Clay Clark | Daniel Pink | Best-Selling Author Daniel Pink, Why Persistence Wins Trumps Talent Every Time + Celebrating 4 Clay Clark Client Success Stories + Join Tim Tebow At Clay Clark’s December 5-6 2-Day Interactive Business Workshop

Audio Transcription

Now listen, listen here. If you’re going to be introducing Daniel Pink, the four-time New York Times bestselling author, this intro play had better be hot. I don’t even know how to begin to introduce this guy. I mean, he graduated from Yale Law School in 91. He’s a speechwriter for Al Gore. I mean, he’s a four-time New York Times bestselling author. I mean… Don’t be overwhelmed by the fact that you got kicked out of Oral Roberts University or that you took algebra three times or that you took the ACT three times just focus on the fact that you Have none of the skills or talents that he has and just just like I have a but we don’t that overwhelm you just get Up there and do your thing Ladies and gentlemen on today’s show we’re interviewing the four-time New York Times best-selling author the man They pay to think it’s tough leader Daniel Pink! Once a speech writer for VP Al Gore He knows how to write the speech to make the people applaud You must grab opinion, Pat, I implore Dan Pink is talking strategy like the art of war If you’re on the floor, but you want to soar Dan Pink’s gonna blow your mind and you’ll be wanting more He says when language rhymes, it’s more sublime I’m gonna tell you his name one more time Daniel Pink! And if you don’t know, now you know. Big shout out to Yale Law School, class of 1991. Daniel Pink! And if you don’t know, now you know. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men. Eight kids, co-created by two different women. Thirteen multi-million dollar businesses ladies and gentlemen welcome to the Thrive Time Show on today’s show we have a very special guest it’s none other than my brother from another mother the four-time New York Times best-selling author Dan Pink mr. Pink. How are you sir? I’m very good. Thanks for having me on the show Clay I have to ask you I don’t know that you keep track of this But how many times have you been in New York Times best-selling author? Oh? I keep track of this man. Okay. Oh how many weeks or how many books? I don’t know how many books have you become New York Times bestsellers? Four. And with those four books, you now have this overwhelming success. You’re so eloquent. There’s so many great interviews you’ve done and so many presentations. Go back to the bottom. Take me to the bottom. The very beginning, at the genesis of the Daniel Pink career. Where do you feel like your career first began to gain some traction? You know, I feel honestly like I’m still gaining traction. And I came to this career in writing books in sort of a weird way. I didn’t really figure out what I wanted to do with my life, what I wanted to be when I grew up until, I don’t know, in my early 30s. So I went down a very peculiar path. I went to college. I majored in linguistics of all things. I was very interested in social science and especially linguistics is a very mathematical kind of social science. I ended up working in Washington for a little bit. Then I went to law school. Really didn’t like it. Didn’t want to become a lawyer. I graduated from law school unemployed. Have never practiced law and started working in politics, did that for a while, and decided that I didn’t want to do that for the rest of my life. And the insight as it came went with this. And I think it’s a lesson for particularly some of your younger listeners out there. There are a lot of people who tell you, you gotta find your passion. What’s your passion? And I hate that question. For me, it was a very different question, and it was this. What do you do? What do you actually do? And for me, from the time I was in college, all the way to the time that I was working in politics and had some pretty demanding jobs, I was always quote unquote writing on the side. I was writing newspaper articles and magazine articles and columns and things like that. I did it kind of as a hobby, as weird as that sounds, in the same way that people, oh, I’ve got my bowling night, oh I’m going to go, you know, do whatever, taxidermy. And it wasn’t, I don’t know how I came up with bowling and taxidermy. Although it would be kind of cool if you had a sport where you actually rolled a ball down a lane and you knocked over little stuffed animals, that would be kind of cool. We just invented a new sport. Right, this is something we’ve done together, our first collaborative opportunity. Coming up on ABC Sports. And so and it wasn’t until I realized that this thing that I was doing on the side was kind of what I should be doing. And so that’s why I like the question. And I’m sorry for such a long winded answer, but that’s why I like the question of, you know, asking, like, what do you do? What do you pay attention to? What do you care about when no one’s watching, when you have free time, what is it that you actually do? And I think that that, it’s usually not a super loud voice, it’s a quieter voice, you have to really listen for it. But I think if you follow that voice, you can have a better chance of finding your path. You, in the world of politics, if I, and again, if I am getting anything incorrect, feel free to correct me here. You were a speech writer when you started, am I correct there? Yeah, right. I worked on some campaigns and then in a completely convoluted way became a speech writer. How did you become a speech writer? Were you the master orator? And I believe you wrote some speeches for Mr. Alvin Gore. So I did for several years. So here’s the thing. Here’s how I became a speech writer. All right. And this is the, you know, it wasn’t like, wow, you are so articulate. Wow, look at that sentence you wrote. It gleams off the page. That’s not how I became a speech writer. Here’s how I became a speech writer. Somewhere along the line, someone said, oh crap, we need a speech. And they looked around and they saw me and they knew I could type. And they said, Pink, can you write a speech? And I said, and this is a very good lesson for your younger listeners out there. I said, yeah, I can do that having basically no experience doing it. Yeah, I can do that. And I did it and it didn’t stink. And they said, hey, can you do it again? And I said, I can do that. Can you do it again? And that’s how I became a speechwriter. When did your first book come out? When did your first best selling book come out? My first book came out in 2001. It was a book called Free Agent Nation, and it was about the rise of people working for themselves, like many of your listeners, people who left large organizations to go out on their own, start a small business, become an independent entrepreneur. And it was really about, like, this is way before the gig economy. Why was this happening? Why were people choosing this path? And why were some people being forced onto it? But what was it all about? And how is it changing the way that we work? It’s interesting because, again, you know, you’re, how old are you right now there, Daniel? I am 54 years old. Okay, I’m 38. I’m a father of five kids and I am about… How old are your kids? My oldest daughter, she’s 14. My son’s 11. I have a daughter that’s nine and then twins that are seven. Okay, all right. I started my first company out of my dorm room at Oral Roberts University. I sold the company, but it was the nation’s largest wedding entertainment company called DJConnection.com. I was in Minnesota, and I had a family member of mine who was very, very successful who said, I need to read this book, Free Age and Economy. I said, bah, bah, boo. I knew about all the DJ music, I knew the top 40, I knew about these things, scaling a company, thinking about my career, free agents, no, no, no. Then I sold DJ Connection, kind of a 27-year-old now retired, at 27 I didn’t have to work anymore, and I picked up the book. So it was like a message in a bottle that took me years. That’s how I first discovered your writing. I just want to ask you this, because I write books and you write best-selling books, so I want to ask you this. What was the process like of finding an agent that finally understood you and could help you get a book deal that you felt like made sense? Yeah, that’s a great question. I think it’s helpful for aspiring writers to have writers really talk about some of the mechanics, like what is it really like? And I’ll tell you what happened to me. For this first book, I had actually written a, I had left my job and was out on my own, and I had written a magazine story for a magazine called Fast Company about this phenomenon of people, of what we call free agents. And I said, wow, this is so interesting. There’s so much more to write about. I think I want to turn this into a book So what I did is I took that article I wrote a short and very bad book proposal and I sent it to I don’t know a bunch of agents And I found those agents by talking to friends of mine who were writers Another good way to find agent is to go into the acknowledgements of books Read the acknowledgements of books because a writer you usually thank his or her agent. And I sent it to a bunch of agents and I don’t know, maybe a dozen and that friends and whatever had recommended and some of them said, no, thanks. Not interested in this. Oh, yeah. A lot of them. Yeah. And some of us said, this is great. I’ll represent you. And let’s have another conversation. There was one agent in particular who called me and said, this is really interesting. Do you want to have lunch and talk about it? I had lunch with him and talked about it. He basically told me that this is a good idea, poorly executed, and I could do it a lot better. He was so smart and so savvy. I said, this is the guy I want to go with. And this fellow, Rafe Sagallan, has been my agent for 20 years now. Really? So you guys have had that relationship for 20 plus years? Yeah, and it’s a very, and the writer-agent relationship is extraordinarily important because a lot of times in publishing houses, editors come and go, and your agent is your, it could be a sounding board, your agent can be a, your agent certainly is your advocate, not only in getting the contract and negotiating a good deal, but also throughout the publishing process. Your agent is very good at understanding the broader contours of the market. My decision to pick this particular literary agent was one of the best business decisions I have ever made. Have you ever written a book from start to finish that was totally terrible and once you got to the end of it you realized What I have just done is I have invested 300 pages Hours 400 hours a 4,000 hours and 300 pages into writing pure drivel. This book must not be released No, but the only reason for that is that I have a technique to avoid being in that that that predicament. Because what I do when I, so remember in this one instance that I told you, I wrote a pretty bad book proposal. I got better at writing book proposals thanks to the guidance of my agent. And so now for every book that I do, I will write a book proposal. And my book proposals tend to be 30, 40 pages long. They have, yeah, they have researched, they have footnotes, it describes what the book is about, why nobody else has written it, why I’m the perfect person to write it, who’s the market for this thing, how I’m going to organize it, and here’s the thing, Clay, there have been several times when in the course of writing that proposal I said, holy smokes, this stinks, or holy smokes, this is not interesting enough to spend the next several years of my life on. And so I didn’t get to the point where I had written 300 pages. I used that 30 to 40 page book proposal as a way to kind of road test it. It’s a prototype of sorts. It’d be like, here’s the thing, like, I don’t know, you were in college. Did you have a business plan for your business? It was interesting. I had a plan, but it was a drawing. Okay, that’s it. That’s actually really interesting. That’s super interesting. So in some sense it’s sort of a book proposal, sort of like a business plan. You can write a business plan and say, oh my god, the numbers down it up. Oh my god, this market is a lot smaller than I thought. Oh my god, 18 other entities have already done this. And say, wow, that was a good exercise because it avoided me starting a business that would have been a mistake. It’s similar for me and book proposals. Now what I want to do is I want to take the listeners through sort of a highlight reel. As a DJ, a lot of times you buy a CD and it’s got like, back in the day you’d buy a CD and have like, the best of the Eagles. Sure. You know, like the best of the Doobie Brothers, the best of. Once you got to the part of your career where you were starting to book casino gigs, you know, Journey is now at a casino, the Doobie Brothers. Once you get to that casino phase… I like Journey, though. I actually am a Journey fan. Okay, so once you get to the casino phase of your career, you realize what we’ve got to do, let’s do a best of album. I mean, Garth Brooks from Oklahoma here, he’s been doing a best of every year at Walmart for I think about a decade. Now, so in your book, Drive, I want to go through the best of. This is interesting. It’s a best of with an author who’s still putting out current relevant stuff. In your book Drive, you write, grades become a reward for compliance, but don’t have to do, but don’t have much to do with learning. Meanwhile, students whose grades don’t measure up often see themselves as failures and give up trying to learn. I am a person who took algebra three times, I took my ACT three times, I used to stutter as a kid, and now I’ve been approached to syndicate our show we’ve been doing for six years and so I think anybody out there who got beat up in school and started to see themselves as a failure can resonate with and can connect with what you just said. Break down why you wrote that and what that means to you. Yeah so that book A Drive is about the science of motivation and what really motivates people and one of the things that happens, especially in schools, is that, well, here’s what we know about motivation in general. One of the greatest motivators that people have, an intrinsic motivator, is knowing why you’re doing something and making progress in doing it. In our schools, many schools are so incredibly grade conscious that grades are the point of the exercise grades ought to be Feedback on your performance and some ways that you can get better And so what happens is is that the kids who are you know more or less good at school? Which is you know a very peculiar ability kids who are good at school are just totally compliant They know what you need to do to get the grade and kids who are less good at school get bad grades and think that they don’t have the capacities. They don’t have what Carol Dweck, the Stanford psychologist, calls a growth mindset. And so for you in algebra, there is no doubt in my mind, having talked to you for 11 minutes, that you can master, that the young you could have mastered algebra. I agree. It was just basically you weren’t in a setting that was prizing learning, it was prizing performance. Let me actually make a simpler way to describe this. I’ll talk about me. I was actually a pretty good student in school because when I went to school, if you gave the authority figure what he or she wanted on time and neatly, you could do pretty well. Let me give you an example of French. I took French for six years, four years in high school, two years in college. I got straight A’s in French. Every marking period, I got straight A’s in French. But here’s the thing, Clay. I can’t speak French. Why? Because I was going for the grade, not the learning. I could conjugate verbs. I could get the answers right on vocabulary quizzes. But I was doing the French for the grade. And one of the things that we know about the psychology of motivation is that performance goals, that is getting an A in French, don’t always and often do not lead to learning goals, mastering French. So I had a purely performance goal and that doesn’t lead to a learning goal. If I had been smarter and I wish that I had been, I would have focused on learning French, I would have learned French and probably would have done just fine on the test. There was a Napoleon Hill quote that set me free. I was probably 19 there, Dan, and it said that failure is a prerequisite to success. Sure. And I was cold calling out of my Oral Roberts University dorm room, Boeing, UPS, huge companies trying to convince them to book me for their Christmas party. And I’m going, failure is a prerequisite to success. Yeah. Okay, so I have to fail and I’ll fix my script and then, you know, I had to see it as a prerequisite. And in your book, The Adventures of Johnny Bunko, the last career guide you’ll ever need, you wrote, it’s kind of like taking Napoleon Hill to the next level, you wrote, persistence trumps talent. Oh, wait, totally. What’s the most powerful force in the universe? Compound interest. It builds on itself. Over time a small amount of money becomes a large amount of money. Persistence is similar. A little bit improves performance which encourages greater persistence which improves persistence even more. I ran out of highlighter juice right there. I ran out of highlighter juice and I was like, ah it’s so good I gotta get up on this show. Walk me through that quote. It’s so good. I think this is fundamental. It’s something that I wish someone had told me Earlier in my life. It’s something that I discovered later in my life That is and it goes to there’s some you know, there’s some very I’ll come back to the research in this But let me tell you what the idea is We have in some ways oversold the importance of great talent that and being a quote-unquote natural and the truth of the matter is Talent still matters and there is such a thing as innate talent and innate ability But it matters far less I believe then we think that it does and what really matters is showing up and being persistent and making that a hundred and third call and Making that a hundred and fourth call and making that a hundred and fifth call and what I have seen as a writer, and actually it’s interesting because I’m making a connection I might not have made earlier. Remember how I talked about I was writing on the side? Yeah. And I think a reason for that, I haven’t thought a lot about this, really just occurring to me right now, I think a reason for that was that I didn’t consider myself a very talented writer. It was something I’d like to do, but I didn’t consider myself a huge writing talent and what I discovered about writing and basically every human endeavor is that Like I sort of early in people’s working lives, you know, it seems like oh my gosh That person is so talented. He or she’s gonna do really really great and I’m just a piker But what I’ve seen is that many many talented people go nowhere because they don’t persist. They don’t put in the time They don’t endure the failure. They don’t show up every day and people with less innate ability over time who have You know Persistence will outperform them. And so if you gave me a choice and in the book Johnny, but the Johnny bunker book we The one of the characters Diana takes them to a casino where you can bet on people. And so you can have, you know, so you take two people early in their lives. One is very talented, but not persistent. One is moderately talented, but extremely persistent. I’m betting everything on that second person, everything on the second person, because showing up persistence and enduring failure ends up being a better predictor of success than innate ability. You have so many knowledge bombs per capita. When I go through and edit this show, I’m going to have to just marinate on this rotisserie style for several days. I want to ask you this because, Andrew, you know this as you’re taking the show notes here, I never want to try to one-up a guest. No, never. Never would want to do it. But this is what I thought of. I thought, you know, I have five kids and Daniel, I think you have three, right, Daniel? Yes, I do. Okay. But Dan, though, he’s written four best-selling books and I have written zero, but I’m due. You know what I mean? I’m due. I built multiple multi-million dollar companies, six. I don’t know how many you’ve built, but you seem to be the wiser man. No matter how many we look at, you have these notable quotables that are powerful, and it seems like I’ll read a little line, and it’s like three lines, and it changes my year. So I’m going to read a notable quotable from the book Drive. Okay, talk to me. That changed my year. All right. And so I give you the mega points. You win. Here we go. It says, so get rid of the unnecessary obligations, the time-wasting distractions, and useless burdens that stand in your way. Here’s where I was when I read that. What year did that come out? Do you remember what year Drive came out? I think that was 2005. There we go. See, I sold DJ Connection in like 2000. No, no, no, 2008. I think I sold DJ Connection in 2008, 2009. So it’s like right in that window. Yeah. But I read this and I’m going, I am the head of the Tulsa Bridal Association. It was like a wedding show, you know, organization. I’m going, why? Like how many leads do I get by networking with other wedding vendors? I mean, honestly, let’s look at this. Yeah, yeah, yeah. And I’m going, I would rather spend the time, it was one meeting a week, the 52 hours a year, I’d rather just buy a billboard or a mailer. I free myself. And there was so many things where I said, why, why am I going to that networking group? Why, Dan, why do we get all so caught up in these unnecessary obligations? And where do you see most entrepreneurs wasting their time? Well, okay, so some of it is not a complete waste of time. I’ll tell you why, because we do make mistakes in this realm too, and it’s worth trying stuff. So you could have gone to that association, that club, and said, hey, this might work out. You get there and you realize, oh, my God, this is a total waste. The mistake that people make is that they keep going after something. They stick with something that they know isn’t working. Six years, Dan. Six years. Yeah, and so I think that the key is to try stuff but get out earlier rather than late. And I see this in a number of different realms. Part of it is a flaw in the way we think. There is something called a sunk cost fallacy where we feel like if we’ve invested in something then so let’s say you know we buy tickets to a basketball game and on the night of the game it’s raining and you feel like you feel terrible and don’t want to go you say well I need to go I spent money on the tickets but the truth is is like whether you go or not you’re still gonna have spent money on the tickets that’s a sunk cost fallacy. And so what we do is we deepen our commitment to things that don’t really matter. What we need to be doing in many cases, and I see this in many realms of businesses, one boss that I saw, and your entrepreneurs and maybe you yourself, Clay, have had this experience, told me, he says, managing my business is that I always kept the picture in too long. That is, I didn’t fire people soon enough. I knew it was a mistake. I knew this picture was going to keep getting hit, but I didn’t pull the picture early enough. I think that we should have that kind of… It’s interesting. We want to be able to experiment and test stuff, but we have to be able to say, you know what? That is a noble failure, and I’m going to chalk it up to experience and information and feedback and move on. That right there is something that somebody needed to hear. If you’re headed down the path of certain defeat, there’s no need to continue going, just pivot, make the change. In your book, you wrote, if the person you’re selling to agrees to buy, will his or her life improve? When your interaction is over, will the world be a better place than when you began? If the answer to either of these questions is no, then you’re doing something wrong. Dan, what do you mean by this? Well, I mean, here’s the thing. I wrote that book to sell as human for a couple of reasons. Number one, and one of the big reasons was that I had, in writing about business, I had met a lot of people who were in sales, and they were nothing like the stereotype. We have this view of sales as sleazy and dishonest and duplicitous and not that sharp. In fact, the people I met who were in sales were super sharp. They were very smart. They were very good at what they did. It got me thinking about how sales has changed over the last several years. Sales used to be a world where the seller always had more information than the buyer. That’s a world of buyer beware, right? Why do we have buyer beware? Because sellers had the edge in information, but now there’s so much information out there that they’re in an even playing field. We’re now in a world of seller beware. And so what sellers have to do more and more is take the high road. And I think for long-term sales success, what you want is you want your client or customer to be better off because they bought from you. You’re not just trying to hit your numbers. They’re not just numbers on a wall. And so for you, let’s take your wedding business, the DJ business. What you want is you want, I think that you want, I think good entrepreneurs want this, hire you as a DJ at their wedding and have people in the briding room say, wow, that DJ was so good, he helped make this an unforgettable day. That is definitely what we wanted. I would say that my whole, I told everybody, all my DJs, our whole theme is we want to take every event and take it from ordinary to extraordinary. There you go. Because every wedding is somebody’s big day. Absolutely, absolutely. And I think that having that kind of standard, it’s not saying, oh wow, we got to do three more deals this month, you know, what can we, what can we, what can we hustle up? I think that taking that approach over the long run is better. It’s better morally, no question, but I actually think that it’s better business. It’s better business to have that kind of high road mentality. And the other thing about it is that there’s a pragmatic reason for it because today, in a world of TripAdvisor and Yelp and LinkedIn, if you take the low road, you’re gonna get found out and people are gonna talk about it. And so, one of the things, when we think about selling a product or service, our idea, ourself, or anything, we have to recognize we’ve gone from, we’re in a very new world in the last 10 years. 15 years ago, 20 years ago, the seller of anything versus the buyer. The buyer of anything had less information than the seller, not many choices, and no way to talk back. Today, buyers have lots of information as much as the sellers, lots of choices, and all kinds of ways to talk back. And I think that changes the nature of what sales is and forces us much more to the high road, forces us in some ways to use your language, Clay, to go from ordinary to extraordinary. For the listeners out there that want proof of this, one of the brands that I talk about on the show a lot that I’m involved in, help work with, is called Oxifresh. And it’s the world’s cleanest carpet cleaner, Dan. We have 396 locations now, franchises all over the country. And we hit, today, 147,000 Google reviews. So if somebody types in… Oh my gosh! Yeah, I think it’s the most reviewed company in the world, seriously. So if you type in carpet cleaning quotes on your computer, Dan, or on any computer out there, we come up top. And I can sit there and say that, but every show is transcribed, every show is downloaded by a lot of people and people read the reviews they just do it doesn’t matter if you have to come clean your house or come clean your hotel you’re going to read those reviews and that wasn’t a thing back in 99 that wasn’t a thing in 2001 that’s why I think that this book that you wrote many years ago what year did you write to sell as human 2013 I’m looking this up right now I this is incredible you see that I see well two different things. I see 149,139 reviews. So I lied to you by 2,000 short. It grows all the time. We have a haircut chain called Elephant in the Room that I own. It’s a men’s grooming lounge. And if you type in Tulsa Men’s Haircuts, you’ll find us. And we have, like, I want to say 30 times more reviews than our nearest competitor, or 20 times. I mean, it just, you know, if you treat people right, people read those reviews. Your book is actually becoming, in my opinion, more relevant every year. In this book, you said, when both parties view their encounter as opportunities to learn, the desire to defeat the other side struggles to find the oxygen it needs. Oh! I’m not into tattoos. I know a lot of millennials are, a lot of listeners are. Would you be opposed to a millennial tattooing an entire arm sleeve with that quote? That’s a good quote, Dan. What does that quote mean? Hey, thanks. Thanks. But here’s the thing. You know, one of the things that I think we missed, I think good entrepreneurs know this. I think that a very narrow and kind of twisted view of business views business as zero sum. If I win, you have to lose. And the truth is that most encounters are not zero-sum, they’re positive-sum. And so, this is one of the things about negotiation. Whenever I’m in a negotiation, I say, what does the other side want? How can I help the other side win? How can I help the other side get what it wants? And not thinking of it as, oh my God, one of us is going to win and one of us is going to lose. And that’s not to say, you know, negotiations of anything can be contentious and it’s not like, you know, I you don’t want to be a pushover but if you start that if you realize that there are many creative ways for it for Encounters and I think inherently in many business encounters to be positive some rather than zero some Unfortunately, there’s a certain strain of business thinking that says this is war. We’re trying to defeat people, you know That’s the wrong way to do it. Crush them and then get a good Google review. Get a bad review. Right, right. Rip people up, fleece them, and then send them an annoying anonymous, send them an annoying impersonal email asking for a review. All right, all right. Now, you have, I have two final questions for you, but you have two degrees. You got a degree from Yale Law School, which I believe, Dan, do they still just give those out to anybody? Is it just sort of like a participation thing? It’s pretty much, yeah. It’s like a vending machine. You put a quarter in. It’s like those old, I don’t know if you remember those, I don’t know if they still even have them, but I used to love them when I was a kid. You put a quarter into this vending machine, you get this little mini NFL helmet. Oh, that was when America was America. Really, that’s the problem. That was the dream. That was the dream, to ask your mom or dad at the grocery store if they could give you a quarter for one of those. And when they said yes, you’re just thinking, oh, I’m a cowboy. That would surpass your desire for candy for at least a day. You’re like, I got the helmet, I don’t need any candy anymore. Totally. Because the helmet’s there the next day, the candy’s not. That was the deeper thinking I didn’t have available in my early 80s. So law school degree from Yale Law School, Northwestern University. So you’ve done some thinking and so here is a Daniel Pink thought that makes us all think. Pitches that rhyme are more sublime. Oh Dan break it down. But here’s the thing so this is based on some really interesting research. I’ll tell you about the research. Here’s what they did. They got their participants. They got a big group of people. They divided them into two groups and they said we’re gonna give you some proverbs. And what we want you to do is tell us how accurate these proverbs are in describing the human condition. So one group, they said, they gave proverbs. I’m trying to think of what they might have been. Okay, woes unite enemies. Woes unite enemies. And the other group, they gave woes unite foes. And so in one case, it’s the same idea, right? Woes unite enemies, woes unite foes. One of them was, caution and measure will win you riches. The other one was, caution and measure will win you treasure. So they’re identical in their content. And what they were looking at is, did these groups think that these proverbs accurately describe the human condition and it turned out that the proverbs that rhymed people took more seriously. They thought they were more accurate. They thought that they were more insightful and what’s going on here is that rhymes increase what linguists call processing fluency. The message goes down easier and so, you know, rhyming pitches are, and rhymes in general, are incredibly powerful in getting people not only to remember something, but also to believe it. I wanna give you a rap name if you’re okay with it. Pink Panther, think about that. You, you, you would have. We might have a trademark, we might have a copyright or trademark problem there. Well, here’s the deal. I’ll just record a freestyle Pink Panther rap for you. I’ll send it to you if you want me to use it, that’s great. I’ll send, I commit to you, I will do that. A former DJ, I’ll send that to the Pink Panther. Andrew, put in the show notes. I cannot tell a lie on this show. I will send it to you. Just hit delete immediately when you get it if you need to. I respect that. Now, final question I have for you. You’re a very intentional guy. You have a family. You’ve got kids. You’ve got a lot of people reaching out to you every day. You know, people wanting to book you for a speaking event. You’ve got a lot of social media. I’m sure if you ever take an opinion about anything, someone gets upset. People are happy. How do you stay intentional? How do you organize those first four hours of your day and what time do you wake up? Okay, I am more of a lark than an owl, but I don’t wake up. It’s insanely early I usually wake up between 7 and 7 30 on writing days. I try to get to my office by 8 30 Fortunately, my office is the garage behind my house. So I have a 22-step commute commute On writing days. I’m very very intentional what I do clay is this I Come into my office by 830 and Depending on where I am in a particular project. I give myself a word count 600 words 800 words every once in a while thousand words, but usually less than that maybe 600 700 words and That is my job that day that morning, and I don’t bring my phone into the office, I don’t open up my email, I don’t do anything until I hit that number. And so sometimes I hit the number by 10, 30, 11. Other times, not till noon. Other times, one or two or on horrible days, three. But for me, that’s how I maintain the intentionality. On writing days, I have a quota that I have to hit, I treat writing the way I would treat a job like bricklaying. What’s my job? I come in and I lay some fricking bricks. What do I do the next day? I come in and lay some more bricks. What do I do the next day? I come in, fix the bricks that are now out of line, and then lay some more bricks. And to me, that’s the discipline it takes to write. And it goes back to our idea of persistence and trumping talent, there are a lot of people who just aren’t willing to show up and aren’t willing to do the work. And if you show up and do the work in general, you’re gonna be fine. Asking you to pick your favorite book is, I’m sure, like asking you to pick your favorite child. So what is a book, though, one of your books that you would say, if all the listeners out there, a lot of entrepreneurs are saying, you know what, I’ve heard a lot about this guy. I like today’s interview. I’d like to check out one of his books. I’m just a click away on Amazon. What’s what’s the book you’d say? That’s a good entry into the Dan Pink experience. Yeah That sounds like an amusement park or like a Disney ride the Dan Pink experience the I Don’t know actually, you know I think the latest one the book a book called when about the science of timing is pretty fresh. It’s really, you know, it’s just out in paperback and I think that a lot of the ideas in there are really, really fresh. It’s stuff and research that a lot of people don’t know about and there’s all kinds of tools and tips and takeaways in there for business people. Dan, I appreciate you more than you know for coming on here. I know you’re rebounding from a cold. I know you’re an intentional guy. I know you’re a married guy. You’ve got a lot of things you could be doing, a lot of places you could be seeing. But thank you for believing in our listening audience enough to come on the show and share some words of wisdom. It has been a pleasure being with you, Clay. I actually really enjoyed it. You know, Jason, I think that Dan Pink actually enjoyed the interview. Did you think so? Did you feel like he enjoyed the interview? Or is he just telling me what I need to hear today to make it through yet another tough day in the world of adversity called entrepreneurship he seemed very genuine i agree it is a great author great communicator and a great dude not just i would ask you this what was maybe a quarter to take away that you got from today’s show that you thought really uh… uh… we’re just i was literally typing and then you started talking faster than me but why persistence trumps talent? Because as soon as he said that, that was the biggest knowledge bomb for me, was persistence trumping talent. I 100% agree with you. And I also like as a little kind of a side note, I love, I love he’s talking about how selling where if you sell your product to consumers, they should be better off as a result of buying your product or service, right? Or you shouldn’t be selling it. Yes. And that’s my entire philosophy. And that’s why I’ve never been attracted to selling drugs or things that would actually make somebody’s life worse. You know, I love the idea that you can sell something and make somebody’s life better. I love that. Yeah. I loved the idea that persistence trumps talent every time. I also love when he talked about how to rhyme is sublime. Oh yeah. Because things do get stuck in your head when they rhyme. Oh, for sure. Unbel… This guy… You probably have listened to this show two or three times, Thrive Nation, but I would encourage you today to ask yourself, in what areas of your business are you not being persistent enough? In what areas of your life are you just not being persistent enough? Because Dan Pink talked about that. He says a lot of people start off their career with a lot of talent. People think they’re going to go dominate, but over time, over a 10-year, 20-year period, he’s discovered through his career, and I’ve seen it in my career, that the people who are simply the most persistent always win. And as always, if you learned something today, if you liked anything, if you learned something, if you laughed, if you had a good time, I would encourage you to share today’s show with somebody in your family. Think about who do you know that you could share today’s show with via text, Facebook, or Twitter, or Instagram, or maybe you want to share via megaphone. Maybe you feel called to go out into the parking lot of a prominent retail environment and to yell the phrase Thrive Time Show. In fact, I feel as though there’s somebody out there right now who wants to do this. Something inside you is making you want to drive to the center of a very busy, thriving intersection in the middle of a metropolitan area where there’s a lot of people congregated and you want to begin to chant the phrase Thrive Time Show. Because in your mind, you can picture this going so well. You can see the crowd getting behind you. But then in the distance, oh no, it looks as though you’re actually inciting an angry riot. And then all of a sudden, you begin to feel as though you’re a pro-US Southern border wall supporter, south of the border, south of where the would-be wall would be. And you’re dressed up like Donald Trump And you’re wearing the Trump wig And they start attacking you And you have a t-shirt on that says Mexico will pay for the wall And here comes an angry dog And you’re covered in fake ads Luckily you did not make that mistake And instead you shared today’s show via text, email or social media My name’s Clay Clark reminding you don’t incite a riot but share today’s show three two one boom He has helped us increase our revenue by over 300% In less than a year. We’ve been working with him so far. This is Tyler Rachel Delbert research We’re happy to share how instrumental thrive coaching has been and helping us grow our business He’s helped us with really every aspect of our business from hiring to training to marketing and even accounting and has really given us practical steps to continuously improve our operations. I know that both Rachel and I really look forward to our call every single week. Definitely. Hi! Alright this is our dermatology site so I’m gonna let everybody introduce themselves. We’ll start with Annie. I’m Annie. I’m Anna. And Katie. And Anna is clearly the scheduling coordinator. Look at her, look at that headset. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay’s done a great job of helping us navigate anything that happens in the business world. And I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. I’m excited to be here. We’re planning to do seven locations in seven years and then franchise. And Clay’s done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockerill, head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours, where he does these tours all across the country where 10,000 or more people show up to some of these tours on the day-to-day. He does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing reawaken America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. He’s a great man. I’m very impressed with him. So Clay, thank you for everything you’re doing. And I encourage you, if you haven’t ever worked with Clay, work with Clay, he’s gonna help magnify you. And there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day, and literally the rest of the time he’s working. And he can outwork everybody in the room every single day. And he loves it. So anyways, this is Charles Kola with Kola Fitness. Thank You Clay and anybody out there that’s wanting to work with Clay it’s a great great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys. Bye bye. Hi I’m Aaron Antus with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them and I actually noticed he was driving a Lamborghini all of a sudden so I was willing to listen. In my career I’ve sold a little over $800 million in real estate. So honestly I thought I kind of knew everything about marketing and homes and then I met Clay And my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. The results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town, and so we kind of felt like we knew what we were doing. And I think for a lot of people they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you if you’re thinking about working with Clay, I mean the thing is it’s month to month. Go give it a try and see what happens. I think in the 35-year history of Shaw Homes this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800% increase in our internet leads, going from 10 a month to 180 a month, that would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to Clay and his team. I guarantee you’re not going to regret it because we sure haven’t. My name is Danielle Sprick and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years and my three kids started school and they were in school full-time, I was at a crossroads and trying to decide what do I want to do? My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. 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. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school. I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic. The Thrivetime Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan. We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this and because there wasn’t anything like this I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter Bunny but inside of it it was a hollow nothingness and I wanted the knowledge. They’re like oh but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever. We’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see you. JT, do you know what time it is? Um, 410. It’s TiVo time in Tulsa, Rheasland, baby! Tim TiVo is coming to Tulsa, Oklahoma during the month of Christmas, December 5th and 6th, 2024. Tim Tebow is coming to Tulsa, Oklahoma in the two-day interactive Thrive Time Show Business Growth Workshop. Yes, folks, put it in your calendar this December, the month of Christmas, December 5th and 6th. Tim Tebow is coming to Tulsa, Oklahoma in the Thrive Time Show two-day interactive Business Growth Workshop. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old. And a lot of people have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now, the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying, Tim Tebow 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’ve had the man who’s responsible for turning around Harley Davidson, a man by the name of Ken Schmidt. He has spoken at the Thrive Time Show two-day interactive business workshops. Folks, I’m telling you, these events are going to teach you what you need to know to start and grow a successful business. And the way we price the events, the way we do these events, is you can pay $250 for a ticket or whatever price that you can afford. Yes! We’ve designed these events to be affordable for you and we want to see you live and in person at the two-day interactive December 5th and 6th Thrive Time Show Business Workshop. Everything that you need to succeed will be taught at the two-day interactive Thrive Time Show Business Workshop December 5th and 6th in Tulsa, Oklahoma. And the way we do these events is we teach for 30 minutes and then we open it up for a question and answer session. So that wonderful people like you can have your questions answered. Yes, we teach for 30 minutes and then we open it up for a 15 minute question and answer session. It’s interactive. It’s two days. It’s in Tulsa, Oklahoma. We’ve been doing these events since 2005 and I’m telling you folks, it’s going to blow your mind. Yes, ladies and gentlemen, the Thrive Time Show two day interactive business workshop is America’s highest rated and most reviewed business workshop. See the thousands of video testimonials from real people just like you who’ve been able to build multi-million dollar companies. Watch those testimonials today at Thrivetimeshow.com simply by clicking on the testimonials button right there at Thrivetimeshow.com You’re going to see thousands of people just like you who’ve 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? I don’t know what I do. How does it work? You just go to thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to thrivetimeshow.com. Again, you just go to thrivetimeshow.com. You click on the business conferences button, and you click on the request tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. You started out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get an inheritance from parents or anything like that, I had to work for it. And I’m super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton. I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russell Oklahoma. It says 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! I’m talking to you. You can get your tickets right now at ThriveTimeShow.com. And again, you can name your price. We tell people it’s $250 or whatever price you can afford. And we do have some select VIP tickets, which gives you an access to meet some of the speakers and those sorts of things. And those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical. It’s actionable. And it’s TiVo time right here in Tulsa, Russia. Get those tickets today at thrivetimeshow.com. Again, that’s thrivetimeshow.com. Hello, I’m Michael Levine. And I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies. I think I’ve learned a few things about what makes them work and what makes them not work. Now, why would a man living in Hollywood, California in the beautiful sunny weather of LA come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation, really life-changing, and I’m looking forward to seeing you then. I’m Michael Levine. I’ll see you in Tulsa. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because, as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner, and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person, two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you got to do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy, King’s Point in New York, octa non verba. Watch what a person does, not what they say. Whoa. Good morning, good morning, good morning. Harvard Keosakad Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, but they’re completely different worlds. And we 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 Donald, who’s my age, and I can say or cannot say? Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. He said, have you read this book, Rich Dad, Poor Dad? And I said, no. My father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books, and I went from being an employee to self-employed to the business owner to the investor, and I owe a lot of that to you, and I just wanted to take a moment to tell you thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump, but I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. More than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there, or bad influencers. Anyway, I’m glad you and I agree so much, and thanks for reading my books. 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, King’s Point in New York, acta non verba. Watch what a person does, not what they say.