Clay Clark | Business Podcast | How to Move Beyond the Daily Jack-Assery Experienced In Most Businesses + How to Create a Scalable Business That Creates Financial Freedom for You & Your Family + Tebow Joins Dec 5-6 Business Workshop!

Audio Transcription

Hey everybody, I’m Josh Merrill from thrive15.com and I’m super excited about today’s episode. We’ve got one of our brand new mentors. It’s Jerry from Jerry’s Landscape. Jerry, welcome to the Thrive 15 family. Thank you for having me, glad to be here. Is there anything, before we get started with our episode here, that you just wanna tell our Thrivers, just a nice tip for them. Well, I think as I learned from my grandpa, he used to always tell me that you can lead a mule to the feeder, but you can’t make him drink. Wow. And so I’m going to be talking fast. I don’t repeat. That’s my style. Yeah. And you guys be ready to take notes. So you’re saying you can show us the path, but we’ve got to put action to it. That’s it. I love it. I think that’s great. Great, yeah. OK, well, let’s get started with what you’re going to teach us today here. Now, I see you’ve got some samples. What are we looking at up front here? That’s a weed. Okay, any specific type of weed? I mean just your basic weed. How do you get rid of weeds? Yeah, well you got to pull them. Okay. I could show you how to do it. I’d love to see an example. So it’s really simple here. So let’s pretend this is the soil. Okay, this is the ground. Yeah, this is your weed. Yeah. So what you want to do is you want to get down, get low, to the soil like this. Sure, yeah. So you want to bend your legs, lower your buttocks. Sure. Okay, stick out your chest. Okay. You don’t want to be pulling with your back, you’re going to have a short career. Yes. Okay, so you get your hands down as close to the soil bed as possible, get your fingers on that root. Yeah. And then when you pull, you don’t pull with your back, you pull with this, you pull with that right there. That’s what you want. So you pull it, and so it’s just a real simple, you grab, you grunt, and you pull, and that thing should come straight up. And you’re going straight up. Straight up, right up. And you’ll see the root underneath that. That’s exactly right. That’s a great lesson for our thrivers. Now, what would you say has driven your business for the past 20 years? I would say my Chevy 1500. Okay. It has been a workhorse. What is this right here? This is the key to growing really nice grass. Okay. What this is, this is soil. Okay. And is this something that I can touch? Sure, absolutely. Get your fingers in there. Okay. It is, I would say probably 80% manure. Okay. Okay. Did not know that. And it does, there is an aroma with it as well. It’s kind of a spiritual thing for me when I mix it. Sure. But you can go to my website, Jerry’s Landscape dot UK to order that. Dot UK, that’s United Kingdom, London, Great Britain, why are you dot UK? Well it’s kind of my style. I learned from the British. You learned from the British people, yeah. They’ve known for their shrubbery, they’re known for their grasses. Does that ever confuse anybody, the dot UK? Oh absolutely, I mean we get calls all the time, people are like, you know, hello could you come do me lawn in New Brunswick? And you don’t travel. It’s like, no man, you know, we’re from Oklahoma, sorry. We don’t do that there. Have you ever thought about making this a franchise where you do have, you know, Jerry’s landscape in other states, other countries, Canada, Mexico, you know, Great Britain, you know, France, wherever. I don’t know man, that sounds like a ton of work. Just in travel time alone, I don’t know when. I would need to take up all my time. We’ve got some great lessons on franchise that you might want to check out. Yeah, okay, sure. Before we move on, I told you the mixing of the soil and this whole horticulture thing is a very spiritual thing for you. Sure, yeah. Could I speak in ancient blessing over the show and all that? I would love that, I would love that. Should I just kind of? No, you just stay there. Okay. Ha-hoo-ga-hee-hoo, ha-ho-ha, ha-hinga-ta-tonga-hoo-hee. Thank you. Woo, thank you, Jerry. Appreciate it. You bet, thank you. Everybody, Jerry from Jerry’s Landscape, Thrive 15, thrive on guys. Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use. Because they believe in you. And they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilner. Two men, eight kids, co-created by two different women. Thirteen multi-million dollar businesses. We started from the bottom, now we 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 took a flight, started from the bottom, and now we’re at the top. Teaching you the systems to get what we got Colton Dixon’s on the hoops, I’ll break down the books Steve’s bringing some wisdom and the good looks As a father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the C and 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 We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. Now we’re here. And now, all casting from the center of the universe and the Thrive50.com world headquarters. Let’s go! Presenting the world’s only business school without the BS, with optometrist and entrepreneur Dr. Robert Seldner and the four small business administration entrepreneur of the year in your ear, Clay Clark. It’s the Thrive Time Show on talk radio 1170. Three, two, one, boom, and welcome back inside the room. Welcome back inside the audio dojo of Mojo Faux Show. My name is Clay Clark. I’m the former USSBA Entrepreneur of the Year, and as we have this profound countdown to our next two-day in-person Thrive Time Show workshop, I could not be any more excited than I am right now for you and your future because there are so many people that we keep meeting at these workshops that they’ll attend the workshop and they will come to us almost you get two different categories of people you know one person will attend they’re like a reluctant person who’s attending because somebody told them to come, a friend told them they should be there, and they have felt like for years that their company was not repeatable, it wasn’t scalable, it wasn’t delegatable. You know, they came to the conference feeling like, you know, they’ve nailed it, but they couldn’t possibly scale it. They came to the conference in search of a simpler process, believing though that in the back of their mind it’s not possible. They work all the time, but they’re not getting ahead, and they sort of bought into that false narrative that it’s impossible to move beyond just surviving. They’ve just been working. They’ve just been grinding. I mean, we’ve had people come to the conferences who really have felt like for years that they can’t possibly step out of the day-to-day operations of the business because if they were to do that, their business would fail. And they’re unable to grow beyond themselves. And some of these people have come to the workshop and everything about their life has changed very quickly after implementing the moves and the systems we taught them. I mean it’s almost a, you know, you have some people, it’s like a religious change almost where they, you know, you remember them before and then they went to like a church camp and they came back from church camp and they like burned all their CDs. Remember that guy? Remember that? Remember that when someone went to church camp and they came back from church camp and they like burned all their CDs and all of a sudden they’re not cursing as much. A changed mind. T.D. Jakes said, nothing is as powerful as a changed mind. We see a lot of people who come to our workshops with that sort of mindset when they get there. They just feel like they can’t scale. They can’t build a repeatable process. Then we have another group of people that attend the workshop, they have these dreams of starting a business. They’ve always wanted to do it. They fall into that category of Forbes magazine, says that 57% that’s per cent, that’s per century, per hundred, 57 out of 100 people want to start a business. They come to our workshop going, that’s why I’m here. I hope I can learn that because that is why I’m here. I don’t have a business yet, but I’m here to learn how to start a business. Hopefully you guys cover that. And then they’re just blown away when they discover business school without the BS. Business school where it’s not some guy talking in generalities, talking about his syllabus, taking unnecessary breaks, taking fall break off, taking spring break off. Basically, issuing as many possible breaks as possible with the classes being taught by a theorist who’s never actually run a business. And I’m just so excited to rendezvous with you. We have an audio clip I want to play to get today’s mojo started, to create the… set the expectation level. Because here we have a lady who’s a real estate agent. How many people do you know, and if it’s you, okay, maybe I’m talking to you, but how many people do you know who have a real estate license, but they’re not making any money with the license? They got the license, they dressed up, they’ve leased the luxury car, they’ve got their glamour shot taken, they’ve checked the boxes, done various things they need to do, but they’ve even gone as far as to put their license with a local broker and they are just broker as a result of having done so. They haven’t sold anything. I mean, sure, they’ve sent you a Facebook message or a text message saying, hey, you know, a realtor now, what, you know, who would you, who do you want to refer? Who do you know that wants to sell a house or buy a house, please have them call me because I am now a realtor, a professional member of the National Association of Realtors. I have a glamour shot on a business card and henceforth I am ready to do business. I have got my license, I have invested in myself and that’s what I want to do. There’s so many people like that, right? So many people. And then what happens is they don’t ever actually make money with it. They have a degree, they’ve got in this case the license. Maybe you’re listening right now and you have a degree, you’re a chiropractor, you’re a dentist, you’re whatever, you’re a lawyer, and your business just sucks. I mean it sucks like a Hoover, but you’re not selling vacuums. I mean your business is just awful. You know what I mean? Your business does not, you are unintentionally running a profit and then you’re, that doesn’t feel very good. And so Danielle was nice enough to send us in an audio file sharing with us a testimony, sharing with us her experience with the Thrive Time coaching program, kind of like a before and after, you know, here she was before, here she was after. Now her husband’s a successful home builder and so her before is a little different than maybe someone else’s before, but maybe it’s similar to your before. But let’s hear what Danielle has to say about kind of her before and after experience with the Thrive Time business coaching program, because that’s really what we’re all about here at the Thrive Time show, is transformation and nothing less than total transformation. We want to help you achieve your goals and to change your financial situation this year. And so now, without any further ado, I’m gonna cue up the audio of Ms. Danielle explaining her experience. My name is Danielle Sprick, and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years and my three kids started school and they were in school full-time, I was at a crossroads and trying to decide what what do I want to do my degree and my background is in education But after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did My husband suggested real estate He’s a homebuilder. So real estate and home building go hand in hand and we just rolled with it. I love people, I love working with people, I love building relationships, but one thing that was really difficult for me was the business side of things. The processes and the advertising and marketing, I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time, and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. Everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago. And in that time, we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents, but I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. All right. Well, thank you, Ms. Danielle, for the encouraging words. And so that’s an example of somebody who wanted to start a business, who went from zero sales to over $20 million of sales real fast. That’s pretty awesome. That’s pretty spectacular. That’s fun. Now, you have another group of people, though, who have a business. It’s existing, and the excitement of startup is not really where they’re at. They’re saying, I know how to nail it, I just can’t scale it. I just cannot move and grow beyond myself. I can’t seem to make a simpler process. Well, that’s you. You might be in a different boat. You might be in the boat of somebody like the Tulsa Oilers, who we’ve helped them grow their business quite a bit over the past couple of years. We’ll play a little sample of the Oilers here in a little bit so you can hear their success story. But I find these kind of entrepreneurs are ones that I relate to the most because I’ve had my own business since I was, for all intents and purposes, 17, 18 years old I’ve ran a business of some kind. And so I know what it feels like to have nailed it where you’re doing such a good job that people are referring each other. And I mean that with all humbleness. I mean, but you’re doing such a good job. People are actually referring you to two friends. They’re saying, wow, this guy is such a good builder. You guys should hire him too. Wow. This guy is such a good plumber. Um, man, you, you guys need to use my plumber. My, I know a guy, I know a guy. People are now saying about you. They say, I know a guy, my guy’s awesome. He’s got a great squad. He’s got a great team. Boom. I mean, this guy, he knocks it out. I mean, you want to get some plumbing, you’ve got a leaky faucet, you’ve got a leaky, you know, shower, you’ve got a, you know, whatever, whatever you got the problem is, you just call my guy and then boom, my guy will take care of it. Well, that’s, if that’s you, you’re able to, you know, you’re, you’re having a hard time scaling the business. Perhaps you feel like this next audio clip I’m going to play. I’m going to play an audio clip and perhaps this is how you feel. Perhaps this song by Mike Posner explains how you feel. Your phone’s ringing all the time, you’re working all the time, you’re feeling alone, you don’t feel like anybody can help you. Here we go. I can’t come down, not today, alright. They believe every word I say and it seems so jaded. Every place I go it feels so jaded. There’s people all around but I’m all alone. I know my dad only got a few years now. Oh man, that relates to me so much. You know, my father, you know, he got diagnosed with ALS and he died from ALS. I wish he was the only guy to beat that awful disease, but he didn’t. And so, you know, I knew my dad only had a few months left, you know, and my phone’s ringing all the time. Everybody in my office is, you know, there’s a lot of good people in my office by the way, there’s a lot of good people out there. But you know, everybody on your team has questions, they have endless text messages, endless emails, endless concerns, endless, I can’t show up to work today, I took a new job, I just… and you’re just… it seems like you can’t get anything done because you are… sometimes you let the inmates run the asylum. You feel like you’re held hostage because your employees don’t know what to do. And I can tell you, if I didn’t require me to be there. But if you’re listening today and you’re saying, something’s got to give, something’s got to change, I need to figure out how to make myself repeatable, then you have found the right show. We’re going to break through, break down the steps on building a repeatable system. Stay tuned. I’m sinking in, you know it’s a sudden test Got to stop, stop, stop Alright, welcome back to the Thrivetime Show on your radio. And if you’re listening today and you have found yourself saying something’s got to give, I am financially at a spot in my life. I am emotionally at a state in my life. I’m mentally at a place in my life where something’s got to give. I mean, I am. I didn’t want to end up this way, but somehow I found myself as one of the statistics. For some reason, Time magazine did a feature on this. This number was also published in the Atlantic and it was a study that was done by the Federal Reserve Board. And I know someone’s saying, listen here, buddy, the Federal Reserve is not federal and there’s no reserve. Well, there’s a lot of truth to that statement. But those guys do support and prop up the modern banking system. Have you ever seen the sign that says, you know, this deposit is insured up to $250,000? It’s those guys. So those guys, they did a study and they found the average American currently has $400 or less saved. Again, $400 or less saved. And so if you’re somebody who found yourself in this spot where you’re struggling to get things done, you’re struggling to build a repeatable system, and you’ve been beating your head against the wall for years. Maybe you’re listening right now and you’re married to somebody like this who they just have struggled for years. They do a good job painting. They’re a good painter. They’re so good at painting, in fact, that people are lining up saying, hey, could you paint for me? Could you paint my house? Could you come out there and paint, give me a quote? Could you come out and paint my remodel? Hey, can I get your card? You just are struggling to grow beyond yourself. You’ve nailed it, but it’s hard to scale it. You’re struggling to duplicate yourself. If that’s you, then we need to see you at our in-person workshop. So you got to go to Thrivetimeshow.com while there’s still time and book your ticket for our next in-person workshop. But you eventually have to learn as a business owner how to duplicate yourself. And so I’m going to walk you through the eight to duplicate. The eight steps to duplicate. It’s the eight to duplicate. That’s what we’re talking about today. Alright, so the eight to duplicate. Go ahead and get a sheet of paper. Go ahead and write it down here. But this is, these are the moves, walking you through them one by one. First, you must build a system so decent that an idiot could do it. It must pass the idiot test. So your system has to pass the idiot test. You can’t build a system that requires a genius to have to do every aspect of it. Sure, if you’re listening right now and you’re an architect, I get it. But you should be able to have somebody who can do a lot of the tasks. Warren Buffett says he tries to buy businesses so good that an idiot could run them. So you want to build a system that’s so detailed, so step-by-step, so repeatable that an idiot could absolutely do it. And I guess a good example would be one of my companies, like I can think of right now, when the phone rings, I don’t answer the phone. I don’t do it. I know it’s shocking, but I don’t answer the phone. And the person who answers the phone is not an idiot. We do not have an idiot answering the phone for that particular business. However, the systems and the scripting is so specific and so detailed that somebody who is an idiot could answer the phone and do a good job. Is that making sense? So you want to make your system so tight that an idiot could do it. If you come to our workshop, I’ll give you a template of what a scalable script looks like. I’ll show you the phone recording system that we actually use. I can walk you through the specific steps needed to build a sales script like that, but your system has to be so good that an idiot could do it. Now, the second step to moving beyond yourself and building a scalable business is you want to do the 80-20 principle audit. The 80-20 principal audit. And what you want to do is you want to make sure your schedule, 80% of your time, is focused on the 20% of things that you can do well. In fact, we have one thriver, Dr. Owens, he’s a doctor, and we were looking at his schedule and Robert’s helped him do this. But you realize if you’re the doctor, your highest and best use is to do what? It’s to do ABC 123. And if you’re not a doctor, you can’t play a doctor. You know, so for Dr. Robert Zeller and his optometrists, he can’t delegate optometry to an hourly person. They can’t diagnose the patient and make a prescription simply because they’ve watched a bunch of videos on YouTube. And so you’ve got to be able to make a list here of the 80% of the tasks that you could delegate. So go ahead today, get out a sheet of paper and make a list of the 80% of the tasks that you could delegate and make a list of the 20% you can’t delegate. Just start there. And I want to play a little audio from Dr. Owens so you can hear what it’s like from a real Thriver. You can hear his perspective to what it feels like to go through the Thrive coaching program personally. Because he went through the program and his results have been amazing. He’s growing. A lot of great things are happening, but I want you to hear from his perspective and maybe some things he says will connect with you in a way where you go, yeah, exactly. That’s what I’m talking about. So here’s an audio clip of a real thriver out there, Dr. Owens. This is what he’s had to say about his experience with the Thrive Time Business Coach Program. Hey, how y’all doing? This is Dr. Tristan Owens, physical therapist, injury prevention expert at Refuel Athletics here in Tallahassee, Florida. I’m here at the clinic. I just wanted to do a testimonial for Thrive 15 and how amazing they are to me and how they contributed to my success. I heard about Thrive 15 by searching it on Google and I typed in basically what’s the best coaching programs or some of the programs that have some of the best results and Thrive 15 popped up, clicked on it. I love the website. It was very entertaining and it really caught my attention. One of the things that’s very good about Thrive 15 is they’re very hands-on, they’re very organized and they have a proven system that works. They have all the resources included, best price, you know they can do your marketing campaign, they can do your ads, they got graphic design people to your website, so everything inclusive so it’s the best deal ever. I love Robert, my coach is one of the best coaches, he’s a great person, he communicates well, he understands my business, he understands what’s going on, he’s going to help me streamline the success, you know, he helps me develop action steps every day, because sometimes you have a lot of plans, ideas in your head, it’s hard to, you know, put it together and make it organized and put them in a system that makes sure it’s the right sequence to get to your goal. And I would recommend 515 to any company that’s trying to develop, trying to grow. Even if it’s a startup, it’s best to join a company like this. A lot of times you don’t really know how to get your ideas together or what business moves you can make. They have a lot of people, a lot of resources to help you accomplish these goals. Even something as difficult as franchising, they do all that. So yeah, Thrive 15, thank you all so much. It’s been a blessing to me. Stay blessed. Thank you. My name is Clay Clark. You’re listening to The Thrive Time Show on your radio. We come back with more about the 8 to Duplicate. You won’t ever have to worry. You won’t ever have to hide. You’ll see all my mistakes. So look me in my eyes. Presenting the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner and USSBA entrepreneur and business school professor, Dr. Robert Sellner. And the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner. And the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner. And the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner. And the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner. And the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner. And the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner. And the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner. And the world’s only business school without the BS. With optometrist and entrepreneur Dr. Robert Sellner. Welcome back to the Thrive Time Show on your radio, and it may not mean something to y’all, but I really, really did grind to get where I am and my goal is to help you get where you want to go this year. You know, I have found that just getting to success, getting to a place where you’re finally happy with the financial performance of your business can take some people a lifetime. And unfortunately, according to Forbes, 80% of people never get there. 80% of entrepreneurs never make it. Do you know 80% of businesses fail? 80%? And I would argue that 70% of careers fail. You know, according to Forbes, 70% of people hate their jobs. Go ahead and Google that real quick. Go ahead and Google Forbes. 80% of people hate their jobs, which to me would be defined as failing. I mean, I couldn’t imagine what it would be like waking up today and saying to myself, ah, man, here’s another day. I don’t even know what it would feel like to say, Man, I can’t wait for the weekend because I hate what I do for a living. Or I can’t wait for the weekend because it’s so monotonous. I just dislike it. My whole thing is I don’t get it. If that is your life, we only live, I mean a lot of us, there’s somebody out there who’s maybe more of a mystic, but we believe we live seven days a week, man, right? Seven days a week, right? Somebody who’s philosophical out there might say, well man, your physical body might be like seven days a week, but spiritually, man, you’re like eight days a week. Well, that might be true, or it might just be a hoo-ha, but the point is, if you’re going to be working for five out of seven days a week per week, why not at least enjoy what you do? If your life is a movie, why not just get to the good part? I know we should watch the not good part and see the character development and introduce the plot, but work with me on that analogy. If your life is a movie, why not just get to the good part? So we’re walking you through the eight steps needed to duplicate a business today. The eight to duplicate. Let’s say you are so good at something that you’ve nailed it. Now people are beginning to reach out to you and want to hire you, and so you now have to duplicate yourself. You’ve got to teach someone else to do what you do. Well move number one is you want to pass the idiot test. You want to make sure that all your systems that you build are so simple that an idiot could run them. In fact, Warren Buffet says he looks to buy companies so good that an idiot could run them because someday one will. Now move number two, you want to have the 80-20 audit. You want to make a list of all the things that you need to do and you want to make a list of the 80% of what you do in your schedule is typically delegatable. When I work with most clients, you’ll find that 80% of the stuff on their to-do list, eating their time, is definitely delegatable. You know, picking up the groceries, mowing the lawn, going to the dry cleaner, perhaps returning voicemails, perhaps responding to emails, perhaps cleaning the office. There’s got to be something in your schedule that you can delegate. Think about the hundred things you have to do this week and make a list of the 80 that you could delegate. Now move number three is you got to document everything. Everything. Anytime that you do anything, you want to document it. Any system that you use, any process, any voice. If you leave a voicemail the same way every time, document how you do it so you can eventually have somebody else leave that voicemail for you. If you make sales calls, script it so somebody else can eventually do that for you. If you’re a dentist and you see patients and you find yourself constantly answering the same FAQs, document it so you can eventually teach it to somebody else. Because if your life is a movie, you know, you want to get to the good part as soon as possible, right? You want to get to the ice cream. We want to get to the cotton candy. Let’s have our dessert first. And that’s what we’re going to teach you to do at our next in-person two-day ThriveTimeShow.com workshop. If you haven’t been to a workshop yet, you owe it to yourself to go there. Because if your life is a movie, why not accelerate to the good part? I’m going to play a little song here for you. I want you to listen to it, marinate on it, and take notes about the 80% of the things that you could be delegating. My life is a movie, and everyone’s watching. So let’s get to the good part And pass all the nonsense So girl, we start to do the right thing When the pressure’s coming down like lightning It’s like they want me to be perfect But they don’t even know that I’m hurting. This life’s not easy. I’m not made out of steel. Forget that I’m human. Forget that I’m real. Act like you know me, but you See, so many people at our workshop come out and they go, see, you don’t understand. I’m not made out of steel. I have kids. I have five kids, by the way. Some of them say, I have kids, though. I have five kids, by the way. They say, I have five kids. I’m not made out of steel. I’m very busy. You can’t possibly understand the profundity of my unique situation. Well, guess what? We know you and we can help you. Listen to this testimonial from a real thriver out there. Just like you My name is Ben Barber Long Lake Resort is what we’ve had the wonderful people here at make your life epic work on clay is I guess I’d say Borderline infamous around Tulsa for his SEO optimization and kind of the the brand he’s made. I actually my next-door neighbor Works with clay Deidre Detterman and so I’d reached out to her and that’s how we got hooked up. Clay has done wonders for our business, being that we’re in Pote, Oklahoma, a smaller town, with a resort. It’s tough to really move the needle there. What Clay’s done from year or month over month, it’s been record-setting every time. And we’re still, this month in July, we’re on pace to have our highest monthly total ever. It’s been beneficial to have a one-stop marketing shop because it saves so much time, efficiency, trust, the relationship you build. It’s not like you have to plan out a week. You know, it’s your one hour, you drink out of a fire hydrant, but you get it all done and it’s with one person, everything right under one roof, so it’s pretty awesome. Marketing has really changed our lives and sales here. I work with Clay and his guys. Each month has been record-setting for that individual month and for the month of July this year we’re going to do more than we’ve ever done for a single month. So it will be our best month ever. All thanks to this. Clay and his team are some of the most interesting individuals I’ve ever met. You can’t come in and not smile. If you come in kind of lacking energy, you’re going to get run out of here. So it’s always nice if you’re feeling a little down, a little out, they’re always in a good mood. You know they’ve got long days so they just keep a smile on their face and really get you going and get you excited about your business. I would recommend Clay and his team because if you’re in a business where accuracy by volume is kind of your key, so the more feet you get in the door, this is your place. You don’t really understand what can be done until they really, really open up their exhaust and let it blast out there. It’ll move the needle. Seriously, it’ll change whatever business you’ve got. It’ll really change it. Thrive Nation, you heard it from another Thriver. We can help you. We can help you open it up and make it grow no matter what kind of business you have. But we can’t help you if we don’t get a chance to see you at our workshop. Broadcasting from the center of the universe and the Thrive Time Show on your radio. Today we are teaching you the eight steps to duplicate, the eight to duplicate, what you need to know to make your business grow in a scalable way. So first off, it has to pass the idiot test. You have to build a system so good, so detailed, that an idiot could run the business. Why? Well, Warren Buffett says, this is Warren Buffett, you can look him up, he says, this is Warren Buffett, he says, he looks to buy businesses so well run that an idiot could run them because someday one will. The profundity of that idea, by the way, is unbelievable. I just know that I fought that forever. I made my systems so complicated, so detailed. I had that 85-page handbook, super detailed, that the only person who could possibly, possibly DJ a wedding would be like a neurologist, you know, perhaps a rocket scientist, perhaps a ninja who works, perhaps there’s someone out there who’s a skilled ninja and a nuclear submarine operator. There’s so many people, and I’ll give you an example. Recently I was working with a builder, I say recently, I’m old enough now, I’m 36 where it seems like I say recently a lot, but that could have referred to something three years ago. So three years ago I’m working with this builder, and when he hires people, he would give them a handbook of all the different blueprints that he could sell. You know, if you’re a home builder, what happens is, once we helped him get to the top of Google, you know, people call more often. They want to schedule more tours of an open house. And so people call. And if you’ve ever been to an open house, you know what I’m talking about. If you haven’t, obviously, this is a new concept. But what you do is you call the builder, or you just show up at one of the model homes. Typically they’ll build like a spec home, a home that was built without any real customization to it. And you can meet the builder there. Usually they’ve turned the garage into an office or something. And you go there and you meet him and he’ll walk you through all the different floor plans that are available, ask you any questions that you have, find out your needs. If they’re doing it right, by the way, they should be doing the following five-step process. They should build rapport in a scripted way, find your needs in a scripted way, deliver benefits supported by facts in a scripted way. They should then go for the close in a scripted way, and then isolate any objections. All of those things should be happening. But in this particular case, the marketing was working so well, he’s getting just a ton of calls, just a ton of calls. And so rather than making a system easy and very repeatable, so easy that an idiot could run them, he built a very, very complicated, a labyrinth, a maze, a cornucopia of copious amounts of building knowledge that he wanted each sales rep to memorize as a prerequisite to working for him. Thus creating an unnecessary layer of difficulty. It made it where the only person you could hire would be like a theologian or a lawyer, somebody who could memorize all of the different homes. His response was, I know all the homes, I’ve memorized all the homes, and it looks very unprofessional when a sales rep has to use a sales binder to show the different options. Well, to me it looks crazy unprofessional when you’re the person who runs the company and you personally have to sell every single house because you can’t ever train anybody else to do what you do. That’s what sounds unprofessional. I mean, to me it looks unprofessional when the owner of the business hasn’t slept in three days because he is the only one who knows how to do everything. And if that’s you, don’t beat yourself up. Just write down the steps that you need to do to delegate what you do. And if you don’t know how to do it, you don’t know how to make a workflow, you don’t know how to build repeatable systems, it’s okay. You’re not an idiot. We can help you at our in-person workshop. Just go to thrivetimeshow.com to get your tickets. Move number two, though, the 80-20 principle. You need to make a list of the hundred things that you’re doing during a given week and make a list of the 80 things you could delegate. And it could be stuff like, I’m just telling you, make a list of if you’re self-employed, this totally applies to you. Listen, make a list of the things that you definitely don’t like doing but you’re doing them. Okay, so things that someone else could do that you could delegate. They’re delegatable tasks. Like going to the store. I’m fairly versed in the Bible. I’m kind of new to the Christian team since my son’s miracle there back about ten years ago. So I’m kind of new. But I did go to Oral Roberts University and I didn’t have to read the Bible twice. And so I’ve read that book. A lot of people feel like they have to do Everything personally like they have to go if you think it’s almost biblical like thou shalt always go to the grocery store themselves thou shalt Thou shalt are you saying shout no thou shalt thou shalt You know go to the dry cleaner thou shalt definitely always Always answer all the voicemails. Thou shalt always update thine website thyself. Thou shalt always meet with every client thyself. There’s got to be something in your schedule because the whole point of a business is to what? Build a business that serves you. And to serve what? The achievement of your F6 goals. Your F6 goals. Your goals for your faith, your goals for your family, your goals for your finances, your goals for your fitness, that’s the purpose of the business. The business exists, exists. The business exists to serve who? You! That’s the point. And so if you’re working all the time, let’s say you do have to work 50 hours a week and you are the guy in charge of taking the coconuts and turning them into a nuclear reactor and you have a very uneasy to delegate job, then at least spend a little money to free up the hours of downtime that you have so that you can enjoy those hours. At least find a way to delegate something so that way even your personal tasks. I mean, at least sell the lawnmower and hire a landscaper. At least hire somebody to pick up your groceries. Find a way today to delegate. We’re talking about the eight steps needed to delegate. And we have a lot of people that come to our workshop where they learn delegation, they learn time management, they learn search engine optimization, they learn accounting, they learn all these cool concepts and processes. And what we try to do is we try to encourage them to send in their feedback from the workshop and what they liked about it. In fact, we have a guy named Dr. Jay who liked the workshop so much he flew in here from he’s a chiropractor in Nashville. He likes it. He liked it so much he’s flying in for another workshop this week. And so Dr. Jay sent us a nice little video sharing his experience about attending the two-day Thrivetimeshow.com workshops. You can get your tickets now online, Thrivetimeshow.com. Without any further ado, I’m going to play a little audio clip from Dr. J so you can hear about his experience. My name is Jay Schroeder and I am from Nashville, Tennessee. A lady I used for coaching, I told her I was looking for some sort of conference to get my mind thinking about business and she found this and I just flew out here a week later. No, I didn’t think it was a scam. It piqued my interest because it’s how I think. I think entrepreneurially and it just, to me, right away it clicked. I’ve learned that our systems are not exactly where they need to be and what we need to do, there’s a plan in place, he has a plan in place to get you from where you are to where you need to go. It’s great man, it’s not your typical corporate, it’s got a phenomenal vibe. I love all the sayings on the wall. I love it. I love the smell, the smell outside is great. I love it. It’s casual but yeah you know exactly what he’s talking about. I do, there’s nothing worse than standing and walking, listening to a guy in a suit rambling at you. Love it, great presentation. Yeah, Interaction is great. We definitely feel comfortable asking a question if you need to. Questions from the rest of the people in the audience also helps. I mean, maybe stimulate more questions that you have. If you have an entrepreneurial mindset and you’re trying to get from where you are to where you want to go, you have to come to this. No need to upset it. The product speaks for itself. If it’s what you’re looking for, it’s what you’re looking for. I would recommend it to anyone who wants to build their brand, build their business. Just the day in one, the day, not even two day session yet. I mean, I’ve already got a hundred ideas that I want to implement. And yeah, I’d recommend it for anyone who has an entrepreneurial mindset and who wants to build their business. Thrive Nation, if that’s you, if you have an entrepreneurial mindset or you’re looking to grow your business, we cannot wait to rendezvous with you here in just a couple of days at the next ThriveTimeShow.com workshop. You’ve got to get your tickets because with or without you, this thing is going to be happening. Now, we come back after the break. We’re going to be talking more about the eight steps to delegate, the eight to delegate. A little sneak peek, a little sneak peek on move number three. It’s all about documenting. I’m talking about documenting to the level of… it’s almost a biblical level of documentation. Could you imagine what the Bible would be like if they didn’t document it? It was just kind of an oral tradition? Marinate on that, and we’ll be back right after the break. I’ve been looking for, but I still haven’t found what I’m looking for. Broadcasting live from the center of the universe, it’s Business School Without the BS. Featuring optometrist turned entrepreneur, Dr. Robert Zellner with USSBA Entrepreneur of the Year, Clay Clark. Welcome home to your audio dojo of mojo. For many of you who’ve been listening to our show, you’ve commented, you’ve made this statement over and over. You’ve actually said, you go, I feel like I found my home. I feel like I found the Oklahomies that know me. I feel like I found a group of people who understand what it’s like to set my alarm for 3.13 a.m. on a Monday and to get up and just grind. I finally feel like I found a group of people that can empathize and who can identify with what it’s like to start a business. And absolutely Thrive Nation, that’s what we’re here for. We’re here to provide you with that entrepreneurial home, that team that can help you get to where you want to go. Whether that’s with the free podcast, the online school for a dollar, whether it’s the in-person workshop, whether it’s one-on-one coaching, we’re here to help you. That’s our altruistic goal. You see, Dr. Z and I, we’ve built a lot of successful companies. And so, this is our entire motive is to help you. It’s not a motif. Oh, now you’re… See, now you’re just doing that wordplay thing again. Well, let’s look at motif for a second. What does motif mean? Can someone help me out there? A motif is kind of a decorative design or a pattern. Decorative. It’s decorative. Oh, look, it’s decorative. Look, it’s a nice decorative. But no, no, we’re talking about our motive, not our motif, not our fashionable design, but our actual motive, our motivation, our reason, the reason behind why we do everything we do here with the show and with the Thrive Time Show and the entire Thrive network of the podcast, the online school, the in-person workshops, our entire reason for doing something is to help you produce the results that you want so that you can begin living the F6 life that you deserve. One of the predictable areas people get stuck in is if they’re very, very good at something, they struggle to move beyond themselves. They struggle to grow beyond themselves, to create a step-by-step process that somebody else can do. Once they’ve nailed it, they struggle to scale it. They find themselves unable to find good people, how to build a system that other people can do. And so we’re teaching today the eight to duplicate, the eight steps needed to duplicate. Move number one, the idiot test. Make sure you pass the idiot test. If you missed it, go listen to the podcast version of today’s broadcast at thrivetimeshow.com. Two, the 80-20 principle. You got to know that. You got to dominate it. If you missed it, go to thrivetimeshow.com. Check out the podcast version. Three, you want to document everything when I say document everything I mean imagine how crazy the Bible would be if we still allowed people to add to it and To take away from it today Imagine if it was an editable document where you could just continue to change and modify as much as possible And it was all done verbally because nothing was written down. Imagine that nothing was written down it was just a big verbal tribal tradition. I mean good luck quoting it, good luck remembering it, good luck passing on the knowledge. It’s that tribal knowledge. So you want to move beyond the the tribal knowledge. You want to document everything. Now move number four is you want to study best practices Best practices only. Best practices only. Thrivers, this is huge, huge! Best practices only. That’s what I do. I only teach proven, repeatable, documented processes. There’s Harvard case studies out there, as an example. There’s a book called The Service Profit Chain, a phenomenal book that was introduced to me so benevolently by the head of Quick Trip, Mr. Chet Kajo. You know, I cold called that guy, I harassed that poor man over and over and over because he’s the head of Quick Trip, the gas stations, and I wanted to meet the guy. So I’m just calling and calling and calling. He’s probably thinking to himself, why is he always calling? But I just keep calling and then eventually I got a chance to meet the guy. And so I met the guy, I said, hey, hey, you know, what tips would you have for me? What systems? What books should I be reading? Just tell me what I need to do to duplicate my business. Because I built DJ Connection into the largest entertainment company on the planet, but I was the one who personally DJ’d all of the time. Now I had a team of like 60 guys, but I personally DJ’d all of the time. I was very involved in answering all the phone calls and I had no systems and so I wanted to reach out to this man to learn the moves and he taught me the proven moves and they’re documented in a case study. A case study? A case study called the service profit chain. So as you begin to make everything repeatable use best practices when possible. Try to avoid guesswork in general. Learn from mentors, not mistakes. Look for the proven, accepted path. Look for a system that’s been proven to work. Don’t sit there and try every possible scenario. Don’t sit there and try this, try a little bit of that, I’ll add some salt to it, I’m going to see what I’ll do, I’ll try this, I’ll try that. Because if you do that, you’re really going to take a lot longer to get to the success that you deserve. If you want to have success, why make the success take that long? So this is the advice I would give to you for everyone listening right now. Go out there and find a coach, aka the Thrive Time coaches. Find a coach. Find a business coach. If you can’t find a business coach, find a mentor. If you can’t find a mentor, listen to this radio show until your brain explodes. If you can’t do that, go to thrive15.com and sign up for the world’s best business schools. It’s only a dollar. Thrivers, it’s a dollar. I mean, you could sign up for a dollar. I mean, there’s just, there’s so many resources we have available for you. But Eric Schmidt, this is the guy who used to be the CEO of Google. The former CEO of Google, he says this, he says, everybody needs a coach. Let me read you the excerpt from Fortune Magazine. He says, the advice that sticks out I got was from John Doerr, who in 2001 said, my advice to you is to have a coach. The coach he said that I should have is Bill Campbell. I initially resented the advice because after all, I was a CEO. I was pretty experienced. Why would I need a coach? Am I doing something wrong? My argument was, how could a coach advise me if I’m the person who’s supposed to be the best in the world at this? But that’s not what a coach does, he says. The coach doesn’t have to play the sport as well as you do. They have to watch you and get you to be your very best. In the business context, a coach is not a repetitious coach. A coach is somebody who looks at something with another set of eyes, describes it to you in his or her own words, and discusses how to approach the problem. And what the benefit of our program is, is we work with so many different industries that we could teach you the proven system that you need to go from startup to success. And one thriver out there by the name of Thomas, he’s actually gone from startup to where his company is now doing over $10,000 a week in sales. And that was within one year of the program. And he was so kind and benevolent, he sent us in a video, a little video where he shares his experience, what it’s like, and how we’ve been able to help him grow his real estate photography business right there in Dallas. His company is called Full Package Media, based right there in Dallas, Texas. And Thomas is going to share his experience right now of the Thrive Time Business Coach experience. What he went through, his entire experience is recorded here for you. Let me go ahead and cue it up for you. Here we go. Hey, how’s it going? I’m Thomas Crosson, owner and founder of Full Package Media in Dallas, Texas. I’ve been a coaching client with Clay Clark since the beginning of our business. We started about a year ago, August of last year. I had no clients, no idea what we were doing, no clue really what was going on. And now we’ve grown to where we’ve got six photographers, we’ve got office space here. I have an admin and sales person that works for us full time, developing an online system and a lot of that growth we attribute to Clay helping us and there’s so many things that … I mean, his stuff is not revolutionary. It’s not this crazy walk on hot coals and all this stuff. It’s just real stuff and like group interviews, we’re different and we’re special and we need to do one-on-one interviews so we can find good quality candidates and not just kind of do this group interview thing. We tried that and failed miserably. We did group interviews, now we do them every two weeks and it’s awesome. It works good. We always have kind of influx of new people that we can train, get going. He’s helped us a lot with our website, graphic design, SEO. SEO is another thing that I thought before I started this business and before Clay that it was kind of a joke or something that only your apples of the world and Amazon could get to the top of Google. But Clay said, no, just do these things, follow these steps and you’ll get there. And I think now we’ve looked today and we’re number two for Dallas real estate photography. If you don’t believe me, you can look. So we’re getting to the top of there. That’s really cool. It’s really awesome to get leads that people call you and say, hey, I found you on Google. We want to hear about your services. So that’s really great. I’d say there’s nobody out there that’s not a good coaching client for Clay. I mean, anyone, regardless of the business, it’s not about what the business is, what the specialty is, it’s about following the steps, doing what he says. You know, it’s a good thing. An hour a week, it gets you on track and keeps you kind of in line with what you’re doing and what you shouldn’t be doing. And it’s good to kind of give you some flow and future goals of your business. And I remember our first meeting, we set our goals, and our goal was to do 16 shoots a week and at the time me and my business partner slash girlfriend Gretchen were like, oh that’s, we’re never going to do 16 a week, that’s like crazy. And today we’re doing 9 and we did about 54 last week so he’s helped us grow. We put in a lot of hours, a lot of hard work as well, but if you follow his steps and do what he says, there’s a lot of principles that he’s kind of taught and instilled in us that help us. So yeah, Clay Clark, he’s the way to go. I wouldn’t venture out to find someone else. They’d be more expensive and a lot more fluff and no real actionable work and things to get your business growing. So that’s the way to go. Thanks. Wow! Thrive Nation. Thomas, I appreciate you saying that. The only thing I would disagree with is don’t hire Clay Clark. Go to thrivetimeshow.com and when you go up there, schedule a consultation. That’s what you want to do. Schedule a consultation with myself, with our team, and then we’ll find the right coach for you within our program. I am personally booked out. I’ve always been booked out as a business coach, which is why I decided to scale Thrive. I’m booked out. I can’t coach any more clients. We’ve got a lot of great readers up there who read the Forbes articles. Some people read about us in Fast Company and Bloomberg and have seen us all over the place and so I used to speak and travel all around the world. The idea about our coaching program is it’s designed to make it affordable for everybody, for the everyman. But we can’t help you if we don’t get a chance to know you. So go to Thrivetimeshow.com. Don’t be a stranger. Interact. Book your tickets for the next workshop. Perhaps schedule your one-on-one consultation where we can help you or business. But don’t buy into this line that you have to be stuck. And today we’re talking about the eight steps needed to duplicate. And when we come back, we’re going to talk about the importance of building a proforma. Because after you’ve built these best practices and these systems, you’ve got to make a proforma that is a projection of the future financial performance for your company. You’ve got to build a proforma so that you can project how your company is going to do financially in the future if you actually do implement the systems that you built. My name is Clay Clark. You’re listening to the Thrive Time Show on your radio. Broadcasting from the center of the universe and the Thrive15.com world headquarters, it’s the Thrive Time Show. I never knew there was a love like this before. Never had someone like you. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. I never knew there was a love like this before. Welcome back to the Thrive Time Show on your radio, coming in hot with a little Faith Evans intro music. Faith Evans, what’s going on? Faith Evans is a great R&B singer from back in the day. That song was hot when I was back in high school just starting my DJ career. I mean, that song was Love Like This. Bam! That makes me want to go roller skate. Now Thrive Nation, we’re talking today about the eight steps needed to delegate. The eight needed to delegate. Now this next step is you’ve got to make a proforma. A proforma is a projection of your future financial performance based upon variables, financial variables that we’ve gathered. And so many entrepreneurs I run into don’t want to tackle that part. They want to focus on the marketing. Oh, marketing, whoo! Marketing, yes! Yes, I love that marketing. But what happens is you talk about sales. Oh, let’s talk about sales. Yes, motivation, whoo! Social media marketing, let’s talk about that too. But what about the accounting? It’s like, look away, look away. I don’t want to talk about accounting. I mean, it’s almost like you’re cursed in church when you bring that up. I mean, it’s almost like, you know what I mean? You hear somebody say something at church, you go, whoa, whoa, who said that, accounting? We don’t want to talk about accounting. Well, Thrivers, I am absolutely filled with conviction that you need to have somebody sit down and help you with your numbers. We sat down with a person just last week who had an accountant, and upon further review, yeah, they’re paying all their taxes on time, but that’s about the only thing that was being done right. There was no strategy. There’s no automated savings strategy. no game plan for minimizing costs, for setting money aside for a rainy day, for budgeting, for advertisement, just nothing. And I think that one of the things that I gravitate towards as a business coach and as an entrepreneur is I gravitate towards people that are highly motivational. So guys like Martin Luther King Jr. blow my mind. I love those guys. I love their speeches. I love the motivation. I love the conviction. What happens is Martin Luther King, Jr., a lot of people don’t know this, he was very detailed. He wasn’t a fly-by-night, highly motivational guy who just all of a sudden hit his head on the toilet seat like a Doc Brown did in Back to the Future and had a big idea to help the civil rights movement. No, he was very detailed very planned very thought-out, but I want to play for you his motivational speech he gave Just before he got shot his speech where he explains that he knows that his people are going to see Equality it’s going to let any injunction turn us around. Well, I don’t mind. Like anybody, I would like to live a long life. Longevity has its place. But I’m not concerned about that now. I just want to do God’s will. And he’s allowed me to go up to the mountain. And I’ve looked over, and I’ve seen the Promised Land. I may not get there with you, but I want you to know tonight that we as a people So I’m happy tonight, I’m not worried about anything, I’m not fearing any man. My eyes have seen the glory of the coming of the Lord. My friends, he was an eloquent speaker, a man filled with conviction and a belief that equality mattered. However, none of that would matter if Martin Luther King Jr. was not willing to sit down and focus on achieving the goals that he had for his people. If he was not willing to sit down and make a detailed plan, it wouldn’t matter. It wouldn’t have mattered at all. In fact, he actually wrote a notable quotable that a lot of people don’t know he said this. I’m going to read it to you. I encourage you to Google it and verify it. But he says, Rarely do we find men who willingly engage in hard, solid thinking. There is an almost universal quest for easy answers and half-baked solutions. Nothing pains some people more than having to think. The level of detail he went in to write his speeches, to organize his rallies, to organize his events, his protests, people don’t want to think about that stuff. They just want to think about his talks. I want to encourage you, if you’re listening right now, you’re going to have to at some point build a detailed pro forma. If you’re going, if you’re on the eight steps today to delegate, step, you know, as we’re going through the eight steps, step five, you have to sit down and to build a detailed pro forma. And I, and we’ve coached Thrive clients for years. I’ve personally been a business coach for over a decade doing this and I’ve discovered that the pro forma, it will take hours. So if you don’t have a business coach, you need to get into a room with your wife or your husband or whoever your team is, your partner, your manager, and you need to go over all of the expenses. All. And when I say all, I mean from the root word, all of them. You want to sit down and go over all the expenses. All of the income. And you want to figure out what is it really, really cost us? What are our real hard costs to be in business? You want to figure out what are your hard costs. At the end of the day, what are the costs that you absolutely have every month? They’re not going away. And then what are all the variable expenses? What are all the costs associated with your doing business, with selling a cost of a good. This is to make a product, to deliver a service. What are all those costs? Then you want to figure out your profit per customer, right? And you want to figure out finally, fourth, what is your break-even point? How many customers do you need to have to break even? And if you do that, you’ll be fine. But if you don’t do it, if you kind of take the shortcut and you never sit down to make a pro forma, you’re going to lose. And it’s not good. It’s not a good thing. So the sixth step you want to do as you’re building an eight to duplicate is you want to never stop recruiting. You want to commit to never stop recruiting because if you have a great system, but you have people that refuse to do it, you’re kind of in a bad spot as well. My name is Clay Clark. When we come back, we’re gonna be breaking down eight steps to duplicate. Mark my words That’s all that I have Mark my words I’ll give you all I got in every way I will I got to take it to anywhere, maybe we can make a deal Maybe together we can get somewhere, any place is better Starting from zero, I got nothing to lose Maybe we’ll make something. Being myself, I got nothing to lose. See, my old man’s got a problem. He lives by the bottle, that’s the way it is. They say a body’s too old for working. Body’s too young to look like this. My mama went off and left him. She wanted more than life, then he could give. I said, somebody’s got to take care of him. So I quit school, that’s what I did. Welcome back Thrive Nation. Welcome back to the Thrive Time Show on your radio. My name is Clay Clark. I’m the former USSBA Entrepreneur of the Year sent here to help you make your financial troubles disappear. you specific, practical, and actionable knowledge. We want to teach you the things, the moves, that you can actually apply in your own life. These are moves that you can apply. And so we’re teaching you the eight steps to duplicate today. Because if you already have a business, and you’ve plateaued, and you’re really struggling to grow beyond yourself, struggling to duplicate, to build a business that scales and that can truly work without you. If you’re trying to find a way to work on the business and not just in it all the time, you’re trying to go on vacation and you can’t because you’re the only one who knows how to do everything, we wanna help you with that. And so we’re teaching you the eight steps needed to duplicate today. Move number six, never stop recruiting. Your sign should always say, now hiring. And you need to have a process in place for interviewing candidates every single week. Now we have a process, we’re going to teach you at our workshop that will take you an hour and 20 minutes a week, or your time or somebody’s time, and you’ll never be looking for quality people again. You’ll always have a pipeline of candidates. You’re never going to struggle to find good people again. If you’ll implement the best practice, a human resources and recruiting system will teach you at our next workshop. I promise you, you’ll never be struggling to find good people again. Never stop recruiting. Never, ever, never. If you are tempted to ever stop, ever recruiting, don’t do it. And I’ll give you an example. Years ago, I had a member of our team who said this statement. And if he’s listening right now, I have forgiven you, but I am not over it. I could probably see a counselor and still work through the pain of this. But this guy said, hey man, I really, really want to be a big part of your company. Big part. Huge, huge part. I’m committed. I’m all in. You know, statements like that. And as a young grasshopper, I thought, okay, sure. So we expand to Dallas, Texas. We expanded one of my businesses to Dallas, Texas. So now we’re there we are. We’re in Dallas and sales are good. Things are growing. Things are going well. And then one day, like so many humans do, he decided to change his mind. Now the problem is the entire system was built around his head, his knowledge, his being there, him coaching his team, he honoring the things that he said he would do. And the problem was I built a system based upon him and not based upon a repeatable process. And so what happened was, is I found myself in what? A predictable problem, a predictable place of failure. A place where the business was definitely going to bomb unless I did what? Left my family and went down there to Dallas. So my wife and I find us going down to Dallas and working all of the time. And we’re working so hard we never have time to quote unquote recruit people because we what? Trusted somebody and we didn’t have a system in place. Now if you went to Disney World, Disney World isn’t a place where they say, okay everybody, all 40,000 people that work here, is everybody committed? And they go, yeah! Okay, great, we’re done recruiting, we trust all of you, we know no one’s ever going to get married, no one’s ever going to leave, no one’s ever going to take another job. We believe you guys are the most honest, non-nefarious, committed people. You are going to be here forever. So we’re done recruiting. No, they recruit forever. They never stop. It’s an ongoing process. And once you get these kinds of concepts in your cranium, you can start to have massive success quickly. And we had a Thriver from Florida who’s an accountant who just sent us in a really nice video sharing with us his experience of the Thrive Time Show Business Coach Program. And I want to play you his audio clip because your success is just around the corner. It’s not years and years away. What have I liked most about the Drive15 coaching program? To be honest with you, it’s the support that they have given me. Not only Drive15 offers coaching, but they actually offer tangible products. They have helped me build a website. They just don’t tell me, hey Antonio, for you to grow your business, you have to build a website. They actually build it for me. So obviously with my input and my feedback, we have built that together. We built a logo together. So they have a team, a specialized team that did this for us. So I didn’t have to do it. I just gave them the idea and they did that for me. In addition to that, they did a business card design. Again, I already had some business cards in mind and they essentially took my business cards and made it so much better. So that’s what I like about Drive15. I’m not just paying for coaching and to just hear someone tell me that I need to do certain things, but they also have helped me tremendously. What have I liked most about working with Robert? Robert is my coach, right? And I’ve been working with him, I think for the past six or seven weeks. And what I liked about him is that, honestly, he’s just a very easy guy to talk to. He’s a, you know, he gives amazing advice. So me and him, I think we just get along together. He keeps telling me all the time I’m very coachable. But essentially, I like what he’s got to say. Everything he says makes sense. He’s always on time, which I like. I mean, I’m a CPA, so I like to be on time for everything. So he always calls me at 5 o’clock on the dot every Thursday. And he gives me just tremendous advice. He doesn’t just give me advice, he also worries about what I have to say, and he listens to what I have to say. I mean, my wife here besides me, I mean, she’s, she’s her, you know, Robert talking to me when I put him on speaker. So, you know, I let my wife just talk for herself and speak for herself. What she has to say about 315 and Robert. Yeah. And, and basically we have been working, um, a lot for the past few years. And struggling a lot on building our business and it’s so incredible how in just one month Robert and Tracy have helped us and We have seen so much progress that Help us a lot in It’s incredible how he has been helping us in a short period of time and honestly we feel so relieved because now we have a clear vision. Thrivers, this is your year to thrive. You can do it. We want to see you at the workshop. Your success is just moments away. Go to Thrivetimeshow.com and book your tickets. I’m excited to see you. My name is Clay Clark. I’m a business coach. You’re listening to The Thrivetimes Show on your radio. Stay tuned. I’m gonna start playing it up higher, all of us. Hey, come on now fellas! We’ve got to answer the bell, now let’s go! Hey, we ain’t done fellas! Come on guys! Too many mistakes! Hey, we gotta be perfect, alright? Right, Tom? Hey, take it to another level, alright? Oh, that was Tom Brady unloading knowledge bombs on his team. You know, Tom Brady is such a great player. Tom Brady, quarterback of the New England Patriots, is such a good quarterback because of two things. One, he’s very, very good at the game of football. He’s practiced the skill of football. He’s practiced the skills of knowing the playbook. The skills of football that he’s worked tirelessly to develop, that makes him a great player. But what also makes him great is that he is kind of like a coach on the field. Bill Belichick has built an army of guys on the field who all have the same philosophy, the same mindset, the same never say die mentality, the same kind of grind, the same kind of push, the same kind of work ethic. And I see so many entrepreneurs out there who are not in that boat. You know, they’re out there surrounded by idiots. I mean, they have a great business plan. They’ve built their systems. They’ve developed, they understand Pareto’s principle in the 80-20 rule of delegating 80% of the things on your to-do list to other people. They understand the importance of documenting everything. They’ve got best practices in place. I mean, they’ve got systems. You want to talk about training videos? Some of these people have some awesome training videos. Some of these entrepreneurs out there, they’ve got some great, I’m talking Academy Award winning men. These are some awesome training videos. They’ve got a proforma. They’ve got the mathematical knowledge that they got in college. They put it together. They built this proforma. They’re smart, you know. They’ve got the proforma. They know their break-even point, they know their hard costs, their variable costs, they know their profit per customer. But step number six, they’re skipping that part. And that’s why they need to come out to the workshop. That’s why maybe, not you, because I know you the listener, you know everything. But the people who, you know, they’re frenziers who occasionally listen to KRMG and they’re just, you know, they’re kind of confused. They’re listening to non-actionable shows about politics. You know, they’re listening about the wall and, you know, should we build a wall and how big should we build the wall and health care reform and, you know, did President Trump know this or did he know that or Hillary Clinton, did you know this or that? That’s what they’re listening to right now. But they have a business that’s failing right in front of them because they don’t know move number six, which is never stop recruiting Never ever ever stop recruiting. You just can’t stop recruiting because if you Do stop recruiting? Everything doesn’t work. You know, maya angelou the the poet and the uh, she’s a actress. She said this She said nothing works unless you do. She’s a critically acclaimed poet. She spoke at President Obama’s inauguration and she says, nothing works unless you do. Again, nothing works unless you do. You know, what if you as your team, I mean, what if your team doesn’t work, nothing will work, so you wanna never ever stop recruiting. Move number six. Move number seven. Never stop training. Never stop training. I’m talking about never. Every single week at a set time, you need to book a weekly training to go over the same topics with your same team over and over and over. You never, ever, ever, ever, ever want to stop training. You need to have a culture of training. training, your team should be so good that they could, in their sleep, do their job. Because if you were a pilot, right, or a doctor, you would have what? Mandated, ongoing, somebody help me, education. If you’re a financial planner, you’d have ongoing education. But yet there’s a lot of entrepreneurs out there that have no ongoing education for their team. Their team, it’s like, well, we’ll teach you once, watch these videos, they’re very good videos, they’re so good. I mean, this video, this one is like, this puts Matthew McConaughey to shame. This one here is like the Braveheart of leadership training videos. This video over here, this video is to leadership training what Braveheart was to the epic movie genre. This movie here, this is an incredible four-minute training video. You watch this video, you now know how to lead a team. No! You have to never, ever, ever stop training. Never stop training, because when you stop your training, guess what? Customers start complaining. Now when you start implementing these moves, you are going to have success. But I know a lot of people listening to this show, one thing you tend to do is you say, you know what? I have a different kind of business, and that business could never benefit from the 13 point system that you guys are teaching at your workshop. It can just never work because I have got a different kind of business. In fact, my business is a non-profit, man. My business, man, we don’t even make a profit. It’s a non-profit, man. We are created for the altruistic goal to help others. Maybe I have a church. Well, if you have a church, I’m going to play a truth canon for you that’s going to blow your mind and build your faith about the concept of implementing the proven systems. There is a church in Tulsa that we worked with and helped these guys double in size. So I’m going to cue up the audio, and when I hit play, I want you to listen to it and break it down. There’s a pastor sharing about the Thrive Time business coach team and how he’s been able to help his church. And just perhaps, just perhaps, if we could help him, we could also help you. My name is Kelly Goins and I’m the lead pastor at Faith Church in Tulsa, Oklahoma. Well I first heard about Thrive 15 from my wife. She was actually working with Clay and then some other people that I knew that had been working with him. And Clay reached out to me and I came in for an initial visit and thought this is really something that would benefit us as a church. I don’t have the money for staff members to run these kind of things, so having Clay as a mentor and as a coach was really something that I was interested in. We’ve looked into hiring people to do our media stuff and consulting for us, but it would cost us, I don’t know, three or four thousand dollars a month to hire someone to do this full time and then to be able to get the coaching that Clay has, I couldn’t hire someone to do that for me. This is a great situation for us. We have a weekly meeting where I come in and we just collaborate. Clay helps me with ideas and coaches me through processes that we’re doing with staffing and hiring and managing our ministry. They also take care of all of our graphics, our computer, our website, any ads that we do, any printed pieces that we do. They put those out in a very fast clip so that we have them and we can get them mailed out or get them on our website really quickly. So they do all that kind of stuff for us. Now another thing, they also do training of our employees and of our media people. And if we ever have an issue here in the church, they come by and troubleshoot it for us. So it’s really a one-stop shop for us. I would describe Thrive15 as a coaching, mentoring network. I’ve pastored small churches most of my life and have put out subpar material, websites, tried to bounce things off my wife and anybody else who would listen. But being able to come in and have someone with this kind of experience and this kind of know-how, with this expertise in what they do and the product that they put out, it’s a great situation for us. So I would just say to those of you who are pastors of smaller churches and you’re trying to get people to do web stuff for you or trying to get people to produce stuff for you, if you’re like me, you do it all yourself, investing in something like this for the fee that they charge really truly is a win-win for them, it’s a win-win for me, and I think it would be a great thing for you guys to get involved with. Oh, Thrive Nation, listen to that, listen to that. That right there is a real church that has really grown as a result of implementing the real systems from our real team, and all for a very affordable price, even for a church. Oh, snap! And so we have a scholarship program available too. So if you can’t afford it, now you can. Well move number eight, as you attempt to duplicate your business and to scale it. And remember, once you nail it, you want to scale it. If you feel right now like you can’t find good people, you’re working all the time, you can’t possibly grow beyond yourself, you can’t ever step out of the business because it will fall apart. You definitely do not want to skip this final step. Step number eight, never stop pruning. You know, if the tree is growing weird, cut off a branch. If the tree is growing kind of cockeyed, you want to reset the direction of it, chop off a branch or two. But you’re so mean. Yes, you definitely need to prune the team. You need to cut the idiots off your roster. Fire people who need to be fired. Because if you don’t fire them, the customer is going to fire you. I repeat, if you do not fire them, the customer is going to fire you. So sometimes leadership, I say sometimes all the time, leadership does require you to fire those who you regrettably hired. You got to hold your team accountable to a standard. My name is Clay Clark. You’re listening to the Thrive Time Show on your radio. We’ll see you back tomorrow, and we want to see you at the workshop. Go to thrivetimeshow.com to get your tickets, and as always, three, two, one, boom! We’ve been like me, my family, all my managers at one time, and I’m going to bring my, and all the managers on the next, on June 27, 28, I’m going to bring another manager over there. You should come. I mean, you should, I’ve been there several times, me, my sons, my wife. We’ve been there. You have to be there in order to believe it. You have one, I mean, you, you are several books, but the millionaire, whatever, the big, huge book, you have to read it. It’s the one I read it from one page to the end to several times already. It’s worth thousands of thousands, if not millions. The price, I mean, the price is unbelievable. All right, ladies and gentlemen, on today’s show, we have an opportunity to interview a wonderful longtime client. His business is called Tortillasoup.com. It is a Mexican restaurant with multiple locations, and I’m super excited to have the owner, the founder of the company, Sol Mendoza. Welcome onto the Thrived Time Show. How are you, sir? Life is beautiful. Thank you. It’s a pleasure to work with you, my friend. I gotta ask you, how did you initially hear about the business coaching that we do? Somebody told me about the great job you’re doing, and I read the book and I decided to go to the tradeshow.com. It’s the most important thing happening for my life. Oh my, I love you, love you all of you guys. Now I tell my team all the time, and I think Jordan probably tells you, I absolutely love your family, love you guys. It’s just an awe, I really feel like you understand the same values and mindset to work ethic that we bring. But I want people to know this. Before we met, you had been in business since I think 2008. Is that correct? That’s correct. That’s correct. When I opened Tortilla Soup, it was 2008 when the crisis was in the country. I don’t believe in crisis. I just believe in hard work. I love. Now what? I love you. Well, let me ask you this. What motivated you to start your restaurant in 2008? Hungry. All the immigrants who come to this beautiful country, and we are lucky to be in this beautiful country, hungry. You need to bring up money for your family, your wife. So you started this company, Tortilla Soup, and over that time, we ended up working with you here the last couple of years, and my understanding is you’re having growth. Could you tell the listeners what kind of measurable or visible success have you been having since we teamed up with you? Well, sales are keeping steady and Tortilla Soup Macon, we have an increase of 13% growth, which is a great success in our restaurant industry. And on Brookhaven, we have 11.40% increase in profits. And I mean, everyone is happy. They’re making money. We’re making money. You’re making money. Everyone is making money. Everyone’s happy. I love happy people. Now let’s talk about this for a second. I mean, when we talk about business consulting, you know, there’s a lot of wonderful companies, I’m sure, consulting firms that talk in theories. I’m all about action, practical steps. And so I want to talk about that for a second. We had to really work with you guys, and you’ve been fast to adapt, to make sure that every single customer that comes into your place is wowed. And wow that person. I know you were already doing that, but how has, what kind of emphasis have you put on wowing those customers? Because you guys always were doing a great job, but from what I’m hearing from your coach, Jordan, is that people are absolutely being wowed. Yes, yes, sir. Any first customer who comes to the restaurant, he will get a free cheese dip or a free margarita. It’s up to them. But the thing I want everyone greeting them, making them hospitality, making them happy. I want them to greet them to feel like they are better than at home. Because, I mean, service you can get in a vending machine, but hospitality you have to provide it. You have to make them feel, because emotions work. And I want them to live happy. If they are right happy, I want them to live better, better way. And the way I look at a business, I know you do too, is from left to right, very linear. And so the first step is you got to get in front of your ideal and likely buyers. The second step is you have to actually wow them. But step number one, you’ve got to get in front of them. Can you talk about the increase of number of people who are finding you online? Are you finding that since working with us, that more people are finding you online? Yes, sir. Yes, sir. Yes, just to make it sure, on one of our locations, we triple our Google reviews, video reviews. People is happy to provide another video and Google reviews because we provide quality, but we didn’t know we had to increase the Google and video reviews. Now, every server, or most of them, the eight players, they’re happy to provide video reviews, and people are happy to provide us with that because that way. Some people, they even drive three or four hours just because we’re making noise on the internet, we’re making noise on all social networks. It’s incredible. It’s incredible. On one occasion, I don’t improve it the way you tell me, because one of the managers, he doesn’t believe it. And the sales are less and less. And with you guys, oh, more and more. We keep growing. So you’re getting more people in now. More people are finding you online. Yes, sir. Yes, sir. More people. Do you think it’s the number of new people finding you? I mean, you’re in the restaurant. You manage the teams. You manage the locations. Do you feel like is it maybe double the amount of first-time customers that are finding you online or is there some sort of number or metric you’ve found there? More than double. More than double. That’s why we’re having sales increasing. I mean, more than double, I’m pretty sure we’re making a lot of people, they find us online, especially because of the video reviews, the Google reviews. We are texting them also because we have a lot of customers and we text them every Sunday to them, sometimes we do on Mondays and I mean we see the numbers grow on those days when we e-text them oh my you see you see the numbers I love the numbers I’m a numbers guy too. So step number one marketing that’s happening we’re getting in front of ideal and likely buyers if I’m getting it right you’re having more than double the number of first-time customers too you got a wow the customers in your restaurant and again you have two and multiple locations can you tell us what city and state your locations are in there, sir? Yes, sir. We have two locations in Macomb and Brookhaven, Mississippi, and we have another location from Louisiana. So, and we are about to open another one coming, I guess, July. It’s going to be another location in July in Summit, Mississippi. Amen to that. By locations. So step number one, again, folks, you’ve got to market to those customers, and that’s one of the things we’ve worked on together is to help you reach more of your ideal and likely buyers through search engine optimization, through online brand reputation enhancement, through social media advertisement, et cetera. The second is we’ve got to implement a checklist to wow the new customer. And you said that one of the things you’re doing in your store, and again, folks, if you have a restaurant out there today, you want to optimize the sight, the sound, the smell, the experience for the first-time customer, the sight, the sound, the smell, the experience. And you’re saying first-time customers get what now when they come into Tortillasoup.com? Free cheese dip or free margarita. If they drink, we give them a free margarita. If they don’t, we give them a free cheese dip. I mean, sometimes they want something else. We provide it. Don’t care, first customer, you have to treat them like kings or queens because they are king and queens. I mean, that’s what it’s all about, to treat them, make them feel very important no matter what. So, again, folks, I’m just making sure we’re getting this idea. The marketing, you have to develop a three-legged marketing stool and we’ve done that with Saul and his team there through search engine optimization, through online advertising, through social media marketing. The second is the wowing, the sights, the sounds, the smells, the experience, you’ve got to nail it down. Step three, you have to build a database and then stay in their face. What am I saying? You have to build a database and stay in their face. And so we collect the name, the phone, the email of first-time customers, and then you’re able to text them and email them and to stay in touch with them. Talk about that process and how that’s impacted your restaurant. Oh yeah, my son over here, he’s the one in charge of the, he said texting is all, and just now my son there helping me. Every Sunday before 11 o’clock, we send a text message to them, massive text for everyone. And usually the sales increase, sometimes it doesn’t work well. One Sunday it didn’t work and we sell very low on that Sunday. So I love it, I love it, I love it. When the people, they may feel important, they feel important usually because we send it only once a week, sometimes twice, but mostly once a week and the sales increase. It’s amazing, it’s amazing, it works. Now step number four, you’ve got to hire people that are on fire. You’ve got to hire people that are on fire. There are certain people that want to work and certain people that don’t. And unfortunately, we have some people that do want to work and some people that don’t want to work. And so the solution is we implement a system, a hiring process. We call it the group interview, but it’s a hiring process. Can you talk about how implementing our turnkey hiring process has impacted your business? Yeah, before you and even my managers, they were not believing in hiring in group. I saw you, how you did it. I read it about your book, you tell us, Jordan told me also. And we do a group meeting every Wednesday at 9 a.m. Every Wednesday is a group meeting. For some time we post on social networks and Indigo also. And we do a group meeting. I mean, they have to ask me questions about what they wanted or what their goals, what the money goals, and then whatever. And then from there, you see which, if they come on time, in time, every time, I tell them, that’s what I tell them, I start on time, no matter what. If they don’t come on time, they’re not going to be working a tortilla soup. I like to hire A players and since we are doing this every week, group interview meeting, we have a lot of A players coming and coming and the C and B players, they are leaving. I don’t care about the C players. Maybe the B players, but I want A players all the time. Now, the next step here, step number five, is you have to implement a daily meeting, you might call it a daily huddle, a daily meeting where you’re gonna experience a financial beating. What I have found is if you do not schedule a daily meeting, you will experience a financial beating because people will start to drift, things will start to slip, especially with the restaurants we work with. I mean, you just cannot communicate with your team via email only, you can’t just have like a quarterly meeting, you can’t have an annual review, you’ve gotta have that daily huddle. Talk to the listeners out there about how implementing that daily huddle strategy has proven to be effective for you. Well, we do at least one to five minutes daily huddle meeting, pre-ship meeting, I call it pre-ship meeting. I mean, they have to know what are the specials, how they should be treating the customers and how the food should be handling to the customers. I mean, we have to treat them well. We have to remind them of their special. We have to remind them, the customer tell us when they’re happy or what we need to improve. That way we can improve. We’re willing to take comments from people in order to get progress. I mean, and we do a daily meeting, especially with the eight players. They encourage the other players. I like happy people. I like happy. And that’s how I do. Every shift. Now, this tracking thing is super big. The tracking, I always tell people, again, we’re going back to step six here. Implement tracking or you’re going to start to find that you’re financially slacking. What am I saying? Implement tracking or you’re going to start to find you’re financially slacking. You do a great job of that. The tracking sheet really is what matters. It’s like keeping score in business. Talk to the listeners out there about how implementing the tracking system has impacted your company. Well, the tracking system, the tracking sheet, you know, first thing, where are the customers coming from? Are they coming by word of mouth? Are they coming by Google Ads, by AdRolls or whatever? And the other thing, you’re tracking your numbers also. So whatever you say, I can prove it is real. It’s not just talking or saying something else, something that is not real. We see the numbers every week and we have a yearly wall and we see if we get it or not get it to that goal. Keeping all the numbers in one sheet is more amazing. I didn’t know. We did it once in a while, once in a while, now we have consistency, self-discipline and and then bad managers leave it also because they don’t want to be tracked. I mean, now there’s no excuses. We have to see the numbers in real time, every day, every week, every year, every quarter. Now final question for you here before we wrap up, and I appreciate you carving out time for us, is there’s a lot of people that have a business right now and it is stuck. One of my highlights of having our business conference every couple of months is I love seeing you guys. I love seeing your son, I love seeing your family. I love being in the room with other successful entrepreneurs. I like seeing all my clients come to these events and hearing about their success stories and having them share how they’re implementing it. So to me, the highlights of our workshops is to meet great people like you who are actually growing as a result of implementing these systems. However, a lot of people are maybe a little bit concerned or resistant to scheduling a free 13-point assessment. Maybe they think there’s going to be some weird bait and switch or upsell. Maybe they’ve got screwed over or scammed over somewhere else. What would you say to somebody out there that’s thinking about scheduling a free 13-point assessment today or somebody who’s thinking about coming to one of our in-person, two-day interactive business workshops? They have to do it. They have to do it. We have been like me and my family, I brought all my managers at one time and I’m going to bring my another manager on the next, June 27, 28. I’m going to bring another manager over there. You should come. I mean, you should, I’ve been there several times, me, my son, my wife, we’ve been there. You have to be there in order to believe it. You have one, I mean, you, I don’t know, several books by the millionaire, whatever, the big huge book, you have to read it. It’s the one, I read it from one page to the end, to several times already. It’s worth thousands of thousands, if not millions, the price. I mean, the price is unbelievable. It’s unbelievable. You have to be at the shop. Do you actually, I try to write books that entrepreneurs would want to read. I try to make it, I know it sounds crazy, but I try to write books that have words, but a lot of graphics. Do you like those graphics that are in the books and the different supporting images? Is that helpful for you? Yeah, I love it. I love it. That’s why I love it. It’s not a regular book, just words and things. I like the graphics. I like the jokes. You have some jokes over there. I like the quotes. I mean, even a third grade child can learn from that book. I mean, it’s easy. I mean, you have several examples over there. I mean, a lot of, there’s no doubt. I mean, you should read it, you should read it. I read that in my whole life, like a thousand books or maybe more. And it’s one of the most important books and I keep recommending that book and I keep recommending you show to the people. You have to go in order to believe it. Everything in the organization is different. There was with a lot of quotes, Jesus, which is very important. I saw him behind you. I love it. I love it. That’s another part I love it too. Yeah. Well, I saw, I tell you what, you’re a highlight for us. We love working with your family. Thank you for carving out time and for anybody who’s in the area, check out the businesses. Go there today folks, Tortilla Soup, it’s expanding the locations we have here. We have Brookhaven and McComb, that’s in Mississippi. Do you have any other locations there, Saul, for people out there that may want to come visit? You might become a tourist destination. Yes, sir. In Louisiana and New Orleans, I have it with a different name. I’m going to switch probably to Tortilla Soup all of them because I’m gonna implement the system and all of them, no excuses. You have to do it my friend, in order to believe it. You have to do it, I believe it. Thank you very much, I love it, I love it. Thank you brother, have a great day, have a great day. Thank you so much. You too, see you in June. All right, see ya, bye bye. JT, do you know what time it is? 410. It’s TiVo time in Tulsa, Roseland, baby. Tim TiVo is coming to Tulsa, Oklahoma. During the month of Christmas, December 5th and 6th, 2024, Tim TiVo is coming to Tulsa, Oklahoma, and 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? Hmm. Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying Tim Tebow is 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. We’ve had 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 rusticcuff.com, has spoken at the two-day interactive Thrive Time Show business workshops. We have the guy, we have had the man who is 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 gonna blow your mind Yes, ladies and gentlemen the thrive time show today 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 thrive time show calm simply by clicking on the testimonials button right there at Thrivetimeshow.com you’re going to see thousands of people just like you who have been able to go from just surviving to thriving. Each and every day we’re going to add more and more speakers to this all-star lineup but I encourage everybody out there today, get those tickets today. Go to Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? What do I do? How does it work? You just go to Thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to thrivetimeshow.com. Thrive Time Show. And you just go to thrivetimeshow.com. You click on the business conferences button, and you click on the request tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you could 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. 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 am super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton. I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, 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. It’s Tulsa, Russell. I’m really trying to rebrand Tulsa as Tulsa, Russell. I’m sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office. And so it’s going to be packed. Who? You! You’re going to come. Who? I’m talking to you. You can get your tickets right now at Thrivetimeshow.com. And again, you can name your price. We tell people it’s $250 or whatever price you can afford. And we do have some select VIP tickets, which gives you an access to meet some of the speakers and those sorts of things. And those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented, over the last 35 years, 58 Academy Award winners, 34 Grammy Award winners, 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. Thrivetime 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 system that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you 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 gonna leave energized, motivated, but you’re also gonna leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this, and because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next 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. And 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’ve got to do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy in Kings Point, New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Herbert Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re 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. And so Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing But I thought since you and Eric are close Trump What were you saying about what Trump can’t what Donald who’s my age and I can say or cannot say what? 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 name of Jeremy Thorne who was my boss at the time. I was 19 years old, working at Faith Highway, I had a job at Applebee’s, Target, and DirecTV, and he said, have you read this book, Rich Dad, Poor Dad, and I said no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books, and I went from being an employee to self-employed, to the business owner, to the investor, and I owe a lot of that to you, and I just wanted to take a moment to tell you thank you so much for allowing me to achieve success. I’ll tell you all about Eric Trump, but 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. As you know, there’s a lot of fake influencers out there, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much, and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, Kings Point in New York, acta non verba, watch what a person does, not what they say.