Business Podcasts | 6 SUPER Moves to Sell More to Your Existing & Previous Customers + Celebrating the 578.34% Growth of SkyHouseCompany.com + Tebow Joins Clay Clark’s June 27-28 Business Conference (39 Tix Remain)

Audio Transcription

Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you. And they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilner. 8 kids co-created by 2 different women. 13 multi-million dollar businesses. We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom and now we’re at the top. Teaching you the systems to get what we got. Colton Dixon’s on the hooks, I break down the books, she’s bringing some wisdom and the good news 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 up on your radio And now 3, 2, 1, here we go! We started from the bottom, now we here Started from the bottom and we’ll show you how to get here We started from the bottom, now we here We started from the bottom, now we here We started from the bottom, now we here Okay, Thrive Nation, on today’s show we’re going to celebrate a long time client who’s just doing well. The company’s called Skyhouse. JT, have I told you about Skyhouse? You have not told me about Skyhouse. Have we talked about Skyhouse? No, we haven’t. Well, let me just say about Skyhouse real quick, okay? The founder of this company is just an absolutely great dude, very low maintenance, very hard working, just wants to know what do I need to do to grow my business. Those are great qualities. Well, his name is Jeff Pell, he’s phenomenal. And so this show, it would really go well for the Jeff Pells of the world. So people like Jeff Pell, if they do this move, it’s going to go well for them. People who are not wowing their customers, this move is not going to go well. So we’re going to walk people through today, moves that only work if you wow your customers, but there’s six super moves that allow you to sell more to your existing and previous customers. If you’re currently wowing them. Make sense? Yeah. So JT, let’s say that I, let’s say I gave, let’s see, uh, Devin picture, a different world of parallel universe. Okay. And one day you get a phone call and someone says, hey, you won a house. And you go, what, a house? They go, yeah. And this is the house that you won, Devin. How would you react to winning that thing? I would be so pumped. Like, it’s beautiful and tall ceilings, cool antler chandelier there. It’s, that’s amazing. What are your thoughts, JT, if you won this house? No, that’s sick. It’s on the back of a mountain you can overview. It has the ledge there, ooh, the fireplace. I mean, that’s incredibly awesome. Now this guy, Jeff Pell, I’m not attacking Jeff Pell, this is a true story about Jeff Pell. Jeff Pell is perhaps more passionate about the quality of the houses he builds than that of the customers. I mean, it could be arguable that he cares more about the quality of the home he builds than the people who are buying the homes, or at least the same. This guy’s passionate. Brian Wiggs who built my house, same thing. The guy that built my house, Brian Wiggs, they have the same passion. Now, so we’re gonna start there for a second. Why is it that some people don’t care about doing a good job? Like what is that? So Devin, I wanna ask you this because there’s gotta be somebody listening to today’s show, not our listeners, but other people. Maybe it’s a friend of someone who lives in New York. That was cool. That was a hidden door. You like that? That gets me fired up. I almost had a Ric Flair moment. Okay, so six. So that gets me going. Why is it though that some people just don’t care about wowing their customers? I think it’s almost like not lazy, but kind of lazy because they’re just there to get the job done and just to move on to the next thing and they’re not taking the time with the customer to really wow them they just want to get the job done and move on. JD what do you think why is it that somebody would again Jeff Pell I want to celebrate him on today’s show I’m going to show a lot of examples of his work because he just does a great job and I had an opportunity to reconnect with him yesterday we do a lot of work for him on the back end and it’s an honor to work with him and it really is just great and I love working with him and I like knowing that’s the kind of guy we work with. But I haven’t talked to him as far as you know doing like an interview or connecting in a couple years. Why is it JT that some people, I mean you run a company now called Make Your Dog Epic and every dog that goes to makeyourdogepic.com, you want the customer to be happy and you offer a money back guarantee, but why is it that some people don’t care like this? I think they just want to get on to the next project and make the next buck. So they’re not worried, they don’t actually care about the customers, they don’t care about the quality of the work because they just want to move on to the next thing. And also sometimes business owners put themselves in a situation where they overwhelm themselves and they don’t have a to-do list, they don’t have a calendar, so you have job here, job there, and they don’t have checklists. So even if they do care about the project, they don’t have checklists to make sure everything is done so they forget to do things or now once you start delegating If they don’t have a checklist they just start doing that people will do crazy things without checklists It just gets wild yeah, but imagine you won this home. I would be pumped you need fun Does he actually like give homes away like that no? You like this though? I do. Didn’t you like this? I love that. I mean, even if it was just a little trash, that location’s great, but the house is phenomenal. You love it. They got the fireplace going, they got the pergola outside. You like it. No, I’m loving it. I’ll talk about it. You do love it? No, I really do. No, that’s what I’m saying. This guy, the moves I’m teaching on today’s show do not matter if you’re doing a bad job. Okay? But if you’re doing a great job like Jeff Pell, then you’re going to want to listen to his testimonial because it’s a phenomenal testimonial. We’ve helped him grow his business by 500 plus percent, almost 600 percent. So it’s like growing the company by five times larger. Massive. So I want to walk you through the six moves, and I’ll try to stay focused on the topic, but I’m just so mesmerized by the quality of the work. So there’s six super moves that allow you to sell more to your existing and previous customers. And as I go through these, I want to get your reaction, Devyn, and then I’ll get JT’s, okay? Okay. So move number one, these are things that people don’t do by default. They do not do these moves by default. One, you have to add ad role, retargeting ads. So when somebody goes to, I’m gonna give you an example. If I go to skyhousecompany.com, and then later today I’m going, dude, what was that Dale Carnegie quote, something about interesting, and I don’t remember, he said something about being interesting, and then I was looking up the quote, I’m trying to find it, I’m looking around, I go there, I find the website, oh wow. Retargeting ads are these ads that follow people around the internet. Why are these retargeting, if you go to ESPN.com, you’re gonna see, and a lot of people, they don’t even recognize why they’re seeing these ads, is when you go to a website and you have the adroll.com retargeting ads on, if you have the adroll retargeting ads on, and on part three of today’s show we’re going to actually do an interview with the founder of Adroll, it’s a billion dollar company, but when you have the adroll ads on, someone goes to your website, then when they go to the website, they’re going to hit enter here, right here at the bottom, it’s going to load these cookies onto your browser, right? So now when you go to other websites, unbeknownst to you, you’re going to start to see ads based upon the kinds of things that you have previously shown to be interested in. Make sense? Yes. Yeah. Why do you have to have ad roll ads on one and debit and then two, why do most people not have ad roll ads on by default? One, you have to have them on because it’ll keep your company top of mind to your ideal and likely buyer. So if someone goes to your website, they’re looking around, looking at Sky House, they’re like, wow, these houses are awesome. That’s something I wanna do in the future. And then your ad is following them around. So one, it keeps it top of mind and people don’t do it probably just because they don’t know and or they don’t think it’s worth it. What do you think, JT? Same thing there on the first one. You just need the customer needs to see you over and over and over and over before they purchase. And then, on the other side, people don’t know what they don’t know, so they don’t know that it’s an important thing. I agree, I agree. And again, folks, if you want to download this book and follow along, you just go to Thrivetimeshow.com forward slash millionaire. And when you go there, this is what it’s going to look like. You go to Thrivetimeshow.com forward slash millionaire. You go there, boom, it pulls it up. You can download my newest book, A Millionaire’s Guide, How to Become Sustainably Rich, and you can read along right now if you want to on page 269. Okay, so super move number two, coming in hot. You want to implement what I call the wolf system. The wolf system. James, JT, are you familiar with the wolf system? Have you heard about the wolf? Well, I train dogs, so is that a wolf wolf system? Devyn, have you heard about the wolf? I love The Office, so I know exactly what that is. Okay, so there’s a scene from the TV show called The Office back in the day, and it was a fictitious app where one of the guys in The Office is trying to reach more people, so he develops the wolf. And the wolf is a way to reach more people quickly. So let me hit play on the wolf. Hey, I’m Wolf. Facebook! What’s up, Facebook? I sent you a Facebook message yesterday, and still haven’t heard anything back. You should have sent me a woof. A what? When you send a woof it goes to your home phone, cell phone, email, Facebook, Twitter, and home screen all at the same time. Woof.com. So why does that work though in our fractionalized world? Why do you have to send someone a text, an email, a follow-up call? Why do you have to do all those things JT? Why do you have to do that? Well you got to get a hold of them. People are perpetually distracted. So they are always on something. So whether it’s their phone, email, or whatever it is, Apple Watch, doesn’t matter. You just need to get a hold of them. And then they, again, they need to see you over and over and over. And you got to get a hold of them. And again, if you don’t have this in place, it doesn’t mean you’re a bad guy. It doesn’t mean it’s impossible. You just have to do it. You got to get it done, OK? So one, you want to make sure that you have retargeting ads on. Two, you wanna send out the wolf. The wolf is a move. Every single month, I recommend that you text, email, call, voicemail, all the above to all of your customers. I’d send them a text message, a voicemail, an email, social media posts. Do you recommend ravens, sending ravens? If that’s what’s needed, because people will forget you. And we’re gonna go 90 miles an hour for the final three here. But move number three, you want to have an intentional script created where you can call your former customers and say, hey, it’s been a while since we touched base. I wanted to see if I could serve you or if you need anything. You just, if you do that move, if you’re a guy like Jeff here with Sky House and you’re out there wowing your customers, people go, you know what, my sister’s looking to build a house. Or you know what, yeah, my friend is looking to build a house. Or yeah, maybe we can talk about remodeling or whatever. Super rule number four, you want to resuscitate your customers by keeping a database. You want to keep a database of all your customers. You want to keep a database of all your customers. It’s very important. Most people do not have a database. So you want to keep a database. You just want to drip on them. You know, like every month, send them an email, send them a mailer, send them something, but just, you’ve got to have that database. If you don’t have a database, that’s a problem. But once you do have a database, you just want to trip on them, you know, every month. Just send them something. Something of value. Don’t harass them. Don’t hit them with a hard sales call, but send them something. Number five, you must wow and retain your existing customers by focusing on increasing the net promoter score. All that means is, it’s a Harvard case study, but all it means is you call your customers after the point of service and you say, how happy were you on a scale of one to ten with our services with 10 being the highest and if somebody tells you a number that’s not a 10 you say What can I do? to improve and they’re gonna say Well, you could be on time. You could have been better priced. You could have done this better You could have done that better But if you don’t survey your customers after the point of service like you do at Make Your Dog Epic and like Jeff does, you don’t even know if you’re not doing a good job. And then the final move, you see this every single day, every time you rent a car at Enterprise Rental. Devin, have you rented a car at Enterprise Rental? I have. Have you, JT? Yeah, I have. They do this move better than anybody. They implement a checklist-driven, cross-selling and upselling program. They go, okay, now, sir, with the car, did you want insurance on that or did you want to have to buy it? And if you wrecked it, and you’re like, I guess I should get the insurance. Okay. Now, did you want us to fill it up with gas or did you want the risk of not filling it up with gas? And when we do charge a three-time markup, if you don’t break, pull back, pull, get a fill up and you go, well, I’ll go ahead and do that. Okay. Now, did you want a GPS or do you not have a phone? I guess I don’t have a phone. I don’t know. And then you get the Jeep, right? Yeah. And then did you want XM radio? Do you want the XM radio service? I’ve never had it before, might as well. Right? Do you want the tire protectant? You’re like, tire protectant? I’m like, I’m sorry, I just made that up, I’m just asking. Yeah, but they keep doing that, and you end up taking the $45 rental and it’s somehow $127. Yeah. Right? Yeah, every time you’re like, you’re looking at it, and you’re like, whoa, $45 a day? Jibby Lou, Jibby Lou, it’s always $19 for the first oil change. But it’s always $182. Yeah, they go in and they’re like, well, your air filter. I mean, I wouldn’t eat on it. I would not eat on your air filter. I don’t even know how you’re breathing in your car right now with that air filter. Sir, do you want the synthetic? Do you want the premium or you kind of looking for the off-brand because the you know I worry and you’re like I fear I don’t want to make you worry. It’s okay. I’ll get the premium. Whatever. They’ll go now sir your wiper blades I turned them on I heard Because you make it a dinosaur sounds or Is that what it said Is what do you want? You want the sound to stop if you’re listening to this with headphones on I apologize. You’re gonna say that? That’s right. No but I mean you want it to stop though right? I go, sir when I turned on your wipers it went. You’re going, is that what you said sir? Can I, can I, can I make it stop? What am I gonna do? Yeah, well sir. I’ll pay for it so you stop. Right. The noise that’s coming out of your mouth has to be over with. That’s what they want. They want to go, okay fine, fine, just stop, just stop. I’ll pay $20 fine they will okay now sir I was came back they come back at multiple times so I came back but if your brake fluid and I just thought about I mean you got kids right yeah I guess why yes get a car like yours kids like those you’re driving and all of a sudden it’s like Tommy Boy. It is! You know what I mean though? That’s a great scene. They do that. And then they’re like, well, final thing, we did check your tires, you know, and I turned on the tires just to see if they were properly balanced. I heard a sound, it was a… Stop, I don’t want your sounds! You’ve already done this to me! Have you been there? Did you ever play these games? I’ve been there. Yeah, you’re tired It’s like a mouse that just get caught in a blender It literally happened where it was like 19 for an oil change and then at the end there are there will be 120 How did we get here? And then the final the final move. This is the final move final move and this is in my book This is the kind of things I think about they’ll go Now, mr. Clark the manufacturer recommends you replace your air filter about every X numbers of miles and it may appear to be out of time. And you’re like, we just replaced it. Well, the manufacturer, they recommend it. Who am I to deny the manufacturer? It’s not me. Have you seen this though? Yeah. Listen, sir, I don’t make the rules. I just obey them. And this is what’s happening. So this is six super moves to dramatically sell more to your existing and previous customers. Now on part two, we’re gonna celebrate the success of long-time client Jeff Pelley. He’s grown his business by 500% and then on part three, if it’s possible, we’re gonna interview the founder of AdRoll. It’s a billion dollar company, adroll.com and I’m excited for you to learn these things. But again, big shout out to Jeff Pelley. He’s doing a great job. If your business is not doing well, just go to thrivetimeshow.com, thrivetimeshow.com. Schedule a free consultation. And again, it’s thrive timeshow.com. Well, ladies and gentlemen, this story here today, I want to share this story. This gentleman on today’s show, a long-time client, great person, he has grown his business. We’re at 578.34% growth from 2019 to 2023. Let me repeat that. So today’s guest is a beautiful man. I believe he’s grown his business by what percentage, Sean? 578.34%. It is impressive. And I don’t know if it’s more impressive. It’s him or it’s the products he built. He builds these incredible houses. And this guy has really decided to take his love of building high-end, beautiful homes. I mean, it’s like art meets construction. And he’s decided to turn his passion into a career, into a business, and we’re super excited to have him on today’s show. Again, this is the founder of SkyHouseCompany.com. The founder of SkyHouseCompany.com. Jeff Bell, welcome to the Thriving Time Show. How are you, sir? I’m good. Thanks for having me. So tell us right now, we’re business, I’m going to pull up your website just so our listeners can know you’re not a hologram here. What kind of things do you build at skyhousecompany.com? Can you hear us, Jeff? Did I lose you? You broke up on me a little bit there. Oh, sure. What kind of things for the listeners out there that maybe don’t know who you are or what you do, what kind of products do you build? We build one-of-a-kind houses that typically involve architects and interior designers for clients that really want to be intentional with pretty much every nook and cranny of their house. We typically build that type of house on the side of a mountain. Let me pull this up real quick here. Can you tell our listeners as we get prepared to play this clip here, tell us about this house once the clip comes up and tell us kind of the work that went into it and just kind of walk us through this project. Yeah, this was a pretty neat project that had an existing house on the lot. You’ll see here in a second, it drops off to a sheer cliff that overlooks the Blue Ridge Mountains and the gorge. That’s hundreds of miles away. You can see Charlotte on clear nights. It was a challenging, fun job site to fit everything in on such tight quarters with getting building materials and all that around the house. But a really cool house to try to work with the existing setbacks with the town, try to create and maximize the view as well as they were interested in what we would call a generational home with the building materials, the building science behind it, the performance of the exterior materials to where you have real low maintenance and durability that this house could be handed down to the family for generations and everybody can enjoy it, the quality of it versus its house getting handed down to the kids and there’s so much money involved in repairs and updates to it that they end up getting rid of it. Wow, this is a gorgeous project. Let’s look at another one because this is what you do. We talk here at the Thrived Time Show a lot of times about helping clients and helping them to grow their business, but I like to showcase the work you do because you do incredible work here. Let’s pull up this one here. This is more of a 3D thing where I have to do kind of a 3D look there. So let me… It’s three levels to it. Let me go in here. I’m in here exploring. I’m going to go to the kitchen. We’ll just start there. Tell us about this house here. What’s this house and where was this house originally constructed? This house is up in a development in Eagle’s Nest where we do, it’s kind of a booming development in the area. Lots of construction going on. And this is for a local architect that I have a special relationship with that is actually retiring in a month or two. So this will be one of his last projects that he will have done. So teamed up with that architect and the interior designer, and we’re able to give these guys a full package feel of a mountain retreat where kind of that rustic mountain design clashes with some contemporary modern elements. It still feels warm and just has an overall great relaxing vibe. Wow, this is just incredible work you do there. And again, Jeff, for people who haven’t been to your website, the website we’ve got here is skyhousecompany.com. Now, Sean, you’ve had the pleasure of working with Jeff here for quite a while. So, Jeff, how did you initially hear about us there, sir? How did I hear about you guys? I believe John gave me a call. It might not have been Sean. I think it was Kendall, actually. Kendall. Kendall Pope. Yeah. Really? Shout out to Kendall Pope. Thank you. Yeah. That’s great. That’s great. So and then we’ve had the opportunity to work with you for how many years now, sir? What are we, five years, six years? Five in April, actually. Yeah. So let’s go through it. You know, again, because people say, I want to grow a business. We have a linear path we coach all of our clients through. The first thing, you know, Jeff, was we really have to make sure that the brand is as good as the product that you deliver. Now, some companies reach out to us, I’d say about half, and they need help on the quality of the product and they need help on the brand. But ideally, you want to have a great product and a great brand. When you came to us, you already had a great product, you just needed to improve that brand. Tell us about the importance of having that new website and making sure that we have objective reviews from customers that actually, you know, the sample videos, the sample walkthrough tours, how has having those sample videos and that enhanced website brand helped you? Well, I think it’s a key to, you know, it’s a crucial leg in the foundation of growth and scaling. So the marketing side of it, when I was first starting out, it was just word of mouth referrals, and, you know, one happy customer to another. And the website, it’s a marathon. And the sooner you get into that marathon race and start, the better. And we’ve now seen it as a machine. And that’s where the real payoff is. And now we’re kind of just adding to it consistently. It helps with the brand and the reputation of verifying your, you know, to just the public audience that’s searching for you, that trust factor, and then showcasing your work and setting it up in a manner to where it’s easily accessible for somebody to get an insight, accurate insight into your company. It’s been a game changer. Now, Sean, I want to ask your comments on this real quick here. Years ago, I worked with an accountant. I’ve helped him grow his business by nearly tenfold. And when I first met him, he had no website, but he had a pretty decent-sized business. It was already a $2 million portfolio, but he had no website. And even when I was first onboarding him, I ran into a handful of people that said, Clay, do you recommend a good accountant? You have one you recommend. And I said, well, I use a company called CCK. However, just so you have options to compare, this is another brand we just started working with. So check out CCK and this other brand. And almost everyone that I referred to the quote unquote other brand called me back and said, they don’t even have a website that makes sense. Why is that, Sean, that people won’t even do business anymore if it’s word of mouth oftentimes unless there’s a great website. Well, people just want to verify. I think there was a Forbes article you introduced me to that was actually written years ago that says that like 64% of people are trusting the online reviews more than the personal recommendations. So if my mom tells me, use this plumber, and I go and Google and I don’t find that plumber I’m probably gonna go with whoever had the most reviews over mom’s recommendation and that’s 64% of people I think that was that article is like from 2014 or something so it’s been a while. That’s still the case and especially with Jeff Distinguishing clients is how he he’s the discerning and distinguishing clients. He says we create Exclusive homes the type of person that’s gonna spend a million to three million dollars on a home is going to do their research and they’re going to be looking at your competitors and you’ve just got to make that first impression online with these people. Now Jeff, as we’re walking you down the path, you know the first box is we want to establish the revenue goals for every client. You’ve clearly done that. Two, we want to know how much revenue you have to do to break even. You’ve clearly done that. Box three, you’ve got to figure out how many hours a week you’re willing to work. Now this might sound crazy if you’re somebody out there that doesn’t have a lot of leads. But in your case, you are now generating a lot of leads. Now tell us something about the importance of blocking out time for family and for business. Talk about that. Oh, it’s, uh, it’s absolutely important, especially when you get married. You know, I think when, since we even got linked together with the coaching, I’ve gotten married during that time. I have a five and a half month old. My first baby is five and a half months old now. And it is crucial for that work-life balance more now than ever. But I tend to work, I’m more of the working side of the things of my work week, but That’s early on with the systems that we kind of create and work through over these years It’s giving it’s giving more freedom back because the machine the systems of stuff are working a little bit more for me Instead of me having to work it now. This is big There’s somebody out there watching today’s show and you said the book of Genesis told us to work six days a week. Someone else is going, no, no, my college professor said, life balance, buddy, buddy, work 40 hours a week, buddy. Someone else is, no, I work six days a week. And there’s people out there right now watching, they’re debating this. I like to work, I’m not saying this to divide the room, I’m just saying it because this is how I view the world. I like to work six days a week. Years ago, I became friends with a lot of business guys, and I found out that most of us work six days a week. Some people want to work five days a week. Some people want to work four days a week. I know adults who are very successful that now work three or four hours a day. One of the most successful people I’ve ever met, literally, no exaggeration. He works four hours a day, but he blocks out time. So if you look at my schedule, folks, I’m just going to show you my schedule. Everybody out there. This is my schedule. This is what I’m doing. I’m not, this is what I’m doing. This is where I write and how we’re interviewing Jeff Pell. I’m not doing something else. Every hour of my day is blocked off. That’s what I’m doing. You say, what are you doing with your gaps then, buddy? Well, somebody canceled today, said it created a gap where I can follow up on things, but I block out time every week for what I’m doing. And that’s what I do. And so it’s so important to learn that concept of blocking out time. Now, Jeff, as we move through the system here, the next thing is you got to create a unique value proposition in a brand. I know you and Sean have worked together to develop sales materials and a one sheet. A one sheet, I’m not going to show your one sheet, I want to show some different examples, but I’m going to pull up the one sheet for a pool company we work with. This is a pool company in Tulsa. We worked with them since they were a startup. Now they’re very successful. But this is their one sheet. And the one sheet is a clear comparison, and for this business, their model of making a one sheet is comparing what they do, Sierra Pools, versus their competition. That’s how they do it. So their conversation is, hey, we do 0% long-term financing, we’re family owned and operated, we do a free 3D design, we’re the highest quality, and here’s how we stack up to the competition. Other people wanna have a different one-sheet style. But Jeff, why does everybody need to have a one-sheet? Just to create that quick, clear distinction between you and the others when somebody is in the market to make a decision to go with one company or the other. It’s so big. It’s so big. Now the online ads, this is something, Sean, and again, as we go through this path together, I find a lot of business owners, they get stuck right around here. Box six, marketing, because you go, look, I’m a home builder, man. I’m a doctor, man. I’m a dentist. I’m a lawyer. I don’t have time to sit there and figure out the newest AdWords update. I don’t have enough time to sit around and figure out the new retargeting pixel. I don’t have time behind the scenes to update my website to meet the new requirements of the newest iPhone. I don’t have time for that. I’m building houses. I’m seeing patients. I’d love to get your thoughts on this, Jeff, of the importance or the value of having a dedicated team led by Sean to make sure that those things are just sort of happening in the background for you? I mean, it’s paramount. You can’t, it is, it’s absolutely necessity part of necessity, necessary part of our whole system and our marketing and everything. It’s built into our, into our core. It is something that happens, like clockwork on the calendar. And it’s just it’s a necessity. So somebody saying I don’t have time for that or, you know, you can make time to meet with you can make an hour out of the day to meet with your coach and come up with a game plan of the in the strategies for all of that marketing, targeting, all that stuff. And then you guys take it from there. But you do have to put in initial work. Now I want to hammer it down because Sean’s always bragging on you and he’s saying, hey, when I work with Jeff what’s great is that we have our weekly meeting and we knock stuff out. And so Sean’s always saying that in the background. Sean, as we look at here at this next step, again, as we’re going through the system, folks, everybody can follow along. You just go to Thrivetimeshow.com forward slash millionaire and you can download these systems for free. You can look at the systems, but it’s about implementing, Sean. It’s not about just knowing the knowledge. I mean, you’ve got to implement. So with Jeff, you guys have created a lead tracking, you’ve created a business tracking, you’ve created implemented workflows, you’ve created sales scripts, call recording. Sean, what makes Jeff a good client to work with? Because what we do is very analogous to being a personal trainer and ultimately the client has to show up. Well one thing is he does a good job keeping those things up to date. Jeff and I we look at the scoreboard on a regular basis in our meeting which would be our business tracking sheet. We’re constantly using the lead tracking sheet. I mean you’re talking about people who are building a home over the course of two years some of these people. So we’ve got a long lead time on some of these and we’ve got to keep up with all those people. He does a great job when it comes to tracking. He’s also pretty good at leveraging his team to be able to get things done. Many times I’ll be working with a business owner and I’ll tell them, hey, we need to get this done. They’ll delegate it to somebody, but then they never follow up. Jeff follows up and he makes sure the stuff gets done, which is great. So we’re able to keep progressing even if he’s not necessarily the person doing everything on his team. He’s able to leverage his team well. And he’s doing that using to-do list systems and checklists. That’s kind of where we’re at now in the process. We’re a little bit later on where we’re building all those systems and management. Jeff, I don’t know why I feel like it’s going to, I’m going to describe it this way, but I run into a lot of people that say, you know, I don’t need sales scripts. I don’t know why I feel like they say it that way, but it’s like, I don’t need sales scripts. I don’t need a one sheet. I’m too busy to build, listen buddy, I’m too busy building my business to take the time needed to block out an hour of power every week to meet with a coach and to build a linear workflow. I’m too busy. You say, why are you too busy? Because. So what would you say to somebody out there that is just, feels like they’re too busy working in the business to work on the business? Well, I think first, there’s gotta be some kind of nugget of an aha moment to realize that if they want something to change And they want to create that time first They may just have to force it into place whether they need to be more disciplined with their time management Tracking their time. I mean, that’s what we did right out the gate. I didn’t even to create my own schedule Me and clay Clark. It’s like write down everything you do for three weeks, you know And then we we bucket that in the high level, lower level, worker level management, in the org chart of my business, which was me and a handful of people. And so I think you have to have an aha moment to see, okay, I can structure my time. I can get an hour here. to see and once you see the value of putting all this together, you’re going to get that time is going to be is going to hold its place and you’re not going to miss it because it’s going to be you’re going to see the value in it as you build it. And these people that may not understand it, I was even guilty of doing that in the front end on some of the systems or why do we have to have a script? I’m the salesman. You know, why do we have to have any system? Because I was doing it. Well, that’s the whole reason we have to do it. If it’s coming out of me and I’m recreating it every time, let’s recreate it on paper. You know, and then I’m easily now able to have somebody else take lead calls. There’s a lead report sheet. It’s a, it’s a qualifying the lead. I don’t even see half the leads. It all gets tracked. And then the qualified leads get set and put into my calendar on specific days for an initial consultation. So I think somebody has to see that value in order to get it. But if you get a little bit of it, it’s a no-brainer. Now you said once you see the value in it, it’s a no-brainer. That’s what I’m kind of paraphrasing. Could you explain the value in it? Because I look at your business and I go, wow, this guy Jeff, he’s grown his business by 578%, 78.3%, 578.34%. I just talked to a guy on Saturday, Sean, who I’ve worked with for five years. I’m not sure to be competitive, I am kind of competitive. This guy’s grown his business by like 18 times. Now the reality is he started at a smaller number than where you’re at today, Jeff, but he’s grown by 18 times. You look at Shaw Homes, another home builder, they’ve grown by 10x. I mean, I can go on and on. I see the value in it all day, but how would you describe the value of having a coach helping you down the path? Well, it’s incredibly valuable because first of all, it’s a long, linear process. You’ve got the marketing side of it, you have the administrative side of it, you have the organizational understanding of what a company is, delegating tasks. And so it’s a consistently growing process to revise, to refine, and scale a company. And I enjoy that. So it’s very valuable to me. I also value the accountability of that from Sean, is that we are on a trajectory, and we’re moving forward. Whether it be the marketing, whatever we’re targeting to try to get done. Right now it happens to be kind of high level checklists and systems that were built into our construction schedule. Down to the nitty gritty of checks and balances and KPIs and all that good stuff. So I mean, it can go very detailed. I want to tell you a story about a home builder. I feel pretty good about this. The home builder, Jeff, he actually built my house. And we were talking offline one day and I said, hey, you’re like, in a, not a gross way, like a Bob Ross kind of way, okay? You are loving on my house. No, I mean, you are into it. I mean, I’m watching you bevel that stone. I mean, we could clearly move in a week ago, but no, no, no, no. You, Mr. Wiggs, you want to make my house perfect. I mean, you want to, I almost have to pull you off the job. You’ve already been paid, bro. And you’re still wanting to keep going. I mean, this is like a Kaizen folks. Look that up. Kaizen. This is a big idea. It’s continual improvement. It’s an Asian concept for many people that don’t understand that philosophy. It’s called Kaizen. Everyone should look it up right now. It’s this philosophy of continual improvement. I said bro. You are kai’s awning on my lawn Like I want to move in my house, and I’m but you are kai’s awning on my lawn It’s the Japanese concept of continual improvement I mean you are polishing it to the point of I am I am getting worried about what you’re doing right now It is incredible. I mean he’s walking around my lawn like looking around like I’m gonna cut that kind of move. I mean it’s incredible. And so I said, you should probably number the houses moving forward. Like every time you do a house, put the number of the house, go ahead and engrave that somewhere like as a stone. He goes, I like that idea. And he’s been doing that. And people feel like they’re buying like a signature house. And I am so fired up to help you grow your business because I know you actually care about the house and you put a pride in your work. You go into like Target, I’m not being disparaging, you go into Target, you go to Target, come and go, USPS, you say, hey, do you know where the bathroom is? They go, I don’t know. Might as well work here. I’m on break. You know that whole thing? But you go into, you go to Sky House, and Jeff, you have a passion for your customers. Talk to us about the passion for your customers, because you really get into it? What makes Sean get into it? I almost explode every time I get a chance to see one of your updated videos. They’re so good. What’s your passion? Well, I mean, you hit the nail on the head when he doesn’t want you to move in yet because he wants to bevel some of the stone and get it just tidied up and right. I look at our houses and look for any problems. And I think that they’re cool houses, but I’m always like, okay, we can, we can do better on the next one this way, whether it’s the finished product or the efficiency of the finished product or the way we communicate on the finished product with the customer. I’m passionate about getting, you know, growing and getting better and more refined. I mean, we have hit numbers where we were doubling our revenue for a couple of years and we came to the point last year, I was like, look, we’re at this point where we’re probably at the size, we’re not going to, you know, that’d be dangerous to just try to double to 16 million, you know. So let’s take this same workload, refine it. And that’s where I’m passionate about doing, putting forth my effort and gifts into projects with awesome homeowners homeowners and architects and designers that feel the same way and really can appreciate that level of creativity meets durability and functionality. You know, the final five minutes we have, I want to respect your time, but I have three more things I want to ask you, so I’m going to go rapid fire. So many people say, I can’t find good people, and Sean, I don’t know why I want to say it this way, but it’s like, I can’t find good people. And I just, it’s that, I don’t know if they say it as much as I just feel this momentum of defeatism. Yeah. I just can’t find good people. Meh! And I’m going, dude, I don’t know where you’re getting that sound. Am I hearing that? Are you hearing that? I mean, it’s almost like a dog whistle, but I can hear it, you know? But my clients don’t have a hard time finding people. My customers do not, my clients do not have a hard time finding, the 160 brands we work with they don’t have a hard time finding people because they’re always implementing the group interview process and now you have a highly skilled workforce you have to hire high skilled people to do what you do can you tell the business owners out there the importance of constantly never stopping that ongoing hiring process It’s another one of those core implementations into the company that maybe I fought it even for a year. Yeah, at least a year. At least a year, maybe two. Maybe COVID came and I put my foot down and I was like, let’s get going. I ended up having to move a group interview to the Homebuilder Association because there was one person out of that group, and she still works here today, and she’s killing it. So it’s absolutely – you know what it does? First of all, you get into the hang of it. I do them Wednesdays at 5 o’clock, or Thursdays at 5 o’clock, for two different positions. They don’t show up, they don’t show up. I go about my day. And there are group interviews and I’m not in the need to hire, but I’m always in the need. I’m always going to hire if it’s an A player, the right fit. You know, A players have jobs. They probably may be having a crappy week and hate their boss and they’re going to go look for other stuff. So I want to get in front of those people. And I also don’t wanna be put in a position where I feel like I’m forced to hire somebody that my gut doesn’t tell me will be a great fit that will help become a pillar of my company. So it’s great for you to be able to stay true to your culture and your course while growing the business. It’s not the funnest thing to do every single week, every year, all year round, but it’s not that big of a deal either. And if you create a system in place, you can hire somebody, you can have a checklist in place that they do it all, and all you do is show up at 5 o’clock for the interview, and they let you know if they canceled or not. So that’s what I do now, and it’s all tracked. Now the final question I have for you, that we have for you here, and again it’s a little bit of a long form windup, but this is Sean, a lot of people say, well, what’s the most important part of business coaching? Is it the marketing? Meh. I go, did you say meh? Is it the accounting? Meh. Hiring? Meh. You know, and they go, I just need accounting. So I just need a checklist. I need human resources. Meh. I don’t want your feedback on hiring, buddy. I just want to do marketing. Meh. I don’t want to do so. And they view like growth as one particular thing. Yeah. So it’s like, what’s the most important ingredient that goes into the cookie? Is it the milk? Is it the eggs? Is it the sugar? Is it the… What’s the most important ingredient? What’s the most important part of the car? Is it the wheels? Is it the transmission? Is the steering wheel? Is the gas? Is it the… The idea is that it’s all of it. It’s implementing all… It’s working on the business, not in the business. What would you say to anybody watching this video right now, they’re thinking about paying our monthly flat coaching fee, but to do that they have to schedule a 13-point assessment first. It’s free. What do you say to somebody out there that’s watching right now, maybe in the same shoes that you were in years ago, what do you say to someone thinking about scheduling that 13-point assessment? First, I would have them ask themselves this question. Do they really want to be a business owner? Or do they just not want to work for somebody else? Do they do they want to have the lifestyle of an employee? With the with the label of a business owner because I think there’s a mistake there sometimes but if somebody really wants to Create a brand and has a has a long-term vision and sees something out in the far future that’s just not there yet, sign up. Because it is total encompassing. It’s not marketing. It’s not, you know, different businesses that you guys coach probably have weaknesses and strengths, and one might be accounting, one might be marketing. But it’s the totality of this. It’s the org chart. It’s understanding every nut and bolt that works into your business that makes your business thrive or operate. So I don’t know if somebody thinks that they just need marketing, maybe they need to feel a little bit more pain out on their own trying to start something out and then maybe they’ll call you guys back later, but I’d say pick up the phone, give you guys a call, and just get fully committed to doing something without questioning it too much because it’s proven systems, you know, and it’s still tailored to any business. You know, you guys coach, you just mentioned accountants, pool guys, I’m a builder. You guys do all kinds, and business is business. Well, brother, I can’t wait to see you again in person. Maybe we’ll see you in person workshop coming up here soon. Have you ever asked this guy about the TiVo conference? I think I’ve asked him like maybe 12 times now. I was not about to ask you. We’re going to send a small team to abduct you. There we go. And they’re going to bring you over to the conference featuring Tim TiVo. But I really do appreciate your time, sir. It’s great connecting with you again. Sean speaks nothing but very highly about you and he’s really excited about your growth. I am too. And again, thank you for carving out time for us. Absolutely. You guys have a great one. Take care. Thank you Jeff. Talk to you Two men, 13 multi-million dollar businesses, eight kids, one business coach radio show. It’s the Thrivetime Business Coach Radio Show. Get ready to enter the Thrivetime Show. That’s it. Arms away. Alright, Thrive Nation, welcome back to another great conversation. And today we have Adam Burke, the co-founder and global president of the world’s largest retargeting platform, AdRoll. He’s now an angel investor who’s focused on helping companies with their strategic marketing. Adam, welcome to the Thrive Time Show. How are you, my friend? I’m doing really well. Thanks for having me. Adam, I’m super excited to have you on the show. I’ve read your book, a retargeting playbook. I’ve paid AdRoll or spent a lot of money with AdRoll over the years, and I’ve always been very happy with the purchases. I want to ask you, my friend, I guess you decided to leave the company about over a year ago and you brought in a very qualified successor by the name of Toby to be the president and the CEO of AdRoll. So I’d like to ask you, why did you decide to start AdRoll and maybe why did you decide it was time to move on to Addenburg 2.0? Really, the decision at the outset, for me anyway, was really all about the people. Jared and Aaron, who were the founders, were friends of mine for seven or so years living in San Francisco, and people who I had gotten to know super well over the years, and really came to like really enjoy spending time with and also respect on a professional level to the degree that I Knew them professionally, but you know, they were just always two people that I just for whatever reason just you know wanted to do something with Entrepreneurial entrepreneur early and they actually ended up then coming coming to me about this concept a bad role and I had been in the marketing technology and advertising space for already quite a few years at that point, so they came to me with that context. If anything, I was interested in doing something that was a little bit further afield from what I had already been doing, but because it was those two people specifically, it was sort of a no-brainer for me to join up with them at that point. That was back in 2007, and it was a long road working together for 10 years, which only recently I made that transition. It was just a situation where after 10 years, it was time for me to do the next thing in my life and in my career. And I think with a little bit of distance now, I can definitely say that the right person for that role that I was in, it’s really tough to be the best possible person for a company at three people, and then 30 people, and 300 people, and we were 700 or so people when I left. And just a combination of just having, been working at those problems for a long time, and then also the company changing a lot around me. I think it was time for a clean slate. It was the right thing for me and the right thing for the company. And then Toby was obviously someone we knew and was just the ideal pick to come in and bring a fresh perspective to the company. And so it all just lined up. And you know, this is a conversation I’ve been having with Aaron for probably, you know, a year that, you know, at some point, you know, there should be a transition, you know, at some point we should find someone to, you know, to take on that role that I described and it all sort of fell into place over the course of a year or so. And so that freed me up, as you mentioned. You know, Adam, at one point, AdRoll had over 40,000 marketers, if I’m correct, using the platform. But before you became a big success, I mean, before you became a name that a lot of marketers and advertisers knew, you obviously had to start somewhere. Where did you physically start AdRoll? Did you start out of a condominium somewhere? Did you start out of a house? Did you start in a garage? What was your San Francisco startup story? I mean, like, it is that cliche, I would have to say. Yeah, I mean, it was the back of a VW van. Our door opened up onto an underground garage, actually, that was in a condominium in Soma. We were actually renting the back room of another startup, which was founded by Naval Ravikant, actually. So it’s kind of a notable name, increasingly these days in the crypto world. But yeah, so it was his startup, it was a company called BASK, and we were renting their back room. And that was in 2007, and it was certainly an auspicious time founding a company in 2007. We raised our Series A in August of 2008, which if you do the math, was like three weeks before Lehman and Bear Stearns. So obviously it was a scary time, but with some good revisionist history, it was also a very opportune time to start a company. There wasn’t a lot of competition being funded, obviously, after that point. Trying to build a marketing technology product during the midst of an economic downturn is very difficult. Marketing is one of the first things that companies pull back on in an economic downturn. It was very hard to find a product market fit, but we also got a lot of very clear feedback. No one was spending money on anything that wasn’t driving very clear results. It allowed us to actually iterate quickly. There was no opportunity for us to delude ourselves to think, oh, yeah, we’re doing something awesome when we really weren’t because there was no excess budget to go around for those kinds of things. If we were doing something that wasn’t adding value, customers would turn out very quickly and we’d get that feedback. Although in many respects it was a bit of a nail-biter type time to be trying to build a company, in retrospect it was actually a really powerful crucible to get really good customer feedback, to really focus our energy, to really figure out a product that added value. As things started to turn around in the economy, we had all that great learning under our belt, and then we were well positioned to grow really rapidly, which we did. One of the things I’ve enjoyed about listening to some of your previous interviews is I love the language that you use, and we have hundreds of thousands of people that download this podcast on a consistent basis, and a lot of them aren’t familiar with some of the language. I mean, because you’ve lived in San Francisco, you started your business there. Can you share with some of the folks out there, some of the plumbers, some of the doctors, some of the dentists who say, Series A? I think I know what that means. Can you kind of explain what is Series A funding all about? Well, man, honestly, I think people who are in Silicon Valley itself probably get pretty confused about these terms because they’re constantly shifting. When we raised our quote-unquote Series A back in 2007, it meant something extremely different than it means today. You know, generally, you know, each of the series with a letter is sort of a sequential round of funding for a business. So A is earlier and now we’re even at this place where, you know, there’s multiple rounds of funding that often happen before you even get to A because there’s been this proliferation of early early stage investors and a formalizing of what we would call seed investing that’s become sort of a professional activity whereas back a decade ago, you might raise a small amount from friends and family or an angel investor or something of that nature. And then you would raise your first, you know, quote unquote institutional round from a professional firm at your series A. Now there’s been more and more firms like Y Combinator and 500 Startups and SV Angel that have emerged to professionalize that seed stage round. And so people are, you know, all of this has kind of been pushed back a little bit and people are doing more quote unquote C’s. So I’ve heard terminology like pre-seed, then seed, then maybe an institutional seed is definitely coming up, and then Series A. So by the time you’re in Series A, the Series A rounds have gotten, there used to be Series A rounds were relatively small, could be like one to three, one to four million, and now, you know, series A’s are often, you know, five to 10 million because people have raised, you know, various rounds of seed, pre-seed. I’ve heard the term pre-company used recently where, you know, people just want to back a certain entrepreneur who they really believe in and say, okay, well, you’ll figure out what even the company is as you go, and they, you know, just wanting to get in earlier and earlier. So, a lot of dynamics at play there, but yeah. Well, now Adam, another word that you said, as I’m breaking down the definitions of Adam Burke here before we get back into this, you said the word crucible, and the crucible, I mean, that’s a great word to describe the path of starting a business. That’s a situation of severe trial. How long did it take you to push through that crucible, or that situation of severe trials, before you felt like you were gaining any traction? Because you hear about ESPN struggling for over a decade, FedEx taking nine years, you hear Amazon, you hear Facebook, these companies taking three years, four years, how many years did it take you with AdRoll to gain some traction? Yeah, I mean, it was certainly one of those situations where it’s like the cliche where there’s like the overnight success that takes like five years. Oh yeah. You know, it’s everyone on the outside, it seems like, oh wow, you just kind of like pop, you know, you popped up and all of a sudden you’re everywhere and it’s like, well, there were quite a few years that went into it before that to get to that point. And that was certainly the case with us. You know, as I mentioned, we started the company in 2007 and I wouldn’t say we really, we didn’t even figure out the what was the sort of winning product for us until 2009. So there was at least two years or so of just iterating and iterating and trial and error, trying to figure out the product that really solved the problem that we were trying to solve, which was bringing sophisticated performance marketing technology to a broad market. That was sort of a high level thought process that we thought there was an underserved market of mid and small businesses that didn’t have good tools and all the sophisticated technology was built for larger brands, and we wanted to build something that would bring those technologies to a broader audience. But what exactly that was and how you actually did that was still a big question, and it took a lot of trial and error to figure that out. And we didn’t even hit on the product for about two years. And then once we sort of did that, it still took us, I would say, at least another year to really have conviction that we had hit on the thing and could double down on what was at the time the retargeting product that took us a few years to get to, and then scale out from there. Do you feel like 2010, 2011 is kind of when you felt solid about what was happening when you were no longer eating a diet consisting entirely of leftovers you could find in local dumpsters and ramen noodles? Yeah, there was definitely a turning point around then. I mean, look, I’ll never say no to ramen. Or a good dumpster, I’ve heard that about it. Yeah, good, you know, depends where the dumpster’s located. Yeah, exactly. But yeah, so I would say, yeah, three years or so, that’s probably, yeah, 2010, 2011, we definitely had turned a corner. I mean, I was doing a lot of the early sales myself, and that’s where it got to the point where I felt like, you know, if someone signed up with us, I felt, like, really confident that they were going to stick around because we were solving a real problem for them and really helping them out. And so I didn’t constantly need to worry about sort of filling a leaky bucket. And that I knew I could have a conversation with a new customer and be like, this really is going to solve a problem that you have. And then once they tested it, we knew that they would stick around for a long time because it just worked. And so then it became like, how can we get this into as many people’s hands as possible? And so it became more about, okay, well, let’s do free trials. And how long of a free trial and how else can we just create awareness? Because we know now that we have something that works and that people will keep using month after month and quarter after quarter and year after year. So you built this business. It took you three years to get that traction and then you decided to open up offices in Dublin, New York, London, Tokyo, and Sydney while keeping the headquarters, as you informed us earlier, in San Francisco. Why did you decide to open up offices in these additional locations? Why these locations? Yeah, well, I mean, broadly speaking, this was, you know, around, let’s see, 2013 or so, it was very clear that, A, we had a product that worked, that the market, that solved the problem in the market, you know, that quintessential product market fit. We thought we also had a very broad market to go after. Basically, anyone who sold anything online was a plausible lead for us. So there was a lot of potential customers out there. And we knew there was sort of a limited amount of time to go out and win the market because in technology, as soon as you’re doing something that works, there’s going to be people that are going to try to replicate what you’re doing. And of course, that’s from the low end. You have people that are starting startups that are seeing what you’re doing as successful and are going to try to disrupt you and innovate on what you’re doing. And then, of course, you’re playing in the sandbox of some of the big boys, Google and Facebook and whatnot. And if you don’t move quickly, they could roll out things here and there that could really put up roadblocks. And so we knew we had to move quickly and we wanted to go after a large market. And a large market existed. interested, and the challenges that marketers have in the U.S. are not dissimilar to the problems that marketers have online in other parts of the world. So, of course, we did our due diligence, and we went to these markets. And also, one of the benefits that we have is because AdRoll is a self-service tool that anybody can go to the website and sign up for and use, we could get all this data and see, oh, wow, there’s people coming in from this country and that country. And so, you know, before we were even present physically in those markets, we had customers. So that kind of gave us a good data point to say, hey, you know, this is a good place to go or that’s a good place to go. And that, you know, there’s other, you know, there’s other criteria that comes into the thought process with respect to, you know, what is the cost to operate in these markets relative to the market opportunity? Are there, what’s the regulatory environment like? What’s the culture like? What kind of impact is this gonna have on our organization when we’re no longer all able to sit in the same office and now we’re spread across time zones? And this was a big learning for sure as we grew about how you make sure that everyone, you know, who’s working at the same company in all these different offices is up to date on everything that’s happening with the product, everything that is happening with respect to how you’re positioning yourself and how we’re marketing the company, various decisions that might have been made, and how do you make sure that communication runs smoothly across a global organization, which is not a trivial challenge by any stretch. Thrive Nation, if you enjoyed our conversation with one of the founders of AdRoll, a company these guys started, and they grew it to be over $350 million in size in terms of annual revenue. They grew the company from a startup to a company that had over 700 employees, which means that he knows a little bit about advertising. So if you loved today’s podcast, you are definitely not going to want to miss our next interview with Mr. Adam Burke, where he shares the ad role story part two and the next phase of his career, and he shares about advertising. How do you advertise? What’s the proper mindset for advertising and marketing, and how do you grow a company from very small to over 700 employees? How do you grow from startup to not startup? How do you build a company? How do you scale it? Well, one of the essential components, one of the essential ingredients to growing a successful company is you must be committed to ongoing marketing and advertising. So you do not want to miss the advertising expert and one of the co-founders of AdRoll as he joins us on an upcoming podcast. Be looking for it. And now, without any further ado, three, two, one, boom! 3, 2, 1, Boom! Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use. Because they believe in you. And they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilner. Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses. We started from the bottom, now we’re here to rise Started from the bottom, and now we’re at the top Teachin’ you the systems to get what we got Colton Dixon’s on the hooks, I’ll break down the books He’s bringin’ 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 up on your radio And now, 3, 2, 1, here we go! We started from the bottom, now we’re here My name is Jennifer Sundahl and I’m originally from Oregon, but now I work as a home builder with my business partner, Frank Winkley in Branson, Missouri with Winkley Home Builders. I have been in the home building business with my business partner, Frank, for a few years now. We originally learned about the Builders Training Academy when we attended a Thrive Time Conference in Oklahoma. We thought it would just be a couple days, learn a few tips, but it’s evolved into so much more. When we came to the in-person workshop, we learned a tremendous amount. For me, it really helped me recognize that you weren’t just going to come and learn about how to run a business, you were also learning about how to work on your business. And it also challenged me as to how much time would be devoted to that each week, because they’re both equally important to grow a business. So that was a new concept for me. And then we just learned so much about marketing and the website and the SEO. And there’s so many things that I recognize as to entrepreneurs starting a business that we were gonna need some help with. The weekly coaching meetings with Erin are like nothing else I’ve ever experienced. And it took a while to kind of get in the groove. But these are working meetings. These are not meetings where you take a piece of paper and you write some notes down and then you say you’re gonna do something and then you come back and it’s not done. Boom, no. The computer is on, the agenda is live and you are producing things in the meeting. It’s probably The most productive 60 minutes that you would have during your week because it’s all about accountability, too There’s no room for whining and there’s no room for excuses So if that is your go-to this would not be a good fit for you But if you’re ready to see your business explode, then this would be a perfect fit for you. I would describe Aaron’s presentation and coaching style as phenomenal. He has this incredible balance of being genuinely encouraging and sincere and full of wisdom, while at the same time pushing you to this brink of where you think you can’t do something, but along with his encouragement and then the proper tools and the training and the resources and the websites and the suggestions from other experiences that he’s done with his company and other clients, it all comes together. And I just have to mention, like in one of our last phone calls when we talked about one of our big wins, it was that we are exploding like a volcano with leads right now. And I have to say that is a direct connection, a direct positive result of Aaron’s coaching style and what he brings to us each week. The biggest game changer that Aaron has helped us with, I think one is accountability. No one else is going to ask us about whether we tracked our leads or not. Aaron is very deliberate in making sure that we’re progressing leads, that things are not getting stale. If things are getting left to the wayside, he helps us dig deeper to figure out, what do we need to do different, or how can we manage the information? How can we delegate things within our company? And so I think that accountability each week. And he brings this depth of knowledge that once you talk about it, you’re just like, Oh, I should have thought of that. But he brings it to the table as a proper solution. It’s not overly complicated, but it helps you move like sort of to the next stage or the next level on a project. That’s very sincere, exceptionally genuine, very encouraging, but he doesn’t baby us like he is straightforward in a really healthy, balanced way. If you decide to not work with Aaron, you’re going to miss out on an experience of a lifetime. You’re going to miss out on the wisdom of a man who’s worked decades within the industry, who can help you grow your business, you’re going to miss out on expanding your business, you’re going to miss out on the revenue that could be brought in, not necessarily by hiring a tremendous amount of new people, but instead, just working a lot smarter within the industry. So if you choose not to work out with them, you’re missing out on a lot. Hello, I’m Wes Carter. I’m one of the shareholders at Winters and King. My favorite thing that Thrive has helped me accomplish here in our firm is thinking a little bit outside the box. They do SEO, they do printing, they help us with a lot of things that as attorneys we probably wouldn’t normally think of that help us market our services to our clients. One of the things I love about working with Thrive is that they make it enjoyable to actually do work with them. It’s not dry, it’s usually fun, but it’s always very enjoyable and practical. They give me things and ideas that I can put into place. It’s not just some theoretical spiel that they give me. We get practical steps that we work on together to do my job better. So me personally, I would easily recommend Thrive 15 services to my friends, my families. I recommend them to my clients. I think they do a good job. They’re passionate. They care about their clients, and I think it’s actually a valuable service they provide to people that are in the business world. My name is Jeff Thomas. I’m originally from Atlanta, Georgia. It’s all about getting to the grindstone. It is about putting the… It’s one thing to have a specific vision or a dream, but knowledge without application is isn’t knowledge at all. So that’s nothing. Really funny, the atmosphere is very lively. Everybody that is working for Clay is very upbeat and not tired, not sluggish, not complaining, not whining. They don’t have anything to do with those types of characteristics. It’s all about getting to the grind and having fun while you do it. I haven’t actually been to any conferences in the past, but what I will say from what I’ve seen on YouTube and what from other friends have told me is this isn’t like a motivational kind of thing to just you know hoo hoo rah rah get you motivated, but it’s like practical steps that if you do take them, which most people aren’t willing to do, then you will grow and you will achieve the specific things that you want. Well for one thing, I will say that this isn’t necessarily for everyone. So if you’re not willing to work, this isn’t for you. But I would say that if you are willing to work and you know you’re just getting started, but you have actually taken a step in that direction, then this will actually help you grow further exponentially than you could ever imagine. My name is Taylor Hall. I’m the general manager of the Tulsa Oilers professional hockey team. Our goal every night here at the BOK Center is to try to fill the seats with lots of people and create an exciting environment so when somebody comes to a game, they want to come back. Working with Clay and the staff at Thrive, they’ve really helped us in many, many ways. Website and graphic design and video production and a lot of things that go along. And a lot of businesses, including ours, doesn’t have a staff or a full-time videographer or graphic designer. But the biggest thing that we noticed was the needle mover. More sales, more attendance, more successes in business. We had a record year last season working with Clay for the first time. Our average attendance is higher than it’s ever been. So there was a lot of really cool things that we did and they worked. That’s the nice thing about working with Clay and the team over there. It’s just not one person, you get the entire team. If you need video design and editing and production, they’ve got that. If you need graphic design, if you need some coaching, your sales people and call scripts, PR, they offer all that. Clay was instrumental in helping guiding us and getting us on the right track so that you know we could you know really you know raise the raise the bar and become ultra successful so it’s been an amazing experience for us. My name is Kaitlin, I own a tumbling gym called Justice Tumbling Company in Tulsa. Working with Clay is so helpful. Just being diligent with everything and making sure we execute our goals and really make things happen. It’s fun, it’s tight, it really gets you energized and going. It makes you really want to work to get the momentum going, to really just get that buzz, to really give you the energy to get up and make it happen. I’m Bob Delaney. I’m in the charcoal drilling industry and the name of my business is Grill Blazer. How will I apply what I’ve learned so far into my business? I’m actually a client that does a thriving team and I learn so much from what I’m learning at this conference and from my regular weekly attendance that it’s helping me establish the business and get it off the ground. Face presentation style is just blatant disregard for what anybody wants. He just has fun, it’s him, everything that you see is authentically Clay, it’s a great deal of fun. Everybody enjoys it, they know. When you walk in, they think they’re coming into an arnival, and frankly, they are. 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 to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic 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. 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. 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 worth every penny to have someone in your team that can walk you through 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. JT, do you know what time it is? 410. It’s T-Vote time in Tulsa, Roseland, baby. Tim Tebow is coming to Tulsa, Oklahoma, June 27 and 28. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. And a lot of people, if they have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now, the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying, Tim Tebow’s going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast at Tulsa Ruslim. Also, this is the first Thrive Time Show event that we’ve had where we’re going to have a man who has built a $100 million net worth. Wow. Who’ll be presenting. Now, we’ve had a couple of presenters that have had a billion dollar net worth in some real estate sort of things. But this is the first time we’ve had a guy who’s built a service business, and he’s built over $100 million net worth in the service business. It’s the yacht-driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s going to be here in Tulsa, Russia, Oklahoma, June 27 and 28. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He has inspired me listening to him talk, and not only that, he also has, he practices what he teaches, so he’s a real teacher. He’s not a fake teacher like business school teachers, so you’ve got to come learn from him. Also, let me tell you this, folks, I don’t want to get this wrong, because if I get it wrong, someone’s going to say, you screwed that up, buddy. So Michael Levine, this is Michael Levine. He’s going to be coming. He said, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, for Prince, for Nike, for Charlton Heston, for Nancy Kerrigan. 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes, Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? What do I do? How does it work? You just go to Thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to Thrivetimeshow.com. Again, you just go to Thrivetimeshow.com. You click on the Business Conferences button, and you click on the Request Tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. Did you start out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that, did not get an inheritance from parents, anything like that. I had to work for it and I am super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, when’s it going to be? June 27th and 28th. You might say, well, who’s speaking? We already covered that. You might say, where’s it going to be? It’s going to be in Tulsa, Russell Oklahoma. I suppose it’s Tulsa, Russell. I’m really trying to rebrand Tulsa as Tulsa, Russell. I’m sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office and so it’s going to be packed. So when? June 27th and 28th. Who? You! You’re going to come. Who? You! I’m talking to you. You can get your tickets right now at ThriveTimeShow.com and again you can name your price. We tell people it’s $250 or whatever price you can afford and we do have some select VIP tickets which gives you an access to meet some of the speakers and those sorts of things and those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine and I’m talking to you right now from the center of Hollywood, California where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies. And I think I’ve learned a few things about what makes them work and what makes them not work. Now, why would a man living in Hollywood, California, in the beautiful sunny weather of LA, come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation, really life-changing, and I’m looking forward to seeing you then. I’m Michael Levine. I’ll see you in Tulsa. James, did I tell you my good friend John Lee Dumas is also joining us at the in-person two-day interactive Thrive Time Show business workshop. That Tim Tebow and that Michael Levine will be at the… have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping EOFire.com podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military, and he started recording this podcast daily in his home, to the point where he started interviewing big-time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names putting up shows day after day and now he is the legendary host of the EO Fire podcast and he’s traveling all the way from Plinthill, Ricoh to Tulsa, Oklahoma to attend the in-person June 27th and 28th live time show two-day interactive business workshop. If you’re out there today folks you’ve ever wanted to grow a podcast, a broadcast, you want to get you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales, you want to come to the two-day interactive June 27th and 28th Thrive Time Show Business Workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big-time, super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at thrivetimeshow.com. James, what website is that? Thrivetimeshow.com. James, one more time. One more time. Thrivetimeshow.com. Change one more time for the sports enthusiasts. The Ride Time Show.com This moment, we own it. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it it was a hollow nothingness. And I wanted the knowledge and they’re like, oh but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop we teach you what you need to know. There’s no one in the back of the room trying to sell you some next next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses? Or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person two-day interactive business workshop, all you’ve got to do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy in Kings Point, New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Herbert Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man. And there’s so many ways we could take this thing. But I thought, since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who’s my age, and I can say or cannot say. Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV, and he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed to the business owner, to the investor. And I owe a lot of that to you. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just wanna tell you, thank you, sir, for changing my life. But not only that, Clay, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there too, or bad influencers. Yeah. So anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York, acta non verba, watch what a person does, not what they say. Whoa! Hey, I’m Ryan Wimpey, I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. Like we have workflows that are kind of all over the place. So having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls, figuring out how to make my facility look like this place. This place rocks. It’s invigorating, the walls are super, it’s just very cool. The atmosphere is cool, the people are nice, it’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility, and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored. You’re awake, alive the whole time. It’s not pushy. It’ll try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just really implementing it and sticking with the program. It’s really lively, he’s pretty friendly, helpful, very welcoming. I attended a conference a couple months back and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are you want to take a step-by-step approach to your business. Whether it’s marketing, you know, what are those three marketing tools that you want to use, to human resources. Some of the most successful people and successful businesses in this town, their owners were here today because they wanted to know more from Clay, and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence. That businesses don’t change overnight. It takes time and effort, and you’ve got to go through the ups and downs of getting it to where you want to go. He actually gives you the roadmap out. I was stuck, didn’t know what to do, and he gave me the roadmap out step by step. We’ve set up systems in the business that make my life much easier, allowing me some time freedom. Here you can ask any question you want. They guarantee it’ll be answered. This conference motivates me and also gives me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. There’s stuff that everybody knows, but if you don’t do it, nobody else is going to do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before, but I’m back again because it motivated me. Your competition’s going to come eventually or try to pick up these tactics. So you better, if you don’t, somebody else will. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing, and this is our new team. We went from four to fourteen, and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the ThriveCon workshop, you’re missing out on a great opportunity. The atmosphere at Clay’s office is very lively. You can feel the energy as soon as you walk through the door. And it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. Love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key, marketing is everything. Making sure that you’re branded accurately and clearly. How to grow our business using Google reviews and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is running smoothly. How to make sure that we’re not just a small company, but a large company. How to make sure that we’re not just a small company, but a large company. How to make sure that we’re not just a small company, but a large company. How to become more organized, more efficient. How to make sure the business is really there to serve me, as opposed to me constantly being there for the business. New ways of advertising my business, as well as recruiting new employees. Group interviews, number one. Before we felt like we were held hostage by our employees. Group interviews has completely eliminated that, because you’re able to really find the people that would really be the best fit. Hands-on how to hire people, how to deal with human resources, a lot about marketing, and overall just how to structure the business, how it works for me, and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business is real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. ….