. Welcome to Nautical Bowls. How are we doing today? Good. So we’re going with the Sunrise Bowl, cruiser size, 16 ounces. You got it. Then have a seat at one of their beautiful surfboard tables and get ready to ride the waves. Nautica Bowls offers refreshing, delicious, and healthy plant-based treats. It’s located right across the street from the beautifully restored Mill Pond. You can find Nautica Bowls at the end of the strip mall. It’s been amazing. Champlin’s been amazing. Everything, the reception we’ve got from the community is amazing. And it’s awesome. We’re trying to bring a little warmth to the Midwest here and kind of get those nautical summer vibes. So that’s just what we want to set. You come in, our product is super aesthetic. It’s very warm. It’s appealing to the eye. So just have a warm welcoming staff greet you when you walk in and get a little taste of summer when you’re here. The Sunrise Bowl? Enjoy! It’s kind of a healthy, fast, casual dining experience. So, we have eight different sorbets, all gluten-free, dairy-free, no refined sugar, 20 different ingredients. So, a super simple menu, like I said, eight sorbets, 20 ingredients. We have 11 signature bowls. What I like to describe to guests when they come in, they’ve never tried us, is I’ll give them our most popular bowls. So we have one of two directions you can go. You can go those very fruit forward, bright colors, citrus, tart, very summer flavors. Or you can go kind of the earthier tones, dark chocolate, nutty, a little bit more neutral. And you can kind of go off in those directions and they’re put together for you. I also encourage them to make their own. You know, some people will walk in and they’ll put, you know, the mango with the cacao, which to me is a little different, but for them, they love it. And they come multiple times a week and they get that. So very simple menu, very simple ingredients, but together, I mean, they’re fantastic. So it’s a super aesthetic process. I think a lot of our guests come in so they can take a photo of our product and share it on social media. You know, it looks really good on camera, and it tastes even better. Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use. Because they believe in you. And they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilner. Two men. Eight kids co-created by two different women. Thirteen multi-million dollar businesses. We started from the bottom, now we’re here. We started from the bottom and I’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom, now we’re here. We took life, started from the bottom, and now we’re at the top. Teaching you the systems to get what we got Colton Dixon’s on the hoops, I break down the books See, it’s bringing some wisdom and the good looks As the father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the CNC up on your radio And now, 3, 2, 1, here we go! We started from the bottom, now we here We started from the bottom, and we’ll show you how to get here We started from the bottom, now we here All right Thrive Nation, on today’s show we’re going to talk about the one thing everybody needs to know. It is your numbers. Everybody needs to know your numbers. And so there’s three numbers everybody needs to know if you are in business today. One, you have to know what is your break-even point. How many somethings do you have to sell to hit your goals and three What is the capacity of some things that you can sell with your business? So you have to know these things that what’s your break-even point? How many some things do you need to sell to hit your goals? And what’s the max capacity of some things that you can sell and here to talk about it is the master of scaling things It’s Peter Totten welcome on to the thrive time show. How are you sir? I am great. How are you? Good to see you. I’m fired up to be here with you. I just wanted to ask you a few softball questions about numbers in your business real quick. Snap Fitness, how many locations are there of Snap Fitness, the brand that you started at this point? At this point, there’s about 1,300 of that brand worldwide and growing. It’s stabilized and all the brands. Brands kind of ebb and flow as they evolve over time. You know, COVID was a difficult time in the fitness space because they were not allowing people to come in and work out. So obviously, people can’t work out. They’re not paying their dues, and therefore, the big train doesn’t move. But look, those are the dynamics. But yeah, roughly 1,300 locations. So you got these Snap Fitness locations, and people show up there to work out. And I’m not asking you for the specific numbers of each location, but obviously this is a franchise and you’ve thought about these things. Everybody has to know how many customers they need to break even. So whether it’s going to be a Nautical Bowls, the current franchise brand that you’re really focusing on expanding throughout the United States, nauticalbowls.com, or a Snap Fitness, you have to know how many customers you need to have per month just to break even. And if I were speculating or guessing based upon my experience working with thousands of entrepreneurs, I find that almost no entrepreneurs ever know their break-even points. I’d like to get your thoughts on just the importance of knowing your numbers and specifically your break-even point. I think you’re spot on like I always claim, but I tell you what, you gotta back into your numbers. I mean, if I know, I’ll give an example, in the health club space, I need to know how many sales do I need to make every week to keep building the recurring revenue, all right? I start there, and then I back it into how many phone calls do I need to make to set an appointment? How many of those appointments do I close, all right? And it gets right down to that. We may know that we gotta sell, we gotta set a hundred appointments to sell 15 deals and so that we back into it. How many dialers do we need to have to set 500 appointments for the week? If you have five people doing the closing to sell 60, 75 memberships a week and then some. So you don’t leave anything to chance. You can’t just say, hey Peter, I’m working hard. That doesn’t work. I’m gonna say, well, tell me how hard you’re working. How many calls did you make? I go right to the analytical data. And I tell you what, that’s important to understand as well, Clay, because you’re gonna get some people, they set great appointments, but they don’t close well. And that’s an easy thing to manage. Some people are great at appointments, get them doing what they’re strong at and getting your closers focused on just closing. I mean, I talk about this all the time. You want to make more money, make sure that you’re managing your human capital properly. Now, I’m going to give people a lot of examples today, just a lot of meat on the bone here. So if you go into one of our businesses called Elephant in the Room, it’s a haircut chain, it’s a membership model. This is a look at the back end of the website where we keep all the core documents. So you know, the daily checklists to open every store, every document needed to run the company. It’s all saved here. This is a write-up form for writing up employees who are not following some policy. There is scripts and handbooks, but none of that matters at all if you’re not at least breaking even. So when people look at an elephant in the room store, they say, Clay, man, you guys are booming. Your stores are rocking. I love the atmosphere. Woo! That’s great. But we have to have, just to be clear, you know, we have to have about a thousand members per location in order for the businesses to do well. We just, you just have to. And we’ve got to have about 700 members just to break even. And so people can look at the decor, which they often do. They can compliment the lighting and the decor and the atmosphere, and they can, and that’s all great. But at the end of the day, if we don’t have at least 700 members, we’re not gonna break even. And so I’m very aware of that number and it kind of haunts me throughout the day. Another example would be our in-person workshops. Our next one is coming up in June, featuring yourself and Tim Tebow and many other successful entrepreneurs. And people say, man, I wanna come to that event. That event looks great. But the thing is we can only sell 300 tickets. Why? Because we only have the seating capacity for 300 people. So when you look, I mean, we can’t fit, you know, 4 million people in our venue. We can’t fit a thousand. We can only fit 300 people. So we know the numbers to break even and we know the max capacity. And so for our conferences, we have to have about 260 people there to break even. And about 40 of those tickets happen to be profitable. That’s just how it works. It’s just a math of having a conference. And again, I just think most people don’t think through the numbers. I think a lot of people look at the size of the conference, they go, wow, that was awesome. That was well attended. I learned a lot. But is anybody out there looking at the numbers? So let’s talk about the numbers specifically of a nautical bulls for a second. If I buy a nautical bulls franchise, the franchise is incredible. People love it. It’s a replacement. People love the item. It’s on trend. It’s a beautiful brand. But knowing the numbers is so important. So if I buy a Nautical Bulls franchise today, what are a couple of the maybe key performance indicators, the KPIs, or some of the numbers that I would need to be aware of if I was going to successfully open up a Nautical Bulls location? Well, one thing that we find really interesting, we have a loyalty program. So you download our app, it automatically enrolls you into our loyalty program. What does that mean? What’s the advantage of being a loyalty member? Number one, I have a mobile app. If I’m leaving work and I’m 10 minutes from the store, I can order the bowl, pay for it, and it doesn’t matter if there’s a line 15 people deep, I walk right to the front of the line, my product is ready for me, it’s sitting in a freezer in a bag with my name on it. So that’s the loyalty piece. But here’s what’s interesting. I can not only communicate with my guests. So I can, some of our stores have over 5,000 loyalty guests and I can open up my phone today. Hey, this week we’re running a special, bring a friend and get two free toppings. Bring a friend, buy one, get one free. Whatever the offer might be, but I can push it into my phone and push it out. It costs me a half a penny. Here’s what’s important. Once again, the numbers don’t lie. Our loyalty customers spend about four times more revenue in the store than otherwise. That’s an important KPI. So what’s the punchline? Get people to download the app. Number one, it’s the better way to communicate with them. That’s the way they want to be communicated with, but more importantly, they’re going to respond to your offers. So that’s the first one. You know, the others, there’s so many KPIs, because you know what, at the end of the day, I always say cash flow cures pain. And there’s some truth behind that. So what can I do to drive revenue in the door? You know, assuming my store is clean, assuming my staff, they understand how important the guest experience is, my product is on point. So how do I get more people introduced to Nautical Bowls? I got to take my show outside the doors. I got to go into the businesses. We usually join the chamber. We go call on businesses, ask them for their business, ask them for catering, let us cater your next working lunch, doing events, doing employee appreciation, doing high school football games, farmers markets. Once again, our goal is to just put a bowl in people’s hands because once they try our product, they love it and now we’ve got a customer. So we keep it really simple, Clay. Get bowls in people’s hands, let them try it because everyone loves our product. Now, there’s been shows you’ve been on. You do a lot of wonderful interviews and you write for Forbes. And so you’ve been described as a $100 million man. I’ve heard you’ve been described on multiple podcasts as the $100 million man. I could also describe you as a $7 man, meaning you have a net worth of higher than $7. Again, you know the numbers, and I’m not asking you for your pure net worth today, but how do you respond to that when someone says you’re a $100 million man or you’re a $7 million man? How do you describe your seven-figure man, eight-figure man? How do you describe yourself? Look, at the end of the day, Clay, first thing I start with is money doesn’t make the man, okay, and whatever cash you’re able to accumulate over time, it’s the, that’s the fruits of your effort. And the effort are the things that we’re talking about. I mean, we’ve been doing these podcasts here for at least a couple of months, two, three months now, and it always, it boils right down to the material movers. I mean, we don’t talk about a lot of fluff. We get right to the meat of the bone on here’s the things that you need to do, and you got to be willing to put in the work. What does that take? It takes discipline and accountability. So look, those are all important factors. So for me, yeah, I’m a high net worth guy, but who cares? Nobody cares, to be honest with you. So it’s really, the bigger question is how did you get there and what the life lessons learned. And that’s where the gold is. It’s in the failures, it’s in the perseverance and the grit that it takes to be successful nowadays. I got to ask you this question, then we’ll get back into the nitty gritty here. I just convinced my wife, which could be a huge achievement, we’ve been married 23 years, and I just convinced my wife to allow me to add a 60-foot fiberglass water slide off the back of the deck of the lake house. What do you think about that? What’s your initial reaction to a man successfully convincing his wife to allow him to add a 60-foot fiberglass water slide? What’s your initial react? I feel like that’s a win for America right there. Well, I think, you know, my first response is that’s probably some of the toughest negotiating you’ve had to do. It took you 23 years to get there. That’s right, it did. Yeah. Congrats on cracking that nut. The second thing I would tell you to do is make sure you got some good homeowner’s insurance. There it is, okay, okay, okay. All right, but again, this is so important. We have to know our numbers. And I’m saying this, I’m having some fun with that, but I just got off the phone with a contractor and if you go off the back of the house, there is a cliff, right? And so there’s a cliff and it’s a pretty steep decline and there’s a series of steps. My thought was we could wrap this 60-foot fiberglass slide down the cliff so it kind of weaves down. We could do it in a way where not very much of the slide is up in the air, but it clings to the side of the cliff, thus using gravitation. It could be great. I did some measuring this weekend. I think it’s 60 feet, but at the end of the day, when we go to build the water slide, we can’t build it around 60 feet or around 47 feet or around 85 feet. It’s a specific number and for some reason people think about specific numbers in certain areas of their life but when it comes to running a business they tend to get vague and we really need to nail down these specific numbers. So number number one we have to know is the break-even point. Number number two is it’s the goal achievement point. So people always ask me, Clay how come you only have three haircut stores? And I say, well, I hit my goal with that business. And I don’t have a big ambition with that particular business, because to run a haircut chain, you have to have licensed hair professionals, and the build-outs cost a lot. So for that particular brand, I really have no aspirations to scale that beyond the three stores that I own. And I know that number. I know my goal achievement point. We hit the number, and that doesn’t mean I’m done achieving goals in other areas of my life, but for that particular brand, I wanted to have three stores in Tulsa, Oklahoma, and we did that. At a certain point, Peter, you have to know your goal achievement point. And I think a lot of people, they just grow for the sake of growing and not know why. Can you maybe talk about the, I guess, the far extreme of why you need to know your goal achievement point. Like at a certain point, okay, have you hit your goal? And then maybe it’s time to focus on optimizing a different area of your life beyond just your wallet. I Think look for gold, you know financial goals or business goals. I always say let’s first thing. Let’s do let’s focus on What are the material? movers that objectively move the ball down the field and and I tell you why I always start there because It’d be I’m always amazed at how some people in their business when they talk about how do they make money, and so we see all the different ways they make money, and they get focused on some areas that they contribute to the revenue model, but they don’t contribute, they don’t carry the same weight. In other words, they’re not equally proportioned. Some bear more weight than the others. And I tell people, hey, look, let’s focus on the big movers first. Let’s focus on the big movers first, because some of these other areas, yes, they’re bringing revenue into the company, but it’s ancillary revenue. It’s after the fact. It’s almost like an add-on sale once you got them in the door. You’re trying to sell them on the ancillary deals and you got to sell them on the initial value and then enhance it from there. So a lot of times people, they mix their message up a bit, Clay, and then the second part of it is make sure that they’re allocating the right amount of time. I see too many cases that people, they think that I make revenue five ways. The easy math is I’m going to give each one 20%. That’s not smart. So working smart and knowing what is actually moving the needle and then doubling down in those areas. The final area I wanted to drill down into your wisdom today on was knowing this idea of knowing your maximum capacity. You see a lot of people who are drivers, hard drivers, and they don’t block out their schedule. So I’m going to pull up my schedule today and people can judge me and say, your schedule is out of whack, you’re not balanced. That’s fine. But I’m going to pull up my schedule for all to judge and other people can hopefully self-reflect and look at their schedule. But this is my schedule today. And so my schedule today, I’ve got interviews, as you can see. Look at my schedule for next week. Okay, I’ve got, and if you look at it, the red areas in my schedule, those are interviews that I’m doing. And I block out time. So Matt Klein just texted me and said he’ll be out of town today, so I’ll take that off the schedule. So you look at my schedule. But I like to end my day right here at 5. And I’m not saying that’s what you should do, folks. I’m just telling you, I don’t mind starting really early. I mean, I’ll be all getting really early, but I have to have a put off day. My max capacity that I like to go, I like to start three or four in the morning, you know, getting up, doing my routine, but I like to be done at five. And I like to do this thing six days a week. That’s how I like to run it. And then my seventh day, you’ll notice I schedule 100% of nothing other than going to church and hanging out with my family, just because it’s not, I don’t want to be working seven days a week, but I see a lot of entrepreneurs that don’t define their max capacity and they end up burning themselves into a place of a kind of a dystopian high income nightmare. I’d love to get your reaction on that about just blocking out time and knowing your max capacity. You know what, Clay? I was looking at your schedule as you were talking about it, and I see six days. Clay does this, clay does that, clay does, I never saw one spot in there where clay, clay takes care of clay. Personally for me, clay, I think six days of grind is too much, personally, okay? Now you love what you do, that’s great, okay? But I’m all about balance, and I tell you what, work-life balance, we all have it and something’s balanced differently. I mean, for me personally, my family, my faith, my business, and myself. So if I don’t carve out time for me, like for me, I enjoy golfing. If I don’t carve out time to go hit balls or go play golf, it takes a while. But after about a few weeks, I notice I’m a little shorter. I’m, you know, because I haven’t taken any time for me. And look, good, bad or indifferent, when I was younger, I grinded it. I did, I, you know, I was, I was you. I was six, six days a week, seven days a week. You didn’t monitor it because I loved what I did. And I wanted to, for me, unfortunately, I wanted to be, my success was measured around making money. So I was driven to make money, probably because I grew up poor. But as I get older now, now I say, hey, look, you know what, this balance piece is important to me. And I talk about that a lot when I’m talking to different entrepreneurs and their journey, saying, look, don’t forget about yourself. It’s key. And so, again, I mean, this is when somebody goes to nauticalbowls.com to buy a franchise, one of the things that you provide is expert mentorship. You provide them a business plan, but you also mentor people. And I just hope each week people can see just a little bit of the mentorship that you provide for your franchisees. But I want to take a step back and just sort of have this conversation piece here for a second. If you’re out there today and you want to achieve financial success, you can absolutely do it. It is totally possible. It is possible, but you have to do something. And, you know, this idea Thomas Edison once said that knowledge without application is meaningless. Napoleon Hill, the bestselling author, once said that action is the real measure of intelligence. So once somebody consumes a show like this and learns these great ideas or conversation pieces, one must eventually take action. And so what would be the action step that someone needs to take if they want to enter into your orbit and maybe look at buying a Nautical Bulls franchise? I mean, the easiest thing to do, Clay, is just go to the website and just click on franchise opportunities. There’s a one-pager there, simple, easy, you fill it out, and then one of our team members will contact you and walk you through the process. In fact, it’ll be Max, and he’s very patient and we’ve done 192 of these. And we watch everybody goes at a little bit different pace, but at the end of the day, we make you feel comfortable. This is not a bad sales experience. We’re informing you and if you’re a good fit for us and we’re a good fit for you, then we’re gonna have a beautiful partnership together. But financially getting to this business, it’s an affordable business to get into. It takes about $100,000 cash to get into the business, and then we’ll finance on top of that. It’s about $250,000 all in. But at the end of the day, $100,000 to get into the business. And this is a business, to Clay’s point earlier, it’s relevant. Our product, plant-based, dairy-free, gluten-free, soy-free, made with organic or all-natural ingredients. So it’s in the wheelhouse of what people are looking for. It’s a meal replacement, it’s not dessert. So there’s a lot of meat on the bone there in terms of the product and the staying power of the product. So we walk you through everything and whether it’s not a good fit or a good fit, we part ways as friends because life is short. We’re having fun while we do this. Our franchisees are having fun. It’s not that it’s not work, but you can whistle while you work. There’s still jobs or businesses out there where you can do that. I’m going to pull this up here. This is a tracking sheet from one of my clients that I’ve worked with for years and years and years. So this is a company we’ve helped them to grow from about 800,000 a year to an average of about 400,000 a week. So from 800,000 a year to let’s say 22 million a year. That’s about where we’re at right now. So I’m going to go to the most recent weeks. You can see that they did 344,000 of sales last week. They did 883,000 the week before. They did 543,000 the week before that. And they happened to be in the home remodeling space, just to give people a little bit of a context there. Now, one of the things that we worked with this particular client on was getting their employees to track where every single deal came from. So going back to your snap fitness days, it’s really hard to measure something if you don’t track. I mean, it’s really hard to measure. I always tell people, you measure what you treasure. And if you were sitting down today with it, with let’s say the owner of a fitness business or the owner of a nautical bulls, and they were not tracking where each and every customer came from, what would you say to them? We just tell them, look, and every market is different. It’s a great question, Clay, and every market is a little bit different. We say you need to understand how did you hear about us? Look, if it’s word of mouth, if it’s from an ad that you ran, you need to know where your audience is coming from. Why? So you can spend your capital wisely. You know, your marketing dollars, every dollar once it’s spent, it’s spent. So spend it wisely. Put it in areas where you think you’re going to have the most traction. And you don’t know. This doesn’t, this isn’t speculation. There’s analytical data out there that will tell you exactly where every lead came in. And then not only how the lead came in, but how how short was the buying process. Okay, look, if one, if one source gives me 10 leads and the other one gives me 20 leads, you immediately think that the 20 lead source is going to be better. But what if the 10, the 10 source lead, the buying curve is so much shorter because they’re so much more sophisticated in what they’re doing. So you have to look at all the analytical data and that’s the beautiful part about today’s day and age. That technology, those analytics, they are there for you. If you just lean in a little bit and ask the right questions, there’s tools out there that are readily available for you. So most importantly, every dollar you spend is optimized. It’s key. You got, you got a track. Now in the fitness space, you know, I’ve had clients in the fitness space, multiple clients in the fitness space over the years that have a billboard they’re excited about. They have a magazine they’re excited about and they have social media ads that they are excited about. However, what generates most of their revenue is signs, people that drive by and see the actual signs, a word of mouth, and coming up top in the Google search results. So I noticed a lot in the fitness space, my clients that dominate and do well in that space, signs and wonders, we call it signs and wonders. They dominate by having signs, they dominate by having the Google search results, and they dominate by friends bringing friends, but yet there’s a kind of a vanity and enthusiasm behind advertising on a billboard or advertising in a magazine, or having the most followers on TikTok or Instagram, but often those activities don’t produce results. They don’t produce actual clients and leads. Can you talk about that for a second? Because I see so many people today who are obsessed with billboards, social media marketing, magazines, that maybe appeal to their vanity, but don’t actually produce any results. I’d love to get your comments or your reaction to that, because I see it all the time. Yeah, look, that’s an interesting point. And I see it all the time talking with different companies, looking at their discretional ad spend and the lack of evolution within that ad spend. Because it’s so easy to fall into this habitual spending habits of doing the same thing and expecting a different result. I mean, the reality of it is, there’s been a paradigm shift in marketing strategies, especially over the last five years, that you should be embracing. And in some cases, the ad spend is less money with more traction, which is the bottom line. You know, some people say, hey, Peter, we spend 5,000, 10,000 a month on advertising. Okay, which is it? The bottom line is, if you could spend 5,000 and get twice the traction, you would do that any day that ends in Y. And the punchline here, Clay, is look, spending money just to spend money, just to check a box so you can look yourself in the mirror and say, we’re spending ad dollars, okay? We’re spending ad dollars, but if you’re not paying attention to where you’re spending it and who you’re talking to, because just like your business needs to evolve, your customer base is evolving as well. And if they’re going one way and you’re going another, it’s a recipe for disaster. I see it often. That’s why you don’t want me to get involved with your company when you need to pivot. Okay, if I have to get involved with your company because of a pivot, that means that your customer went one way, you went another, and now you just finally looked over your shoulder and they’re not there anymore and now you need to chase them and get back to something more relevant. It’s a very slippery slope and very costly. Peter Taunton, I really do appreciate the wisdom that you provide on a weekly basis and I just hope everybody leans in, dials in, pushes in and schedules a consultation with you over at nauticalbulls.com because you have a brand that is growing. How many locations are now open or how many territories have you now awarded at this point there, sir? Yeah, that’s just right now. Right now we’ve awarded 192, Terry, so that one is not. But the open is that’s accurate. 63. We just opened two more stores last week. We’ve got 14, 13, 14 stores that will be opening between now and the end of May. So every week there’s new stores opening. We’re in a good place. Peter Taunton, thank you so much for your time today, sir. I really do appreciate you, and we’ll talk to you next week. You got it. Take care, Clay. Take care, Chief. So we’ve actually seen our recurring services go up 360% just in start with Clay. 360%? Yes, sir. All right, Thrive Nation, today’s a very special occasion because we’re joined here with a client who’s just a great guy, a pleasure to work with, low drama, hardworking, and he’s somebody out there I believe that you’re gonna relate to. He’s a business owner, he’s a family man, and he’s wanting to grow his business so he can provide for his family and expand his impact. Brian, welcome onto the Thrive Time Show. How are you, sir? Thank you, Clay, thanks for having us. So real quick, so that our listeners can verify you’re real, can you tell us your website address? And I’m gonna pull it up right now so people can see it. It’s perfectclean.net. Perfectclean.net. I’m going to pull it up on the screen so everyone can follow along. It’s perfectclean.net. As I pull it up, can you tell the listeners what are the services that you provide at perfectclean.net? We provide window cleaning, pressure washing, and gutter cleaning in the Broken Arrow, Oklahoma area. And how did you originally hear about us, whether it be the conferences or the podcast or the workshop or the coaching? How did you originally come in contact with us? Yeah, I came out to a conference a couple of years ago and that’s how I got introduced to Thrivetime. Okay, so you, we’ve had the pleasure to work with you and I’m excited about your success. But before we get into the success, can you tell the listeners what motivates you to grow your business? Because you are a very, very sincere person, and I absolutely love that about you. I think of you, I think of this is a guy who is a sincere guy, loves his family. Can you share this? What’s motivating you to grow your business? I believe for me, we’re called to just, not just survive, but to thrive. So for me, it’s part of my calling. I believe that it’s not just to take care of my family, but also to impact my city and this nation with the gospel, and we’re doing that through business. So when working with you, we’re going through a lot of systems simultaneously. So some people will call me because they’re… What happens is I’ll work with a client and they’ll have massive success, and they’ll tell their friends, oh, they really helped me with my accounting. But then I’ll have another client I work with and they’ll tell their friends, oh no, no, they helped me with my branding. Someone else will say, no, no, no, it’s the workshops. And we do all of that included. So I want to go through kind of the line item of a lot of the things we’ve worked on together to help you grow the business. So first is implementing merit-based pay or incentivized pay. If you’re a waiter and you’re watching today’s show or a waitress or you’ve ever been one, you get paid primarily based upon tips. If you do a good job, you get paid more. There are great attorneys out there who understand the game. The better you do, typically the more you make. There’s professional athletes that watch our show. The better you play, the bigger your contract is. But sometimes in small business, companies can drift away from merit-based pay. Tell us about the merit-based pay system and how that’s impacted your business. Oh, it’s been a game changer. Of course, for us, we’ve been paying hourly for the past, you know, 10, 12 years. And of course, you’re paying people even when they’re taking breaks at Quick Trip. But once we implemented incentivized pay, it’s actually – I didn’t know how well it was going to work, but it’s actually motivated, especially our top performers now. Now we have one last pay period, he almost made double what he would have made on hourly pay. So it’s been a game changer. It’s so important everybody implements merit-based pay. Second is having the idea of having a weekly meeting for somebody to meet with you, to look at your business, and to make sure it’s not drifting. What kind of an impact does that have, knowing that you’re going to have a weekly meeting every week to look at your business, to work on your business, to make sure that it’s not drifting? I think for me, it’s been very helpful. I think when you, as a business owner, you’re caught up in the middle of just the daily decisions, making everything work, but not sometimes setting that time aside to take a look at what’s going on with your business, maybe not until the end of the month. So when you have that weekly meeting, you’re actually able to see a play-by-play, this is how we’ve done in the past week, this is where we are. You’re able to analyze and see how well you’re doing as opposed to your goals. And it just keeps you in touch with the business as you go along. So one of the things we do every week, and this is not the only thing we do, but one of the things we do is we want to look at all 13 aspects of your company, all these certain aspects. And one of those is marketing and branding. And it’s really important that you get leads because if you don’t have leads, your business won’t succeed. Can you talk about the search engine optimization, how much that’s impacted your business by having people that are obsessively focusing on optimizing your website? Yeah, we’d worked with a previous company before and we were optimized for something that we weren’t even getting calls for. And just working with Thrive Time and Clay, just the changes they’ve made to our website, we’ve started getting organic leads. We’ve gone from not showing up on the first page of Google to first page, first actually in our city for window cleaning. So that’s been awesome getting those calls and people finding us organically when they just search window cleaning Broken Arrow. Now, once the leads come in, you got to have a organically when they just search with window clean and broken arrow. Now, once the leads come in, you got to have a sales workflow or a sales system. So you’ve got to have a call script and you got to have pre-written emails and pre-written text messages. You have to have packages you can sell. Talk to the listeners out there about the importance of having scripts and actually having a sales system in place. Yeah, that’s been very crucial for us because before working with Play, we didn’t really have a sales system. It was basically we took the call and just asked the customers what they wanted and we would just try to offer them whatever they were asking for. But having a sales system is helping us to be consistent. It’s helping us to make sure that we’re pitching. Like one of the big things has been recurring services. So we’ve actually seen our recurring services go up 360% just in Starwood Clay. 360%? Yes, sir. Well, and you know, this is so powerful because you have a window cleaning company, I have a haircut chain, I’m involved in a dog training business, I’m involved in a haircut chain, I’m involved in a marketing company, I’m involved in, you know, home remodeling and different industries. And what I find is when you have a model that can be recurring, that’s incredible. So for the dog training business, Brian, I can’t really convince our clients to train their dog every 30 days, because that doesn’t make any sense. But if there’s a homeowner out there that loves their home, and they want to make sure that the house is in good quality, it stays in good standing, that their house doesn’t drift into a dystopian disrepair situation, there are services that you offer that are recurring. Can you tell the listeners about the recurring services that you guys offer? Yeah, some of the recurring services we offer is, we do offer window cleaning, of course. We also offer gutter cleaning and pressure washing. We see a lot of that, especially with gutter cleaning in the spring and in the fall. We also have clients who, basically, especially once they have your service, they want to keep those windows looking clean. So it’s been a great benefit to us and to them to offer them a recurring service where they don’t have to worry about it and they can just enjoy their view and enjoy their home. Now, I like you, I actually talk about you about every 48 hours. I don’t know if you’re aware of that, but about every 40 because we have a more every single morning We have a business coaching meeting where we analyze every single client We work with and we make sure that the clients aren’t drifting so every single morning. We review the clients There’s a hundred and sixty clients if you kind of do the math we have four of those meetings a week So we’re looking at every client about every you know three four days I mean we’re looking at your account making sure you’re doing well And how much is that helped to have a team that is pushing you, whether you can see what we’re doing behind the scenes or whether you see it in the meeting? How much has that helped you, just having a team that’s behind you pushing you to victory? I think for me, it’s been really great, because on my own, actually before coming to Thrive, I was actually feeling stuck and a bit overwhelmed with the business. I just felt like we’d plateaued. And it’s been great having a team working with me, one helping me, keep me accountable and also sharing new ideas and also working on the backend with the website and getting us ranking and get those calls coming in. Now one of the things I struggled with when I was first starting my first company called DJConnection.com was implementing the thing called the Dream 100 system. And on part two of today’s show, we’re going to get more into the Dream 100 system. But that’s where you make a list of your ideal and likely buyers and you reach out to them. And it occurred to me at a very young age, because I was building pjconnection.com, that there was a very low probability that the top venues in my community would start referring me by default. It became very clear to me that the top bridal shows, the top bridal stores, the top wedding jewelry stores, the top venues, the top caterers, they weren’t going to wake up with a burning desire to start referring me. And it occurred to me, you know what, I have to reach out to these people and consistently, if I’m ever going to get them to refer me, because at that time, remember, I was building America’s largest wedding entertainment DJ service. How much has the Dream 100 system, by implementing the idea of consistently reaching out to your ideal and likely buyers, how much has that impacted your business? It has greatly. I think you can have the best service in the world, but if nobody knows about it, they can’t utilize you. So for us, just implementing the Dream 100, pretty much every week going out, interacting with our potential clients, people who can bring us referrals, has been a game changer. If you were, if there’s somebody out there who’s in need, a lot of times people go to ThriveTimeShow.com. I’ll pull up the website real quick here. When they go up there, they think that success is for somebody else. And I think it’s because some of our success stories are so big. I think when people see the success of Shaw Homes growing from 15 million to 160 million, or they see people like Rustic Cough having dramatic success, or they see OxyFresh opening 500 and something locations. A lot of times they start to feel like, man, I don’t know whether I qualify to have success. And I think it’s because they’re comparing themselves from where they’re at now versus where OxyFresh is now. They start to look at where Kola Fitness is now. And they start to go, man, Kola Fitness has multiple locations of their gym. I could never do that. And people start to feel discouraged, but we do have a scholarship program that we have, and we don’t do it for every client, but we charge 1,700 a month, 1,700 per month to help our clients out. And that’s, we charge $1,700 a month, and we operate at a 20% profit margin. But we also have a scholarship option to help out people that maybe are in need, or maybe need a hand up, or maybe people that just need somebody to help them get to that next step, but maybe they can’t afford that $1,700. What would you say to anybody out there that’s thinking about scheduling a 13-point assessment, but maybe they don’t feel qualified? Maybe they feel like, I just don’t know if the time is right. I don’t know if I have the money for it. What would you say? I’ve been that guy, so I can definitely relate to that. I would say that, and that’s what happened to me the first time I came out to the conference, I hesitated, but it’s exactly what I needed. What I found is you do have to take that leap of faith, and Clay and his team, they have proven systems, and you might look at yourself and look at your business and see, how can I get from where I am today to some of these testimonials that they’re talking about. But it’s it’s a proven system. You just work it. It works. It’s very much like franchise. It’s very much like a franchise. What I love about working with you and, you know, Carter’s always speaking positively about you. I knew you’d be a great fit for our program because of your integrity and what you stand for. But Carter was telling me, he said, Clay, you know, we sent out the mass text message and Brian, you know, didn’t fight me on it. We did it. It produced results. Could you talk about that? How has the text-based marketing started to impact your business now? Yeah, at first I was a bit skeptical. I was like, you know, I don’t want to bother our clients, you know, with all these text messages every month. So I was a bit hesitant. But as soon as we implemented, it’s actually been very helpful. One of the things I noticed was that we were actually able to reach some clients that we hadn’t done work for even in a couple of years, and we’re getting reconnected with them. And then some of them actually ended up becoming recurring clients. So it’s been very helpful. Now we have our upcoming workshop in June where we’re gonna have Tim Tebow will be there. That’s the legendary two-time Heisman Award winning football player. He’s a well-known outspoken Christian. Then you have John Lee Dumas, who’s the host of one of the most successful podcasts in the world right now, folks. It’s called EOFire.com. He’ll be there. You’re going to have the founder of Rustic Cuff. It’s a brand that has done very, very well, RusticCuff.com. We’ve actually done some work with Jill Donovan. It’s RusticCuff.com. They sell millions and millions of dollars of these custom cuffs for women. It’s an incredible brand. And I can go on and on listing off all the speakers that are going to be there. Colton Dixon will be there. But once you get past all of the big names that are there, and you scroll down, you say, what am I going to learn at this conference? Like, what am I going to actually learn? Well, we don’t have any upsells. There’s no get rich quick scheme at the back of the room. No one’s high pressuring you. We have scholarship tickets available to make it affordable for everybody. But let me get your thoughts on how has the conference itself impacted you in your life? How did that conference itself help you? Yeah, for me, I’d highly recommend it to everybody. The first time I came out, I was sitting in the conference and I was thinking, where have I been? One of the things that I realized was because I knew I had a problem in my business and it was very clear. I didn’t have the systems in place. It was just highlighting all these holes in my business and you had the solution. So I’d recommend it to everybody. Just come check it out and you won’t leave the same business. Tons of value. Now, most conferences at the end, what they do is they go, now, folks, we have four availabilities. Oh, and you need to sign up right now because we have, and there’s a lot of pressure at the back of the room. There’s a lot of, I want to talk to you about that because I believe, and you can correct me if I’m wrong, I believe when you, when our conference ended. And you walked out and either decided to become a client or not to become a client. There was no pressure, nobody in the back of the room, beating you over the head, trying to get you to sign up for something. Can you maybe explain that? Because I think that’s the big hesitation people have when it comes to coming to a conference is they assume that that’s going to happen. Yeah, there was no sales pitch at all. It was basically just tons of massive value and just how to grow your business. And pretty much it was just like, Hey, if you want to work with us, you can work with us. You know, if you don’t, you know, you don’t have to. Yeah, that’s good for, it’s interesting. Um, so I’m going to scroll down and look at this page real quick. Cause I want to get your thoughts on these things because you’ve got a chance to really implement a lot of this. But at our conferences, you’re in a room, there’s about, we cap the attendance at our big one in June, around 300 people. But then we have smaller conferences we do all throughout the year where you’re going to have about 150 entrepreneurs there. You can ask questions, you can take notes. We serve lunch both days. Some of our clients travel to our event from out of town, like Michael Levine’s from California. I’d say 80% of the attendees are not from Tulsa. And so before somebody comes to a conference, they usually want to know, what’s this thing going to be like? I tell people we do a 30 minute training session followed by about a 15 minute Q&A, question and answer session. And then we take a break. And we do that for 16 consecutive sessions over two days. So I always tell people, I mean, you’re going to show up and we’re going to hand you a workbook, but you’re going to leave with just pages and pages of notes, and you’re going to leave with an action plan. But how would you describe what that conference is like for people that have not attended before? Oh, man. Yeah. I mean, the conference is high energy. You just get to meet all sorts of people in different phases in their business. You get to interact with them, get to hear their stories, but also get to get a lot of good content on actionable items. Not, you know, one of the things I love about Clay is that he’s done this himself. He’s not just talking about some theory. He’s proved it. And you get actionable items that you can actually implement in your business right away. You know, people always ask me too, Brian, they always say, well, Clay, you know, why do you still own companies? Why don’t you just do coaching full time? And I say, well, I don’t know what that means. I mean, I get up at three every day and I go to bed at nine and, you know, my flow is I get up at three, work till about five or six, and then I, you know, hang out with my family and then go to bed and that’s kind of my flow. But I find that I enjoy running a business. I actually enjoy, you know, I believe that the Bible tells us that I really do believe this. The Bible is very clear. You know, we’re supposed to work as unto the Lord and someone can disprove me on this. And I know the Hebrew word for work means worship and the word for work means what the Hebrew word for work means worship. And the Hebrew word for worship means work. So people say, well, huh. I mean, I kind of view it as like my my work is like my praise and worship every day. And I really enjoy helping clients like Brian. And that’s why I love showcasing their success. And again, on part two of today’s show, we’re going to do a deep dive into the Dream 100. But I want to get your thoughts on this. I mean, we’ve got these boxes. We’ve broken up the whole system into 14 boxes. So box one, knowing your revenue goals, how has that impacted you knowing your actual goals now and what you need to do to break even? How much has that impacted you having a clear understanding of your numbers? Yeah, I think for me, you know, in the beginning we were just kind of going off of feelings, but having clear goals, you have something that you can actually attain to. Speaking of which, we just hit our first recurring revenue goal yesterday, so that was awesome. So you know where you’re going and you can actually work towards it. So that’s been really exciting knowing what our goals are. Amen to that. Now we move on to these other, again, folks, this is all, if you want to follow along, folks, you can go to a web page we have here. It’s free to download. You just go to thrivetimeshow.com forward slash millionaire. So you go to thrivetimeshow.com forward slash millionaire. And when you go there, you can download my newest book, A Millionaire’s Guide to Becoming Sustainably Rich for Free. You can just download it. And then we’re reading right now. We’re just going through right now. We’re breaking it down right now, not from feelings. We’re going through a specific page in the book and this is page five, right? So the box number three, we have to know the number of hours per week where we are willing to work. And you’re a big family guy, you’re a big church guy, you’re a big business guy. So you’ve got one life, you got 24 hours a day. And I know you’ve told me multiple times that your family comes first. You wanna make a big impact on your community, you also wanna be a great husband, these are things that you’re focused on. Can you talk about the importance of having a schedule? How has that impacted you now having a schedule and a routine in place? Basically for me, it’s helped me prioritize my life, set everything in order as far as I know when I’m doing calls, I know when I’m reaching out to customers. I know when I’m doing estimates. I think before everything was kind of, I would just roll with the day, whatever the day brought. I would just try to make it work. And then at the end of the day, I’d look at my to-do list and the most important things hadn’t been done. So having a set schedule has really freed me up and freed up my time. And when I get home, I can actually be present because I’m still not thinking about the things I hadn’t got done. Hey, man, I just it’s such a joy to watch you put all this together. Having a unique value proposition. I think people again, they look at the business and they go, what? Folks, we have to figure out how we stand out in a cluttered marketplace. So when people look at my business, Elephant in the Room, you know, they look at the haircut business and they go, Clay, you’re not the only haircut guy in Tulsa, how have you been able to be successful? Okay, what we figured out at Elephant in the Room is we’re gonna offer a high-end men’s grooming lounge experience, a high-end men’s grooming lounge experience, but that first haircut’s a dollar. So it’s a very high-end, man-centric experience where people come into the shops, they tour the shops, they look around, they go, man, this place is awesome. Guys, we have guys that literally come in to get their haircut every week just because they like the atmosphere, they like the atmosphere, the overall environment. But we’re not the only people in Tulsa that cut hair. We have to have a unique value proposition. Oxifresh, we work with them, it’s the world’s greenest carpet cleaner, they have a unique value proposition. EO Fire has a unique value proposition. Let me get your thoughts on this unique value proposition. How important has it been for you to come up with a no brainer that really moves the needle and knowing your unique value proposition? It’s been very helpful because one, it helps grab people’s attention. I think these days, people have short attention spans, so they might have a lot of offers coming in front of them, but it has to be something that catches their attention and makes them stop to look at you and see what you’re offering. It’s just, again, I love what we’re seeing here because this is a real person who’s a real good guy and money is just a magnifier, folks. Money just makes you more of who you are. So if you’re a total jerk who’s a dysfunctional person that hates people, you’re going to be a guy with a lot of money who now hates people. I mean, it’s just going to magnify who you are. Branding, I know we’ve spent a lot of time optimizing the look of your website, optimizing the look of your print pieces. How has that impacted you, having all your print pieces, your website? Again, we’re never done. I mean, we’re never done with it, we’re always improving, but how has that helped you to have high quality print pieces, one sheets, websites, marketing materials? How has that impacted you? I mean, it’s helped us come across as, you know, a lot more professional. If you look at our website, it looks high class. I mean, we had a decent website before, but, you know, the one we have now just looks great. It’s attention-grabbing. It makes people want to click on it and actually reach out to you. Now, again, folks, I’m telling you, if you go to Thrivetimeshow.com and come to our workshop, your life is going to be changed only if you’re willing to put in the work, and that is what today’s guest is doing. So, yes, we’ve taught Brian these systems. Yes, we’re pushing Brian, but Brian is putting in the work. So if you’re out there today, and you’re willing to put in the work, we wanna work with you, but if not, we don’t, okay? So having the sales system we got now, we have one sheets, pre-written sales scripts, lead track as we have it. We know what it costs to get new customers. Repeatable systems. This is a part where so many people get stuck. They don’t have any systems in place for anything. And for the sake of time we have, and this is where we’re gonna kind of wrap today’s interview. So when you go to eitrlounge.com forward slash staff, this is obviously my business, so I can show you, but we have an entire built out system of all the checklists and all the processes and everything needed to scale. I would argue that’s kind of the phase where you’re in right now is you’re systemizing everything. Talk to the listeners about the importance of getting everything out of your head and into a proven system? Yeah, I mean, that’s real crucial. I think whenever you start a business, you know, you’re the owner, you know how everything works. But if for some reason you weren’t there, no one knows how anything works. So having a system, somebody else can come in and pretty much just follow the steps and get the job done. So I guess my final question I have for you is, if you were sitting right next to a guy at a conference and he says to you, you know, at our conference in June, and there’s some guy from Michigan or some guy from California sitting next to you and they’re like, does the system really work? Can you, I’d love to get your thoughts, what would you say to anybody out there that’s thinking about becoming a client? I’m living it. I mean, it works. You just have to work it. It’s been proven by business owner after business owner and all you have to do is just put in the work. Brian, I really do appreciate you for carving out time for me. Thank you for lowering your standards for putting up with me today. And I’m really excited for you. I’m excited to be on a team with you and I hope you feel loved and appreciated. I know I’m probably one of the most busy, pragmatic people you’ll meet, but we are 100% focused on helping you and Carter says nothing but great things about you. So again, thank you for carving out time for us there. And on behalf of Coach Carter, your coach, and the rest of the team, we really do appreciate you. I appreciate you and thank you for everything you’re doing for me and my family. All right, brother, you take care. Bye-bye. All right, you too, bye. My name is Tyler Hastings and this is my wife, Rachel. And our company is Delrick Research out of New Orleans. During our time working with Thrive, we’ve had numerous successes. When we first started, we were working with one physician, we had one research site, and we were seeing on average, you know, between 10 and 15 patients a week. Since working with Thrive in the last 18 months, we now have four research sites, we work with over five physicians, and on average we’re now seeing over 60 patients per week. Recently we’ve been the top enroller worldwide in seven studies, which is just incredible considering where we were two years ago, 18 months ago. Thrive really differs from the other conferences that we’ve been to and the other kind of programs that we’ve been through because they actually really practice what they preach. And they implement the same systems and the processes that they teach you about. And they give you real life examples that really work for them and show you with the training how to implement that yourself. For example, Tyler and I actually got the opportunity to come out to Tulsa and we’re fortunate enough that the Thrive team took us out to some of the businesses that they own and we really got to see in real life, real-time, some of the systems and processes and it was just incredible. A real-life example of some of the businesses and the things that they’re implementing. Having a coach is important to us. They act as not only an accountability factor, but they’re someone we can talk to on a daily basis as we go through the problems of running a business that inevitably come up. They always understand what we’re going through and they’re always there to help us or guide us through the problems that we experience. The best part of our experience working with Thrive has just been seeing our relationship grow. So at each step as our business grows, they have something else to provide us with. They’ve got the resources, whether it be marketing, graphic design, website development, or even in accounting practices, maybe we need a new insurance policy. They have someone they can connect us with or they have the direct resource we need to speak with for any of the problems we face. If someone’s thinking about signing up for the coaching program, I would highly recommend that they call in for a free 30-minute coaching session and see exactly what the team can do for you. Just speak with someone, let them know what you’re going through, and I think you’ll find that regardless of what you need, there’s someone there that can help you. I’m Mike Levine, and I thought I’d tell you this story. Maybe it’ll be of some value to you. You know, about 25 years ago, our PR firm was running hot as hell, and we had six of the top 20 musical artists in America on the billboard charts. No company even had two, and here we are with six. number of successful artists in the country by far. But I still wanted to sign another musical artist who wasn’t been on the charts for a while but I loved and respected greatly. I wanted to sign the great Ray Charles. Ray Charles. I decided that even though I had all these big stars I was going to go after Ray Charles. And I called him. I ultimately did sign him. I did sign him. But I’d like to ask you, listening to this right now, to try to guess. Just close your eyes and try to guess how many times I called Ray Charles before I signed him. Are you gonna? Alright, let’s try to close our eyes. Close our eyes. Here we go. Now, we’ll do it multiple choice. Did I call them A, 10 times, B, 20 times, C, 30 times, D, 40 times, or E, more than 40 times. Close your eyes. Now write down your answer. Write it down. Don’t you cheat now. Write down your answer. I’m gonna give you the correct answer in three seconds. 1, 2, 3. Alright, here we go. Correct answer is 46 times. I called Ray Charles’ office 46 times. You want to hear something crazy? I didn’t even need Ray Charles. Here I had all the other big music stars. But I think the story for some of you may, may, may, may have impact when you think about all the tenacity required to go after your big dreams. I’m talking about little dreams, talking about big dreams. Anyway, I’m Michael Levine. JT, do you know what time it is? Um, 410. It’s TiVo time in Tulsa, Oklahoma, baby! Tim TiVo is coming to Tulsa, Oklahoma, June 27th and 28th. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. And a lot of people have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now, the big question is, JT, how does he do it? Well they’re gonna have to come and find out because I don’t know. Well I’m just saying Tim Tebow is gonna teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s gonna walk us through his mindset that he brings into the gym, into business. It is gonna be a blasty blast in Tulsa, Russia. Also this is the first Thrive Time Show event that we’ve had where we’re going to have a man who has built a hundred million dollar net worth. Wow. Who’ll be presenting. Now we’ve had a couple of presenters that have had a billion dollar net worth in some like a real estate sort of things. Yeah. But this is the first time we’ve had a guy who’s built a service business and he’s built over a hundred million dollar net worth in the service business. It’s the yacht driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind 9 Round Boxing. He’s going to be here in Tulsa, Russel, Oklahoma, June 27th and 28th. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He has inspired me listening to him talk and not only that he also has, he practices what he teaches so he’s a real teacher, he’s not a fake teacher like business school teachers so you gotta come learn from him. Also let me tell you this folks, I don’t want to get this wrong because if I get it wrong someone’s going to say you screwed that up buddy. So Michael Levine, this is Michael Levine, he’s going to be coming and you say who’s Michael Levine? I don’t want to get this wrong. This is the PR consultant of choice for Michael Jackson, for Prince, for Nike, for Charlton Heston, for Nancy Kerrigan, 34 Grammy Award winners, 43 New York Times best-selling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes, Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to thrivetimeshow.com. Again, that’s thrivetimeshow.com. And some people might be saying, well, how do I do it? I don’t know what I do. How does it work? You just go to thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to thrivetimeshow.com. Thrive Time Show. And you just go to thrivetimeshow.com. You click on the Business Conferences button, and you click on the Request Tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. Did you start out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get any inheritance from parents, anything like that. I had to work for it, and I’m super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, when’s it going to be? June 27 and 28. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russia, Oklahoma. It’s supposed to be Tulsa, Russia. I’m really trying to rebrand Tulsa as Tulsa, Russia, sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office. And so it’s going to be packed. So when? June 27th and 28th. Who? You. You’re going to come. Who? You. I’m talking to you. You can just get your tickets right now at Thrivetimeshow.com. And again, you can name your price. We tell people it’s $250 or whatever price you can afford. And we do have some select VIP tickets, which gives you an access to meet some of the speakers and those sorts of things. And those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re gonna give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re gonna leave with a workbook. You’re gonna leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies. And I think I’ve learned a few things about what makes them work and what makes them not work. Now, why would a man living in Hollywood, California in the beautiful sunny weather of LA come to Tulsa because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation really life-changing and I’m looking forward to seeing you then. I’m Michael Levine I’ll see you in Tulsa. James did I tell you my good friend John Lee Dumas is also joining us at the in-person two-day interactive Thrive Time Show Business Workshop. That Tim Tebow and that Michael Levine. Have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping EOFire.com podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military and he started recording this podcast daily in his home to the point where he started interviewing big time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names putting out shows day after day and now he is the legendary host of the EO Fire podcast and he’s traveling all the way from Puerto Rico to Tulsa, Oklahoma to attend the in-person June 27th and 28th Thrive Time Show two-day interactive business workshop. If you’re out there today, folks, you’ve ever wanted to grow a podcast, a broadcast, you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales, you wanna come to the two-day interactive June 27th and 28th Thrive Time Show business workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big time, super successful entrepreneurs. It’s going to be life changing. Get your tickets right now at Thrivetimeshow.com. James, what website is that? Thrivetimeshow.com James, one more time before it’s over. Thrivetimeshow.com I’m a go for it, this moment, we own it, ayy I’m not to be played with, because it could get dangerous See, these people I ride with, this moment, we own it Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow You can learn the proven 13 point business systems that dr. Zellner about I have used over and over to start and grow successful companies We get into the specifics the specific steps on what you need to do to optimize your website We’re gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works How do you raise capital? How do you a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the edific chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person two-day interactive business workshop, all you got to do is go to Thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy at Kings Point in New York. Octononverba. Watch what a person does, not what they say. Good morning, good morning, good morning. Herbert Kiyosaki, Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man and there’s so many ways we could take this thing. But I thought since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who’s my age, and I can say or cannot say. Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorne, who was my boss at the time, I was 19 years old working at Faith Highway. I had a job at Applebee’s, Target and Direct TV. And he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed, to the business owner, to the investor. And I owe a lot of that to you. And I just want to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there too, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not thrill, but recognition is when people, young men especially, come up and say, I read your book, changing a life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy at Kings Point in New York octa nonverba Watch what a person does not what they say Hey, I’m Ryan wimpy. I’m originally from Tulsa born and raised here. I Went to a small private liberal arts college and got a degree in business, and I didn’t learn anything like they’re teaching here I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. So having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored, you’re waiting live the whole time. It’s not pushy. They don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of business. Planning your time, breaking it all down, making time for the F6 in your life, and just really implementing it and sticking with the program. It’s really lively. They’re pretty friendly, helpful, and very welcoming. I attended a conference a couple months back and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are you want to take a step-by-step approach to your business, whether it’s marketing, what are those three marketing tools that you want to use, to human resources. Some of the most successful people and successful businesses in this town, their owners were here today because they wanted to know more from Clay and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence. That businesses don’t change overnight. It takes time and effort and you got to go through the ups and downs of getting it to where you want to go. He actually gives you the roadmap out. I was stuck, didn’t know what to do, and he gave me the roadmap out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want, they guarantee it will be answered. This conference motivates me and also gives me a lot of knowledge and tools. It’s up to you to do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before, but I’m back again because it motivates me. Your competition’s going to come eventually or try to pick up these tactics. So you better, if you don’t, somebody else will. I’m Rachel with Tip Top Key Night, and we just want to give you a little bit of a sneak peek of what’s going on. I’m going to be talking to you about the new Key Night. I’m going to be talking to you about the new Key Night. I’m going to be talking to you about the new Key Night. I’m going to be talking to you about the new Key Night. I’m going to be talking to you about the new Key Night. I’m going to be talking to you about the new Key Night. I’m going to be talking to you about the new Key Night. I’m going to be talking to you about the new Key Night. I’m going to be talking to you about the new Key Night. these tactics. So you better, if you don’t, somebody else will. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team We went from 4 to 14 and I took this beautiful photo We worked with several different business coaches in the past and they were all about helping Ryan sell better and Just teaching sales, which is awesome. But Ryan is a really great salesman. So we didn’t need that We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the Thrive Time Workshop, you’re missing out on a great opportunity. The Atmosphere Place office is very lively. You can feel the energy as soon as you walk through the door, and it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. Love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key, marketing is everything. Making sure that you’re branded accurately and clearly. How to grow our business using Google reviews, and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me, as opposed to me constantly being there for the business. New ways of advertising my business, as well as recruiting new employees. Group interviews, number one. Before we felt like we were held hostage by our employees. Group interviews has completely eliminated that because you’re able to really find the people that would really be the best fit. Hands-on how to hire people, how to deal with human resources, a lot about marketing and overall just how to structure the business, how it works for me and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business is real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real.