Sam Taggart | How to Go from Being An Order Taker to Becoming a Rain Maker + 5 Moves to Increase Your Sales Now! + How to Generate Leads NOW! + Join Kiyosaki & Trump At Clay Clark’s March 6-7 Business Workshop!

Audio Transcription

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A quick story about a young coach Meyer. He would drive seven hours to hear Tom Osborne speak for about 15 minutes and then drive all the way back through the night and be ready for the next day of practice. But that was his hunger and that was such a part of the culture that we had, was a hunger for improvement, to be better, to find the next steps no matter what it took.

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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.

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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,

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Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses.

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What we got?

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Colton Dixon’s on the hooks. I’ll break down the books. Z’s bringing some wisdom and the good looks. As a 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.

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I’ll put you right to your, and now three, two, one.

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Here we go.

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Yes, yes, yes, and yes.

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Dr. Z, it’s always ecstasy when you’re next to me.

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I love this. I love to say that. So you’re a guy who, you teamed up with some guys to help rebrand a bank. Oh yeah. Called Bank Regent. Dr. Z, you’re a guy who, you teamed up with some guys to help rebrand a bank.

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Oh yeah.

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Called Bank Regent.

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Dr. Z, you’re a guy who, you teamed up with some guys to help rebrand a bank. Oh yeah.

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I’m a bank agent.

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I’m a bank agent.

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I’m a bank agent. I’m a bank called Bank Regent Doc It’s a Regent Bank Bank Regent. You also are a guy who built the state’s largest auto auction You’re also a guy who built one of the largest optometry clinics. What else have you built before we introduce? I guess what else have you built there sir Oh sleep centers DME. I mean DME companies My horse ranch my thoroughbred horses that I love breeding and racing thoroughbreds.

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So, you know, just all that. My hands are a little bit of everything.

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In fact, I’m working on closing a couple of businesses right now.

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Now, your mother, I believe, told me you’re her fourth or fifth favorite child. So you got that going for you.

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I got that going for me.

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Okay, now we’re gonna introduce today’s guest who’s also kind of a big deal. This gentleman here, he is the author of a book called Sales Carnivore. Sales Carnivore. So if you’re watching today’s show and you’re saying,

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I don’t know what’s going on, but I feel like things aren’t going well because I’m unable to sell. Today is the show you want to listen to. If you have a business, an organization, if you sell anything to other humans on the planet Earth,

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this is the show you want to listen to here. Without any further ado, Sam Taggart, welcome on to the Thrive Time Show. How are you, sir?

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Woo-hoo!

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Fantastic, thanks for having me. Excited to be part of this. Like, what a fun privilege to be on and appreciate everything that you do, Clay.

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Well, Sam, so I got to ask you a couple questions real quick. Where are you? The background, where are you? Are you on the base of a mountain? Are you at the peak of a mountain? Where are you?

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I am at the base. I live in Salt Lake City, Utah, which it’s snowing right now. And I am on the, my backyard is the mountain. So, privilege to walk out my backyard and go back country ski and yeah, all the fun things that Utah has to offer.

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So I got a question for you and then we’ll go to Dr. Z with a follow-up question here. So my first question is, you know, you’ve written this book about becoming a sales carnivore. What does it even mean to become a sales carnivore?

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Yeah, so it’s this element of Eat What You Kill is the title of the book and it’s all about like today’s element of sales. You know, so many people are like, I’m a salesman and I’m like, no, no, you’re like a farmer. You’re like, as long as they put a nice, wrapped, perfect lead and appointment on your calendar, you’ll happen to then sell them.

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Where I think a lot-

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An order taker.

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An order taker.

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Yeah, you’re an order taker. You’re somebody that, as long as marketing and branding and the phone rings, you will then sell. And in the olden days, when you think of like real salesmanship, is there was no internet. Like they had to go knock on doors. They had to go show up.

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They had to go belly to belly or phone call, cold call, and you would sell. And in today’s atmosphere, I feel like the salesman, that they so call themselves salesmen, is getting softer and softer and softer. And so we wrote this book to inspire sales cultures, companies to be more carnivores in the sense of they don’t need to be lead babies, herbivores, they go eat what they kill. And they say, I’ll go find them on social, I’ll go knock doors, I’ll go create business.

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And so my background is I’ve knocked on doors since I was 11 years old and I did that for two decades and that’s all I’ve done. And now I’ve taught tens of thousands of sales guys all over the world in this door-to-door world where I was like, man, the whole, like when I go to a SaaS company or Core Law or, you know, a network marketing company, they’re all like, how do we get more sales? And I’m like, I don’t know, pick up the phone and start talking to more people.

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Like, you know what I mean? And then they’re like, give me some magic funnel that’s going to somehow like create my deals all of a sudden. And I’m like, how about we just learn the art of selling. Like belly to belly, let’s go teach eat what you kill mentality and sales techniques. And that’s what the premise of the book is.

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Dr. Z.

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I love it by the way. I mean, so basically your book is having people become professional creepers, right? I mean, that’s kind of fun.

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That’s cool.

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Yeah.

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Yeah.

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I will advise you.

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You will buy from me.

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Yes. It’s like, just imagine me like on your porch. You like, who’s at my door? And you’re peeking behind the curtain, like, damn it, it’s a sales guy, everybody hide, you know what I mean? But it’s like, at the end of the day, like, it’s funny that we make fun of the door-to-door

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guy or we’re like, oh, that’s not even real, but I’m like, I bet you any business owner would love to have a sales team of ninjas that are commissioned 1099, only eat what they kill, and they would not be opposed to having a sales army that did that instead of putting these $70,000 salary bases and giving them leads and then their overhead is X. I’m like, no, that’s what, like, all I come from is I never got a lead. It’s just how do we go create business out of nothing?

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Yeah, our listeners are listening right now, Sam, and they’re going, what’s this guy’s background? Give us a little bit more, give me a little bit more of you and how you got to be in a

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carnivore that you are?

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Yeah, so luckily, I mean I grew up in Utah and Utah is known for MLMs, Mormons, leveraging Mormons. You got door-to-door companies, all these return missionaries, BYU. It’s just kind of a top entrepreneur per capita state. My dad was an entrepreneur growing up and anytime I’d ask for something, he’d be like, you got two legs, go get it.

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He just said, you want a car, you got two legs. And so I ended up painting addresses on the curbs all through high school. So I go door to door and I paint addresses on the curbs. I had 11 of my buddies working for me my junior and senior year. And then graduate high school and ship out to Dallas, Texas to go knock doors to sell alarms. And by the time I was 21, I was already a millionaire. I then led big teams, became a VP of sales of 100 sales guys nationwide in a solar group. And what’s crazy is I found a niche of just being really good at that category of building

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and knocking and selling. And I was the top rep of a multi-billion dollar alarm company called Vivint. And for the last eight years, I’ve actually trained sales companies and sales individuals on how to go be more carnivores. And so we’ve built recruiting systems, leadership tracks on sales leadership,

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and really just some sales tools and strategies on how do we go activate, how do we go help, mainly in the window, roofing, pest, alarm, permanent lighting, HVAC, all these different home service companies, and that’s what we’ve done for a long time.

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Now your book is published by Penguin Random House. Again, can you hold up the book one more time for people that wanna see this book?

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Yeah, right here.

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There you go. Eat what you kill. Okay, so I want to ask you for five mega moves. I know in your book you’re probably going to teach 50 mega moves or 50 great applicable moves, but ZR listeners, they’re listening right now.

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Oh yeah. And they’re saying, should I focus on the road or should I take notes? That’s what’s happening right now.

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That’s right, that’s right.

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Somebody’s saying, pull over.

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Just pull over and take notes.

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Pull over, they’re in the shoulder. So what are a couple moves you teach in your book that everybody out there who owns a business could apply right now?

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Yeah, so the first one is we’re going to call this death by business cards. The power move here is so many people, like I’m helping with a private equity deal right now and they’re all talking about their logos and the name and the website and it’s going to look like this and then we should have this vision. I’m like, bro, how about we just get the deal done, go sell our first hundred jobs,

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and then worry about some of that other, like what our shirts are gonna look like. And I watched so many business owners have this, like everything needs to be perfect before I get my first sale. And that would be my first,

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don’t have death by business cards, meaning you’re so obsessed around the wrong things and you’re not obsessed around revenue. Because revenue is what keeps your engines moving. Sales are what keeps this lubricant to your whole thing because you can’t go delegate, you can’t go hire an admin, you can’t go XYZ material if you do not have sales.

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So go where are the first low hanging fruit people you could be talking to, to then create

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deals.

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The second thing I’m going to talk about is just the mindset of a carnivore, 1099 versus W2. Most business owners, they come from traditional business where they are an herbivore. They kind of are dictated their earnings based on a salary or a W, you know what I mean? They’re like, hey, you’re worth 80 grand. And then they have this great idea, I’m going to go start a company, right?

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But the problem is they carried with them a W2 mindset versus a 1099 mindset. They carried with them this like dependency and they never got trained. So it’s kind of this, is it nature versus nurture? And most 98% of people grew up not in an entrepreneurial family. They grew up kind of in this safety, scarcity,

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I gotta keep my job. But as an entrepreneur, you’re like, no, you’re a straight savage, you’re the carnivore. You’re the one that goes and has to hunt something, eat it, kill it, and then everybody else gets to eat crap. So you know what I mean?

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So that would be like power move number two is like, can you shift your mentality of carnivore and What does that even look like like what’s the prey drive? What’s the day-to-day habits?

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What’s the tenacity the persistence that it takes now? I’ve got I want to pull this up on the screen here I see I’m gonna go to us debt clock org not because I want to depress our listeners But because I want to actually impress our listeners that what our guest just said is actually 100% correct here, Sam. So I’m going to pull this up real quick. This is usdebtclock.org. If you want to get nauseous, go to usdebtclock.org.

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By the way, if you want to have an odd Thanksgiving or Christmas, just pull this up on the big screen. Let it just play. This is the US Debt Clock. And it tabulates our real debt, real time. And I want to focus on this area in the middle here.

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In America today, this is shocking.

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Oh, don’t say it.

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No, seriously. This is crazy. In America today, there are 340 million Americans, and we are now down to just 9.2 million Americans that are self-employed. That is crazy. Think about that.

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That is crazy. If it was even 10% of our country was self-employed, you’d have 34 million entrepreneurs. But we don’t. We don’t even have 10. So we’re talking 100%. You know what, John?

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So you talked about the number. You said, what, 98% of people don’t grow up in an entrepreneurial family. One more thing, Sam, I want to insert here. Inc. Magazine says, in the event that you do start a business, according to Inc. Magazine, without training like what Sam presents, 96% of businesses fail, which means, because I’m good at math, you have a one out of 1,000 chance of being successful as an entrepreneur

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if you do not implement these super moves. I’m going to take a deep breath. Sam, back to you.

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I love that. And here’s the reality, and it’s simply because they, you know, okay, let’s just go to nature. Let’s go back to this eat what you kill. And it’s kind of like, what, out of how many, you know, mountain lions are born and survive,

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and how many, you know what I mean? Or how many in the jungle, like the carnivore is a scarcity. It’s like, you see a lot of like, you know, things running around, like little meerkats or whatever, you know what I mean? But it’s like, you don’t see a lot of jaguars.

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There’s very few, you know what I mean? The percentile of jaguar versus dung beetle or ant is like, there’s a lot of work for it, right? Like in the jungle, like, but there’s not a lot of jaguars or there’s not a lot of lions, right? And you’ve got to ask yourself, like,

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am I an entrepreneur, an entrepreneur? Am I just meant to be a W-2 right now? But I think God built us to be free. He built us to be creators. He built us to be in this element of think for ourselves. And it doesn’t matter if you’re an entrepreneur or an entrepreneur, but it’s this concept

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of like freedom created comes from this confidence that I can eat what I kill. Despite the economy, despite the layout of my competition, despite the obstacles thrown at me, I survive. And that’s the survival of the fittest, that 1% that you just said. And so it’s like, I think a lot of people don’t approach this with this persistent and tenacity they need to. And so that leads me to the third point where carnivores run in packs and where you find

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out this tribe and this community and I think the problem is you have these naysayers of sales types of – you get into sales and people are like, ìOh, why do you get a sales job? Why donít you get something stable? Why donít you get a real job? Why donít you ñî and I was told my whole life, door-to-door sales is not a real job. I remember sitting in biology, Iím in college and I would work four months and I would go

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to school. That summer in four months, Iím 21 years old, I made like $550,000 in four months that summer knocking doors. And I’m listening to my biology teacher and I’m like, he’s sitting there like, Sam, did you do your homework? And I’m like, no.

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But then I Google, I’m like, how much did the biology teacher make? And I’m not trying to be a dick, I just was like, I’m done. You know, I’m done getting yelled at by this dude sitting with a bunch of cats that are going to school for they don’t even know what and I’m like studying biology when I don’t even care about biology but I’m just like in this like indoctrinational camp of like society that they say go to college get a job that’s what you do and I remember my grandma

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was like hey when are you how long are you gonna keep doing that door-to-door thing and I’m like man I’m surrounded by a few people that are like not understanding like I just made a half a million dollars. Why am I around this pack of people that don’t get me?

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I’m going to bring this up real quick, and then I want to go back to Dr. Z. This is powerful stuff. I want everyone to just really dial into what’s being said here. When I started my first company years ago, I don’t own it anymore, DJConnection.com, a lot of my early employees that would come to me, they’d go, can I ask you, when you started the company, why did you DJ for a large amount of apartment complexes.

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Because it’s not normal for a disc jockey company to have a client portfolio where 10% of the bookings are apartments. It doesn’t make sense. So people would say, why is that that you always are DJing for apartments and these auto body shops?

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And I go, what do you mean? They go, this year’s Christmas party. It’s like 20% of our parties are apartment complexes or automotive. Why is that? I go, well, they were alphabetically first in the phone book.

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I’m not kidding.

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I dialed and smiled and I called them all. There’s something there that everybody needs to understand. I didn’t have a tool to help me sift the leads. I didn’t have somebody feeding me leads. I didn’t have a great logo, as you pointed out, or a website or print pieces or marketing materials, business cards.

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What I had was a backpack.

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See, to this day, I keep it on the wall. I got my backpack there, nailed to the wall with my phone that was missing the nine. I called it the nine dialer. I had my job at Applebee’s, Target, and DirecTV. And so Steve, you’re a mortgage guy, SteveCurrington.com, and you’re sort of like an adult version of my 18-year-old self.

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You’re killing the game at SteveCurrington.com. You are the ultimate sales carnivore. What question would you have for Sam? Well, I was reading your bio, Sam, and I noticed we have something in common because you started selling golf balls on the golf course when you were like seven. That was actually, what I tell people, is my first business.

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I lived across from the local golf course, and I used to clean the golf balls in my mom’s dishwasher and then go undercut the pro shop on used golf balls. I was like 12 at the time or 11. Nice. I was making 90 bucks a weekend. I thought I was like killing it.

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Tell me about that. When you started, you were seven years old when you started selling golf balls. Was that like your first?

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That was my first days.

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I remember I was close to a golf course. I grew up golfing. Again, I want something. My dad said, you got two legs. I think it was a great… I grew up in Park City, Utah. I was not in the poor rags to riches. I was riches to rags, actually.

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My dad lost – he was the founder of O.G.O. Bags. We lost everything when he was 60. So I went from riches to rags. He’s like, hey, you could go sell golf balls. So I ended up selling golf balls and then I was like, what if I added lemonade? What if I added chips? So then I get kicked out by the golf course. They’re like, you can’t be undercutting our pro shop.” So I was like, I’m going to set up my stand on the public road in between the court path because you have to cross the public road.

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Then what I would do is I’m like, but nobody’s stopping. So then I would run to the tee box because they had a wait, right? So if it was a slow play, I’d run up to the tee box. I’m like, well, don’t you guys want something? I remember coming home to my dad one day and I had like 120 bucks. I’m like, you know, eight years old.

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He was like, no way you didn’t just make a hundred and twenty bucks as an eight-year-old You know I mean like but I just think when you go back to what clay said when you go back what you just said You you kind of go well How does everyone learn that skill? But I don’t think many people jumped into the uncomfortable zone enough to ever learn that skill It’s like they don’t want to go through the six months the six years the six like whatever right they don’t want to go through that precautionary period,

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whether it be when they’re eight, or whether it be when they’re 21, or whether they be, and we almost wanna leapfrog this. But it’s like that muscle, that like muscle of, I can get rejected, I can go into uncomfortability of just pounding phones and get rejected,

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rejected, rejected, rejected. Now I built a callous to where entrepreneurship, when I naturally transitioned to building my own company, it wasn’t like, like I just got hit with a nasty punch just yesterday. And I’m like, damn.

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But I’m like, I’ve been hit with punches my whole life. I’m so used to getting rejected. It wasn’t like a big, oh crap, I’ve got to fold my doors. It’s kind of like, I know how to move through doors, around doors, open doors. I know how to sell through doors. You know what I mean?

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I know how to weave because I built that hustle muscle from a young age.

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There you go.

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Hey, Clay, I just went into the archives and I got a cassette tape of one of his sales days on the golf course when he was eight You know he’s eight or nine. I’ve got audio the audio Set and I’m gonna put it in a play a little bit of it for you because I Professional Got got the audio

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Just eat up here on the cassette player. This is actual audio of Sam selling, I think on T-Box One.

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Okay, I’m ready.

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Hey guys, I tell you what, I need to get rid of T-Off here, but I got a deal. You can’t say no to. You can’t say no to what? I’ve got some golf balls, which you’re going to need, apparently.

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You’re going to need these?

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I’ve got some lemonade, because you look thirsty.

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You look thirsty. And I got some chips, which will make you thirsty, so therefore you need the lemonade. Free horse head included.

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And I’m gonna make you do it, you can’t refuse. You can’t refuse.

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But if you don’t do it, something, I’m not saying something bad will happen on the whole

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tree.

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Oh great shoes fate, come free shoes.

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Something bad might happen on the whole tree right there on that hill. That’s the one point. I mean, you might jump with the guys in front of you. That’s a cassette tape.

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That was the audio of the speech.

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That was great.

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That was a bad smoker at the age of eight though, you know what I mean?

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Sam, let’s go back.

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Let’s not give you an opportunity to respond to that. Let’s go back here.

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Move number three.

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So move number three, you’re teaching five moves. We are on two. If we can get somebody, somebody is trying to drive their car.

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I know.

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And they’re going, I can’t take note of it.

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Okay.

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Get the exam.

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What’s move number three?

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So let’s just like go into the prospecting side. So move number three is nothing happens until you actually start picking up the phone and prospecting. And I think this is where so many people overcomplicate. And I’m going to go back to what Clay said. He’s like, you know, why was it automotives and apartment complexes?

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It’s because he’s just like, I didn’t have some data sifting and try to be like, okay, what was the income category? And then, okay, did they click on my thing three times or four times and like now should I call them like me? Oh, it’s dinner, but like it’s maybe maybe in the springtime. They’re more apt to have their party So I’ll wait you know to be like let’s think about this prospect So I think there’s there’s elements of prospecting where it’s either seven doors to knock okay?

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So you have their front door which is what I’ve done my whole life Because I’m like you can’t you can’t like unclick you can’t be like hang up, or you can’t be like skip my Facebook ad, you can’t be like comb over my mail, you know what I mean? It’s like I’m right here,

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you gotta either like me or not like me. Number two door would be their ringless voicemail, number three would be an email, number four would be you phone call them, number five would be a text message, number six would be a direct mail,

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and number seven would be a Facebook ad on their social media, right? Like you know how to take their data and target directly. So if you look at like, okay, what are the seven doors I could knock and then categorize them of just saying,

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okay, if I’m not getting in front of enough people, cause I get paid to talk to people that convert. I don’t get paid when I’m not talking to people. And I think the biggest problem in businesses is they don’t have enough potential prospects on an any given day to talk to.

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They’re sitting like ring phone, lead come in, come on. And if they spend all their time waiting, then they’re just going to get smashed on their competitor and probably not fund their business. So I would say if you are not talking to a potential buyer or have a constant flow of new prospects, how do I increase intensity around outbound instead of waiting for inbound, which is the carnivore versus the herbivore mentality or the farmer. So that would be principle number four.

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Now Zee, I have a video clip real quick. I hate to do this. I have video, I believe, of this system in action, Zee. It takes me a moment to pull it up. So as I’m getting this clip ready, Zee, I’d like for you to pontificate about this briefly because you built from scratch a very successful auto auction and then sold it and then came

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back years later, did it again. You bought a bank at a time where the economy was completely falling apart. You timed it perfectly. And then you guys turned it around. You really did turn it around, make it successful, make it viable. Bank Regent exists today, Regent Bank in Oklahoma.

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So there’s somebody out there, though, today in a bank, in a dentistry, in an optometry business, in a law firm, and they just will not pick up the phone. And they keep doing all the things he said not to do. They’re running geo-fencing ads, but they don’t want to run them on Tuesday because people are less likely to pick it up. They’re making phone calls, but they don’t want to call on a Wednesday because Wednesday

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is hump day. Hump day. For a lot of people, they want to call on Friday, but they’ve heard people, women typically are not as reachable on a Friday. Monday, they want to email, but dear God, people are overwhelmed on Mondays. And so they just don’t ever do anything.

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And it’s a birthday. I mean, next Tuesday is their birthday. They’ve got to take that day off. What do you say to somebody who just cannot seem to create that momentum? They’re listening to today’s show and they go, I need that momentum.

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Well, you need to get this book. Number one, get on Amazon, go to the Barnes and Nobles, do what you need to do. You need to get this book. Because he’s really pounding around something that’s the mindset. I spoke to a school one time on entrepreneurship, and about 500 kids in the auditorium.

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And it was amazing, I asked them a question about if someone wanted to flip me a quarter because I wanted to get a pop out in the hallway and it was 50 cents and I only had a quarter. So I was willing to risk that quarter to do it. I said, how many will do it?

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And they raised their hands and you know what? Less than 10 people raised their hand. And I thought to myself, you guys are the carnivores. You guys are the entrepreneurs. Because it is a little bit of a gamble. You know, it is a risk.

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And in this, it’s a risk that someone’s going to say no to your face and hurt your feelings. And Tulsa’s very much like Salt Lake City, Sam, in that, you know, we grew up in this Southern hospitality, be nice to people, don’t hurt feelings. You know, last thing you want to do is rub somebody the wrong way. Oh my goodness, I don’t want to offend anybody. You know, this.

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And now, you know, everybody’s getting up in the morning saying, I mean, the last thing I want to do is never offend anybody, you know, and I think you really have to get away from yourself and your own mindset because there’s not a lot of Jaguars. There’s not a lot of lions out there. And for you to sit there one day and say, I want to be one.

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That’s that’s a no.

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I first say, I want to be one.

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This is something that someone watching today’s show, you’re going to get really irritated by Ziva. Is he probably 40 percent of our audience? They’re going to lose their mind when I make the statement here. Okay, here we go.

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But years ago, I read this book called Rich Dad, Poor Dad. Okay, right here. Robert Kiyosaki read this book, Rich Dad, Poor Dad. There we go. And I thought to myself, I’m poor, I should read that. So I did.

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And I’ve asked Robert Kiyosaki through different contacts to speak at our events for years. This has all been on my bucket list for years, you know. I’ve been reaching out to the Trump Organization to get those guys to come to our conferences. I’ve been trying to, there’s certain people that are on that, Tim Tebow, on the list.

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On the list.

4
He’s been on the list. And I’ve been reaching out to these people relentlessly, and then just recently, just recently, so this month, we’ve got Robert Kiyosaki and Eric Trump speaking at our in-person conference in Tulsa, but that was 20 years of rejection. So you can look at that from the outside and say, oh man, you guys are so lucky. No, no, I get reject.

4
I get so much rejection, Z. I mean, he’s mentioned that callous. That’s the kind of thing. Let me play this. This is a video clip. I believe this is video of Sam’s team in Utah implementing their marketing strategies called

4
Nothing Happens Until You Actually Start Picking Up the Phone. This is the footage. I believe this is the right clip here, Z. Let me hit play.

20
Wolf is the site that I’m launching to be the last word in social networking. For just $12.99 a month, Wolf links up all your communication portals

26
so you are always with me.

12
This is my favorite.

26
Part of the dog pack, as I call it. But look, why tell you when I can show you? I just sent myself a wolf.

52
Thank you, Aaron.

4
Well, that’s a fake app from the movie called The Office. But basically, send a message, send someone a text, an email, a voicemail, a fax.

5
I love it.

21
I love it.

4
Okay, Sam, back to you. Move number four, sir. I’m taking it.

5
He’s on five now.

4
Number five. Okay, let’s recap. I’ve got my notes here. Let’s recap here. One is you don’t have death by business cards. Two, you shift your mentality to being a carnivore. I have three, nothing happens

4
until someone actually starts picking up the phone. There’s a fourth one that I didn’t

3
get down because I was trying to find the video. Environment. You’ve got to be in a carnivore-like environment. We kind of touched on this a little bit, but I’ll expound on the environment. It’s so important to go find your pack, your wolf pack, your tribe, your people that actually think like carnivores too. Because if you’re surrounded by a bunch of herbivores, you can utilize those people as like working for you and they’re going to be great assets.

3
But like how do you go find other people that are thinking like you, acting like you, you know, and that you can emulate, you know what I mean? So it’s like whether you’re listening to this podcast, here’s kind of an environment of entrepreneurs, right? But like, are you showing up to business conferences? Are you going to their event coming up?

3
Are you putting yourself out there where you’re like, man, I’m uncomfortable because I don’t feel, I feel like the little dog in the room, but at least I have a process, a path, mentors, people in my way that I can help emulate because I probably don’t come from a very carnivorous world. Does that make sense? So it’s being intentional with that environment.

4
Sam, I’m so sorry to do this. I have to do this. See, there’s a lot of people that they think about buying a book, Z. Our listeners don’t do that, but they say, I might buy the book, but I’ll do that when I get home. And I have found that our listeners, they’re people that value their personal comfort, and they don’t want to be high pressured into buying something they don’t need, Z. They want to be very high pressured into buying things they don’t need.

4
So I just want to say right now, if you’re watching today’s show and you don’t hate yourself. Now, if you do hate yourself, it’s fine. I’m not going to use passive aggressive sales moves. I’m not going to hop on this show and say, you’re a radical nut job if you don’t buy this book. See, I wouldn’t do that.

5
I wouldn’t.

4
I’d do that a lot. It’s not good to insult our listeners. If you’re watching today’s show, I’m putting a link on the show notes where you can go to buy the book. And, Steve, we would never say that you’re a radical whack job if you don’t buy the book. We wouldn’t, but I actually just bought it on Audible so that that doesn’t happen.

4
Okay, good deal, because I would never even, see I would even hint around that idea. Also, for anybody, if they do buy the book, you buy a copy of the book and you want to go ahead and send me a text to my cell phone number, then see this is the number I keep private between you and me and everybody.

5
Yeah, I don’t give it out.

4
I don’t give it out to anybody except for our listeners and their friends. So you’ll just text me on my cell phone number, so what you do is you buy the book, and you text me a screenshot of the book, okay? And then, go ahead and do it now, Steve. Text me a screenshot of the book.

32
Yep, I’m sending it right now.

4
And that way, I can verify you bought it, and then you are entered in for a chance to win a backstage pass to our final tickets we have here for the upcoming business conference.

21
That’s fun.

4
Is that the one that Robert Kiyosaki’s going to be at? It is, Robert Kiyosaki. Eric Trump will be there. You got Tom Wheelwright, a very successful financial advisor. You got the author of The Carnivore Diet, he’ll be here. The guy who, you know, Sean Baker, Dr. Sean Baker.

4
Yeah. Think about that. You could buy The Carnivore sales book and then meet The Carnivore Diet. I’m gonna throw the book at him. Let me, did you text it to me?

4
Oh, I already sent it. Let me pull it up real quick here. I’m gonna make sure.

5
My baller, this is beautiful. This is beautiful.

4
And we’re not, we’re not the kind of guys with- It’s like a fixed steak. It’s like a medium rare steak, mahogany. You know, some shows they’re like, nah, I’m gonna have a shameless plug.

3
We don’t do that here.

4
We don’t do that.

28
No.

3
That’s all right. It’s funny, Clay, let me help you on this. So, the last thing I was going to share is by Power Move 5 was the pitch framework. So, why don’t we use the book as I’ll give an example of the pitch and we can role play this out. Like, we can just say, hey, you’re the listener.

3
You’re the, if I were to knock your door or knock you in a podcast or whatever and I’ll pitch you this book, how do you framework

53
that pitch?

3
So whether you’re selling meat or you’re selling a diet plan or you’re selling, I don’t know, whatever you’re selling, you’ve got a pitch framework. And I’ve broken this down because I actually did a practice where I went door to door a few times and I was going to start a show called Will It Sell? Never really launched, but it was hilarious for the outcomes. So, I went knocking doors and I sold bounce houses door to door, spy glasses door to door.

3
I just picked like random things I found on the internet and I was like, I wonder if I use the same pitch framework and it would work. Well, lo and behold, after four doors, the dude’s like, yeah, I actually need a bounce house. I’m like on Google Images. I’m like, well, do you like this blue one?

3
You know what I mean? He’s like, yeah, that one. I’m like, okay, I really don’t have a bounce house.

38
I was just like, dang it.

22
I know it works. I’m going to make some money today. I know.

3
I was like, oh, man, I should have actually had I should have a local friend But I’ll give you the framework and then we’ll show a role play or something around the book you you kill So the first one is step. There’s five steps if you want to write it down It has like and if you’re driving write it down. Yeah, just use your mouse as a pen or something.

4
Only weak ass people pull over.

21
They…

56
Yeah, look at this.

12
I read it while walking.

21
You write it while you’re driving. You’re the one.

4
I know.

3
I write it steep. Okay, sorry. You have a side console for a reason.

21
Okay, so ready?

3
First one, introduction. And there’s each chapter, each of these steps has a full chapter and a breakdown with sub steps and things like that. But I’m going to give you the high level overview. Intro, what, and now the what sub steps are very important, meaning you introduce a problem, a solution, and you solve it with your program.

3
In this sense, I’ll say my book is my program, okay? And you’re selling meat, you’re like, hey, we’re doing this carnivore program because we want to inspire more people to eat more meat, and this is how we solve that. Does that make sense? So, like, however you want to frame that. Step number three, why?

3
Step number four is a pullback, which you saw Clay do it. He’s like, you know, you don’t have to, not everybody, we will call you a blah, blah, blah, it’s fine, not everybody’s a, you know, activator, not every, you know, he used this like pullback which made people want to buy the book more.

55
Do a pullback.

3
Oh, transition. And I think pullback is the most overlooked step in any sales pitch, because everybody’s like, oh, be a mindset, and da, da, da, da. I want to give you tactical sales techniques, whether you use this in your marketing copy,

3
you use this in your sales pitch, your phone call, whatever it is. And the last step is transition. So step number five is, how do I move to the next thing? Like, you watch Clay, it’s like, okay, let’s transition to the ask, which is,

3
so I’m gonna pull up the website, you’re gonna send me a text, you’re gonna get this, and this, like, see how he kind of walked you through, here are the steps to make this happen. So without even knowing Clay because he did sales for his whole life, he runs a business podcast, this is just in his DNA, he probably didn’t even consciously see his pitch framework

3
of like, all right, I’m going to intro this, I’m going to explain what, I’m going to explain the problem, I’m going to, you know what I mean? Like he went through this, so I’ll break it down into the simplest form if you want me to and I think that’s the last power move because so many people talk about sales but they don’t know how to explain it and or they don’t know how to deconstruct their own sales pitch in a simple framework or teach their sales

3
team in a framework how to go be successful with that.

4
Step one is introduction. Step two, introduce a problem and solution. Step three, you got the why. Step four, pull back. Step five, what’s step five?

3
Transition. Meaning like either move to setting an appointment, move to close, move to, you know what I mean, what’s the next step? Because I think a lot of people get stuck in a pitch loop and then they’re like, yeah, then they’ll actually sell themselves out of the deal because they’re afraid to like,

3
if I try to get inside right now or I try to go ask for the sale, they may say no. So, but if I just keep talking to them, then I don’t get rejected. So there’s this fear of like that leap of faith, like Indiana Jones kind of being like,

3
I’m going to take this leap of faith because there’s a potential that I get slammed or I get hung up on if I start to ask for the sale. And the biggest problem that most people have in sales is their fear of asking for the sale.

3
I know a lot of professional presenters, I know a lot of really good social people, I know a lot of people that know how to talk very well, but then when it comes to saying, can I get your business, like what you guys just did good with the book, they fall short because they have this insecurity,

3
this embarrassment, this shameless, like you’re like, it’s not a shameless plug. Like the end of the day, the book’s gonna, this is 20 years of my life into like literally a $32 book that like compiled into help you make

3
shit ton of more money. Like, what do you mean I shouldn’t be shamed of this? I’m gonna close you on buying the book because I know it’s gonna be way, way, way bigger if you read it and it’s gonna change yours and potentially your entire sales team’s career.

3
But if I was like, I don’t know, you know, you don’t have to, like, that’s cool. Like, if you’re interested, you might be able to, it’s fine, I don’t care, do I really care about my book? Do I care enough about you because I’m not closing you? Does that make sense?

3
There’s a contradiction happening a lot of times when people move into the sale of asking for the close. Does that make sense?

4
This is powerful stuff. I don’t wanna threaten our listeners, but here’s what I’m gonna do, I’m gonna play Rick Astley over and over and over and over. Again, if people don’t buy this book.

28
Do you have like a ticker Sam where you can tell us, oh I just got another sale.

4
No, I mean it’s Amazon. Let me just show you, you’re talking about tariffs right now? President Trump says, hey listen, if you guys don’t do ABC 123 I’m going to hit you with a tariff. This is worse than a tariff. I don’t know why Trump isn’t using this.

4
He should be, and with all due respect, President Trump, I might give this tip to his son Eric. I’d say, Eric, listen, your father needs to be calling up the world leaders saying, listen, if you guys don’t do fair trade deals, I’m going to queue up Rick Astley and I’m going to play this song and I won’t get off the phone with you, Kim Jong-un, until you do what you got to do with those. You know what I’m saying?

5
Get rid of those nukes.

4
Get rid of those nukes.

25
Right now. I’m never going to give you up.

4
Never. Let’s walk the listeners through it.

25
We will give up the nukes.

4
Okay, here we go. Oh my God. We’re gonna pull this up, Rick. You gotta go right now to get Eat What You Kill on Amazon right now.

36
Just punch me in the face instead.

21
See, I’m gonna play this cowbell while I listen to Rick. I love it. I’m buying another copy.

4
Get another copy.

48
Come on.

15
Oh, cowbell got me.

25
It could happen. Oh, got me.

5
Wow.

4
And that’s, he’s teaching ethical sales. I’m moving into a kind of a darker field.

25
I love it.

54
Secret move six.

5
Secret move six.

4
It’s threatening you.

43
Threaten.

5
They never leave their doorstep unless they buy.

4
Okay, so Sam, let’s role play this real quick here because I’ve got the, I’m ready to go. Can you, can you sell me on a thing? I’m ready. I got my five steps.

21
I got it written down.

53
You pick the thing.

52
We don’t even have to do the book anymore.

51
I got the,

3
If you haven’t bought the book by now, you’re probably like, you’re in that 99% that won’t make it. You know what I mean?

50
Let’s just call him out.

24
Yeah, you suck anyway. If you haven’t bought the book by now,

5
don’t bother, loser.

3
We’ll see you on that, we’ll see you on that debt chart.

43
It’s okay.

3
You’re likely to put your name up there.

4
Okay, I’m gonna give you a real example. I’ve got a lot of people that I work with directly that happen to be contractors of some kind like a plumber a home. That’s what we’ve noticed so much on okay Let’s focus on a home remodeler and the consumer is wanting to remodel their kitchen and do that

3
Yep, so how am I approaching them? Give me a scenario? It’s like am I at a trade show my?

4
I’m Sam, the owner. Here we go. It’s getting the flow.

32
Here we go.

3
And are you Clay, or are you?

12
I’m Clay.

4
I’m Clay.

49
Are you?

12
Are you really?

3
Yeah, that’s why I was like, you could be like some hot mom,

32
or you could be old lady.

48
Oh, dude, be a hot mom. No, Clay.

33
Come on.

22
Clay, Clay.

21
That’s an easier sell.

3
That’s an easier sell, Clay.

47
Call him Vanessa.

12
Call him Vanessa.

3
Yeah, Vanessa.

4
OK, so I’m ready.

3
Are you Vanessa or Clay?

24
Clay, he’s Vanessa.

21
Okay.

3
Me and Z are like root Vanessa.

42
Okay.

3
All right. So we got Clay. Hey, Clay, real quick, real quick.

46
You own a home, right?

3
Yeah, I do.

4
Yeah.

45
Yeah, cool.

3
I know you’ve probably been talking to a ton of people in this conference. What was the main reason you came? I’m just curious.

4
You know, my wife and I were just looking for kind of a fun Saturday to look for some ideas to kind of freshen up the house.

3
Wow. My ideal of a fun Saturday is more like skiing, mountain biking. I mean, your ideal of fun Saturday. So what do you want to freshen up?

4
You know, we just have a lot of guests that come by our house often. And so we want to make it a great place for entertaining. So let me ask you this, go into 10.

3
Let’s just talk about the wife, because it’s probably more so the wife than it is you. Or is it more you or the than the wife? Which one is like really? At this point, it’s 100% me, because I have to have a viable man type of environment to play billiards. Okay. So, your big struggle right now, it sounds like, is when you bring over the crew and

3
she brings up, she’s got a baby shower to throw or something, you’re not stoked on, like, welcome to my home. It’s so beautiful and done up, right?

45
Right.

3
Yeah. And honestly, there’s a lot of booths out here and there’s a lot of people you could probably talk to, but I think you came to the right spot. We actually have a whole customized plan. Here, come here real quick. Let me show you.

3
Okay, let’s pause for a second. Okay? So what have I done? Let’s unpack this for a second and then help the listeners kind of understand where we’re at in these five steps. What would you say, Z?

3
You be the coach. Where am I at?

5
Well, you introduced yourself. You made contact.

4
I kind of introduced a problem.

5
You then figured out the problem, why he’s there, the why, you did the why, and now you’re getting ready to do the what.

3
Yeah, so I’ve got to go into the what now, right?

4
You’ve got to go into the what, and then we get to do my favorite part, the pullback,

44
which I’m excited.

5
I’m excited. I just want to see Clay’s face when you crush him about, you build up this beautiful billiards room and then you take it back from him. I can hardly wait.

3
So, watch this. So, we’ve kind of said, okay, I’ve hooked him. The reason being, I can’t go into the rest of my pitch until he’s at least engaging in conversation. Does that make sense? Like, I don’t want to just spew, show up and throw up,

3
and then hope he like, doesn’t interrupt me. You know what I mean? I want to have a real conversation on part of this. So, we’ll go into the what. Ready? Game on. So, what we do is really simple.

3
We actually do more of a home remodel where we customize plans, mainly in the kitchens and stuff like that, where we actually help customize a gorgeous, gorgeous kitchen for those that are looking to kind of up-level the image of their home, the home property value and really just make it a seamless process to where they don’t have to go worry about subs and pricing and all that stuff. We’ve actually got a really cool show special where, so now I’m gonna go why.

3
So why we’re here today is we’re actually more of a, let’s say I’m a startup. So I’m a startup company where we wanna get about five or six model homes that we give them a super steep discount. And then what happens is, with your permission,

3
we take a few photos and we post that on our social and stuff like that. And that way it ends up giving us more press and we have some references. And then that way we can get future business through word of mouth. You know how word of mouth works, right?

21
Yeah.

3
You know when you get something you’re happy with, your friends come over for the pool parties, your wife’s hosting a birthday party and they’re like, wow, who did your new remodel? You’re probably, if we did a good job at a fair price, you’d refer them to me, right? Absolutely. Okay. So for these homes that we want to really customize this week at this trade show, and

3
we’re kind of selective on who we use just because at the end of the day, like there’s a million people running by this conference and stuff like that, but like we want to get people that really care about the value of their home, really want to make it like an artistic, beautiful, well done project for really affordable.

3
So not everybody coming by here is like, yeah, let’s do this project. But if you did fit that, what we do is we take down your information, we set up a time where we come over to your house and we actually give you a free design.

3
And what we do is we take photos, we 3D image this out and we show you what it would look like because I’ll be honest, like you’re concerned about the billiard room and we can get there, that would be phase two, but don’t you think happy wife, happy life, she’d probably appreciate

3
a little bit of her project. It sounded like she was more interested in the kitchen. And we were able to do the billiard room because of our pricing. We could probably knock two birds out with one stone for the same price that most people would charge

3
you the kitchen. Would that be like a win-win where she wins, you win, and we can knock everything out all at once?

4
You’re a sick and honest man.

3
Yeah, sadly, we gotta consider her needs before your billiard stuff because at the end of the day, most women are like more concerned than,

21
you know what I mean?

3
Like, let’s just make it a win-win, and if we can help make the argument financially and make the argument where she wins and you win, don’t you think that’d be like super awesome? That’d be a happy win?

4
No, you are speaking her love language.

3
Cool, so all I can do right now, because not everybody does fit what we do, is just set up that initial consult. What’s the best time for you? Is it usually during the day or in the evening?

4
During the day.

3
Okay, so what we do is we have a slot actually next Monday, seven o’clock or, or no, you said during the day, like I have a 3 o’clock and I’m really busy because we’ve been doing a lot of these. Like I said, now everybody fits that where we discount it significantly.

3
Like I said, we don’t have a budget for everybody, but like, would 4 o’clock work? Probably be able to head over there. 4 o’clock could be perfect. Or it’s perfect, okay, cool. And then I get your information,

3
it’s scheduled time and then we book it, right? So where did you see, what did you guys notice?

4
Well, again, you’re following a process, but it doesn’t feel like a process. And so it doesn’t… And that’s one of the reasons why I was excited to have you on the show, because I would say 99% of the business owners I meet at our conferences, their biggest challenge is either A, how to do more sales, or B, how to scale. Those are the two areas.

4
And so it doesn’t matter if you can scale a business if you can’t sell anything. And Sam, with the limited time we have, we’ve got a gentleman in our studio today named Brett Rayo, and Brett is a Christian music artist. He’s a Christian recording artist. He’s had many of his songs that have millions of views. And so I wanted to have him give him an opportunity to be able to ask any question he has. So Brett Rayo, what question would you have for Sam?

8
Well, I was just thinking about how when I was like seven years old, I was doing like, I was selling like a movie when I was like 10 and I was selling like doing lemonade scents and doing all this stuff. And I was a carnivore as like a 10 year old, you know, and selling a lot of things.

8
I was selling like, you know, social media stuff. I was getting UFC fighters followers and all this different stuff. I was a carnivore. I’d go out and like get, you know, get the sale and talk to people and do what I have to do.

8
And then recently I’ve become more of like a vegan and I don’t like that. So here in this conversation, I just bought the book. So I’m looking forward to being more of a carnivore and reading the book. But in reality, I think the simplest question is like, what do I need to do?

8
And it’s just do the calls, right? So you kind of…

3
Do the calls. Like, it’s so dumb. Like, I coach hundreds of companies. Like, I literally have helped, I mean, in the thousands now. We host conferences of 3,000 people. We have, you know, we’ve had every… and it’s so funny.

3
It’s Pound the Stone is a great book. And it’s like, you know, Chopwood, Kerry Waters, another great book. Like you think of like the basic fundamentals that we forget because we try to get too nilly willy around, well, maybe I do this one marketing thing and AI this and that.

3
I’m like, how about you just pick up the phone, bro? You know what I mean? And you went, like you go back to the roots of what got you there. And I’m speaking to every business owner right now. Is if you think of the plumber

3
and you think of the roofer, you think of that guy, how he probably started his business was him at the trade show, him knocking doors, him sitting there just like talking to as many people, hungry hippos as he can and now he’s got a referral base and he’s got incoming leads and he’s got a brand but then the new guy that comes in, he’s like, do what I do. No, he’s like, do what I did.

3
What you don’t see is three years ago, five years ago, I was banging the streets. But it’s like monkey see, monkey do. And we wonder why our sales guys are so entitled and passive is because they’re monkey see, monkey do. And that leader of the company or the 10-year-old version of you is not banging the streets

43
like he used to.

4
Well said. Sam, now I’m taking notes here. The books you recommended, one was Chop Wood, Carry Water. I’ll put a link to that, How to Fall in Love with the Process of Becoming Great. The second book, I believe you said, was Pound the Stone, is that right?

22
Yeah.

4
Is that seven lessons to develop grit on the path to mastery?

33
Yeah.

35
Okay.

3
Those are very just, I mean the title of the books are very simple. It’s like, you know, you say it’s the hundredth hit. When you’re chiseling and pounding the stone, is it the hundredth hit that broke the stone or was it the combination of the 99 hits that then created that 100th

3
hit that then broke the stone? Does that make sense? It was Clay 20 years pounding the stone saying, ìRobert Kiyosaki, Robert Kiyosaki, Robert Kiyosakiî. You know what I mean? I host conferences.

3
Iíve done big ones for eight years and itís getting speakers. Sometimes you have to get creative. I was in DMs with Mike Posner and Harry Mack for like three years straight and finally they came and spoke last month at our conference and it was like, how do I just keep being the squeaky wheel, like just doing the big thing and the follow-up, I love that, like never going to give up.

3
I think too many of us, because we want comfortability, fear of rejection, we don’t want to be annoying, be annoying. Right.

4
What’s worse that’s going to happen? Again, what you’re talking about here is so powerful. I encourage everybody to go to your website. I encourage everybody to go to the website here. I’ll put a link on the show notes

4
so people can follow your work there. Sam, with the limited time we have, final 30 seconds, I’ll give you the final word. What say you, sir?

3
I think for any owner, I mean, obviously reach out, like here to help, at thesamtaggart.com or at thesamtaggart on Instagram. I want us to be a support. Like, guys, I as an entrepreneur, have multiple businesses, and I still struggle at like,

3
that you wake up in the morning, you don’t feel like it, or you know, you have sales guys and you’re just like, how do I get these like idiots to go do the thing? You know what I mean? And I’m all about systems create the culture, and I found that the top of the culture

3
really starts with the leader. And so I would say as an entrepreneur, it’s like, your team, the world around you is really mirroring a reflection of how you’re showing up. And so it starts with you guys. And so feel free to reach out.

3
We have tons of videos and resources and playbooks and events and all this stuff that we could support you and your team to scaling your business.

5
Real quickly, I’ve just got to ask you this. And you got to tell us this. You’ve been knocking on doors for a long time. You got to tell me your worst scenario, the worst thing that happened knocking on the door. I’ve got to hear it and then we’re going to wrap it up.

3
So many of those. I mean, well, this one’s a funny one, which is kind of really bad. So I’m 18 years old in Dallas, Texas, and I knock on this dude’s door. I’m in the South and it’s like 6’9 black dude. He opens the door and you think he’s going to sound like Shaquille O’Neal or something, but he’s like, oh, hey, you know, and I’m just like, what the, like, who is this guy?

3
And he’s like, come on in, you know, and he’s just like invites me in. I’m like, dude, this guy is some gay, six-time black dude. And then I walked by and he’s like, oh, that’s me and Chuck Norris. We train and fight together. And like, I’m like, wait, wait, wait, you train with Chuck Norris, like the Chuck Norris. So then we, so we get going.

3
He’s like, you want to see my toys? And I’m like, okay. And he’s going to get, you know what I mean? I’m just trying to be like small And I’m like, okay He walks me to his walk-in closet in his room and he shows me these dolls and he’s like they’re all in there like

3
Boxes, you know, I mean like this guy’s stoked to show me his doll collection in his And he’s in the doorway dude, and I’m like, oh, oh shoot Don’t turn your back on him.

4
Well, OK.

22
Well, OK.

3
I’m like, dude ends with, yeah. And I’m like, OK, this guy trains with Chuck Norris. He’s 6’9″. I’m in his closet. How did I get here? You know what I mean?

3
I’m like, this is where I’m at. And I like kind of sidestepped my way out of here. And I’m just like, OK. And I left. What was Chuck’s name? And then he failed credit.

3
So I was like, trying to, I was like, dang it, I almost sold him. And then he failed credit. And then he invited me to Joe’s Crab Shack and I didn’t end up going because I was like, this is getting weird. Anyway, that was a wild one.

21
Wow. Okay.

4
Wow. Okay. Now, again, I encourage everyone to check out your website. Thank you so much for carving out time for us. Thanks, Sam. We’re joined by a real thriver.

4
He could be, you might say, this guy looks like a hologram. He looks like an idealized hologram. This guy could be a male model, but no, he is an actual entrepreneur, a real client, a wonderful man. We’ve had the opportunity to meet in person during multiple in-person workshops. He comes from the great state of Iowa. Josiah Ragsdale, welcome on to the Thrive Time Show.

4
How are you, sir?

6
I’m doing great.

4
So I’ve got to ask you, how did you originally come in contact with us there, sir?

6
Actually through Spotify, yeah.

4
Through Spotify, okay. Do you remember what you were doing on Spotify? Were you looking for business shows or was it recommended? How did you find the Thrive Time Show?

3
I think I was looking for business shows because at the time I was actually in school to build like custom cars and then I was working on a dragster and so like I was looking for some more, you know, I’ve never liked listening to music so I was looking for either an audio book or a podcast or something and ran across your guys’ business show because I always figured I’d open up a custom car shop.

6
And then so that’s kind of how I found ESL.

4
Now, for anybody out there that wants to verify that you are a real person, the website is Autoliftserve.com. Autolift and serve, S-E-R-V.com. Josiah, can you share with everybody out there who wants to verify you’re a real person, what’s your first and last name and what’s the name of your company? Yeah, it’s Josiah Ragsdale and then the name of the company is Automotive Lift Services. And what kind of services or

4
solutions do you guys provide there? I think a lot of people are curious about that. What kind of services do you provide at AutoliftServe.com? Sure, sure.

6
So kind of our main niche is obviously fixing lifts because we generally will prioritize speed of repair. So we offer like 48 hour repair times guaranteed. But otherwise, as far as the rest of the equipment in the shop, if it’s in a shop, like in the mechanic side,

6
whether it be exhaust ventilation equipment or air compressor equipment, we service it and sell it as well. But lifts are our main bread and butter.

4
Now, what I wanted to do on today’s show is really brag on you and kind of go through some of the wins that we’ve been able to work on together. Because I think sometimes when people think about a business coach or a business consultant, they may think about a motivational guy.

4
They may think about some sort of motivational feelings focused, almost like business therapist. But that’s not what we do at all. We focus on implementing a linear path to help real business owners grow their real companies. So we’re going to go through all 14 steps today.

4
So step number one, revenue goals. I’m not asking you to share on today’s show what your yearly revenue goals are, but why is it important for you as a coaching client and a business owner, why was it important for you to figure out

4
how much money you needed to do per week in sales to hit your goals and what your yearly goals actually were?

6
Yeah, so I mean, without knowing our yearly goal, there’s no way to break down into what you need to hit per week. Cause like, that’s a really important thing that we start with every single Monday morning just between the, uh, my service manager here and myself is like figuring out, okay, this is how much cash we need to break even for this week.

6
And this is how much cash we need to break even or should need to break even next week, and then this is what we need to make a profit. Um, and, and the, here’s our goal for profit. So, uh, I mean, it’s, I don’t know how you would stay in business without knowing it.

4
So let’s drill into that for a second. Are you coming to our workshop coming up here in March? Are you coming to that?

6
I will not be, unfortunately. No, we’ve got a two-month-old baby, so he’s not moving yet.

4
Okay, well, let me pull this up real quick so people can see. You’ve been to a workshop, though, so you’ve been to a workshop. And I’m just going to throw out some ideas for anybody out there watching. We have Eric Trump, that’s President Trump’s son will be there. Robert Kiyosaki, bestselling author of Rich Dad Poor Dad. Eric Trump obviously runs the Trump organization. They have thousands of employees. We have Robert Kiyosaki, the bestselling author of

4
the Rich Dad Poor Dad series. We have Tom Wheelwright, one of the most respected wealth consultants on the planet. And people say to me, Clay, man, it’s got to be hard putting together an event like that. And I say, well, we could define hard, but I’ll just tell you this. It’s about $175,000 for me to put on that event. And someone says, huh? Real numbers that you put out up front.

4
You say, what does that go to? Well, you got the president’s son here, so you need security. You need great security. We need all the police and all the law enforcement to keep him safe.

4
You’ve got audio and visual people that work all weekend and they set up for the event. We’ve got food. Anytime you try to feed a small army of people, which will be 400 people, think about it. Even if the average person, if we only invested in $20 over two days to feed them, that would quickly add up. But it’s not $20. So you’re

4
talking about $50 of food per person. You’ve got the security. Then you’ve got the flights, the hotel, the accommodations for the various speakers. I can go on and on boring people with details. But you end up spending quickly about $150,000 to put on the event. And so because we only sell 400 tickets, you kind of do the math and you go, okay, that’s what you need to do to break even.

4
And I think everybody out there needs to have clarity on that. You mentioned it. I want to go back to this workflow for a second. The break-even point, box number two. Most people do not know how many customers

4
they need to break even. Why is it absolutely essential for you and for any business owner, especially at autoliftserve.com, why is it important for you to know how much you have to sell to break even?

6
Yeah, I mean, if you don’t break even, you’re going bankrupt. So that’s about as important as it gets, you know. I mean, I don’t know how else to break that down.

4
Well, I think a lot of business owners, though, don’t ever think about these things at all. I mean, I would say 99 percent of the wonderful doctors and dentists and lawyers and clients and automotive repair shops I’ve worked with. I mean of all the clients in our portfolio I would say 99% of them don’t know their break-even point before they start coaching and I think that’s so important for everybody out there to really dial into that idea. Now the third step we’ve got the third step is you got to know

4
how many hours per week you’re willing to work. Now you have a baby on the way this baby number one. Yeah, and so I remember I first met you. You were baby free. You might have even been girlfriend free. I think you came to the conference with a friend.

4
And I think the work van stopped working, and you guys helped us fix the van or got it working. So a lot has changed in your life. Why is it important that you and your wife, you and your partner, that you guys have, that you’re on the same page with defining your schedule?

14
Oh, definitely, that’s huge.

6
Because I mean, if, like, we want to be happily married and have a good home for, you know, our future kids and whatnot, because we want to have more kids too. But I mean, if I was just like always working, she would not, we probably wouldn’t be married for very long.

6
So, like, my curfew moved up from like 6.30 p.m. and being able to start as early as I wanted until like now I quit at 5.00. And then I don’t get to work all day and all night on Saturdays anymore. So my Saturdays start earlier and we’ve kind of changed when his bedtime is to kind of make it match too. But, yeah, I mean, that’s really important.

6
So if you get divorced, you lose 50% of what you built. So do.

4
All right, now, number four, defining your unique value proposition. What is it that makes your company unique? That’s one thing we do with every client, we help you achieve that. Let’s talk about autoliftserve.com. What do you guys do differently, autoliftserve.com, from your competition? What do you do that makes you unique in the world of business?

6
We guarantee that we’ll fix the lift within 48 hours or it’s free. We’ll try and get people over to our maintenance plan right away. That’s kind of our biggest thing, because most people you go to, you’re gonna go ahead and you’re gonna call them, they’re gonna come out, diagnose it, bill you for that,

6
and then they’re gonna order parts, you’re gonna go through, it’s like a 30 to 60 day lead time on a lot of repairs. And kind of what we do is we’ll go ahead of that and we’ll go, okay, you know, hey, for, you know, let’s say a hundred bucks a month, whatever,

6
we’ll cover your lift, and then if anything breaks, we’ll come out and have it fixed within 48 hours where you don’t have to pay for it that long.

4
So again, you’ve thought through this, you have a coach that works with you every week. Let’s talk about this here, moving on to box number five, branding. That’s the website, photography, video, logo, print pieces, video testimonials. How has improving your branding impacted your ability to go out there and sell in a competitive marketplace?

6
Oh yeah, that’s impacted a whole lot. I mean, like even when I was first showing up, like we were, like right after starting up with you guys, like the difference between me going in and Dream 100 Marketing beforehand and after it was huge. Because like before I’d go in, they’d be like,

6
okay, this is just some guy off the street, clearly. But afterwards I went in, like we got into the Gavis group here in Iowa and I was talking to one of them there and they thought we were part of like a franchise. They were like, oh wow, are you a franchisee for this company or whatever?

6
And I was like, that was the point that made me think like, oh wow, our brand names like really jumped quite a lot and that’s helped a lot because now they weren’t as worried about like, oh, do you know specifically how you’re gonna fix this or what you’re doing?

6
Now it’s more so like, okay, this is a legit company. We’re not worried about it, just book them.

4
I’m telling you folks, people do judge a book by the cover. People do judge you based upon your branding. It’s so important you nail it down. Box number six, the three-legged marketing stool. There’s got to be a way that every business owner out there that you can stably, consistently, methodically

4
market to your ideal and likely buyers. There’s got to be a sustainable, proven way for you to market to your ideal and likely buyers. Can you talk about the impact that it’s had, having someone like Andrew, one of our coaches, working with you to make sure that you’re diligently

4
implementing a three-legged marketing stool?

6
Yeah, yeah, definitely. I mean, just having some accountability, because one of ours is Dream 100 Marketing, so that’s pretty big, where we like, physically show up and keep dropping off donuts until they cry die or buy.

6
But so that one’s that was big. That’s more so just the accountability of making sure we’re doing it. And then obviously, like getting top of Google is our other main one. And then we’re kind of we run a lot of retargeting ads, stuff like that. We’re cranking that up. So like those are two boxes that I really know nothing about.

6
And so Andrew kind of takes the whole. Takes everything from there. Like we have Lucky Orange on the website. Him and I go through it on our coach calls every week. And we kind of scroll through and see if there’s stuff that could be, have people hanging up on

6
or getting caught on and whatnot. But that’s pretty much, I mean, he’s pretty much taking on all that. Like we write some content too. You guys write a ton of content. But yeah, that’d be huge.

6
I would have no idea what to do with that. Without you guys, so.

4
If you didn’t have a team helping you get to the top of the Google search results? A, could you do it? And then B, what kind of impact has it made on your business being top in the Google search results?

6
Sure, sure. Yeah, could I do it? I probably could. It’d be horrible, though. It’d take me way longer, like way longer and cost a lot more money, because I would have screwed it

6
up royally many times. And the impact is huge, because obviously people find us on Google. We’ve got like several of our largest customers have came from a simple Google search. And they’re like people that we’ve been trying to dream and under market to before that for years.

6
And they basically didn’t know who we are other than one of these days, somebody is just Googling at their company and finds us and they book us. And that’s so much easier too, when they find us on Google and they call us to book it,

6
like it’s light years easier. Because now it’s like, they’re looking for us. It’s not we’re cold calling them and trying to get them to buy something. So it’s more so like order taking at that point instead of having to sell. So I mean, it’s a huge impact.

4
Now next area here, and again, this is what people always say to me. They always say Joe Sike, people say to me, they’ll say, Clay, what is the most important thing I need to do to grow my company? And I would respond rhetorically, not in a difficult way. I’m just saying, what’s the most important ingredient that makes cookies?

4
Is it butter, is it eggs? Is it chocolate chips? They say, what? I said, what’s the most important part of the house? I mean, is it the framing? Is it the tile?

4
Is it the countertops? Could you skip the footings? Could you skip the rebar? Could you skip the framing? Could you skip the shingles? It’s all of those things working together.

4
I think a lot of people really don’t think about business that way because of our educational system and the biases that are presented there. So box number seven, you’ve got to create a sales conversion system. It’s a sales conversion system.

4
You have to have a system that we’re talking about scripts, recorded calls, one sheets, pre-written emails, lead trackers, tracking the results. How has tracking the results and having a turnkey system in place impacted your business?

6
Yeah, tracking results is absolutely huge. The lead tracker is probably, that’s probably the biggest, most game-changing thing we’ve done is with you guys, is because now we’ve got like one spot all of our notes are in,

6
and it’s nice and simple. We went through with Andrew, so it’s just like, if it’s a white box, that just means we need to keep calling them. They haven’t booked. If it’s green, they’re booked.

6
If it’s red, it’s, you know, they said no. But that simplified everything. I mean, that’s definitely the biggest one. The script, that’s kind of always a working progress. We go through that with Andrew relatively consistently too. Because there’s a lot of different steps and a lot of different questions

6
that customers have depending on what they’re calling on. But it’s huge. Without what we have now, and I would say our stuff right now is nowhere close to being done. Like it still needs a lot more revisions. But without having it right now, like we definitely would have sold the wrong equipment into many, many shops.

6
And that would have been a big problem.

4
Now we move on here to the next box here, folks go 90 miles an hour. This is how you do it. Box number eight, you have to determine your sustainable customer acquisition costs. What does it cost you to get a new customer? You have to know what does it cost to obtain a new customer? Do you have a tracking sheet?

4
Do you know how much you’re spending on advertisement? You have to know that. Box number nine, you’ve got to create repeatable systems, processes, and file organization. Repeatable systems, processes, and file organization. Now, this is not a fitness advice to anybody out there, but I’m going to give you an example. One of my clients is unbelievably fit.

4
I mean, this guy is looking incredible. He made the comment to me years ago. I said, you look great. He said, thank you. I pay for it and I remembered he said that like he said like he’d been thinking about it I said

4
man you look great and he goes thank you I pay for it and I was thinking so I he was ready for that response and so I said can I ask what that means he’s a guy pay for a trainer seven days a week so seven days a week I have a trainer somebody who’s a coach who pushes me and I said you look great you’ve had a trainer. This is a guy that’s mid-40s. I’m like, so you have a trainer?

4
Seven days a week? He said, yeah. I said, can I ask why? I kind of knew why, but it helps to hear it from somebody else. And he said, because if I don’t, I’m going to go to the gym. I’m going to have the workout pants on, the workout shoes on.

4
I’m going to be there. And I’m not going to work out. And if I do, I’m not going to push myself. And so I have a trainer that pushes me for 40 minutes a day and who pushes me. And I said, what do you pay per session? True story.

4
He said, $100 a session. I said, so you’re spending per week $700 a week. He said, yeah, that’s why I look like I do. I mean, that’s something I’ve invested in. Now again, I hear that all the time with people that have a great lawyer. They say, man, your legal systems are dialed in.

4
They go, yeah, I pay for it. I have a lawyer. I see people that are phenomenal in the game of investing and they go, yeah, I pay for it.

42
I have a financial strategist.

4
I think everybody in any area of our lives where we want to get better, we need to have a coach of some kind. Could you talk about the impact of having a coach, what that’s done for you, having somebody like Andrew that actually gives a crap about your business, that actually is 100% focused on how he meets you every week, knowing it’s a flat rate, but also knowing that you have somebody that each week is going to follow up with you and make sure that all

4
these systems are being implemented. Can you talk about the impact of that?

6
Yeah, it’s huge. I’d say the biggest impact is probably every week kind of pulling me out of turtle view and back up into kind of looking further out. So like I’d commonly, so like for a long time, especially in the beginning,

6
I was still doing a lot of technician work, not so much anymore, but I was doing a lot of technician work. So it was like every Wednesday was like our call. That’s like what got me back up to the point of thinking about, oh, okay, you know,

6
I’m actually building a company, you know, eventually we’re gonna have somebody in this role. I’m not gonna have to do this forever, you know, that kind of deal. But it’s big, I’d say a lot of it’s just like, you know, of course the accountability

6
and getting numbers in your tracking sheet and stuff like that so you know where you are and if you’re gaining or not. But I’d say the bigger thing is like helping you get out of your own head and kind of see, at least for me, helping me get out of my own head and see that, oh, okay, I’m not trapped,

6
you know, and here’s the next step I can do to get us a little bit further down the road. And he really kind of pulls that out. Because a lot of times I’ll feel like I have no idea what to do next to keep growing the company. But in my conversation with him, a lot of times he can kind of pull that out just through us talking. And then it’s like a lot more clear on how to keep growing.

4
I find it very interesting that all of the people I’ve met in my life who are very successful, they all have a coach, an advisor, or somebody that pushes them. You know, the guy that I meet that has like the jacked up haircut is normally the guy that cuts his own hair. You know, the guy that I meet that has a really, really nice car typically did not hand make the car. They typically reached out to someone who was proven to be an expert in the car making and they bought the car from the Ferrari dealership, from the Lamborghini dealership.

4
The guy that has the great haircut typically has a professional they’re hiring. And in business out there, if you feel stuck, you’ve got to implement all these systems. So box number 10 and 11, box number 10, you’ve got to learn how to manage people. And that’s not something that’s normal, you know, in managing people. Do the people on your team know what they’re supposed to be doing and are they doing those things?

4
Could you talk about the impact of having a coach, how much of that’s made on your ability to manage people?

6
Yeah, that’s another area that’s really helpful because I had no management experience prior to this. Yeah, I don’t connect with a lot of people very well either. So I don’t, yeah, it was like basically every single week, I just have a problem, we go over with Andrew.

6
I’m like some kind of crazy thing that I didn’t think people did, which is probably the most common thing. That’s like, why is this like, like this is the job, this is all you gotta do. Like, what’s the problem here?

6
But Andrew’s very helpful in us, helping us figure out, you know, how to manage people. I’d say a big part of helping me manage was helping me get the group interview going, enrolling properly, because that has probably been the biggest influence on helping me manage people better

6
is maybe kind of moving some people out sooner and or moving some job shadows in, which kind of speeds people off then a little bit too. Yeah, but like none of that,

3
I wouldn’t have figured out any of that without them.

4
Now we move on here to the final couple steps here. You have to create a repetitive weekly schedule. You have to schedule a time every week for the group interview, like we talked about, or your daily huddles. And that’s something we work with,

4
teaching our clients how to time block and build a schedule that works for them. Box number 12, teaching you how to hire and recruit great people. How do you hire, inspire, train, retain great people? Box number 13, step number 13,

4
you gotta create an accounting system so you’re actually aware of your money, where is it going? But all of this, the whole point of doing all this, Box 14, is so that you can achieve success in the area of your faith, your family, your friendship, your fitness, your finances, your fun, your focus. And so I encourage everybody out there, make a list today.

4
What are your goals for your faith, your family, your friendship, fitness, your finances, your fun, your focus? What are your goals for faith, family, friendship, fitness, finances, fun, focus. What are your goals? And then the business exists just

4
to help you achieve those goals. And so my final two questions I have for you, the listeners out there know that we’ve helped you with accounting and branding and online ads and search engine optimization. But my final two questions for you would be this.

4
If you could explain to somebody in 60 seconds or less-ish, what kind of an impact has weekly business coaching made on you and your business?

6
Yeah, it’s made a huge impact. I mean, like I said, I don’t think we would be anywhere close to where we are right now if you’ve been still in business without it. It’s like you guys have really helped just continue us, continue growing.

6
Because like without you guys, we wouldn’t have our website cranking, we wouldn’t have a bunch of leads, we wouldn’t have, I’d probably be stuck in my own head and I’d probably still be stuck as a self-employed technician and not have really figured out how to get out of that phase.

6
I really think I’d be stuck there for many years without a weekly call.

4
Final question. There’s somebody out there that is a big statistic guy. They want to see stats. I’m not asking you for your private numbers. But as far as a percentage, how much have you grown since we met you?

4
Are you up like 2%, 7%, 10%? What kind of a percentage there? How would you quantify that?

3
Yeah, when we met, we were probably at, I don’t know exactly what the percentage, but you could probably figure it out. When we met and first started with you guys, we probably had done like maybe 60 grand in a year. And we probably now do more like 2 million

6
to 2.5 million in a year.

4
So you would say, let’s just do some math here. So if I take 2 million and I divide that by 60 grand, we could say you’re up 33 times?

15
Yep.

4
I mean, that’s an accurate number. You guys have grown 33 times. That’s powerful. So I encourage everybody, go to Thrivetimeshow.com. I have two calls to action for everybody out there today. First off, I want everyone to go to autoliftserve.com.

4
Even if you don’t know why, share this link on your socials, because what it does is it helps my wonderful client Josiah, it helps Josiah to rank higher in the search engine results. So if you just share a link to autoliftserve.com, it does help him rank higher on the search results. Second thing, if you want to come to one of our in-person workshops, you just go to thrivetimeshow.com.

4
The tickets are always $250 or whatever price you can afford. So we’ve made it affordable for everybody. That’s thrivetimeshow.com. They’re $250 or whatever price you can afford. How would you describe the workshops? You’ve been to the workshops.

4
You’ve done the 13 point assessment. How would you describe the free 13 point assessment and the workshops?

6
Oh, the workshops are a blast. It’s like you’re in a room with a ton of other people who want to do the kind of the same thing. It’s probably the most, I don’t know. It’s just excellent. Like you just gotta go.

6
Like you go in, there’s, the whole thing is very different. Like I’ve never seen anything like it. You get to see a bunch of people who, like I said, are kind of in the same boat as you and meet them. And they’re not normally just people who are kind of like, ah, you know, I’m just trying to sell insurance

6
to this small group that you’re somehow a part of in your town. But no, this is like, these are like people who are like really growing their companies. Like I can think of like Ryan Wells, for instance, grows like crazy, like he’s a ton of fun to talk to

6
when we go down there. And I always get new ideas from it too. So I’m like, wow, we’re really dropping the ball in this area and these guys are killing it. So it’s awesome.

4
Well, congratulations on baby number one. Thank you for carving out time for us. I encourage everyone one more time, folks, if you haven’t checked out that website, it does help our wonderful client Josiah Ragsdale to rank higher if you visit that website.

4
So you might say, how do I do it? All you gotta do is just go on over there to AutoLift. Let me pull it up again here. It’s Auto, the domain is AutoLiftServe, AutoLiftServe.com, A-T-O-L-I-F-T, Serve, S-E-R-V.

4
If you go there, what it does is it helps our client rank higher in the search results if you share today’s link, if you share a link to his website. So make sure you do that, folks. Again, Josiah, thank you so much for your time, sir, and we’ll talk to you soon.

4
Thanks. Bye-bye. This song goes out to my main man, Kevin Falcon. Kevin Falcon. Falcon, Falcon. And kicking grass, landscaping, landscaping, baby.

4
The other day I was looking at my grass, thinking about ways to make the time pass, and I thought about great calling, calling people I don’t know all morning. And, sudda, call 918-872-0338 I put that call through When the phone rang, somebody picked the phone up They said hello, and then I said what up Next thing I know, I’m scheduling a professional

4
To landscape my lawn and to mow that grove It was like a show, on the mow as they go Back and forth, whacking that grass like whack-a-moe It was total control, the way they roll A kick in grass, mow, blow, and go It’s like the Superbowl of the mow show

4
I was so impressed I gave a Mo Do. I even offered a Mo to Mo So, wishing and hoping that I could prolong the show. But they said no, and I said whoa. I tried to film that thing on my video, but my phone was full, almost overload, filled with videos from the Garden Show. We’re kicking grass now. We’re kicking grass now. We’re kicking grass now. It’s like that now. It’s like that now. You better go and kick that grass up off your land now. You better go and kick that grass up off your land now.

4
You better go and kick that grass up off your land now. You better go and kick that grass up off your land now.

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My name is Kevin Falcon. I’m the owner operator of Kicking Grass and Taking Names Lawn Care. Overall, I mean, I’m from when I first started to now, I’m like over 1200%.

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It’s the energy that it brings, it’s the revitalization in what you’re doing.

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I see what works. I’ve gone through the process and it’s just a flood every spring and summer. It’s great. It works, it’s so much easier. It’s like if you enjoy the pain,

13
keep doing what you’re doing. But if you want to be successful, if you want to have that freedom, have that, I mean it happens very quickly. It’s not like it’s okay, and it’s so many years we’re going to get you here.

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It’s when you implement your systems and your suggestions and your guidance, it happens. It goes. It takes off. Ladies and gentlemen, on today’s show,

4
ladies and gentlemen, on today’s show, we’re joined by a man who had a job and he says, you know what? I want to keep my job and then I want to build something for my family. I want to build some different income streams for my family. I think what today’s guest brings to the table is a really large slice of the American pie. Most people that I know, they have a job and they’re looking to earn a little bit more money, time freedom, financial freedom, and so he started a what I would call maybe a landscaping business or a lawn

4
maintenance company. His name is Kevin Falcon. Kevin Falcon, welcome on to the Thrive Time Show. How are you sir? I’m great, how are you? Brother, I’m excited to be with you here. I’m going to pull up your website real quick so you can verify that you are not a hologram. Could you share with us that website is kickinggrasstulsa.com? Kickinggrasstulsa.com?

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Yes, that is my website right there.

4
Could you verify what your first and last name is and what the name of your company

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is, sir?

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My name is Kevin Falcon.

6
I’m the owner-operator of Kicking Grass and Taking Names Law and Care.

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Now, okay. I’m going to go through rapid fire, no trick questions, just rapid fire. So here we go. How long have you worked with us approximately?

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I think this is gonna be my sixth year with you guys.

4
And Andrew always brags on you because you’re just a low maintenance, hardworking guy. I wanna tap into your brain and just for anybody out there who’s watching this, that maybe they have a job and they’re kind of looking to start a side gig or a side hustle or a side company.

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Could you tell us, what were you doing before you started Kicking Grass? Or maybe what were you doing while you were starting Kicking Grass? So I worked for a local convenience store in the Tulsa area.

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Worked with them just over 20 years. Actually just quote unquote retired from them, if you will. But I’ve always kind of maintained lawns on the side and it’s just something that I feel good at when I accomplish it.

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Now, what was your goal when you started Kicking Grass? Or where did the name, how did you come up with the name? How did you design that name, Kicking Grass? So, you guys came up with it.

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There was a moment you guys had mentioned in one of the meetings or at your conference where have you ever spent eight hours working on your logo moving it millimeter to the left millimeter to the right trying to perfect it and you know in my early 20s I was trying to you know do all that stuff and and all of it just really hit for me and I’m like it doesn’t matter. The name doesn’t matter, the logos don’t matter.

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So they asked me what I wanted and I said whatever you got.

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And they came and gave me eight names and I thought Kicking Grass was great and I ran

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with it.

4
I’m just curious because I was part of that meeting. This is what happens a lot of times. Clients will reach out, we have 160 clients, and the coach will say, Clay, we’ve got a lawn care company that needs a name. We’ve got a restaurant that needs a name. And so I’m just sort of long on ideas, but I’m not emotional about which idea you approve or which idea you go with.

4
So you could say, step one, we sat down together, we came up with a name, and then the logo and the website, so many business owners get stuck there. As part of our business coaching program, we guide you through the entire path, and part of that, obviously, is building a website and the print piece and the graphic design. How much has that impacted you,

4
having all of that with one flat monthly bill? Like, how has that helped you from a peace of mind perspective, knowing, hey, I’m gonna pay these guys a flat rate of this, and not only are they gonna do the coaching, but they’re gonna provide photography, video,

4
web, search engine, all those tools?

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It simplifies everything. Just like I said before, when I tried doing a lot of these things on my own, trying to remember everything, as far as the advertisement and things like that portion of it, that’s all handled and controlled, so to speak. I just have to worry about closing the deals

13
and getting the jobs done.

4
Now this next area, whenever someone thinks about growing a company, they always say, people will come to me all the time, and I’m sure you can imagine these situations, they’ll come to me and they’ll say, Clay, what’s the most important thing I need to do to grow a company? In fact, I was talking yesterday to a lady who’s looking to grow her dentistry practice,

4
and she said, at the end of the day, what’s the most important thing I need to do to grow a successful company? And I said, well, it’s kind of like asking a baker what’s the most important ingredient to make a dessert item? Or it’s like asking a landscaper, what’s the most important tool you have? Is it the screwdriver?

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Is it the lawnmower? Is it the weed eater? Is it the leaf blower? And I would argue it’s all of those things working in concert. What’s your thoughts on that?

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Because I get asked that question a lot. They say, so with business coaching, what’s the most important thing? I wanna get your thoughts to that kind of question for somebody who’s on the outside right now, in particular, this lady’s a dentist,

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a wonderful dentist, sharp dentist. She has no leads, no real traction, but she’s got the degree, she’s got the overhead, and she’s got, what’s the main thing

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that moves the needle for your clients? I would say the experience. The experience of trying to do all that stuff yourself and realizing there’s only so many hats you can wear successfully. And knowing your strengths and your weaknesses,

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what to give up and who to delegate what to, just that is the most important thing, realizing your shortcomings and trying to maximize, have somebody else maximize that for you.

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So we’re gonna pull this up here. I wrote a book here, I’ve written 30 plus books. This particular book is called The Millionaire’s Guide. And again, folks, if you might’ve missed that website, it’s kickinggrasstulsa.com. That’s the website, kickinggrasstulsa.com.

4
And by the way, if anybody shares today’s show, you’ll help Kevin boost up higher in the search engine. So please feel free to share that URL, kickinggrasstulsa.com, no matter where in the world you’re watching from. But if you go to thrivetimeshow.com and you go to forward slash free resources, you can follow along.

4
I’ve written 30 plus books and you can download for free one of my books, A Millionaire’s Guide How to Become Sustainably Rich. And if we turn here in that book to page five, we’re going to go through this 90 miles an hour, all the steps here. So step number one, I’m not asking you to tell us your numbers,

4
but why do you have to establish the revenue goals? Like why is that important for you as a business owner to know what your revenue goals are and what your weekly revenue goals are? Why is that important for you as a business owner?

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That way you can judge how well you’re doing, where you can improve at. If you don’t have a benchmark, then you don’t know whether you’re meeting your full potential as a company.

4
And again, you came from a world where you worked very successfully for a long time in the convenience store industry, so you actually worked in a business where you had to know the numbers. You had to know the numbers for the store. You had to know inventory. So a lot of the things we taught are very applicable for your career as well.

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Box number two, you got to know your break-even numbers. Whether it’s the convenience store you ran or the landscaping company, you have to know how much crap do I have to sell to break even? Or perhaps a more articulate way to say it is, how many customers do I need to break even? How many customers do I need?

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Why is that important? Why do you think that most of our coaching clients don’t know that number before we start working with them?

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Because they’re just worried about trying to get their product out there and doing it. They don’t realize that they may have a little bit of money to start with, and that’s gonna be depleted real quick unless they figure out, oh, if I don’t hit 10 customers a week,

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that’s my break-even, let’s say, then I won’t be able to maintain this lifestyle or this business at all.

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Now, we talk about number three, defining number of work hours you’re willing to work. You are working full-time at a job, having a lot of success in a career while you are also growing a landscaping company and one thing I never want to do for my clients I never want my clients I never want my clients to try to feel the need to work

4
the schedule I work nor do I ever feel the need to work the schedule that my clients work so clients always ask me Clay what hours do you keep and I say well I really like to work from 5 a.m. ish to 6 p.m. ish six days a week people say what I just personally enjoy the idea of going from five to six, pretty much six days a week. I get up around three, that’s what I like. Some of my clients work literally two hours a day.

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One of my clients I just talked to today, he’s doing great and he works less than four hours a day and he’s a multi, multi-millionaire. Why was it important for you to figure out your schedule, your boundaries and the hours that you were willing to work and the hours that you weren’t willing to work?

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Because for me, it was about the family. We’ve got six kids. And in a blink of an eye, they’re moving out, they’re going to college, things like that. We’re down to our last two, so I really wanted to make sure I had the time

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to spend with them. And then it’s those little moments

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to be there for those kids.

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So with the time I put in with my previous job and the experience I now have while doing my new career, so to speak, I’m able to have that fluctuation and that time and that availability for all my kids wherever they are in their life.

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It’s powerful. It’s powerful, folks. I think somebody out there, if you’re watching today’s show, that’s a little gut check for somebody out there. The whole purpose of a business is to create time and financial freedom so that we can pursue the goals that we believe God’s given us. A lot of that has to do with family. We talk at the Thrive Time Show workshops about sitting down and very intentionally making a list of your goals for your faith, your family, your finances, your fitness,

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your friendship, and your fun. And all of us struggle in different areas. I mean, some people are incredible family people. Maybe they struggle in finances. Some people are great at fitness. Maybe they struggle in business or whatever.

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But I encourage everybody out there to take the time to do that. Box number four, we’ve got to figure out how to make your company stand out in the clutter of commerce. How do we define your unique value proposition? How do we do it? Who are your top three competitors? How do we compete versus that?

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We try to help our clients do that through marketing and branding. I want to move on to box number five, which is branding. We want to make sure your branding is incredible. I ask everybody out there watching today’s show, rate your website and your print pieces on a scale of one to 10, with 10 being the highest. Rate your marketing on a scale of one to 10, with 10 being the highest, and ask yourself,

4
how highly would you rate your own website versus your competition? And that’s the kind of stuff will help you bridge that gap and make your website, your photography, your video great. Box number six, you have to have a three-legged marketing stool. And Kevin, as you know, there’s endless people reaching out to you, trying to convince you that this is the best way to market.

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You should try this click funnel do this magazine ad do this mailer do this thing? Join this chamber go to this networking thing do this trade out sort of I I think of where you do bartering and trading There’s a trade association, and if you’re not careful. I mean you get pulled in multiple directions How how is it from a peace of mind perspective? How has it impacted you knowing that generating leads is not a problem for you now?

13
It’s good, it’s wonderful. I’m very skeptical now of everything else, like you were mentioning, the mailers, the magazine joiners and all that stuff. I see what works, I’ve gone through the process, and it’s just a flood every spring and summer, it’s great.

4
So you would say, you now know, it’s wonderful, you’ve gone through the process, you now know what works and what doesn’t work. Is that accurate?

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Yes.

4
Okay, I think it’s big because I think somebody out there doesn’t know the process. They haven’t gone through this process, they’re running around looking for leads, scavenging for leads, and you set a flood, you just have a flood that comes in every spring, you just know it’s going to happen now.

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Yeah.

4
Okay. Box number seven, having a sales conversion process. Some people adhere to this very fastidiously, some not as much, but you have to have sales scripts, recorded calls, print pieces that make sense. At the end of the day, you have to track your results. Can you talk about the impact that tracking every week with a business coach has had on

4
your life and business where you weekly look at your numbers and you actually track those

13
numbers every week? It’s mind-blowing to see how many leads we get. We’ve even started tracking like how many how much acreage we’ve mowed. I think we’re somewhere just shy of just under 1,200 acres we mow for the season, things like that. It’s astonishing to see when you go back over these numbers just to see how much you’ve actually accomplished because when you’re in the moment and you’re performing the task or the

13
service that you have, you don’t really notice all those details until you can step back and look back at what you’ve done and accomplished.

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One of the things that’s so great about working with you is I know you’re going to come in on Friday. There’s homework you have. There’s homework we have. It’s really fun to help somebody because money is just a magnifier. If you’re out there today, I’m telling you, if you’re struggling to get leads, you too

4
can do it. By the way, do you know who Lou Fregno is? He’s the guy who played, he was the Incredible Hulk back in the day, remember the Incredible Hulk? Yeah. Did that resonate with you?

4
Did you care about the Incredible Hulk? Was that a big thing in your life? This isn’t a trick question, I’m just curious. Were you a big? I liked the Hulk a lot, yeah. I’m giving you an invitation right now,

4
check your calendar, seriously. The Incredible Hulk just reached out, he’s gonna be on my show on Friday at 1 p.m. He’s going to be in the studio. So if you want to be in the studio to interview the Incredible Hulk, I just found out he’s coming to Tulsa.

4
He’s going to be in our studio. I just found this out. So if you want to be there, open invitation to you, friend. I know Friday’s the day you normally meet with Andrew, but you can. Because most of our clients are not in Tulsa. So if you want to take advantage of that, you, me, Incredible Hulk, Friday.

4
It’s Friday at 1 o’clock. Friday at 1 o’clock. Okay. Now next is box number 8. You have to know, you have to determine your sustainable customer acquisition cost. This might blow someone’s mind.

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This might blow someone’s mind. I’m going to give people some facts here. Folks, did you know from our upcoming business workshop that it’s going to cost me over $170,000 of cash to put that thing on? I don’t think people recognize that. So when you talk about, let me just walk people through this, you got Eric Trump, this is

4
President Trump’s son, you know this is the guy who runs the Trump Organization. You’ve got Robert Kiyosaki, the best-selling author of Rich Dad Poor Dad, the top entrepreneurial author of all time. You have myself, and I work very cheap, you have Tom Wheelwright, the financial planner for Robert Kiyosaki. I just got off the phone with the law enforcement community. I mean, we’ve got security.

4
I mean, we’ve got a secret service detail. We’ve got lunch. We’ve got the dinner. I mean, you get this because you ran a very successful convenience store. You know how costs can pile up.

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I’m not at all shocked that this just in, folks. If I’m spending over $150,000 to put this on, and there’s only 300 people here, how much am I spending per person

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on putting this together?

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Someone might say, you’re spending $500. Yeah, so I’m just being real. The costs can creep up and you say, man, why does it cost that much? Kevin, you’ve been to our workshops. I mean, we offer a workbook, we serve lunch both days,

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we bring in first class talent and speakers. Could you explain the impact of attending the workshops and what that’s made on your life and or business?

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It’s the energy that it brings. It’s the revitalization in what you’re doing. They talk about a lot of times in lawn care how sometimes a lot of us are solo operators and you get alone and you’re out there and you’re by yourself. It’s always good to get back, refresh, see everyone else in whatever element that they’re in.

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They’re excited, they’re pumped, they’re hammering down the fundamentals of business with you and just making you kind of reevaluate, a self-reevaluation of what you’re doing and how you’re doing.

4
I just encourage, and did you ever laugh at the conferences? Do you laugh at all or not?

15
Yes.

4
Okay, because it’s just so raw. I just, I absolutely love it. Okay, so next area here, box number nine, you got to create repeatable systems. And I won’t ask for the name of the convenience store you worked with, but I can say you were very successful in that field. And so that business is all about repeatable checklists and processes. And my dad had an

4
opportunity to work for the same great organization that you did. So may my dad rest in peace. But he worked there as well. And you talk about checklists. You talk about scripts. You talk about daily to-do lists. You talk about no bathroom goes unclean. You talk about greeting customers with a smile. You talk about an expectation of excellence. You talk about no uncovered shifts. You talk about high and tight uniforms.

4
You talk about mystery shoppers. You talk about merit-based pay. You talk about, I mean, there’s so much we could talk about from that business that’s applicable to this one, but could you talk about what it’s like to build these systems and to have our team help you build these systems for your own business?

13
It’s a lot of trial and error, but it’s also, as the saying goes, it’s better to be a pirate than a pioneer. So having said that, I was able to mirror a lot of what I was already doing and just copying over and just kind of changing words here and there for my business, that way it could apply to what I do.

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And just like I said, just taking those great ideas, I see that it already works, and applying it for me.

4
Love it so much, and again, folks, for anybody who’s scoring at home, if you’re scoring at home, if you’re scoring at home, that’s sort of an odd thing that you’d be scoring right now at home. But if you are scoring at home, that’s kickinggrasstulsa.com. We’ll continue here, final four minutes together here.

4
Box number 10, management systems. I mean, once you start generating leads, you’ve got to manage a team of people. You have to manage a team of people, and we talk about that. Once you’re managing a team of people, you have to hire people. Box number 12, you’ve got to learn how to hire people. How do you find people?

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How do you recruit people? Box number 11, you’ve got to have a repeatable, a repetitive weekly schedule. A schedule that’s sustainable for your family. You mentioned you have six kids. I’ve got five kids. You have me beat.

4
You win. There’s a competition. I just lost. You just won. You’ve got six kids. I’ve got five.

4
What I’m saying is, all of this is what makes a successful company. It’s not just branding, it’s not just marketing, it’s not just videography, it’s all of it. So if you had to describe to somebody the growth you’ve seen maybe as a percentage over the past six years, are you up 1%?

4
Are you up 10%? Have you grown by one lawn, two lawns, 1%? Is there some way to quantify the growth you’ve had over these years?

13
So, from last year I’m up by around 7% from last year. Overall, I mean, from when I first started to now, I’m like over 1200% just within the first couple of years of when I was doing it to where you guys have gotten me. I mean, like I said, we started following how much acreage we mow. So when I first did this, the acreage was barely nothing. I’m up to almost 1,200 acres a year now that we’re doing.

13
So there are some measurable points that we have.

4
So just to be clear, and I want to make sure I’m hearing this correct, you’re saying, since working with us, that you’re up over 1200% in that time. From my first year, yeah. That’s an incredible thing. I think somebody out there, because I know when I was starting my first company, DJConnection.com, full disclosure, I haven’t owned it in years, but this is what would happen to me. Kevin, I would go to a conference, and they would say, you’ve got to build a world-class website.

4
And I would think to myself, I’m going to have to hire a guy. I called my web guy. I’m not complaining. I’m just being real. I called the web guy and the web guy is like, well, it’s going to be, this is the web guy now.

4
First class website guy. He had built a website for Garth Brooks and other leading people. He’d said, well, it’s going to be, you know, six grand a month for a year for the website to maintain it.

15
I’m going, okay.

4
You know, again, I’m building America’s largest DJ company. I don’t know it yet. We’re doing like two weddings a weekend and this guy’s telling me $6,000 a month. And he says, however, for your website, Clay, you’re going to need a video for the website. I’m going, yeah. So for clients like Colawfitness.com, we build their website and we make a video for them.

4
That’s included. But this guy said, you got to make a video. I said, well, how much is that? He said, I don’t make videos, but you can call my video guy. I’ll never forget. I called the video guy.

4
Ten grand he wants for a great video. And I’m thinking, four grand a month for you, ten grand. I remember I was trying to figure out public relations and how that works. And so I heard about this cat named Michael Levine. And I thought, man, I need to get, because my web guide is the web, my video guide is my video, but nobody knows how to do public relations.

4
I know what I’ll do. I’ll call this guy Michael Levine. I’ve read his books. And I paid $25,000 for three hours of consulting. And this goes on and on. Can you maybe articulate for anybody out there that’s on the fence who’s thinking about scheduling

4
a free consultation with our business coaching program? Obviously, you’ve been a long-time client for a long time. Can you explain for anybody out there, if they go to thrivetimeshow.com and they schedule a free consultation, that part’s free, but can you kind of explain the monthly fee, what you’re paying versus what you’re getting in your mind as a business owner?

13
You don’t know what you’re missing until you go and see what you can get. You know what you’re going through as a business and what you’re trying to accomplish and all the things you’ve gone through, but it’s a free consultation. It’s simple, it’s easy, they’re very workable with you. They provide a very guided stepping stone and if you’ve done any of it on your own, as soon as you see it laid out in front of you,

13
you’re gonna be like, oh, this is a much easier path.

4
Final question I have here for you. You’re stuck in an elevator with somebody. I know you’re a man, you didn’t say, Clay, please let me on your show. Different, you’re a guy who’s humble, you’re behind the scenes, you’re raising your six kids.

4
I think he’d probably rather be at the dentist than being on today’s show, and I appreciate you stepping out of your comfort zone. So you’re stuck in an elevator with some guy, you got five minutes until the rescue comes, and he’s like, so, you know, tell me,

4
give me like a 60 second, how has the business coaching program impacted you? And you know, what would you recommend?

13
I, you just, it’s, for me, it’s experience. And I’ve been there and I’ve butt my head against the wall and I’ve gone through what you guys have given me and it works, it’s so much easier. It’s like if you enjoy the pain, keep doing what you’re doing.

13
But if you want to be successful, if you want to have that freedom, have that, I mean it happens very quickly. It’s not like it’s okay, and it’s so many years,

21
we’re gonna get you here.

13
It’s if, when you implement your systems and your suggestions and your guidance, it happens, it goes, it takes off.

4
You know, I’m super excited to see you Friday morning, but also, if there’s any way I could see you for that Lou Frigno interview, I think that’d be awesome. I think you’d have a lot of fun with that. We can harass him. I want it to be two on one where it’s not just me versus him, because he’s a big man. He’s the intimidator.

4
He’s the Hulk. So, maybe if you show up, maybe I’m less nervous. Maybe it’s a good fit. If you can’t, I get it. But open invitation this Friday. I’m not BSing you.

4
I just found out the Hulkinator, the Incredible Hulk, Lou Frigno, is going to be in studio at this office, coming specifically for this interview at 1 o’clock on Friday. So if you want to be here, you are invited, my friend.

13
Appreciate it. Thank you.

15
Come on out, Baxter.

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What’s the matter?

15
Can’t you handle it? Baxter?

36
.

27
I’m going to play this.

15
I’m going to play this. I’m going to play this. learned from you so congratulations. We went from expecting maybe $250,000 this year to we’re at $400,000. That’s what we’re going to hit or exceed. So we’re pretty excited about that.

12
It’s been pretty much just listening to what they have to say. Their hiring process has just really been incredible as far as finding good quality

17
help and just the accountability of meeting up with them weekly and such good insight, the resources that they have for specific business questions. It’s all been really incredible. It’s been a great experience. So I’d recommend it to anybody. Hi, I’m Amy Chaney.

15
My husband and I are owners of Chaney Construction here in Tampa, Texas.

1
And I was a little skeptical at first because my husband’s tried to do things like this before. But once I was able to speak with Clay myself, I thought we need to give this a chance. And I’m really excited to be here. I’m really excited to be here. I’m excited to be here.

1
I’m excited to be here. I’m excited to be here. before, but once I was able to speak with Clay myself, I thought we need to give this a chance. So we were able to determine that the savings that we have from the decision that we made each month is going to be roughly about $2,000 a week, so that’s about $8,000 a month.

1
Plus we also made the decision to get rid of a billboard that hadn’t really brought It’s really in at $8,500 a month. And that’s a really big deal. So my first watch when Clay introduced us to the weekly Know Your Numbers system was no big deal. We don’t need to do that.

1
We have a secretary that’s an amazing QuickBooks person. And so she enters all of that stuff every single day for us. So we don’t need to do that ourselves. QuickBooks will pull a report. That’s all we need. We don’t need anything else. There’s no time to need double duty. You know, Clay, do you understand how many

1
transactions are in our bank statement every single month? It would take me forever to do. And so very resistant because I thought we already know our numbers. We already have everything into QuickBooks and we already know what we need to know and we can pull a report to provide you with that information. So some of the struggles in being able to complete this action item were getting the want to do it. And once I actually decided, okay Clay, you can stop asking me, I’m actually going to sit down and do this every

1
single week, and actually got through it, and that was it. Like I’ve made that commitment. It takes me maybe 20 minutes on, you know, every Saturday morning to go in and do the previous weeks and now that I’ve been doing it for a while I’m kind of on a roll and so it makes it a lot easier. So one of the things we discovered when we started looking at the money this closely was that my husband doesn’t want to know the numbers first of all and he pays good money to have someone do that for him because he just doesn’t want to know. It’s not his thing.

1
And so I had worked for an accountant previous to this so that’s kind of my thing. And so for him to be able to sit down and take a look and see some of the things we’re spending the money on that he probably didn’t even realize or to realize how much we’ve been paying some employees that were not operating as A players and that was the big eye-opener for my husband. But when he saw the numbers of what we were paying

1
in payroll expenses for two team members that were not operating as A players and hadn’t been for quite some time, that was a huge eye-opener for him. And he realized that he needed to take that emotion out of that decision and make it a business decision.

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It’s accountability for your secretary as well, or your bookkeeper, whoever does your book, especially if it’s not yourself, because if you’ve not ever had anybody embezzle money from you, then you’re very fortunate. So it’s really good to have that accountability. We’ve had that happen in the past to us.

1
My secretary actually even came back to me and said, Hey, Amy, I really appreciate that you’re doing this now, because now at the end of the month, if there’s not any money, then you know exactly where the money’s went. You and Jimmy have known exactly where the money’s gone. So we’re not coming to her going, where’s all our money? You know, because that’s not a good position for her to be in either.

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So, like I said, just knowing where your dimes are going is a huge deal. And being able to know where to cut back from that’s a big deal, but also the accountability for everyone on your team.

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My name is Danielle Sprick and I am the founder of D. Sprick 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 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 for it like I once did. My husband suggested real estate.

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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 building relationships But one thing that was really difficult for me was the business side of things the processes

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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, 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. We launched our brokerage, our real estate brokerage, eight months ago.

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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 credit 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.

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Don’t ever limit your vision. When you dream big, big things happen.

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I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it.

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My thought when I opened my clinic

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was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school, I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement.

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I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult.

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He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is to have someone in your team that can walk you through

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and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic. What I’ve seen from Clay and his group at Thrive

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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.

2
Hi there, my name is Stephanie Pipkin. I am 24 years old and I own Black River Falls Cleaning Services. We opened in April of 2019 and it is now mid-June of 2020. So I wanted to talk today about the success and growth I have achieved by implementing the Proven Path with Clay Clark’s team and my business coach, Luke, from Thrive Time. It has been insane, to say the least. I started working with them in mid-February of this year,

2
so we’re about four months in of working together, and it has completely transformed my business in pretty much every facet. So I’m gonna check my notes here. So in four months, my leads have tripled. I was getting probably like two leads a week.

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Now I’m getting more in the like 10-15 leads a week. I have doubled my number of employees. I’m now hitting the highest revenue weeks in the history of the company, week to week it seems like. We went from about six appointments today as our highest in February to now 14 to 15 appointments a day. And

2
hiring quality employees has become much simpler and less stressful by using their systems for hiring. I typically only get maybe two complaints a month if that and everybody shows up to work. I just have really high quality employees now, especially in something people typically consider a high turnover type of work, you know, cleaning houses, cleaning businesses. I have amazing employees now and I get rid of the ones who are not so amazing and bring on new ones because of you know group interviews and higher interviewing every single week. It’s just

2
been great and such a lot I don’t waste as much time on low quality candidates anymore and your coach will hold you accountable, which I love. Again, the tough love is really great. Luke’s like a stern father figure, but he’s also nice, but also stern when he needs to be when I’m being lazy and not doing the things that I know I need to do because I don’t want to do them. So that’s just great. Worth every penny. I’d pay him a million dollars a month if I can, and maybe someday I’ll be able to, but I would just say go for it.

2
If it seems like a good fit, just go for it. Do what they say, even if you think it’s stupid or ridiculous, just do what they say because it’ll work. You know, people, when they look at my business, you know, people in my town, they think I’m lucky. They think I’m just, you know, things just happen for me.

2
And you know, maybe I am lucky, but it has a lot to do with hard work and, you know, perseverance and, you know, working till you cry sometimes. That’s just being an entrepreneur, which if you’re a business owner you understand that. But it’s having these systems in place of, you know, of course I’m going to be successful.

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It’s an absolute because I have all this stuff in the background happening and I have Luke and Clay and everybody on their team working really hard to make sure that I’m a success. And I can tell that they are just so excited every single week when I’m having all these wins and things like that. They’re so excited for me. So it’s the best thing ever

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and I would suggest to anybody to work with them. So sorry for the long-winded reply, but I just had so much to say and I could go on for hours probably about how amazing they are. But thank you to Clay and Luke and the entire team there,

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everything you guys have done for me and I am so excited to continue to work with you for years to come.

1
Thanks so much for watching.

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My saying is if it’s important to you, hire a coach. I think that’s one of the reasons people are not successful is they eat a cheeseburger instead of hiring a coach. My coach pushes me. They’re younger than me. They push harder.

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They’re trained, and as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches. So I’ve always had coaches for whatever was important. My rich dad was one of those persons. I wanted to learn how to play Monopoly in real life, so he was my coach.

4
Well, Carter, you know, we have an opportunity here at the Thrive Time Show to work with some really great business owners, people that are actually serious about growing their company. They go to thrivetimeshow.com and they reach out to schedule a free 13-point assessment. Oftentimes I hop on the phone with these folks and we figure out if they’re a good fit. Once we start working with a client, our goal is to help the client actually grow their actual business.

4
On today’s show, we’re joined with a man who we’ve had the opportunity to work with. The company’s called NWA Gutter Perfection. And my understanding, Carter, is that they’re up over 60 percent. Is that right?

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I would say that’s correct, yes.

4
DJ, welcome on to the Thrive Time Show. How are you, sir?

12
Good.

17
How are you doing, Clay?

4
I’m doing great. So for anybody out there who is doubting whether you’re a hologram or not, what’s the name of your company, sir?

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Gutter Perfection.

4
How did you guys first hear about us?

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Do you know?

3
It’s actually a friend of mine found out about your business conferences there, and then we went there.

6
And I guess I was sold the first conference we went to.

4
If you go to nwagutterperfection.com, you can see they’re a real company, they’re a real business, they really are growing. What markets do you service there, DJ? For people out there that might be looking for your services, what’s the market area that you service?

23
Pretty much all of northwest Arkansas, Bentonville, Springdale, Fayetteville, Rogers,

6
you know, the little surrounding towns there, too.

4
And again, if you go to the website here folks, nwagutterperfection.com, you can see they are a real business, real people having real success. DJ, I really do appreciate your time today, sir, and we’ll talk to you soon.

11
What I’ve seen from Clay and 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 is they’re gonna look and see every moving part of your church of your ministry

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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 where your entire team, your ministry can see exactly what you want them to do every

11
day. And so they know this is the playbook. This is what we’re doing. And then there’s a laser sharp accountability with a meeting afterwards. Did it get done or not?

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Clay, you’re an entrepreneur, I’m an entrepreneur. And as they say in Stoic, the obstacle is the way. I think YouTube is a tremendous educational platform for good and bad. So you’ve got to really get to choose your teachers wisely as anything else.

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So the biggest, best lesson that sits in the back here, I think you do it and Dr. Z does it. Once you learn something, if you really want to learn it, you gotta teach it.

4
I think it was life-changing for me and how I approach business. Could you explain Okta Nonverba, what it means and how our listeners can apply it?

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Clay, you gave me goosebumps, man. I’m glad I hit you as hard as I did. Okta Nonverba is the model of the U.S. Merchant Marine Academy at Kings Point, New York. I had appointments with Naval Academy and Kings Point Merchant Marine Academy. And Merchant Marine Academy’s motto was, Hacta Non Verba. In other words, don’t listen to what a person says, watch what they do.

9
Well, I, the first time that I ever met you, Clay, was at that first conference in Tulsa. And that was an incredible conference. And I was so impressed with just the whole thing, just the professionalism, you as a person, your business, your work ethic, and really just who you are. And I was very impressed with all of that and I thought, gosh, you know, this might be someone that I would really consider working with, like maybe he could really help me. And that’s really what got me interested because I was so impressed with just the professionalism

9
of all of it. And I learned a lot. I come about once a year to a business conference and I’d like to come more, but every year I try to come with my marketing girl with me and we always learn something.

9
We always learn something. And I think next year I’m going to bring my husband because he really needs to come too.

4
And you’re in McKinney, Texas, right? So how long have you been an orthodontist in McKinney, Texas?

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So I’ve been an orthodontist for 26 years.

4
And when you went to medical school, what percentage of the time in medical school or dentistry school, dental school, did they spend teaching you how to market and or grow your own practice? Absolutely zero.

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Zero marketing skills.

9
Okay, okay.

4
And from what I talked to Andrew, you’re the coach who works with you, I’m always hearing that more and more patients are coming in from Google. Could you talk about that? How much of an impact does it have having maybe a rebranded or updated website and Google leads coming in?

9
It has had a huge difference, absolutely huge difference in our patient load coming in. And you know, before I really wasn’t tracking really well. And that’s one of the things I learned from Thrive Time Business was how to track patients coming in, how to really, how to see where they’re coming from. And at the time, I really didn’t know much about Google.

9
And, you know, being an orthodontist for 26 years, I didn’t really know a lot of, I kind of went through a time where I went through shock. It was really what I call culture shock because the old ways of marketing were not working anymore. And because I really didn’t know about online marketing, I really didn’t, I was still doing, you know,

9
phone book ads and magazine ads and all of these things. And so Thrive Time has really helped. And I will say that it’s a process. It doesn’t happen overnight. But if you stay the course, you’re gonna see results because I’m absolutely convinced.

4
Dr. Christ, thank you for allowing us to take up some of your valuable time today. I really do appreciate you and I can’t wait to see you in person here soon.

9
All right, thanks so much, Clay.

33
Clay Clark is here somewhere.

32
Where’s my buddy Clay?

3
Clay’s the greatest.

15
I met his goats today, I met his dogs,

6
I met his chickens, I saw his compound. He’s like the greatest guy

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I ran from his goats his chickens his dogs

6
So this guy’s like the greatest marketer you’ve ever seen right his entire life clay Clark his entire life is is marketing

4
Okay, Aaron Antis on March 6th and 7th March 6th and 7th guess who’s coming to Tulsa, Russia? No, no, that’s March March 6th, oh you’re gonna be joined by Robert Kiyosaki Robert He is best-selling author of rich dad poor dad possibly the best-selling or one of the best-selling Business authors of all time and he’s gonna be joined with Eric Trump. He’ll be joined by Eric Eric Trump and Robert Kiyosaki in the same place in the same place Aaron Why should everybody show up to hear Robert Kiyosaki. Well you got billions of dollars of business experience between

4
those two, not to mention many, many, many millions of books have been sold. Many, many millionaires have been made from the books that have been sold by Robert Kiyosaki. I happen to be one of them. I learned from the man. He was the inspiration. That book was the inspiration for me to get the entrepreneurial spirit as many other people. Now since you won’t brag on yourself, I will. You’ve sold billions of dollars of houses, am I correct?

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That is true.

4
And the book that kick-started it all for you, Rich Dad Porter, the best-selling author of Rich Dad Porter, Robert Kiyosaki, the guy that kick-started your career, he’s gonna be here, he’s gonna be here, I’m bummed. And now Eric Trump, people don’t know this,

4
but the Trump Organization has thousands of employees. There’s not 50 employees. The Trump organization, again, most people don’t know this, but the Trump organization has thousands of employees. And while Donald J. Trump was the 45th president of these United States and soon to be the 47th president of these United States, he needed someone to run the companies for him. And so the man that runs the Trump organization for Donald J. Trump, as he was the 45th president

4
of the United States, and now the 47th president of the United States is Eric Trump. So Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean everything you see, the Trump hotels, the Trump golf courses, all their products, the man who manages

4
billions of dollars of real estate and thousands of employees is here to teach us how to do that. You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind the business for the last, pretty much since 2015. He’s been the man behind it. So you’re talking, we’re into nine, going into ten years of him running it and we get to tap into that knowledge

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That’s gonna be amazing

4
This is objectively the highest rated and most reviewed business workshop on the planet and then you add to that Robert Kiyosaki the best-selling author of rich dad poor dad you add to that Eric Trump the man that runs the Trump Organization You add to that Sean Baker now you might take McClay is there more I need more! Well, okay, Tom Wheelwright is the wealth strategist for Robert Kiyosaki.

4
So people say, Robert Kiyosaki, who’s his financial wealth advisor? Who’s the guy who manages? Who’s his wealth strategist? His wealth strategist, Tom Wheelwright, will be here. And you say, Clay, I still, I’m not going to get a ticket unless you give me more! Okay, fine.

4
We’re going to serve you the same meal both days. True story. We cater to the food. And because I keep it simple, I literally bring them the same food both days for lunch. It’s Ted Escovedo’s, an incredible Mexican restaurant.

4
That’s going to happen. And Jill Donovan, our good friend, who is the founder of Rustic Cuff. She started that company in her home. And now she sells millions of dollars of apparel and products. That’s rusticcuff.com.

4
And someone says, I want more. This is not enough. Give me more. Okay, I’m not going to mention their names right now because I’m working on it behind the scenes here. But we’ve got one guy who’s given me a verbal to be here.

4
And this is a guy who’s one of the wealthiest people in Oklahoma. And nobody really knows who he is because he’s built systems that are very utilitarian, that offer a lot of value. He’s made a lot of money in the, it’s the, it’s where you rent, it’s short to not this is where you’re you’re reading storage basis he’s a storage space got he was a student of the recall that the rental the uh…

28
and and and and and and and and and and and and and and and and and and and and

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the mini storage facility. Most people don’t know who owns the warehouse that’s passively making money. Most people don’t know who owns the railroad cars. But this guy, he’s giving me a verbal that he will be here. And we just continue to add more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, you want a life-changing experience, you want to learn how to start and grow a company, go to Thrivetimeshow.com. Go there right now. Thrivetimeshow.com.

4
Request a ticket for the two-day interactive event. Again, the day here is March 6th and 7th. March 6th and 7th. We just got confirmation. Robert Kiyosaki, best-selling author of Rich Dad Poor Dad. He’ll be here.

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Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now, you’re watching, and you’re like, but I already

4
signed up for this incredible other program called Smoke Your Way to Thin. I think that’s going to change your life.

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I promise you, this will be ten times better than that.

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It’s like I picked the wrong week to quit smoking.

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Don’t do the Smoke Your Way to Thin conference.

4
That is, I’ve tried it, don’t do it. Chain smoking is not a viable, I mean, it is life changing. It is life changing. If you become a chain smoker, it is life changing. It’s not the best weight loss program though. Right. Not really. So if you’re looking to have life-changing

4
results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow.com. Again, that’s Aaron Antis. I’m Clay Clark, reminding you and inviting you to come out to the two-day interactive Thrivetimeshow workshop right here in Tulsa, Oklahoma. I promise you, it will be a life changing experience. We can’t wait to see you right here in Tulsa, Oklahoma.

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My name is Claire Yinger.

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I was looking to learn everything about business, which I have learned so many things. It’s like drinking from a fire hydrant. I’m gonna have to do it again, multiple times. What I’ve learned so far has been, I mean, just a lot about processes, systems, the power of them, your due diligence. I mean, the list could go on and on and on.

2
Well, listening to Clay is, like, very entertaining, because he is entertaining. But also, just meeting all the different people and having time and space to, like, you’re learning and just getting different perspectives. So very entertaining, very funny, very thorough, but also could be random cuz it’s full of a lot of stories, but it’s also intentional. It’s like everything he’s doing is intentional, but

2
It’s like everything he’s doing is intentional, but you wouldn’t be fully aware that it was, but it is.

 

Transcribed with Cockatoo