Clay Clark | Business Conference | How to Intentionally Design Your Day + Time Blocking & Time Management 101 + Celebrating the Sustainable Growth of 3 Clay Clark Clients + FLASH BLACK (Clay Clark’s Son DJs His First Wedding)

Audio Transcription

Clay Clark is here somewhere. Where’s my buddy Clay? Clay Clark! Clay is the greatest. I met his goats today, I met his dogs, I met his chickens, I saw his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs. So this guy is like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. 4,000% from February to February. Now I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. And the phone’s blowing up. Everything’s just blowing up. You’re right, it is like a rocket ship. So, we’re pinching ourselves, actually. I learned at the Academy in Kings Point, New York, acta non verba. Watch what a person does, not what they say. 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 US Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zillner. Two men, eight kids, co-created by two different women, business. That’s why I’m alive, so if you see my wife and kids, please tell them hi. It’s the C-N-T, up on your radio, and now 3, 2, 1, here we go! We started from the bottom, now we here. We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we here. We started from the bottom, now we here. We started from the bottom, now we here. We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we here. We started from the bottom, now we’re here. We’re starting from the top. Are you living a life that you love? Shut it up! You’re getting rid of the flow! Or are you finding yourself just watching every day pass by as you respond to an endless barrage of emails? I just love Monday mornings. Over 176 emails every single Monday. I love it. Are you wasting your time serving on committees that you don’t even care about? The 2019 Board of the Silver Springs Community would now like to welcome as Chairman of the HOA Pool Party Committee, Mr. Clay Clark. But first, we will start with the meeting of the minutes from last week’s meeting, and then we will do the Pledge of Allegiance, and then we will have some small cheese cubes, and then we will do speed networking. Sounds exciting. Is your calendar overflowing with obligations and attending events that you don’t even want to go to? Ah, well, look here. Looks like I’m cordially invited to attend the honorable wedding of Amanda and Little Mookie at the DFW next Tuesday night. Well, do I even know who they are? Am I even related to them? Maybe they sent it to the wrong address. Well, looks like you’re serving chicken and B.O.B. What’s… What? Are you living a reactive overall existence or are you designing each and every day? Honey, this is your mother! You never come over anymore! You’re only over on Mondays and Thursdays and Sundays! What is it? Call me back! I called you ten minutes ago! Craig, I can’t find my pants. I need to rent your pants, bro. Call me back. Craig, God. If you have decided that this is going to be your year to thrive, and to become intentional about who you spend your time with, and where you invest each and every moment of your life, then this show is the show for you. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men. Eight kids. Co-created by two different women. Thirteen multi-million dollar businesses. Ladies and gentlemen, welcome to the Thriving Time Show. Now, three, two, one, hit the dance! Started from the bottom, now we here. Started from the bottom and we’ll show you how to get here. Welcome back to another exciting edition of the Thrive Time Show on your radio and podcast download. Today, I’m recording the show from the river walk that the path as I’m the path that leads you from our our office to the golf facility located directly next to our Thrive Time Show World headquarters at the official time is a what is it right now is 720 in the morning on Saturday and I’m looking out over the river which looks beautiful in the morning today. And it is actually filled with water. The Arkansas River is filled with water. And today we’re talking about, do you truly believe that success is a choice? We’re asking the question, do you truly believe success is a choice? Well, congratulations, my friend. You are still alive. You’re not dead. Blood is pumping through your veins and you are breathing. But are you truly living? Are you thriving? Are you celebrating each and every day and the very limited time you have on the planet? Are you just merely surviving? Are you treading water, trying not to drown? Or are you living with purpose and passion? Or are you going through life just putting in your time until you die? Do you wake up every day with a fiery passion and excitement about what the day holds? Or do you wake up every day feeling overwhelmed by bills and an endless sea of obligations and to-do lists you couldn’t care less about? You know Steve Jobs, the co-founder of Apple, once wrote, if you live each day as if it were your last, someday you’ll most certainly be right. Is your enthusiasm for what you do growing stronger day after day or is is your spirit being dampened more as you log another 40 hours into a soul sucking job you hate? If you were the captain of a big cruise ship would you say that you’re getting closer to your destination or further away drifting at sea? Are your valued relationships growing stronger as you invest more and more quality time into quality people who you share goals and values with? Or are your relationships becoming more and more toxic as you hang around people and invest time in people who don’t share your goals and values? Maybe it’s family. Are you physically feeling supercharged, like you’re getting closer and closer to optimal health or do you find yourself struggling to find the motivation to work out after a busy day? Doing things you don’t care about are you living in your inbox? Are you spending your entire day every day? Just responding to emails is that all you’re doing is responding to emails you wake up every day Just hundreds of emails coming in is that is that what your life has become is responding to emails and Burning fires from reactive employees that call in sick every day, people that just cannot figure out how to show up consistently. I’ve been there. If that’s where you are, trust me, I have been there. Are you working in a business that you love? Have you built a business that you love? Are you working in a business that you love or do you hate it? Do you resent it? Do you wish that you could just own the business and not just own a job? Or do you find yourself owning a business and owning your schedule or are you a slave to your business? Is the business a slave to you or are you a slave to your business? Are you living in a self-employment hell? Do you feel like your employees are holding you hostage? Do you feel like each day is getting you one step closer to the achievement of your goals or are you drifting further and further away? Are your goals getting dangerously close to becoming completely out of you. Napoleon Hill, the best-selling self-help author of Think and Grow Rich once wrote, cherish your visions and your dreams as they are the children of your soul, the blueprints of your ultimate achievements. For a moment allow your mind to drift with me, to kind of go to a place, allow your mind to dream with me, to just kind of drift out of our current reality, let’s dream just for a second. If you were truly thriving, what would that day look like? If today was going to be a great day, what would today look like? Forget your current situation for a second, and let your mind dream up your own personal utopia for a second. In fact, to make this easier, I’ll dream with you. I’ll share with you what my day looks like today and then maybe this would help you think about what you want your day to be like today. So this morning I set my alarm. Yep, I set my alarm for 3 in the morning. What? Why? I love 3 in the morning. It’s dark. Nobody else is up yet, it’s quiet I can think. What time did you go to bed? I went to bed, I did go to bed. I went to bed check this out, I went to bed at nine o’clock. You went to bed at nine o’clock? Yeah, I go to bed at nine o’clock p.m. and I wake up at three. Oh, I love that. So I get to sleep a good, you know, six hours. So I wake up at three. What are you doing? You wake up at three. What are you doing? Well, I immediately drive to work. So I got to work. I get to work. I’m at work. I’m at an office located at the Riverwalk. 1100. 1100 Riverwalk Terrace. You should Google it. Look it up. There it is in Jinx, Oklahoma. So I get up and I do my meta time. I’m designing my day. And so I wrote down the things I need to get done today. You might say, well, what kind of things do you need to get done today? Well, I don’t have my calendar in front of me because I took time, I left the office, but I’m gonna tell you what’s in the calendar, I just don’t have the actual calendar in front of me. Five o’clock, I called Mr. Randy Attrick. He is an unbelievably great guy. He is a guy who owns a remodeling, kind of an outdoor staycation business there. Great business. If you’re out there looking to turn your backyard into a staycation, you want to check out his business. It’s PMHOKC is his company. P-M-H-O-K-C. This guy’s been a client for a while, I think four months now, and we’ve helped him totally revolutionize the way he hires people. He now is hiring great people. He’s not being held hostage by his employees, and he’s rising up the Google ranks. He’s getting more business than he’s ever gotten before. He’s on the verge of, check this out, growing by 40% in just four months. Bam! That is exciting for me. So then the next call at 6 Talk to dr. Timothy Johnson, who’s a great guy is an ophthalmologist and he’s decided to team up with Somebody he met at a conference by the name of Justin Wren and Justin Wren has a cause called fight for the forgotten now fight for the forgotten is a organization where they actually Donate where they actually drill fresh They drill wells for the pygmy people. So these people who are living in the jungles, they’re drilling wells to provide them fresh drinking water. It’s called Fight for the Forgotten is the cause. And Justin is an MMA prize fighter, and he has decided to donate a portion of his fees or his earnings when he fights to help support these people. It’s a really cool story. I heard about Justin Rand for the first time while watching the Joe Rogan podcast. So I did the unthinkable. What? Yeah, I’ve heard of Joe Rogan podcast and so I did the unthinkable. What did you do? I woke up at three in the morning and I thought about my day and I said, day, what do I wanna do today? What do I wanna do? What do I need to do today? And I wrote down, I need to invite Justin Rinn to be on the podcast. See, I was intentional. And I did, I invited him onto the podcast. He said yes. He came, he ended up coming to the conference to speak. He there met another great guy by the name of Timothy who Timothy Johnson, the ophthalmologist based in Tuscaloosa. Those two connected and Timothy Johnson decided to help him drill wells. It cost $4,200 to drill a well, a life-giving well. People are dying over there due to not having fresh drinking water. Timothy Johnson felt moved and compelled and he donated to drill some wells for the pygmy people. The pygmy people, these are people with like stunted growth in the modern world because they don’t have access to fresh drinking water. It looks like they’re drinking out of like a pond. It’s crazy how dirty their water is before these wells. So I worked with Timothy Johnson at 6 o’clock in the morning helping him to grow his business. He sent me a text yesterday by the way that said, hey, I just raised $2,000 extra for the Pygmy people. He sent me that text. That’s so cool. That’s so cool that I have a client that I’m helping, him to grow his business. I’m helping a client grow his business, and then he’s donating some of his profits to help provide fresh drinking water for people all the way around the world in a third world country. So again, at five o’clock, I met Mr. Randy. Then at the PMHOKC, that’s his company. Then, a big shout out to Randy. Then, at six, I met with Timothy Johnson, the ophthalmologist based in Tuscaloosa, Alabama. Helped him with his business. And then he is donating some of the profits to help out Justin Wren. And then, at seven, which is just a few moments ago, I got on the phone call with our good friends at Papa Gallo’s. It’s Dave, Tricia, and Nick. Great people. Dave, Tricia, and Nick. Great people. Diligent people. They’ve been running that restaurant for 20 plus years. Papa Gallo’s. It’s a pizzeria. Google search those guys. If you live in Florida, go see them. Patronize their business. Buy something from them. Buy something from Papa Gallo’s. Great people. And they have had tremendous growth. They’re no longer reactive. They’re not being held hostage by their employees. They’ve grown their business I believe that they’re up over 30% this year guys. Listen success is possible. And this is what I do I help people grow it is awesome five o’clock. I Met with Randy six o’clock. I met with Timothy Johnson ophthalmologist Seven o’clock met with Dave and Tricia now at eight Now at 8, in just a few minutes here, in 23 minutes, I’ll be meeting with a new client. He’s an architect, and I might like him, and I might not. And if I don’t like him, I’m not going to work with him. What? Yeah, see, I’m not a slave to my clients, and they’re not a slave to me. I’m really, really good at what I do. Some have said I am the best small business coach that there is. I would say I’m very, very good. If you were to rank the best rappers of all time, I think you put Eminem up there as number one or two, Jay-Z as one or two, you put Tupac in there, you put Notorious B.I.G. in the top three or four, and then there’s kind of a debatable list of other great people. There’s always people jockeying for that position. In the world of business coaching, Bill Campbell was the best business coach of all time. That was the guy who was the father of the industry in my opinion. He coached Steve Jobs, the co-founder of Apple. He coached Susan, one of the heads of Facebook. He coached the heads of YouTube. He coached Jeff Bezos with Amazon. He coached Larry and Sergey with Google. Eric Schmidt with Google. I mean, look up the guy. Look him up, Bill Campbell. He’s one of the best coaches of all time. He is the best coach of all time. He is the GOAT, the greatest of all time business coach. He’s great. And then the second best coach, in my opinion, is Chet Holmes. And Chet Holmes, he wrote the book called The Ultimate Sales Machine. Chet Holmes, red cover, great book, buy that book. Chet Holmes, and then I think, based upon the success of my clients, it’d be me. But maybe you disagree and that’s okay. But I’m meeting with an architect who, in our city, in our town, in our community, he is known as the top architect for what he does. He does home construction, a lot of big commercial projects. He’s known as one of the best. And so the whole world is chasing after him. They want his business. And we’re gonna help him gain the time freedom and financial freedom that he’s been seeking. He’s got the financial freedom. Now we’re just trying to get that time freedom back. The time to enjoy life. Because life is such a short thing. Is it not? I mean, time is our most important asset, right? Because you can always make more time. No, you can’t. You can always make more money, right? You can always make more money, but you can’t make more time. You can make more money, but you can’t make more time. Time. It’s now 7.40 in the morning. My next meeting is at 8. And I’m meeting with an architect. Now, after I meet with the architect, check this out. This is Saturday morning. You work on Saturdays? I love what I do. Work is worship to me. It’s awesome. You’re a terrible person. What about family? No, no, no, no, no. Before the Bernie Sanders fans attack me about, what is your life balance? Get out of here with life balance. I’m talking about trade-ups. What are you willing to trade off? Trade up. I’m willing to trade certain things for certain things. So I’m going to go home, and then I’m going to go with my son. I’m gonna go with my son, Aubrey, today. He’s gonna DJ a wedding, his first wedding. He’s gonna DJ a wedding today. He’s a 12 year old kid, DJing his first wedding. Yesterday we were practicing announcements. We were driving over to Atwoods to buy various things. I had to buy a big trash can, a big metal trash can to finish out the man cave. Some more accoutrements from Hobby Lobby. Had to buy colored pencils and such. And we were role-playing. And I’m gonna let you hear those announcements in a minute. We’ve been role-playing, practicing announcements, because he DJs his first wedding reception today. DJ Aubrey 3000, by the way, if you look him up online. DJ Aubrey 3000, he’s 12, and he wants to become a great DJ. And so I’m gonna drive him over to the Botanical Gardens to DJ for Alexis and Jason Beasley’s wedding reception. Wedding number one. So I’m doing that at three. Well, Clay, if it’s nine when you’re done with your client, what are you going to do between nine and three? Well, I’m gonna go back over to the Man Cave Studios with Jonathan Kelly and Devin. On a Saturday? Yes! On a Saturday! What? Yeah, you see, in the book Exodus and in the book Genesis it instructs us that we are to work six days and rest on the seventh. Is Bernie Sanders in Genesis or Exodus? Is he in that book? I don’t know. And I’ve never met a… someone should look that up. I’ve interviewed billionaires and millionaires. I’ve never met any billionaire and or millionaire who works five days a week. I’ve never seen it. Never seen it. So I’m not attempting to be the first one. Two works. 40 hours a week to become super successful. So on a Saturday, we’re going over to the studio. We’re gonna set it up, set it up, test it last time, make sure the studio is working. Working well. I have all the accoutrements I purchased yesterday from Atwoods and Hobby Lobby with my son. And we’re gonna go over there. We’re gonna finish that. We’re gonna test it. Mic check it. Boom. Then, then, uh-oh. Then, after the studio is tested at noon, my wife and I are gonna go into a vehicle together, driving over there in her Suburban that has, I don’t know, 150,000 miles on it. What? You drive a Suburban with 150,000 miles on it? Why don’t you drive in like a Lexus or a Mercedes or a… Well, I could! I could buy a car that I don’t need to impress people that I don’t know, or I could get what I need to get from A to B. It’s a nice suburban. It has a few dents, because we have a few kids. We have five kids. I think you get one dent per kid. We’ve had little fender benders, and it’s a reliable vehicle. But don’t you deserve, Clay, don’t you deserve a Lexus? Why don’t you buy a BMW SUV? I could, and I’ve met a lot of people that have them, and if you have one, I’m excited for you. But I’ve met a lot of people, probably not you, but a lot of people that are driving big cars who have small amounts of time freedom. They have all these obligations. They have to work all these hours just to make the payment on the car that they’re driving, the car they can barely afford to impress people they don’t know. That will not be me. No. I will drive my suburban with my wife over to the land. What land? The land. What land? Tell us about the land. I’m in the process of trying to build a camp, campus, where we can infinitely expand the conferences. I want to keep the conferences small and intimate, but I want to be able to do more of them without the restrictions of, I don’t know, various neighbors in a commercial setting. I wanna be surrounded by trees. I want it to be Camp Clark and Chicken Palace where you can come and after a conference, after you have a great time at a conference, maybe it’s like a Friday, the conference is wrapped up, it’s a fall Friday, if the weather feels crisp, you can go out there with people you’ve just met. But all of you are business owners. Everybody who comes to our workshops, they are business owners. They are bona fide. They are vetted. Occasionally we have some startup people come, but we vet those people to make sure that they’re not psychologically impaired. Because the kind of person that wants to work 40 hours a week while starting a business is psychologically impaired. The kind of person unwilling to work six days a week and who wants six days a week success is psychologically impaired. It says in the Bible, Proverbs 10, 4, God blesses the hands of the diligent and punishes the slackers and if somebody is a slacker but they want to be blessed they cannot come to our conference. So you will be surrounded when you come to our conference you’re going to be surrounded by Charles Kola and Amber Kola the guys on Kola Fitness Google those guys great clients of mine they’ve been in business for over 20 years I’ve helped them grow that business dramatically Kola Fitness I teach in the systems but they have diligently applied those systems. We’re talking about a multi-million dollar company here. They are growing dramatically. Check them out, Kola Fitness. You’re going to be seated next to Shaw Homes. Shawhomes.com. Check them out. Shawhomes.com. Aaron Antis, the largest home builder in Oklahoma. You’re going to be surrounded by the folks at Shaw Homes. You’re going to be there. The person next to you is going to own one of the largest gyms in Missouri. The person next to you is going to own one of the largest gyms in Missouri. The person next to you is going to own the largest home building company in Oklahoma. Things could be worse. You can pick their brain. You can talk to them. And now at the new campus, we’re going to go out and have some s’mores together. We’re going to, you know, the person with the most sales, we might just have a hot air balloon where you can signify the fact that you’re lifting off and taking off, getting that hot air balloon and disappear. We’re going to have a pond out there. It’s going to be awesome. It’s going to be great. That’s what we’re working on. So I have to put in the work on the sixth day with my wife. And the thing about work that’s great is that in the Hebrew language, and the Hebrew language, the Bible was written in Hebrew. The Old Testament was written in the language of Hebrew. The word work means worship. What? Yeah, the word work and worship are the same word. That’s what it means in the Hebrew language. Work and worship. The word vocation means calling. I feel called to do this. When you are doing work and diligently putting your hand to the plow, you will have this feeling called satisfaction that you get as a result of putting in the work. What? Yes, you get this feeling called satisfaction after you put in the work. Now, if you don’t put in the work, you’re not gonna get the feeling of satisfaction. Why? Because you didn’t deserve it. The world teaches us to strive for vacation, which means to retreat from. The kind of people that come to our conferences are people that are looking for their vocation, their calling, the people who are wanting to work as under the Lord, to put their hand to the plow and to achieve super levels of success. So they can create a schedule that allows them to do whatever they want to do. Guys like Timothy Johnson want to give back to help folks like Justin Wren. Guys like Shaw Holmes who want to grow their business so they can give away tremendous money to help causes that they care about. An unbelievable company. Folks like Koloff Fitness. Do you understand that my schedule is filled only with interacting with super successful people? Or, we had a startup the other day. Great guy, startup guy. He’s wanting to start a landscaping service that’s gonna… He has visions of being self-employed and growing his business and that’s cool. And he currently works at a convenience store and I can relate to that. I used to work at Applebee’s, Target, and DirecTV all at the same time. I get it. I get it. And he needs a little hand up. Not a handout. No, no, no, not a handout. We’re not gonna just give him free stuff. Which is why we have a scholarship program for folks who are knocking on the door of the website going, I would love coaching, but I just can’t afford the full freight, the full price. And you know why we only work with 160 clients one-on-one? Do you know why we only work with 160 clients one-on-one because that’s the way I want to do it because that’s the way I want to do it because I want to know you if you’re a client I want to shake your hand I want to know I want you to know that you matter to me and I want to know that I matter to you I want to have a win-win relationship I want to have a relation shift a shift from a transactional relationship oh I pay you to update my website and I pay you to do, you know, the graphic design, I pay you to do the print piece, but I don’t like you or care about you. I’m not into that. If I’m looking for a transaction, I’m going to go on Amazon, hit click, they ship me my crap, I don’t know the people who work there, they don’t know me, but I want to have a relationship. I want to, with our coaching clients, there’s a lot of crazy stuff you guys are dealing with. You got crazy employees who won’t show up on time. You got family that’s working for you who’s dysfunctional. You’ve got dysfunctional family. And you need to fire your own freaking brother. I talked to a guy yesterday about that. He’s gotta fire his own brother. You’ve got your cousin embezzling money from you. There are things that, as a self-employed person, that very few people can empathize with what it’s like to wake up every day at three in the morning. But I can. I designed my day. So after we go look at the property and meet with the architects about building the new buildings and such, I’m then going to… guess what I’m going to do? I’m going to take my son to DJ a show. What? Yes! Clay, are you saying that you actually liked your day? Yes! I love my day! Why? Because I designed my day. It would be weird if I designed my day and then didn’t like my day. So I will end by asking you this question. Who is designing your day? Who? Are you allowing people to design your day by clogging your day, filling your day with emails? I want to design a life where I wake up in the morning and I sit in a chair and I respond to emails all day. Is that what you’re doing? Are you allowing your day to be designed by people who email you? Are you allowing your day to be designed by obligations? I serve on the board of this and the board of that, board of the who-gribs-the-crap committee. Oh, I’ve done that. I have done, I have found myself serving on the HOA board. I have found myself serving on chamber things and Bridal Association things but never again I will never ever ever fill my day with obligations and stupid conversations and emails that make my head explode I will not do it again No No, no, no, I will never go back to that And I would encourage you not to do that, too. I would encourage you to look at your schedule today Let’s start with today and then let’s look at your week. Look at your schedule today. Do you like what’s on your schedule? I like what’s on my schedule. 752 I’m here with you walking back to the building here. Walking back to the building to go back and meet my client at 8 o’clock who’s an architect who seeks to gain financial freedom, to gain time freedom. He has the financial freedom. He’s trying to gain that time freedom back. But let’s look at your day. Are you happy with what’s in your schedule today? If not, maybe you can’t change everything today, but you can change 10% of it. Let’s design a schedule. Do you even have a schedule? Do you actually have a schedule for every day? I do, which is why I love my day. I love today. This is Saturday. It’s a great day. It’s a work day. It’s a Saturday. Now Sunday, that’s my Sabbath day, so there won’t be any work conducted on Sunday. I’ll be hanging out with family and enjoying time with them and going to Atwood’s Guitar Center. Can’t go to Hobby Lobby. That’s closed. Can’t go to Chick-fil-A. We definitely can get into some Guitar Center. We can get into some Atwoods. My daughter just turned 15. So we’re going to have a little blasty blast family party with her and for her. But what I’m doing right now is I’m walking back to my office at 7.53 getting ready for my 8 o’clock appointment. I’m asking you, what are you doing today? What’s in your calendar? Because to paraphrase John Maxwell, John Maxwell said that you can predict somebody’s success by what’s in their calendar. You can predict somebody’s level of success by looking into their calendar. If you showed John Maxwell your calendar, he could predict your future success or lack thereof just by looking into your calendar. Lee Cockerell, the former Executive Vice President of Walt Disney World Resorts, once said, gets done. What gets scheduled gets done. And I scheduled this podcast here with you which is why it’s getting done. And now at 754 I’m going to be walking inside the office to meet our architect client for our first face-to-face meeting. We had our initial consultation over the phone and I will welcome him community and we’re going to help this guy grow his business. Alright, so Devin, last night my son DJ’d Jason Beasley’s wedding reception. Oh man. Thus, I went to bed at the latest I’ve ever been to bed in years. You see, as a wedding DJ, I always got back from my shows after midnight or 1am or 2am. And Jason, he’s a wild man. Jason Beasley and his wife, Alexis, they wanted to party. So they were there until about 10. Wow. I know. And so then I took down the gear, and Andrew and his wife, Manna, helped us. And I got home last night around midnight. And then this morning, we had to get together to record and edit and do what we have to do at 5. And not only do I look bad, but I feel bad. But I’m here with the listeners because I said that I would be here. And we are recording now from the studio, which we are intentionally designing and updating. It’s very intentional, the Demand Cave studio that was demolished by the flood. And this is the first show we’ve recorded back in the new studio. And can you please explain what kind of decor you’re seeing go up all around you? We got books everywhere and all sorts of accoutrements. We’ve got elephants, and we have dragons. We have just everything that you wouldn’t expect to see here. What kind of people are on the walls? We have successful people. We have some Seth Godin, some Richard Branson. We have Muhammad Ali. Muhammad Ali. Bill Belichick. Oh, yeah. Steve Jobs is right behind you. Oh, I can’t see him. We have the letter Z everywhere. We have the books on the wall, but the books on the shelf of the people we’ve interviewed. Right. Just hundreds of people we’ve interviewed with a little green sticker on the books to represent the people we’ve interviewed. Right. We’ve got Edison bulbs in here to celebrate the life and times of Thomas Edison. Keeps us warm. But it’s intentional. Right. It’s intentional. And I just feel like a lot of people are not intentional with their decor. They’re not intentional with their schedule. And they’re not intentional. And in order for my son to DJ last night, you know what I had to do to get him ready to DJ? What did you have to do? We had to role-play those announcements over and over in the car. Oh, man. To get him to a level of satisfaction. Therefore the people at the wedding will have a good time. We had to make sure that his level of preparation met his level of excitement to be a DJ. Right. He had a passion to DJ, but we had to make sure that he has a passion to practice. And the kid has spent literally thousands of hours DJing, practicing DJing upstairs every Sunday night when we have family over, he practices. But we had to practice those announcements. And you know why we had to practice the announcing of Mr. and Mrs. Jason Beasley? Because you don’t want to screw it up. Right! You have to introduce the couple for the first time, or maybe it’s the second time at that point, but you have to introduce them at the wedding reception. And as a DJ, you don’t want to drop the ball. No. And so I have audio, sneaky audio, of me role playing with my son, getting him ready to uh, intentionally getting him ready to become a wedding DJ at the young age of 12. This audio was recorded while I was driving my Hummer 38 miles per hour en route to Atwoods to buy nothing in particular but to buy it now. Ladies and gentlemen, please stand. Ladies and gentlemen, please stand. It is my pleasure to introduce to you the new Mr. and Mrs. Jason Beasley. Now you want to end with a crescendo. The peak, you want to crescendo up. You want to move up. You want to end with a high note, a high point. Right? So here we go. Ladies and gentlemen, please stand. Ladies and gentlemen, please stand. Once again, ladies and gentlemen, it is my pleasure to introduce to you the new Mr. and Mrs. Jason Beasley. Better, but let me try one time, okay? Ladies and gentlemen, please stand. By the way, eat the mic. Ladies and gentlemen, please stand. It is now my pleasure to introduce to you Mr. And Mrs. Jason Beasley! you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, you just easily, going to go club don’t go fancy and uh… and uh… please playing time once again please stand my pleasure to introduce to you the new mister and mrs jason that’s good that’s better it’s better yet it’s jason bs said bs lee okay I said Beasley. Okay. Bring some sizzle, man. Do it again. Ladies and gentlemen, please stand. Once again, ladies and gentlemen, please stand. It is my pleasure to introduce to you the new Mr. and Mrs. Jason Beasley! That was better, but you trailed off at the end. You suffered from weakness. You had it. It was great at the end. You’re like, Beesley! Do it again. More sizzle! Ladies and gentlemen, please stand. Once again, ladies and gentlemen, please stand. It is my pleasure to introduce to you, the new Mr. and Mrs. Jason Beesley! That’s better, but just bring it like this! Ahh! I’m not going to do what you do when you’re screaming. Listen, you have to bring the sizzle. One time, go for it. If you don’t go for it one time, we’ll do this all night. Roll playing, roll playing, roll playing. Okay, ladies and gentlemen, please stand. Once again, ladies and gentlemen, please stand. It’s my pleasure to introduce to you the new Mr. and Mrs. Jason Beasley! That’s good. You gotta do it to you know great great people do things till they can’t get it. What? Wrong. Right. Weak people do it till they get it right. You gotta do it till you can’t get it. Wrong. Right. You do it till you can’t get it. Wrong. You can get it till you can’t get it. What? Wrong. Wrong. Correct. Ladies and gentlemen, please stand. Once again, ladies and gentlemen, please stand. It is my pleasure to introduce to you the new Mr. and Mrs. Jason Feasley! Oh, that was good. That’s two in a row. If you get three in a row, you might actually be good. Now the problem is people want you to be great, or they don’t want to pay you. That’s probably true. What do you mean probably true? You want to pay for like a B-minus burrito? Yeah, well… Well, well, well, well, well, well, because it’s me. All of a sudden I’m not affected by standards because it’s me. I don’t care. A burrito’s a burrito to me. Get off the burrito example. Move on. Do it again. Do it again. Ladies and gentlemen… Ladies and gentlemen, please stand. Once again, ladies and gentlemen, please stand. It is my pleasure to introduce to you the new Mr. and Mrs. Jason Beasley! Oh, that’s hot! That’s hot! Makes me scream! I’m afraid that- Inside, it was too good. I’m afraid that when I’m announcing I’m going to have a voice crack. It’s going to be annoying. Voice crack? Yeah, that would be terrible. I have a random voice crack. Well, it’s better than worrying about, you know, showing crack during the- Ha ha! Announcing you’re like a plumber or something. You worry about showing the crack. Okay. Hey, wait. It’s like the drug or your actual butt crack. I’ll let you think about what you need to think about right there. That was cool today. So, Devin, he DJ’d last night. He had a great time. And the moral of the story and the action steps that can be extrapolated from today’s show are as follows. One, be intentional about the life that you live. Devin, because you’re a very intentional person now, can you explain to the listeners what time you get to work every day? I get to work typically between 5 and 5.30. You’ve had your eye on the prize for a long time of wanting to become a country club member. Right. Why? A few different reasons. One of them, it’s something that my family can get into as a family. So all of us can play golf together for as long as we can. But you’ve been intentional about, you’ve been working towards that prize. When did you have that goal for the first time? I would say probably about three years ago. Three years ago, you had that goal. You’ve stayed intentional about getting the raises or improving your skills needed to make extra money working with me to get to that goal, you now block out time to actually go golf. But if you weren’t intentional about scheduling time to golf or scheduling the time in your schedule to wake up, what would happen by default? I would not be able to do that. I wouldn’t have the time to and I would drift. But you now have a to-do list every day. You wake up every day, you make a to-do list. Every day you have a calendar where you schedule what matters. Can you explain maybe a few things that you do differently now on a daily basis since working with me that maybe other people wouldn’t do by default? So I’m trying to make this very actionable, whether it’s your intentional, if you’re listening right now and you want to teach your son how to become a good DJ before the age of 13, you can do it, but it requires time. If you want to become a country club yuppie like Devin, you can do it. If you want to record a radio podcast show from your home, you can do it, but you have to be intentional. Can you explain, Devin, maybe some of the things you’ve learned to do that have allowed you to become a more intentional person over the last few years as you’ve worked with me? Definitely. I would say one of the biggest game changers for me has been the to-do list and the calendar. Come on now. So having an intentional to-do list that I get up and I’m able to plan every morning exactly what I need to get done for that day. And some days there’s more on my plate that I have to get done than others, but then taking that to-do list, those action items that I have to get done for the day and then actually blocking the timeout to get them done in the calendar. That has been a game changer for me. Lee Cockrell, the former Executive Vice President of Walt Disney World Resorts, who actually managed over 40,000 employees at the same time and 1 million customers per week, he has written, he said, what gets scheduled gets done. What gets scheduled gets done. So I would ask you, if you’re out there listening today, are you getting up every day? Are you getting, this is the rhythm of entrepreneurship, this is the rhythm of being intentional. Are you waking up every day and planning out your day? Are you blocking out that half hour to an hour every morning? Are you blocking out that meta time, that planning time, that prayer time, that thought time? Are you blocking out that one hour a day each morning to block out your schedule, to plan out your day. Are you doing that? Two, are you actually printing out your to-do list for the day? And three, are you actually printing out your calendar? If you don’t do it, I’m just telling you, you’re going to get overwhelmed by push notifications, you’re going to forget something, and you’re going to drift. My name’s Clay Clark. That is Devin, the super coder slash new member of the golf club of Oklahoma, one of the newest yuppies to enter the Tulsa community. And without any further ado, we’d like to end each and every show with a boom. And from the news studio, here we go. Three, two, one, boom! Attend the world’s best business workshop led by America’s number one business coach for free by subscribing on iTunes and leaving us an objective review. Claim your tickets by emailing us proof that you did it and your contact information to info at thrivetimeshow.com. ♪♪ Hello, my name is Daniel with Daniel’s Heating and Air here in Amarillo, Texas. The way Google has affected my business, we have got a lot of calls from Google right now. It’s July and we’ve had the best month ever Everything I have it says is a b1 8. Hey, that’s it b1 8 baby. That’s my favorite number B 1 8 9 9 9 you can hear the Office going going on gone that phone like 9 right before we got like 5p. Yes, ma’am. The, okay. Are you ready? Let’s go. Okay. And then what is your domain? Okay. How much? Domain? Route 66 HVAC.com. Perfect. Do you have them in stock? Route 66 AV.com. HVAC. HVAC.com. Please. Okay. You ready? Go for it. It’ll be two, four. Nervous, but let’s go. Okay, here we go. And it’s S-H-C-H-Y-A-M-M. All right, Thrive Nation, on today’s show, we’re talking to an HVAC man, an HVAC. What does the HVAC stand for? Brandon, pop quiz. What’s the HVAC stand for? Heating, ventilation, and air conditioning. Yes, this guy, I’m telling you, he knows his trade. He’s actually in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. He’s in his office. Hitting ventilation and air conditioning. Yes, this guy, I’m telling you, he knows his trade. He’s actually in his office right now. So folks, if you hear somebody on the phone, it’s because they’re always selling, they’re always doing customer service. They are a real company. Carter, I am fired up to have him on today’s show. Carter, this is your longtime client here, Root66 HVAC. Oh, yeah, and I’m equally fired up. Oh, yes. Okay, so I got to ask you, we’ve been working with you guys for a while and my understanding is you guys are getting more leads Brandon are the goop Well, I can say before we started business with you guys we didn’t really have any because we just weren’t using Google at all and now I We’re getting so many Google leads so many like word of mouth and cultural leads out of the community, outreaches and stuff we’re doing. Now, we’re having phones just going left and right, phone calls, and I need more phones or we’re just going to have to answer calls. I hear what, sir. It’s going crazy. If you see that board back there, that’s what it looks like right now in the schedule. So that’s your schedule behind you? Yes. Look at how full that is. Carter, you had something you wanted to say there. Oh yeah, I was just going to say, you’re going to have to get the whole two phone situation going on at once. Learn how to have two conversations at once. Yeah, definitely. Hey, let me tell you something real quick about this. This is a, let me see here. This is a true story. I don’t know if I can prove it though right now. I wanna prove it. The Tulsa World, they came out to my office back in the day and they did a, let me see, they did an article on me. See, local DJ spinning. Let me see if I can find it. And they did an article on me and when they did the article, they took a photo of me and in the article, I’m holding two phones. I’m literally I’m taking a phone call and I’m on another one and then the picture guy took a photo and I wasn’t prepared for that. So back to your business now. You guys, your phone is ringing more than ever. Is that an accurate statement sir? Yes there’s like never a time in the day where that someone’s not on the phone and most of the time it’s two people on the phone at the same time. Now Carter, in addition to that, you guys have step one, we’ve been, I’m just, I’m trying to go over some, we have our stack of wins here. You guys, we’ve increased up with the lead flow. That’s wonderful. Next is that you guys went from a startup to where you’re actually now on pace to, you know, head to a million dollar business. Tell us about the growth rate. Tell us about, cause you really went from a startup to a success story. From start point of where we got in contact with you guys, we actually did cross the million dollar mark from where we started with you guys. And I mean, we were also profitable, even though by like in the first year with all the mistakes that we made going in the business at the beginning, because we didn’t know, you know, we’re not business people, we’re HVAC people, right? And we made a couple of mistakes along the road and we’re still able to be profitable in the first year. This is great stuff. Now, Carter, you guys are also rolling out recurring maintenance packages. Tell us about this because a lot of our clients we work with in the HVAC space, in the optometry space, in the legal space. I mean, clients who work with all different industries, they’re always trying to find a way to generate recurring revenue. Tell us about these recurring maintenance packages, Carter. What kind of the vision is here? Yeah, so the recurring revenue is great because as a business owner, it gives you a little bit of security, but it always has to be a value add for your customers. Otherwise, what’s the point? And so we have come up with, or they’ve kind of crafted it over time, where we have two different recurring maintenance packages and just lets the customer choose which one works best for them. And it’s a lot of, it helps the customers because it’s a proactive way to afford some HVAC solutions. And I think what happens is, Brandon, I think a lot of people think, I don’t qualify to have success. They watch a video like this and they go, ah, he’s a genius. Brandon’s a genius. He’s the golden baby. I can’t possibly do this. What do you say to somebody who’s thinking about reaching out to work with myself, Carter, and the team? What would you say to somebody who’s thinking about coming to a conference or thinking about scheduling a 13-point assessment? They should straight up do it. I mean, because the advertisement that got us there on your end was a Facebook ad. It said no BS and we went to that first conference back in July about a year ago and that’s exactly what it was. It wasn’t, you didn’t beat around the bush, didn’t try to do the upsells or anything like that to try to like, and another thing, you can be this tier or and another thing, we’ll add this. No, there wasn’t any of that. It is just straightforward. This is exactly what you need to do in order to make your business succeed. And it’s really awesome that we were actually able to cross a million because I think the average startup in HVAC space, like Chuck in the truck, whatever, by himself is usually only like a hundred thousand for the first year. And we did approximately 10 times that. Now, we charge a flat rate, we’re a flat rate service. It’s 1-7-0-0 per month. We have a weekly meeting with every client. So Carter, you meet with these wonderful guys every week. Yes, I do. And in the meeting, the purpose of the meeting is to help you grow your business. But it’s a flat rate service where we just charge you. How much does that help you, Brandon, as a business that went from a startup to where you guys are at, knowing that you’re only going to pay a flat rate of $1,700 as opposed to some variable ambiguous fee that may or may not be charged. It’s predictable. I know exactly when I’m getting charged every single month and I can arrange my expenses to be able to cover all that. It just makes it real easy on my end trying to track it. That is the move. Now, I’m pulling this up here again. Other things, search engine optimization. I think a lot of companies, a lot of people, they want to do online advertising, marketing. And, you know, Carter, they come to us and they have kind of a woo-woo idea of how it might work. Because there’s all these marketing companies that pitch these theories on what might work. You might try this. You might look at this. This might make you go viral. This might get some leads. This might create a TikTok thing for you. This might create an Instagram reel that really goes viral. You might get some, well, this might work. This might move the needle. This might, there’s all that kind of, this might get your name out there. There’s all those kind of marketing jargon. But you guys have, we have a linear plan. We’re taking you down. Brandon, how much does it help for you to know that you have a linear plan and that Carter’s gonna help you track the results every week? It just, like I’ve been saying, it makes it predictable. I know what’s coming ahead because I’ve read ahead of where I need to be and where I can see in the future what’s coming up. It also keeps me on the same page as we’re going and the process of getting better because like we’re not perfect by any means you know as a company. That’s the whole point of training and the whole point of coaching, to where we can get to that point, you know. Now, photography, videography, web development, search engine, graphic design, we do all of that included, plus we do consulting. So it’s kind of like you hire a CMO, a chief marketing officer, and a CFO, a chief financial officer, to work with you simultaneously to help you. How much does that help knowing that Carter and there’s a team helping you guys and you don’t have to go find separate vendors? Quite a lot because I don’t know anything about website building or coding or anything. Like I got to log into the background on the WordPress and stuff, but I don’t go anywhere into that because I could mess it up really easily. I don’t understand what’s going on back there, but it’s doing stuff and it’s working. And knowing that I have like an IT team or web development team is great because that means I don’t have to go out and spend thousands and thousands of dollars on a one-time purchase to go get a website that I don’t understand the back office, the run, or any of the coding. Now, video testimonials, one of the things we help someone grow their company, I want to encourage everybody, if you’re out there listening right now, there’s 14 steps is how I look at it. And Carter, you start with establishing the goals. Then you move on to branding. Then you move on to marketing. Then you move on to sales. Then you move on to fulfillment. Then you move on to hiring, firing, training, retaining. It’s all of those systems. So when someone says, what’s the most important aspect of growing a business? I would argue it’s the execution of all 14 steps simultaneously. Talk about Carter the video reviews and why that’s been important for team Route 66 here. Well to their credit, they’ve really gotten out there and just asked everyone for video reviews and they’ve gotten some really good ones. And what that does is it just builds value prior to, you know, me going out to deliver an estimate. It’s like you already have 20, 30, I mean you guys are, you had added 10 last week. You have 20 or 30 people positively reviewing you on your Google listing, on your website. It’s like that helps the sales process on the back end a lot. And so that’s been really important and to your guys’ credit, you’ve been great at collecting those video reviews. Now I’m gonna pull this up here. We’ve got these 14 steps, 14 steps on how to grow a successful business. If you wanna download my newest book, A Millionaire’s Guide to Becoming Sustainably Rich, you can download it and you too can follow along here, folks. But here are the 14 steps and I’m just going to go through these. I’ll try to zoom in so people can actually see it. One, we establish the revenue goals. Box two, we figure out the break-even goals. Three, we define the number of hours willing to work. Four, we determine the unique value proposition. Five, we nail down the branding. Six, we create a three-legged marketing stool. Seven, we focus on sales. And I told you about this picture, it does exist. Look, it’s here. It’s great. There it is. I said, hey, could we do a photo shoot with you? And I said, sure, what time are you guys gonna show up? They said, I’ll be here around this time or that time. And they show up, and I’m literally on the phone waiting. I’m on the phone with a bride, booking her wedding, but then there’s a DJ over here who just called in, and so I’m doing the two-phone thing. And that became sort of a legendary cover of the business section there. In my opinion, once you get into the sales part of the path, that’s where this starts to happen. And now you’ve got to have kind of a sober mind to help you figure out what is it costing to acquire a new customer, and are we being organized? Because you can’t build an organization if you’re not organized. Are you tackling that part of it, Brandon? Are you guys right there where you’re starting to put the cross the Ts, put the dot on the I, are you starting to bevel and refine the systems now, or where are you out of the process? We’ve laid the groundwork, and we are in that position where we’re flipping over into refining the system that’s working for us. And every single little day, we find one little, like that 1% of correction every single day to make our system more efficient. And it’s just going, you know, and it’s working. Now I’m taking notes here, so I’ll let you go in just a second. I’m taking notes. My final thing I wanted to clarify, I’m quoting you, I wrote this down Carter, I typed it up here. We’re getting so many leads and word of mouth leads, and word of mouth leads, we’re having phones going left and right and I need more phones. That’s what I think you just said. So I gotta ask you here, you know, what do you say to somebody who’s thinking about reaching out for a coach, for a consultant, somebody to help them in the way we’ve helped you, what do you say to somebody who’s thinking about going to Thrivetimeshow.com, scheduling a free 13-point assessment, they’re thinking about coming to the conference, what do you say? You’re gonna need to buy three phones after signing up with Clay Clark and then you’re going to have to figure out how to get your virtual phone so you can have a phone within a phone within a phone. Okay. So, I’m quoting you. I want to make sure this is right. It says here, you’re going to need to buy, this guy’s like a phone salesman, you’re going to need to buy three phones. I accept commissions. How would you describe the overall experience? Because you know how it is, people are thinking about working with us. How do you describe the overall impact it’s made on your business? Every single week, as we’re going through it, it helps me form habits, right? Because this is not something normal that anybody is just going to know day one. You’re not born with these skills. So, like the first thing you’re gonna learn is how to schedule your time and manage your time management right, block out everything and figure out how your week is going to go, do your to-do list and once you get that done, you really start fine tuning your marketing in the Google and once you do that, then you start looking inward on your company to try to via osmosis or just actively getting everybody working in your company to also reflect the habits that you build along the way. This show is so hot, I must put on sunblock to watch it while editing. It’s so good. Brandon, I really appreciate you carving out time for us. I really respect you guys, the work you’re putting in. Carter, thanks for leading these guys down the proven path here. I’m super excited to check in with you at our December conference and see where you’re at. Perhaps we’ll have a new success story here in December to share. Again, thank you so much. And for people that are in the area, one more time, that website, you’re in Oklahoma. What’s the web address there, sir? The web address is www.Route66HVAC.com. And if you’re in Delaware, go ahead and call them. I mean, it’s worth the travel fee. You might as well pay for 18 hours of travel each way to have a guy fix your HVAC. It’s a tourist destination, folks. It’s Route 66 HVAC. Now, folks, I don’t want people traveling to Tulsa just to visit the home office of Route 66 HVAC. So if you do that, at least hire them to fix somebody else’s AC. All right. Thanks again there, Brandon. I really do appreciate you. We’ll talk to you soon. All right. Bye-bye. Hello. My name’s Daniel with Daniel’s Heating and Air here in Amarillo, Texas. I just want to tell you a little bit about how my life was when I was invoicing customers. It was total chaos in the office every time we had to invoice a customer. When it was time to give a customer a bill, they’d turn into a ninja. They’d ghost me. They’d take off. All of a sudden, they had things to do. That caused the office to spend half the day, almost every day, chasing down customers that owed us. At one point there was a time when we had a total of sixty to seventy thousand dollars that was owed to us and we were chasing these people down constantly and after we stopped invoicing customers we ended up coming up with the new game plan and that game plan was to offer them that seven dollar diagnostic fee for first-time customers and then we would in order to save their spot on the schedule we would need to take payment so we did either take a check over the phone or the credit card number and this has improved improved so much taking away so much headache from from my business and now the people in the office can focus on things they really need to be focusing on instead of chasing down customers that owe us money. So this has drastically improved the business and a lot less stress definitely. Hello my name is Daniel with Daniel’s Heating and Air. Having the group interviews has drastically improved my business. My employees are no longer holding me hostage. We have group interviews every Wednesday and we bring in the best people with the best attitudes and just willing to work and be part of our team. And if the people that we currently have are not holding up their end, we let them go and we bring the next people up. It’s been a great process. My name is Vicky Mihalik and I own Capital Waste Solutions. Jumping out on my own was my biggest fear. I really love that corporate safety net of a consistent paycheck, knowing that we had the corporate background structure to stay there, the standard operating procedures, you know, everything had a book and a policy of how things had to be done. Unfortunately, that puts you in a box sometimes, and Clay helped me to release that and understand that, hey, go, take off, explore, find new areas, and it was really the confidence to jump outside the box. Any time you start something new or you have to reach out, I feel it brings a level of exposure by admitting, maybe I don’t know as much as I put off about sales or marketing. When Clay came to speak with me he said it’s okay to not know everything and that really was a game-changer for me. You know Clay’s helped me probably the most with our graphic design on our website. That’s one thing that I do not claim to know anything about. In fact I’m better off throwing the computer out the window than I am using it. What was nice about working with the guys at Thrive 15 and working with Clay was I could go in with a silly sketch on paper, pencil and paper, and I could say, hey, this is what I want to look like. Or they’d make it so simple, they’d pull up my phone and say, hey, FaceTime with me real quick and point to what you don’t like. And they worked on my level instead of me having to meet them at their level. And not only that, but the upbeat atmosphere is fun. You come in and it’s all about you. And it’s nice to be the one that gets to drink from the fountain instead of constantly pouring into someone else. Why not learn something new? Why not admit to yourself that hey I can learn more, I can be better, I can be greater. You know as a basketball player in college I was nothing without the coaches that invested me day after day after day to help me work on a move or a play that I maybe I wasn’t the best at and that fueled me to be successful in our game. It’s those little battles that win the war. And when you have Clay Clark, it’s a coach, it’s a general that helps you through the battle, so ultimately you win that war. I know it’s exciting listening to a podcast where somebody is calling other people, but this is how it happens. This is how we go to that phone technology. And we’ll know if he’s ghosting us if he doesn’t pick up. No pressure at all, Justina. Here we go. We’ll count the number of rings as it goes along. long. I say three. I’m gonna put my money on three. Good man, how are you? Doing good. Hey, are you are the guys learning stuff down there in Amarillo? Yes, they learned a lot. They learned a lot. It was a lot of fun having those guys. They’re a bunch of good guys. I think we had… I see why you made Ben a manager over there. Yeah, Ben, I mean… And for the listeners out there that don’t know, we’re in the process of opening up a SnowBear Heat and Air in Tulsa, Oklahoma. I say we, John and I. I’m putting up 49% of the cash. John’s putting up 51% of the cash, so it’s his problems. And the guys went down to Amarillo. We had Ben down there, Jonathan, and Ty, I believe, right? Yeah, and I think we had a couple of guys that went down to Amarillo. We had Ben down there, Jonathan, and Ty, I believe, right? Yeah, and I think we had a couple of guys that went down to Amarillo. We had Ben down there, Jonathan, and Ty, I believe, right? Yeah, and I think we had a couple of guys that went down to Amarillo. We had Ben down there, Jonathan, and Ty, I believe, right? Yeah, and I think we had a couple of guys that went down to Amarillo. We had Ben down there, Jonathan, and Ty, I believe, right? Yeah, and I think we had a couple of guys that went down to Amarillo. We had Ben down there, Jonathan, and Ty, I believe, right? Yeah, and I think we had a couple of guys that went down to Amarillo. We had Ben down there, Jonathan, and Ty, I believe, right? Yeah, and I think we had a couple of guys that went down to Amarillo. We have Ben down there, Jonathan, and Ty, I believe, right? Yes. And so you’re teaching them the dark arts of HVAC. We have a listener here today, Daniel. His name is James. James, meet Daniel. Hey, Daniel. How are you doing? Doing pretty good, James. How are you doing, sir? Doing well. Doing well. Now, James is a guy who has a business that’s doing well. James, can you explain what you do for a living and what your business does? Yeah, so we’re electrical contractors, electricians, to just put it simply. So we provide electrical services for residential and commercial, and soon we’ll be doing some industrial work as well. Got it, and so you have a few questions here for Daniel. So I’m gonna let you ask Daniel any questions you have about, I believe we have a lot of questions focused on commercial work and invoicing and these kinds of things. So you can ask Daniel any questions you want because he has become the master of working on commercial projects. More so questions in the realm of the estimating on commercial projects. As you well may know, the estimating on residential projects is relatively simple but can get pretty complicated when you get into the commercial projects. How do you handle your commercial bids? The best practice for making a switch from residential to commercial is basically preparing to charge the customer 15 to 20% more than what you would charge for a residential job. Because the liability on it is a lot higher. Right. So you need to kind of beef up your insurance and prepare to stay at those jobs a lot longer. And the way I do it, kind of, I’ll tell you a little bit, the way I’ve kind of priced the commercial stuff. Let’s think of every possible job you could think of, put it on paper. Next, think of everything that would go into that one job, from man hours, material, office staff hours, and don’t forget to calculate your taxes in there. My CPA and myself, we put together a formula where we just plug stuff into an Excel spreadsheet. We went through each one of these jobs. That way, we get a true net profit on each job. After you’ve done that, you put everything on paper, you put it in a price book. That way, you’re not constantly thinking, how much I need to charge for this job? You just flip to it. And what we’re using now for, instead of a price book, we have a program called FieldEdge. It’s a software. And that helps office staffs stay on schedule. It has every job possible in that software. So if one of the technicians is looking for a job, they just put in the keyword, condenser fan motor, in your case it’d be like a plug or something or a switch or a breaker box, and it pulls up the price for that breaker box. So we’re never losing money. We’re making sure we’re getting about 35% net profit, a true net profit. That was gonna be my next question, kind of what is your range that you shoot for in terms of overall profit in the job, what’s the percentage on that. So you’re saying you like to go for what percentage of profit there, Daniel, just so all the listeners can understand? Residents are like aiming for about 30 to 35 percent net profit. And like I said on commercial, you want to charge 15 to 20 percent more because there’s a lot of things that can go wrong on a commercial job. So we’re looking at 45, 55% net profit after on a commercial job. Let me ask you this. I don’t know if you run into this doing HVAC, but dealing with a lot of these general contractors, you’ll have some kind of a change here or there. How do you deal with the change orders? Because a lot of these general contractors like to slip something in the last second. They’ll say, hey, you know what, I need this over here too. Can we go ahead and do that? How do you deal with that? Again, that’s where our software comes into the customer has to sign off on everything that he’s agreed to pay for. So he hasn’t signed off on it and told us it’s okay. Well, we’ll have to get him to sign again on, we’ll have to write him up another bid and get him to sign off on it again. So that’s who signs off on it. He has to pay for it. Right. Right. Yeah. I figured that, I mean, we, you know, dealing with, uh, general contractors, just, you know, I’ve, I’ve learned you’ve got to be super detailed, um, with everything that’s involved in the job scope and then, um, you know, because I think general contractors, even just regular customers will see what they can get added in, you know, after you’ve already done everything that you guys originally agreed to. So, but I was just curious to know how you kind of dealt with that. I mean, it sounds like we’re on the same page. I put all the word in the converter which went into that document for the customer to actually sign to agree for us to do the work. I sent that to the lawyer which is Scott and he signed off on it and said, yeah, that looks good. So go ahead and load that into your FieldEdge software. That way everything’s legal. And they can’t come back later on and say, well, you said you were supposed to do this and you didn’t do it. Hey, you signed off on it. And as soon as they signed off on it, it’s sent in an email right away. Dean, I want to make sure I’m breaking this down for our listeners so they get it. And Dr. Breck, I want to get your take on this too. But what happens is, and the name of your company is ECS Electric, am I correct? ECS Electric, yes. What’s your website? It’s ECSElectricLLC.com. How long have you been in business? Since the beginning of 2018, January 2018. Are you growing? Yes, exponentially. Awesome. How much have you grown this year? We did about 300% from, let’s see, the end of 2018, or 2018 to 2019. Okay. How long have you been a client with us? Not even a year yet. Yeah. I want to make sure the listeners get this, because this is important. Breck, I want to get your take on this. We’ve got so much wisdom here. I want to see if we can distill it all. One is you right now, if you’re listening today, you’ve got to get serious about your pricing. Okay, so right away, let’s go ahead and do what Daniel said to do. Let’s sit down with our accountant this week, action item, and let’s properly price out stuff. Breck, for years you wandered in the wilderness of very busy and unprofitable as a chiropractor. Can you preach the good news to somebody out there who just won’t sit down and figure out their pricing. Well, that was actually one of the first things I did with my coach was to sit down and figure out where are we at in the market and what can be done differently than what we’ve currently been doing or historically doing. Our pricing was definitely something that was brought up, it stood out as a red flag pretty much immediately. So, you know, he challenged me to call all of our competitors, or a number of our competitors, and figure out, okay, where really is the price point in the area? Because he knew that I wanted to still be economical and affordable, and that I didn’t want to price myself out of reach for our patients. But at the same time, he felt like I was clearly leaving money on the table, and he wasn’t wrong. And so we did that and it was time to make a change in our price structure and that happened two years ago now. And there’s a little pushback on that. Anytime you make change there’s gonna be a little bit of pushback. About 10 or 15 percent of customers aren’t happy with it maybe? I don’t even think it was that high honestly. Okay. But and there’s different things. Some of the things we did were we had some different giveaways that we were doing on a routine basis. And I would say that the patients were more upset of how we changed the giveaway structure. So, you know, there’s a certain entitlement. Once you’ve done something, there’s an expectation, you’ll continue to do it that same way. And that was inherited from a former partner. And so I looked at that and said, okay, this isn’t really sustainable moving forward. We’ll just adjust it a little bit. And that small adjustment actually made a bigger issue for the patients. And that was where we give away a massage after so many visits. So that went from every fifth visit to every seventh visit. And that little switch definitely ruffled more feathers than increasing the price. So step one, though. Step one, we’ve got to meet with our accountant or our bookkeeper. Let’s go over the pricing. Daniel, what profit margin do you recommend if you’re in the air conditioning business? What profit percentage would you recommend if you’re dealing with residential clients? Residential clients, we’re looking for a 30 to 35% profit margin, net profit. Got it. Then step two, use the software, a software. I would recommend FieldEdge, that’s what Daniel uses, or use Excel. I don’t care, but have your standardized pricing written down somewhere. And what I would do, Mr. Cruise Missile, is I would always refer to a partner who is rigid about pricing. So as an example, if I am meeting with a customer and they go, man, you’re a lot more than you were last year. And you go, well, I have a partner now I work with and he sets all the prices. And so I don’t have the ability to do that. But this is what, and Daniel, I want to get your take on that. Why do you have to be firm on those prices? Once you log those prices and you put them into your software, why do you have to be firm about those prices? You want to be firm about the prices because we’re in it to make money. We’re not in it to lose money. And I don’t give the technicians that work for me any authority to change the prices. They can’t go into the software and adjust those prices. The only people that can adjust those prices would be my office manager. There it is. And what happens is that the customer always wants to pay less money and the employees always want to pay less. Every employee wants to make more money and every customer wants to pay less. And if you compromise on either side, pretty soon you’re not profitable. Now step three that Daniel just mentioned, he said you need to charge 15% more for commercial jobs. Daniel, please explain again in detail why you have to charge 15% more for commercial jobs and the potential liability that’s there. Well, the liability on that is a lot bigger than it would be on the residential house. If you’re working on a residential house, I mean, you may, one of our technicians may step through the roof and that will just cost me about $150. We’re working on a commercial job currently. And if the crane operator drops that air conditioner through the roof of that commercial building, that’s going to cost me thousands of dollars. So liability is a lot higher. So you have to charge that 15 to 20% more just in case something does go wrong. This is Nathan with Complete Carpet. We’ve got great business owners here. I want to throw one other little caveat in there for the people that are listening to this. Remember that it starts also with the value and the good quality work that you’re doing first. In the absence of value, price is the only thing that matters. So if you are looking at bumping your price up a little bit, start off by making more value and more quality. And then when you bump your price up, your customers won’t notice that much. We’ve bumped our prices up, just like Dr. Brecht did. And that helped us tremendously. And I thought, oh, we will just, a bunch of customers were thrown off. We lost almost nobody because everyone said, well, we’re not going to use anyone else. And you’re still affordable. We just became profitable. It’s just really, really, really important Right. It’s just really, really, really important that everybody out there understands we’ve got to learn to price properly. We can’t have this poverty mentality where we’re busy but we’re not profitable. That’s a dangerous place where you can get stuck in. Well, yeah, and then you talk about scalability and plans for the future and, I mean, all of these different things. If your prices aren’t what they should be or they’re constantly adjusting, then those numbers are an elusive thing. They’re always moving. The target’s never the same. You can’t plan for next year when the price was $45 today and it might be $50 tomorrow and da-da-da. Like Daniel’s saying, there’s a clear, this box costs X and this is that. Then you have the numbers to back up and actually project and know what is going on, what’s happening. I know exactly, if I want to make a certain amount of money I have to see a certain number of patients because we make so much per patient there is the adjustment and we can factor that in and we can adjust and I can know is it time to hire somebody can I afford to hire somebody at what rate and at what position so we can make solid decisions without you know really wondering or being scared of it. And if you’re thinking about dropping a commercial AC unit through the roof of a commercial building this just in don’t do that. Now, another question that the cruise missile has here is how to schedule the extra time needed to tackle bigger commercial jobs. Can you maybe dive into that question of what you want to ask Daniel here? Can you dive into that what you want to ask Daniel? Yeah, yeah, Daniel. Obviously, the commercial bids for me, they’re taking four times, five times the amount of time a residential bid would take. Obviously, that has something to do with familiarity, but also just the complexity of them, at least in the electrical industry. So what do you do to kind of get through those commercial bids quicker, and how do you make time for that? So, we do have to use that software called FieldEdge. That helps the office staff stay on schedule along with all the technicians and helpers. And in that software, there is every job is priced. So they can go through a commercial project and get an air conditioner. So that commercial air conditioner is priced in that software. So all they have to do is check and see the size of the unit and then they can correspond that to FieldEdge and FieldEdge will pop up the price right away. And we’ll know exactly how much time it’s going to take to do that, replace that commercial unit. Right, because you can refer back to maybe some of your past projects too, and also kind of gauge off of that. How much is FieldEdge per month? Is it like a thousand bucks a month? It’s only $250 a month, and then it’s $50 per device. Each technician has an iPad that they carry around with them. So when all that software is loaded on there, they can take payments, they can take, they could send out quotes right away. All the jobs are on there, there’s so much it can do. It tracks them. For all the listeners out there, if you are an electrician, a contractor of any kind, air conditioning, I recommend that you check out the FieldEdge software because it’s gonna take you probably, Cruz, probably, you know, 20 hours to load in all the variables and it’s gonna ask you for the price of this and that and you’re just sitting there putting data in it. But once you have it, I mean, Daniel, wouldn’t you say, even on the most complex commercial jobs now, it maybe takes 10 minutes of clicking around to get a quote? Yes, and I usually schedule about one hour per quote, so they’re in and out quick. Yeah. I do have another question. Less than an hour most of the time. Daniel, I have another question. So, kind of getting like, in residential, it’s pretty easy to kind of secret shop and figure out what your competitors are, you know, pricing and whatnot. I mean, you can I’ve done it. We, you know, we install generators and, you know, so I’ve had other electrical companies come out and bid for generator install at a home. And that’s easy. I can get somebody to, you know, to do that. comes to the commercial side of it, how do you price against your competitors? How do you know what the market is on these certain items or these different jobs? Have you been able to do any secret shopping? What would you say about that? Yes, and that’s one thing we do just about once every year. This year, I have a lady condition. And she had she called about 15 companies. And out of those 15 companies, maybe three or four actually showed up. They didn’t return to the call. And and winning gave her a quote on the air conditioning unit. So we do the secret shopping. Well, I’m talking more on a commercial level. I mean, are you able to do any secret shopping to see what those other contractors are doing on a commercial side? I actually have not done. I just put my profit margins where they need to be. If the customer doesn’t want to go with it, I move on to the next job. Let me make sure the listeners get what he’s saying. What he did is he is definitely mystery shopped on the residential side. Then he just takes his profit margin for residential and bumps it up by 15%. I can tell you that that is pretty much what most commercial people do. I can tell you what I’ve done for commercial stuff. If you want to go that level, I’ve done this. So when I had a DJ connection, I was trying to get into more commercial, like doing Christmas parties for Southwest Airlines or Bama Pi or Boeing or whatever. Big corporate events. Big corporate events, where instead of doing just private weddings. So I actually would go as far as to book them. So like I would actually hire like big entertainment companies to provide entertainment for my staff or for just random people. I would call a client who I knew who had a business and say, hey you go book the other guys and I’ll pay for it. I just want to see how does that process work, how do they bid you, how do they quote you, and I was able to just get all the information that way. So I’ve paid for many many Christmas parties for people who are friends of mine in order to get them to use my competition to find that out. So that’s one way to do it. And I got a super dirty move that we’ve used quite a few times. And if you are doing the bid process or you’re going through it, if you make a good relationship with the person that you’re going through, I have at least a dozen plus times, how I ended up getting the Tulsa Housing Authority contract and a couple others was the person I was with, I said, hey, I want to do the best job for you. I want to do, you know, what’s some of the other bids you’ve gotten here? And they’ll say, oh yeah, the guy who was just before you, the auto.company, they said that they could do the whole project for around this. I’ve had them give me their actual quotes. I’ve had them forward emails. Yep, I’ve had that happen. Oh yeah. And I said, hey, I want to provide, I would love to come in and be your guy, so I’m going to see if I’m in the ballpark or maybe I can beat your guy. And they’re like, oh yeah, I’ll show you what it is. Can you beat this? And I see their numbers completely. Now, Daniel, I know you’ve got Church here, so I’ve got you for 90 more seconds here. I’ve got two final hot questions for you. Commercial contracting, what should your team consist of? Do you have a job site manager, a foreman, a journeyman? Talk about, I know commercial HVAC is different from electrical, but there’s a lot of parallels and similarities. What should a commercial contracting team consist of? So a commercial contracting team, we have a lead technician, a technician and normally two helpers. We’ll have about four people on the job at all times. Some of those units get pretty big to move around. And as the guys Ben and John and Ty, they kind of saw how big these units were. Some of them were just as big, about as big as a small house. What? Yeah, they’re huge. Oh boy. You have to buy some insurance there. You deal with these cooling towers? So you said… That one was not a cooling tower, but they were packaging, it’s actually. Oh wow. Wow. So you’re suggesting, or you’re saying that you, your team consists of a lead technician, then a technician and two helpers, is that right? Yes. And I will say we have a great show we did where we interviewed the founder of one of the most successful pool companies in Oklahoma called Pool Creations. We interviewed Jeff. And in that show, Jason can give it to you because it hasn’t come out yet, he explains how he does his jobs. But essentially the lead technician shows up on the job site every single day and make sure that when people leave the job site it’s clean, it’s complete, it’s finished, and it’s just kind of having that person that goes on the job site every day and actually physically shows up keeps them from drifting and that’s the top pool company in Oklahoma. And the final question was should there be a separate role for commercial and residential jobs? Cruise Missile, what do you mean by that? What does this question mean? I want to make sure we’re asking Daniel the right question. I’m not quite sure actually. I don’t know if I phrased it that way. Maybe I am mangling your questions. I’m a bad host. Did you have any final question for Daniel while we have him here? No I think he’s covered it pretty much. My main questions were on the estimating side. So Daniel, I’ve got my final question and I’ll let you take off here. You’ve grown snow bear heat and air quite a bit this year. How much have you grown SnowBear Heat and Air over the past 12 months? Over the past 12 months, this year we made about $350,000 more than we made last year. So we’re at almost $1.2 million. Up from $900,000-ish. That would be $850,000? Yes. And you’ve been a client working with Andrew and myself now for how long? It’s been about nine months, ten months. Why do you actually implement everything? Like what is wrong with you? Why do you implement everything? Because Pastor Brian told me, he said, here’s the deal. If you work with Daniel, I’m telling you, he’s a diligent guy. He’s going to execute everything. I met you through when I spoke at his church. That’s how we met. What makes you an implementer? Why are you not just a hearer of the words? Why do you actually implement? Well, I would describe my weekly coaching meetings with you and Andrew as very productive from going over all the action items, looking at all the numbers, figuring out ways we can grow. And some of the things that you guys have actually helped me figure out, which I had no idea about, would be the systems on how to hire people was huge on doing the group interviews and firing people, not keeping them around longer than they need to be. So hire fast, fire fast. On how Google works. I had no idea before I started working with you guys how Google and how that helped you to generate leads and you guys building our website for us. That was huge. Well you are a diligent doer. I’m not sure what’s wrong with you but I wish that more people had that same problem. I think a lot of people hire a coach or a consultant and they want to know what to do and you tell them, hey, you need to do the group interview. And then they go, okay, I’m not going to do that though. I call that an ask hole, an ask hole. It’s somebody who wants to know what to do and they’re like a hole of knowledge. You tell them what to do, they keep asking, all the knowledge goes down a hole and then they do the opposite of what you told them because of their pride, because of what their spouse is telling them, because of whatever they’ve been, whatever blog they’ve been reading or whatever tech talk. I’m serious though, it’s a tough thing when you have somebody who won’t implement. I can tell you Andrew has loved working with you. I do too, and I’m so excited to be partnering with you to open up SnowBear Heat and Air in Tulsa, Oklahoma. I know you’ve got to head off to church, and I really do appreciate your time. You’re a great American. Thank you so much. JT, do you know what time it is? Um, 410. It’s T-Bo time in Tulsa, Roseland, baby! Tim Tebow is coming to Tulsa, Oklahoma. During the month of Christmas, December 5th and 6th, 2024, Tim Tebow is coming to Tulsa, Oklahoma in the two-day interactive Thrive Time show business growth workshop. Yes, folks, put it in your calendar this December, the month of Christmas, December 5th and 6th. Tim Tebow is coming to Tulsa, Oklahoma in the Thrive Time Show two-day interactive business growth workshop. 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. And a lot of people, you know, 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 in Tulsa, Russia. Folks, I’m telling you, if you want to learn branding, you want to learn marketing, you want to learn search engine optimization, you want to learn social media marketing, that’s what we teach at the Thrive Time Show two-day interactive workshop. If you want to learn accounting, you want to learn sales systems, you want to learn how to build a linear workflow, you want to learn how to franchise your business, that is what we teach at the two-day interactive Thrive Time Show business workshop. You know, over the years we’ve had the opportunity to feature Michael Levine, the PR consultant of choice for Nike, for Prince, for Michael Jackson. The top PR consultant in the history of the planet has spoken at the Thrive Time Show workshops. We’ve had Jill Donovan, the founder of rusticcuff.com, a company that creates apparel worn by celebrities all throughout the world. Jill Donovan, the founder of rustic cuff.com, has spoken at the two-day interactive Thrive Time Show business workshops. We have the guy, we’ve had the man who’s responsible for turning around Harley Davidson, a man by the name of Ken Schmidt. He has spoken at the Thrive Time Show two-day interactive business workshops. Folks, I’m telling you, these events are going to teach you what you need to know to start and grow a successful business. And the way we price the events, the way we do these events, is you can pay $250 for a ticket or whatever price that you can afford. Yes, we’ve designed these events to be affordable for you, and we want to see you live and in person at the two day interactive, December 5th and 6th, Thrive Time Show Business Workshop. Everything that you need to succeed will be taught at the two-day interactive Thrive Time Show business workshop December 5th and 6th in Tulsa, Oklahoma. And the way we do these events is we teach for 30 minutes and then we open it up for a question and answer session. So that wonderful people like you can have your questions answered. Yes, we teach for 30 minutes and then we open it up for a 15-minute question and answer session. It’s interactive, it’s two days, it’s in Tulsa, Oklahoma. We’ve been doing these events since 2005, and I’m telling you folks, it’s going to blow your mind. Yes, ladies and gentlemen, the Thrive Time Show two-day interactive business workshop is America’s highest rated and most reviewed business workshop. See the thousands of video testimonials from real people just like you who’ve been able to build multi-million dollar companies. Watch those testimonials today at thrivetimeshow.com simply by clicking on the testimonials button right there at Thrivetimeshow.com You’re gonna see thousands of people just like you who’ve been able to go from just surviving to thriving Each and every day we’re gonna add more and more speakers to this all-star lineup But I encourage everybody out there today get those tickets today go to Thrivetimeshow.com again That’s Thrivetimeshow.com and some people might be saying well, how do I do it? I’m gonna do it But 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 or anything like that. I had to work for it, and I’m super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russell Oklahoma. I suppose it’s Tulsa Russel. I’m really trying to rebrand Tulsa as Tulsa Russel. 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. 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 a 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. 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 a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this and because there wasn’t anything like this I would go to these Motivational seminars no money down real estate Ponzi scheme get motivated seminars, and they would never teach me anything It was like you went there, and you paid for the big chocolate Easter Bunny, but inside of it. It was a hollow Nothingness, and I wanted the knowledge They’re like oh But we’ll teach you the knowledge after our next workshop and the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We’ve 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 gotta 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, octa non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, 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 as a 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 Donald, who’s my age, and I can say or cannot say? 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 Direct TV and he said, have you read this book Rich Dad Poor Dad? And I said no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books and I went from being an employee to self-employed to the business owner to the investor and I owe a lot of that to you. I just want to take a moment to tell you thank you so much for allowing me to achieve success and I’ll tell you all about Eric Trump. I just want to tell you thank you sir for changing my life. Not only that Clay, thank you, but you’ve become an influencer. More than anything else, you’ve evolved into an influencer where your word has more and more power. That’s why I congratulate you on becoming because as you know, there’s a lot of fake influencers out there too, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not 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.