Clay Clark | Ryan Holiday | Understanding the Diligent, Consistent & Stoic Mindset Needed to Produce Massive Sustainable Success Overtime + Celebrating the 4,000% Growth of Long-Time Clay Clark Client, GiveADerm.com

Audio Transcription

Have you ever found yourself feeling overwhelmed? Running a business can be hard. I mean, you’re in charge of payroll, accounting, sales, marketing, hiring, firing. It can be overwhelming. However, what if you could learn how to endure the pain and the hardship without displaying any feelings of negativity or without complaint? That would be a superpower. And that is what today’s show is all about. You see, we’re joined today with today’s modern stoicism expert, Ryan Holiday. Ryan Holiday is a best-selling author and a media strategist who dropped out of college at just the age of 19 years old to apprentice under the great Robert Greene, who’s the author of the 48 Laws of Power book. And on today’s show, Ryan Holiday joins us to share about his new book, Lives of the Stoics, The Art of Living from Zeno to Marcus Aurelius. Ladies and gentlemen, without any further ado, it is my pleasure to introduce to you the international best-selling author and stoicism expert, Ryan Holiday. 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. Now, three, two, one, here we go. We started from the bottom, now we’re 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. Yes, yes, yes, and yes! Ladies and gentlemen, without me further ado, it’s my pleasure to welcome on to the show the great Ryan Holiday. This man is an international best-selling author, and he dropped out of college at just the age of 19 to intern for the great Robert Green. Ryan Holiday, welcome on to the Thrive Time Show. How are you, sir? I’m doing great. Thanks for having me. Hey, I have to ask you this, you have had epic success at this point, but you had to start somewhere. Can you kind of tell us about the humble beginnings of the Ryan Holiday Show? Yeah, sure. I dropped out of college, as you were saying, to work for Robert Greene. Basically, I wanted to be a writer, but I wasn’t really sure how one does that, and so I had this opportunity to be a research assistant for a writer, and I sort of thought, okay, look, I could stay in school and learn about writing from people who have studied writing or I could be around someone who’s actually doing writing that I admire and aspire to, you know, sort of do myself and so it was a, you know, sort of a once-in-a-lifetime opportunity but I really learned how the craft of the profession is done and that’s, you know, obviously served me well ever since. Now, as kind of a shallow human, I had to read the book, The 48 Laws of Power. I had to reread it twice, Ryan, and do the audio book to really grasp the principles and the concepts in the book. Could you maybe explain the process that Robert Green went through to write that book or to write his books? Because Mastery, 48 Laws of Power, I mean they are very well researched. I would love to hear what his process was like. Yeah, he’s a deep, deep thinker so every sort of sentence you read in that book is usually backed up by several hundred pages of writing. So as a research assistant, my job is to go find, he might have an idea or he’s found one example and my job is to find more like it to sort of go down the rabbit hole to sort of, you know, confirm or deny or disprove what the idea is. And it was really kind of a graduate course in the classics and in history and science and psychology. But I think what Robert really is, is a craftsman as a writer. He, you know, he’s not writing in some fit of inspiration and then, you know, just genius comes out. It’s really a methodical sort of process driven you know way of writing and that’s been really influential for me. It’s like you have to gather the material, you have to figure out the stuff, you have to know it backwards and forward and only then do you get to sort of sit down and do the fun part which is write about it. When you’re editing a book like your new book lives of the Stoics You go through a book like yours and you edit it. How many times do you edit the book before it gets in front of? readers like myself Like to too many too many times that counts So basically what I do when I’m writing I write each one of my books in pieces. So this book is 26 biographies So there’s an intro, you know, 26 chapters and then a conclusion. So it’s 28 chapters. And so I write each one of those independently in their own document and I edit those, you know, many times as I’m writing, working on it. Then at some point, you know, I’m printing them out and working on them as well. But at some point it all gets combined into a Word document. And then I edit that and I save a new draft every day. So like one of the always satisfying things for me is to like go through my Dropbox folder and I might see that I edited, I began a combined document on, I don’t know, October 1st and then this sort of went to the publisher in March. So I might have for every day for four or five months been editing and re-editing and editing and re-editing and then even that, then you’re going back and forth with the editor many times. So it’s really like more times than you could count, but writing is this sort of the creative kind of fulfilling part, but the editing is the refining and the polishing and the improving. And it’s hard to say what’s more important, honestly. Well, I gotta ask you this. I wanna know, I mean, as far as versions, you said you go and you save a different version of the Word document. How many versions did you go through for like the obstacle is the way? Did you go through 50 versions, 100? Just give us some sort of, because your books are so well researched. Yeah, I’m actually trying to pull it up here. I’m trying to see. It would be hundreds and hundreds and hundreds of versions. I mean, so yeah, so here’s the obstacles, the way, working draft, March, or sorry, May. Yeah, it’s going. There’s hundreds of these. Hundreds. Yeah, so it’s a long, grueling process. Now, okay, so you edit these books hundreds of times, but you are a human, so I got to ask you, when you’re editing this book, are you sitting at your favorite chair? Are you a bathtub editor? Do you print it out? Do you have a pen with you? Just tell us, when you’re editing the book, I mean, do you like to print out the paper copy and write your notes on there? Just walk us through the mechanics of it. Yeah, you do both, right? So you write, then edit on the computer, and then at some point you print it out and you’re editing it there. And then the really big transition is when you submit it to the publisher and at some point they accept it, and then it goes through rounds of edits with them, and then there’s copy edits. But then it goes into production. So then at some point you see the book sort of laid out as an actual book. And in a weird way, this is where the really serious editing looks, begins, because you’re no longer just thinking about it as like, hey, what’s best? You’re really thinking like, hey, how does this work on the page? How does this look on the page? So you typically do three passes in production. And then, you know, before the audience sees it, you also record the audio book. So now you do a pass where you read it out loud, and in doing that, you often find a lot of changes. So again, when I say it’s hard to count, it’s really because you’re looking at it from all these different angles, on the screen, you know, on the page, you know, even verbally, and each time you might be only tweaking little things but cumulatively this adds up and it creates a you know a Vastly different book then and even when you went into production Did you learn this from shadowing and interning with Robert Green? Is that where you picked up your process? Certainly, but I’ve for instance I wrote this book a few years ago called a called perennial seller which is about how you sort of make work that lasts. And just as an example of how this editing process works, it was in galleys. So galleys is like the last stage before it goes into print. They send, and I’m sure you get them as a podcast, so sometimes they’ll send you the galley, which is like an advanced copy of the book that theoretically the book shouldn’t change it after this, but Tim Ferriss was staying at my house. He was in town for a while and he found the galley and he read it and he ripped out a bunch of pages and put notes on them and I just found these notes the other day, but I was editing that book up even into the galley form. So media had it and I was still making changes and I think ultimately it made it a better book. So you don’t just learn from a mentor like Robert Greene, but you learn every time you talk to one of your peers, every time you talk to someone you admire, every time your spouse gives you feedback, it’s a profession you always have to be getting better at. How many kids do you have? And tell us about your spouse. I’ve got two young boys, one who’s four and one’s a little over one. And my wife’s name is Samantha. And we’ve actually been together since before I published my first book, even basically right around the time I started working for Robert. So she’s sort of been there the entire time. Now you’re kind of an old soul. You sound like you’ve been on the planet for decades and decades and decades and decades. Your writing comes across that way, like it’s very rich. But how old are you? I’m 33, but I do feel like an old man. Okay, so this is how I first heard about you. I’m obsessed with Bill Belichick, and Bill Belichick is obsessed with Stoicism. And therefore, rumor has it, somehow you got involved, or somehow were involved with Bill Belichick, or maybe the Patriots were reading your book and it was making its way around. You never know if what you’re reading on the internet is true, but apparently your book has made it into the Patriots’ camp. Tell us about your connection with the Patriots, or lack thereof. back there, Rob. Yeah, so when The Obstacle is the Way came out in 2014, one of the front office guys at the Patriots had read the book and he and I connected and he asked if I would send a bunch of copies, which I did. So it sort of went through the coaching staff on that Super Bowl run that year and I was lucky enough, obviously, to go meet some of the folks over there. And we’ve had some other interactions here or there, it would be preposterous to somehow say that the books were associated with the success. To me, it’s more that the ideas in the books resonate not just with ordinary people but with people who are sort of succeeding at an elite level, which is obviously something that as an author you want to hear. stands up to the stresses of the things or people that you admire. Have you had a chance to hang out with Bill Belichick? I’ve met him before and we’ve talked. I certainly wouldn’t say we’re friends and I wouldn’t want to say he’s obsessed with stoicism but as a student of anything and everything that can make the team better, I think that’s where the books came in. The truth is, I’m much more obsessed and a student of him than the other way around. I write about him quite a bit in Ego is the Enemy and a little bit in The Daily Stoic. I think what I’ve tried to cultivate as the books have made their way through sports and politics and the special forces and stuff is a mutual exchange of ideas. As much as I could pass along to them. I’m much more interested in what I can learn from them because that makes my next book better. I think this next question I want to ask you, it’s kind of a dumb question on the surface, but I think it’ll make sense for somebody out there. If I’m listening and I’m not familiar with your books, you’ve got a lot of books now. You’ve written many things. You have a blog. You have a lot of podcasts. If somebody’s looking into putting their toe into the Ryan Holiday reading library. Is there a particular book you would recommend? Because I know every book matters to you, and I know it’s like picking your favorite kid, but do you have a book that all of our listeners should check out if they’re looking for just, you know, checking out one book of yours? Yeah, I mean, look, I could do you one better. I mean, if someone is interested in these ideas, every day for the last four years I’ve sent out an email. I wrote a book called The Daily Stoic in 2016, but every day since then I’ve written, it’s a one-page-a-day book, so it’s really an accessible book, but every day since then I’ve put it out in email for free that sort of takes a meditation from history and philosophy and sort of combines them into some sort of lesson that you can meditate on, some sort of prompt for the day. And so people can sign up for that for free I think that’s a really good question. I think that’s a really good question. I think that’s a really good question. maybe a sort of a greater length or do a deeper dive. But I really think, those talk about, they’re like, look, the way to wisdom is just, like, just get one thing a day. If you just make one little improvement every day, that adds up. And so that’s kind of how I think about it. I don’t think it’s like, here’s one book that will change your life. It’s more like, what’s the ongoing journey that you’re on? And so I try to write in that sense. Okay, here’s the deal. You two share the first name, so I’m sure you have a lot in common. But Ryan, he runs a company called Tip Top K9. Ryan, you’re on with Ryan Holiday. How are you, Ryan? I’m doing great. How are you guys doing? Brother, I’m excited for this interaction here. I’m good. This wasn’t what I was expecting, so I’m curious to see where this is going to go. Here we go. So Tip Top K9 is a company. He’s grown from one location to now 11. And I’m always talking about stoicism. And you’re like the stoicism wizard there, Ryan. So I’m going to ask you some questions, but I’d love for Ryan to be able to ask you, too. This book, Lives of Stoics, The Art of Living, how could it benefit a guy like Ryan Wimpey or myself that owned businesses where something terrible and great is always happening every day? Well, look, the founder of Stoicism, Zeno, in the 4th century BC is traveling around the Mediterranean and he suffers a shipwreck and he loses everything and he washes up on shore in Athens and thus begins his journey into philosophy. So we tend to think that philosophy is this abstract thing, that it couldn’t possibly be useful to someone running a business or someone writing a book or someone doing things in the real world, but in fact, these are all things that the Stoics were actually doing. They were diplomats and husbands and daughters and leaders and they were buying and selling houses and chasing and fulfilling dreams and making and losing money and getting stuck in traffic. They were doing all the things that we do in the modern world. It’s obviously in there, this sort of more ancient context of it, but what philosophy was, was sort of an operating system for navigating a tumultuous, strange, often, you know, insane world. You know, Ryan, you train dogs. Yes. What’s the worst thing that happens on a weekly basis that could possibly happen in your world? Just terrible. Having a complaint or something or? Well, we have trainers get bit. We have real bad bites that can have people out of work for two or three months with workers comp claims. So Mr. Holiday, let’s say that I’m training Cujo. You know, I’m training White Fang. I’m training this crazy dog and it bites me down to the marrow. We literally had that happen like three months ago. Oh boy. Okay, so those kind of situations, what kind of advice would your book provide for people on a practical level? Most of our listeners own companies, you know? Sure. What kind of stuff can our listeners find in your new book, Lives of Stoics, about that kind of thing? Well, so look, the way stoicism is set up, there’s sort of three disciplines. The first discipline is perception. That’s how you look and perceive what difficulty or situation you’re in. The next is the action that you’re going to take. And then the final part, the discipline of the will is what are you going to endure, what are you going to survive, what sort of perseverance are you bringing to this situation. So I think to think about this, it’s sort of like okay, how can you see this as objectively as possible? Are you going to catastrophize? Are you going to complain? Are you going to get caught up in blame? So the perception side of things really matters. Then what action are you going to take? How are you going to use this? Are you going to move forward? What’s your path to getting better? What do you need to do to get out of this? The third is how do you just understand that adversity is a part of life? How do you put up with things that are unfortunate or unpleasant? Then how do you emerge from the whole experience better, wiser and and stronger. You know your book The Obstacles of the Way right now the audio version has 3,020 reviews. The print version has 1,625 reviews and not all of those reviews are great. Although you have a 4.7 it looks like or a 4.8. When you get a negative review Ryan does your does your wife bring it up to you? Does she say hey Mr. best-selling author Mr. Ryan Holiday does she walk up to you and say, oh, you got a bad review? How do you find out about a bad review, and then how do you personally process it using your stoic philosophy? Well, look, as I’ve sold more books over the years, you start to learn, you just frankly have to tune these things out. If you’re riding on every bad review, it’s going to eat at you, and you’re not going to have any time to do the work, right? Right? So part of it is you almost create a little bit of a bubble for yourself. Although there are moments where you are tempted and you pull it up and you look and almost never do you emerge from that happier, wiser, you know, better at what you do. So a lot of it is tuning out and I’m certainly not perfect at it. That makes two of us. Right? So it’s like when you have a clear idea of what you’re trying to accomplish, it allows you to sort through feedback better. So a lot of the negative reviews, when I do see them, weirdly actually make me feel better because they confirm what it was I was trying to do. So the point of the obstacle is the way was to make sort of stoic thinking accessible to people who weren’t interested in philosophy. And people go, oh, there’s nothing new here, he’s just introducing Stowe’s philosophy, you know, it’s like, oh thank you, you think you’re criticizing me, but you’ve actually just told me that I accomplished exactly what I set out to do. Now Ryan Holiday, I have three rapid-fire questions for you before Ryan Wimpey tries to paint you into a corner with a tough question. So here we go. Tim Ferris, you spend a lot of time with Tim, it appears as though you and Tim are good buddies. Yeah people always probably want to know what’s Tim like when he’s not on the podcast? What’s Tim really like? I mean could you describe the Tim Ferris experiment? I mean you guys are good buddies. What’s it like hanging out with Tim? What’s he like when he’s not on the podcast, not in the book, not on TV? Well no, I met Tim in 2007 before our work week had come out so we’ve known each other a very long time. You know the Tim that has one of the biggest podcasts in the world is sort of a relatively recent change of events for us. I’ve known him much longer as just a great writer, a great thinker, a great friend. And he’s a thoughtful, smart guy who’s often, his instinct is when he finds himself in a situation or a new business or whatever is to find out the best way to do it and so You know, he’s always breaking things down trying them, you know, try it’s always doing these experiments Most of them don’t work, but every once in a while he discovers something and you know that changes You know sort of how millions of people end up doing stuff. So it’s is it is there’s just a great guy to know now Ryan I know we shouldn’t talk about religion or politics, especially with a guest who I have not prepared for religious or political discussions, but I want to bring it up here just to see how it goes over, and if you hang up on me, I’ll know how it went. People today, we argue about religion, we argue about politics. You go on Facebook, you go on Instagram, and Ryan, you might post something up there, and then somebody right away says, oh yeah, well you’re going to burn in hell. That seems to be where America’s at right now. It’s like you post something on social media and there’s it’s like people debate now by saying, oh yeah, well you’re going to burn in hell. I mean, there’s people out there saying they wish that President Trump dies from COVID. Some people out there excited to see him at the hospital. It’s so divisive right now. How does stoicism, how do you bring stoicism into responding to social media commentary that can be incendiary? One of the things that Marcus because he really is toxic, because look, is a world without shameless or awful people possible? No. So he says, when you bump up into one of these people, you have to remind yourself of that. Why did you think it was likely that if a certain number of these people exist, that you would never bump into one, that you would never meet one? And I think this applies not just to random people on social media, but it also applies to presidents themselves. Like, what are the chances that you would live your entire life only having presidents that you like or that you disagree with, right? Or, sorry, that you like or that you agree with? It’s very unlikely. So you have to be able to accept a certain amount of, you know, these things. That doesn’t mean you engage in it yourself, but it means you go, okay, this is just a part of the world. I have to accept that That doesn’t mean again that you behave that way yourself, but but it come into terms with the inevitability of divisive people is just You know Basic coping mechanism in the world now Ryan final tough question for you religion or politics here We go old school jam an old school jam a lot of times. You know you went to high school, you went to college. You said you’re 35? Is that right? 35? 33. 33. So you’re 33 years old, which means you’re probably 2003, 2004, graduated high school. What was the jam that you listened to back in the day where you were in high school, you’re in your car, you’re going, oh, that’s hot. Even when you hear it now, it fires you up. What’s the jam? So I was class of 05, I remember leaving my high school graduation, driving myself home, and I remember, and I’m bringing this up just because I was thinking about it the other day, I was listening to the band MXPX in my stereo of the Subaru that my parents let me drive and it was funny enough because I actually had my Carrera on my podcast for the Daily Stoic recently, the idea of like, oh, that I was listening to this band as I left high school for the last time, and then, you know, flash forward 15 or so years later, I’m interviewing that person on my podcast. It was a very surreal moment. MxPx is a rock group. Do you have a favorite hip hop group, too? Do you do hip hop as well? I’m not a big hip hop person. I mean, there’s obviously songs I like but I’ve always been more of a been a rock or metal guy Is there a particular MXPX song that you prefer? So what I prefer That’s a good question, what’s my favorite MXPX song? I mean I’m okay, you’re okay It was probably the first song I ever heard from them. So that’s sometimes like the first one gets rooted in there I like GSF I like today’s in my way. I like a lot of the old stuff as well. Okay, taking notes here, Today’s In My Way, got this, okay, now we’ve got the tough questions out there. Ryan, you’re running tip-top canine, great things are happening, what questions would you have for Ryan Holiday? Yeah, I was gonna ask about the reviews, but I think that was a really good answer on the way that you would approach that, but I do have, as far as knowing that there’s gonna be divisive or evil people out there, when it comes to, I know at our Tulsa location after the last 12 years, every three or four months, I’m gonna have some bad person that we way over-delivered with that’s still gonna want a refund because of our guarantees, right? Sure. And so if we say, but transferring that to the locations, to our franchises, how do I, and Clay’s been preaching to me, stoicism for the last three years, but how do I get someone to know and not fly off the handle and lose literally days of productivity over a refund because if we have like say a three or four thousand dollar boot camp refund. How do you teach the question for Ryan Holiday is how do you teach other people yes to not lose days of productivity over it over a nefarious. Yes exactly perfect yes thank you. I think you’ve got to look at it exactly as you just did but we we have trouble doing that math Right because you know, it’s sort of three thousand. Let’s say it’s a three thousand dollar refund three thousand dollars out of your bank account That’s tangible. You had three thousand dollars, right? You don’t have three thousand dollars The problem is we’re not as good at valuing our time. We’re valuing our happiness Even we’re valuing the opportunity cost of where energy could be spent and so we do a bad job sort of throwing as they say good money after bad. So we add on top. There’s a great line from one of the early Stokes. He says, I am at least not a hindrance to myself, meaning when bad stuff happens, he deals with it, he handles it, but what he doesn’t do is make bad situations worse. So one of the ways you want to express that is you go, okay, look, we made $100,000 this year and we gave one refund, that’s a breakage rate of 3%. That’s pretty good when you look at, when you zoom out, it’s there. But if you’re just looking at it as like, I had $3,000, now I don’t, that’s 100% breakage, right? So you have to zoom out, see it from perspective, and then you have to go, okay, if all we lose is 3% and then we spend that energy going and making another $10,000, we actually have emerged from this thing better than if we spent our time fighting tooth and nail to not lose $3,000. So I find, and I’m this way with my business, sometimes you find yourself fighting really hard to undo something minorly costly rather than working much harder to make something that’s actually quite lucrative. You know, I have, that’s powerful. I have five rapid fire questions. We have five questions, five minutes, and here we go. Ryan Holiday, on your Twitter page, on your Twitter feed, at Ryan Holiday, there is a picture of you in front of a bunch of books. Where is that? It’s probably in my house. Yeah, I think that’s just, that’s me in my house. Do you have a man cave or something? Or how could you possibly have this many books in one place? Well, my job is to read and own books, so I own a lot of them. Do you and your wife agree that this is a separate man cave? Is this a separate part of the house? If I recall correctly, that photo is me in my house, and one of the things we actually did earlier this year is I ended up getting an office, and I moved all my books out of the house, which she’s quite happy with because it’s sort of like, to me, these are my beautiful, precious books to her. This is like Ryan’s work stuff that’s just taking up lots of space in the house. I have them now all in my office, but to me, every one of those books is a brick in building the career that I’ve built. I wouldn’t be here without them. I have quite a few, and I display them quite prominently. You have a tattoo on your left arm. What does that tattoo mean? What does it say? On my left arm I have the obstacle is the way and on my right arm I have ego is the enemy. Okay, question number three. You’re kind of a big deal. People know you. People go, oh my gosh, when’s that Ryan Holiday show gonna be? Oh, Clay, tell me when it’s coming out. When did it occur to you that you were gaining traction with your career? When did it occur to you, like, man, I’m actually going to make this a career that works. When did that moment happen for you? I mean, writing is a weird career because even if you are a big deal, I mean, most people don’t read. The vast majority of people who do read never flip to the back and actually like see who the author was, right? So it’s a wonderful career in that even with the impact you can have, you can sort of live a relatively normal life inside all that. I mean, look, the first time you get recognized is a bit weird. The first time you get profiled somewhere big, it sort of makes it – I think the big one for me was, you know, in – I guess it would be October of 2011, I flew to New York City to do meetings for what was going to be my first book. And it’s like I started those meetings as a person who wanted to be a writer, and I left that meeting, you know, those meetings with a book deal, the first time I’ve ever really been paid to write. So that was definitely a watershed, sort of like, things are different now moment. Now you have done a lot of podcasts, and I’m sure you’ve been asked a question similar to this often, but you have the mic, and you can say anything you want to to our listeners. Is there a principle, is there an idea, is there a website? What would you say to all the listeners out there that you just really want to communicate? Yeah, the question you get the most is, what question haven’t I asked that you should ask? Oh. As if I’m sitting around with questions that I want to be asked. It’s, I think, look, I would urge people, I think philosophy is really important. I think it’s more important now than ever as the world is chaotic and as if some sort of old system or old structures break down, if you’re not making time to learn and explore and benefit from the wisdom of the ancient world, what are you doing? There’s a great line from Seneca, he says, only those who make time for philosophy are truly alive. And he says they annex into their own age all the wisdom of the past. And that’s what I try to do with the Daily Stoke email, that’s what I try to do with my writing, but it’s also just how I try to live my life. I try to make time for philosophy. Each chapter of your new book is really a mini-biography of an important Stoic over 500 plus years of history. I mean, it’s incredible. 26 profiles in all. I think everybody out there should check out the book. Obviously, you want them to check out the book. We want them to check out the book. But for anybody out there who’s thinking about, you know, should I buy a regrettable burrito? Extra guac. I don’t really want it. But you know, should I buy that? Should I get that extra something at the gas station? I don’t really need but I kind of want or should I buy this book? I mean Brian you’re talking about people sacrificing if they buy your book. They can’t buy a regrettable burrito with extra guac They’re gonna have to fast for at least a third of a day Why should everybody check out your book? That that’s something it’s been very humbling for me to realize as an author, you’re not competing with other authors, you’re competing with all the other things people could be doing with their time and money. I realize that it takes a lot of trust and it’s a big risk for someone to say, hey, I’m going to spend days of my life reading this thing. One of the things I’ve done, obviously I write all the time, which I give away a lot for free, but we’ve done some sort of video profiles of a bunch of the Stoics on the Daily Stoic YouTube channel, which is youtube.com slash Daily Stoic. to these men and women and tell me that there’s nothing you can’t learn from someone who has suffered and experienced as much as they have. If you find there is something you can learn, then check out the book. The videos are a nice free, easy place to start to take just a couple minutes of your time. Ryan, I want to respect your time, so I’m going to have to hang up on myself here in just a minute. Before I do, I thought I would tell you thank you. I really do appreciate you being on the show. shows and I just on behalf of all the listeners brother thank you for being on the show. No this is great man this is really fun I appreciate it and yeah everyone’s being well and safe and yeah we’ll do this again sometime. All right you take care have a great day. Bye. And now without any further ado… 2, 1, BOOM! Stop what you’re doing and think about this for a second. What would happen if your company was suddenly able to generate exponentially more quality sales leads? That would be incredible! What would happen if your company came up at the top or near the top of the Google search engine results. Well, I would just feel overwhelmed with all that business. How many thousands of dollars in lost sales or millions of dollars in lost sales are you missing out on simply because your potential customers can’t find you when they go online to search for the products and services that you offer? I refuse to think that thought because I don’t want any more business. In my new book, Search Engine Domination, we will teach you the specific steps that you need to take to dominate the search engine results. What do you mean by dominate? We will teach you the specific steps that you need to take to dominate search engine results. Download your free e-book copy today at thebestseobook.com. I repeat that’s thebestseobook.com. My name is Amy Baltimore and I am a CPA in Covington, Tennessee. I’ve been working with the Thrive team now for about a year. One of the first things that they did was to update my website and my search engine optimization. I prior had a website, but I was not being found on Google, and all of my new business was coming through referrals from friends, family, etc. And right away, I started to see results. People were calling and coming in saying that they found me on Google. They just googled CPA near me and there I was at the top of the page. And so it’s been a great help to my business. Again you can download your free ebook copy today at thebestseobook.com. Hey this is Dustin Huff. I’m with Keystone Harbor Marina. We joined Thrive back in January and have been working with these guys for about seven months. During that time period, we have moved up our Google rank through reviews and SEO processes that we’ve compiled through these guys. Our leads have gone from about four weeks to now 165 a week. So the process works. I will tell you from experience, once you begin, you have to stay with it. As long as you continually do this, week in and week out, month in and month out, you’ll continually grow. The system works, but nothing works unless you do. You’ve got to take some action. Download the e-book for free today at TheBestSEObook.com. Hello, my name is Daniel with Daniel’s Heating and Air here in Amarillo, Texas. The way Google has affected my business, we have got a lot of calls from Google. Right now it’s July and we’ve had the best month ever. And it took us about eight to 10 months to get on top of Google and I’m glad we did. Remember, nothing works unless you do. You have to go to thebestseobook.com today. Download the ebook for free. Just download that ebook for free and you’ll be off to the races. Hi, my name is Christina Niemus. I’m the owner and operator of Angels Touch Autobody and Detailing in Bourne, Massachusetts. We have been working with Thrive and their coaching for say eight to nine months and it took us about six months, five to six months to get on the top of Google and with their help with the website and marketing and the SEO and retargeting ads with Google and it has been phenomenal. We just have light and day business coming in, phone calls coming in, walk-ins, referrals, it’s just through the roof and we couldn’t be happier. At the moment, we are up 50% this year from the previous year and not only is that part of our own hard work and diligence, but also with the help of Thrive and what they’ve done for us and getting us on the top of Google and you know all their knowledge and coaching And yeah, so super grateful super Pumped to see what the future holds for all of us. Thank you This is your year to thrive So first you will find Today is your day And now is your time Lazy hands make for poverty, but diligent hands bring wealth. Proverbs 10, 4. I’m here to tell you, you can do it if you can just motivate yourself. 12th of masses had to cut off a few, so on the day D, you and I could rendezvous. A misshapen tree that I had to prune, I had to make cuts to be here daily at noon. So, like a parallel wave of knowledge monsoon, I could rain on the parades of those who doubt and you Are you the next Rockefeller or the next guru? Or the next Dr. King who’s changing the rules? If walls are in your way, would you run right through? Like a run back, just a warning, it’s up to you I remember my days back in the dorm room Tuned to the gloom like the temple of doom Overwhelmed with the doubts that try to consume I hoped for the future that I could pursue But from the mountain top now I can conclude That you have what it takes if you want the view to win This is your year to thrive, success you will find Today is your day, and now is your time It’s your year to thrive, success you will find Today is your day, and now is your time This moment is profound, cause you’re above the ground Your road might have been rough, but what you got now is now We’re here to pick you up, and to even show you how But you gotta be responsible with that old plow plow Started from the bottom, but I worked my way up Cuz by 4am I’ve always been prayed up Rise and grind, now’s your time, don’t give that up You gotta get it, don’t quit it, till your seeds grow up See it, see it, it’s your year to thrive Come on, come on, come on. Success you will find. Today is your day. And now is your time. If you’re here to thrive, success you will find. Today is your day. And now is your time. We all have a wish and we all want to win, but we cannot begin without self-discipline. If you fall on your face, pick yourself up again. Attach yourself to goals not filled with a friend. When the storm’s getting rough, I’m here to help you. I’m here to help you. I’m here to help you. I’m here to help you. on your face, fix yourself up again, attach yourself to goals not fail with a friend. When the storms get rough and it’s got to be, you’re only dealing with yourself and what you believe. We believe in you, but not as much as God does. You’re going through hell, he’s got nothing but love. Apply what you’ve learned, increase what you’ve learned, and in due time you have money to burn. Apply what you’ve learned, increase what you’ve learned, and in due time you’ve got money to burn. Sing it. And apply what you’ve learned. Increase what you’ve earned. In due time, you’ve got money to burn. Sing it. Apply what you’ve learned. Sing it. Increase what you’ve earned. Yes. In due time, you’ve got money to burn. With this big ripple miracle, I’d look to shout down the towers, kill the weeds that be killing your dream flowers, empower you to devour all the obstacles that make your sweet dreams tower. As for me, I used to stut stut stutter, but now I’m on the microphone smooth like butter. If I can do it, I know you can too But you must stick to it like postage do And while Merton’s on the chorus, singing what he sings I encourage you to dream big dreams Today is your day Today’s your day And now is your time It’s your time This is your year to fly Sing it, sing it Success you will find Today is your day It’s your day And now is your time. Today is your day, and now is your time. Today is your day, and now is your time. I realize I can’t sing like that, but I can talk and play the woodblock. Four thousand percent from February to February. Now I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. And the phone’s blowing up. Everything’s just blowing up. You’re right. It is like a rocket ship. So we’re pinching ourselves, actually. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Devin, we oftentimes at Thrivetimeshow.com, we interact with some really great people. In fact, if anybody goes to Thrivetimeshow.com and they schedule that first free 13 point assessment with me, you’re sort of like the filter. I mean, you talk to people every day and certain people are not a good fit. We call these people happy hopers and certain people are a good fit. We call these people diligent doers. What’s the difference? A diligent doer has an actual product or service that makes sense. They have a prototype or an actual product or service. They have an actual viable plan where they can sell a real product or service to real people. And a happy hoper is somebody that doesn’t have a real product or service. And a while back, these wonderful people, they reached out to us and we scheduled a 13-point assessment. And I knew that they would be successful for two reasons. One, they are diligent doers. And the second is they had an actual product that they could sell to real people on the real planet Earth. And they gave a sample to my wife. They gave a sample of their product to my wife. And my wife, Devin, who doesn’t coach clients, doesn’t mentor clients, doesn’t, you know, she stays out of that. She works on the accounting side. She tells me, this stuff is incredible. This is incredible stuff. And so at that point I recognized, uh-oh, we’re gonna have a business that’s gonna blow up. And so I wanted to get them on the show while the business is actually taking off. Like they’re actually currently joining us from a figurative rocket ship. Their business is taking off next level. I’m excited to have them on. This is the founders of Give a Derm. Ladies, welcome onto the Thrive Time Show. How are you? It’s such an honor. Thank you so much for having us on. We’re having so much fun right now. It’s unbelievable. We are pinching ourselves. So first off, for people out there that don’t know who you two are, I’m gonna let you two introduce yourselves and introduce your products so people can Google you and verify you’re not a hologram. Absolutely. So we are a toxin-free skin care company and we’re really trying to bring the words luxury and zero toxicity together. And it’s just it’s just been a wild ride. Honestly, my mom had a crazy health scare. I’m Debra. And I’m sorry, I’m Julianna. I’m the co-founder and I’m her daughter. And so it’s just you know what? It’s just been a wild ride. And honestly, we were pretty, we knew we had something. We knew we had something that was incredible. And but then, honestly, we were pretty stagnant. We didn’t really know what direction to go. And then all of a sudden, on one of our super late nights, my mom looked at me, she goes, you know, we’ve heard a lot about clay, and I think we’re supposed to call like maybe get that that assessment and I was like, ah Within like five seconds. I launched that form over you guys Oh, holy moment actually because I’m a major introvert and she’s like I never thought for a minute you’d do that but I honestly felt like the Lord said do this so we did we did and I Think we shared yesterday. I’m not yesterday at the conference last weekend that February, in February, this February, from last February, we were up 4,000% in our business. Can you repeat that? How much have you grown as a person? 4,000% from February to February. Now, I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself, and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. And the phone’s blowing up. Everything’s just blowing up. You’re right. It is like a rocket ship. So, we’re pinching ourselves. I mean this sincerely, and I wanted to get Devin on the show because she talks to so many wonderful people that go to thrivetimeshow.com. The challenge we have is that we’re sort of like an incubator, and I can only work with 160 clients. It’s like a football team, and you only have 52 roster spots. We only have 160. The reason why is, Devin, with your clients, you meet with your clients once a week. Yep. But a client, you might talk to them three times during the week. Right. Because we’re doing the photography, the videography, the web, the search engine, coaching them, guiding them, mentoring them. And I really wanted to drill down into the successes that your business has experienced as a result of you two diligent doers putting in the work there. So first is you guys are doing the Dream 100. Now the Dream 100 is a system that I don’t know why, I don’t know why, and Debra I’m gonna ask you the question, so I don’t know why, and I’m not attacking you, this is not a passive-aggressive attack, I don’t know why people are reluctant to do it, I don’t know, so you know in my life anytime I want to get, for example, Tim Tebow to speak at our upcoming business conference, I’m gonna pick up the phone and I’m gonna call, and then if I get rejected, which I often do, I will then email. And if I get rejected via email, I will then text. And if I get rejected, and Devin, you have worked here for about a year-ish? Almost two. Two years. And on the agenda, did I not put on the agenda, book Tim Tebow for June conference? Did I not put it on there for like, it seemed like maybe six consecutive months. Yes, you did have it on there. And I’ve been chasing that reality, turning that into, to have Tim Tebow speak at our events for 10 consecutive years. So from the age of 33 to the age of 43, I’ve had the same action item on my to-do list. And the reason why is because my literary agent, Esther Federkevich, she represents Tim Tebow and myself. And a lot of people in our orbits kept saying, Tim should speak at your conferences. And so you have to reach out to people you don’t know because this just in, people don’t wake up with a burning desire to pay you and the product is good as it is, it’s not gonna sell itself. So even though my wife is saying, Givaderm is hot sauce, it is the best skincare product I’ve ever seen. Everybody should buy this. That doesn’t mean people are gonna buy it unless they know about you. So I wanna ask you that, specifically, Deborah, the Dream 100, making a list of 100 people that you do not know and reaching out to them to offer them free samples. What was the challenging part about doing that? We had to identify our audience first because you have to, your dream 100 can go everywhere, but you have to specifically identify your audience. And then it is work because you’re kind of intimidated and you’re like, is this real? Is this, is this, is this really going to work? And so you just have to press into that and keep pressing into that and you just do what you’re told to do. I know that sounds basic, but that’s why we have hired you to tell us what to do. And so that’s we had, we just had to keep at it and keep at it. Now, Devin, you work with very reasonable clients. None of our clients are unreasonable, of course not. What is the hard part that people have when you tell them to do the dream 100 because these two are doing it. This is something that Juliana and Debra, they’re doing it. What is the issue? I’m trying to help somebody out there that’s stuck. Dealing with rejection. There it is. Now, I used to stutter as a kid. I used to stutter as a kid. So let me just walk you through how that works. If you can’t speak well and you get mocked at a young age, at a certain point, you just quit caring what people think. So, you know, that’s, at a certain point, you just quit caring what people think. So you know, you see this, Devin, in our office, we have a lot of employees. There’s gossip, there’s rumors, there’s jackassery, whatever. You know, yesterday I was dealing with a situation, so I just called a person involved, asked them directly, called both people, wrap it up. I don’t know if that upsets people, I don’t know, but I don’t think about it, I just want to solve the problem, and I think we’ve solved the problem. But if you’re avoiding conflict or rejection, you’re just not going to have success. So pro tip number one is you could stutter a lot and then get to a point where you no longer care. That’s option number one. Option number two is you just become numb. You just get to a point where you say, Matthew 5, 10 through 11, blessed are ye who are persecuted for righteousness sake, for ye shall inherit the kingdom of heaven. So you just say, I’m not, I don’t worry about what people think. Or you just run around like you’re dumb. I don’t know if you go dumb or numb. Juliana, I want to ask you, what’s your approach? Do you try to go dumb? Do you try to go numb? Do you try to pray your way through it? How do you push- All of the above. All of it. Can I say all of the above? It just depends upon how it hits me. Dumb, numb, and pray through it. All of those are true. Absolutely. Absolutely. Just so we’re clear about what I mean by this, this is some strategic stuff here. Being dumb, it is a move that I use often. So yesterday, I was, and I’ll be very vague, yesterday I was looking at buying a potential property for a thing I’m working on. And, you know, I just began breaking all the boundaries. I don’t mind knocking on a door and talking to somebody. I don’t mind calling a property that’s not for sale and asking, will you sell it? I don’t mind talking to the neighbor and saying, what do you know about this property? I don’t mind. And I just sort of go in like I’m dumb, you know, like, hey everybody, is this property for sale? I mean, that’s just sort of the mindset and certain people go, I can’t believe you just did that. But okay that works Or you can get numb, but you got to do it Okay So you made the dream 100 of these influencers people that have access to the your ideal and likely buyers You’ve given them samples. That’s working. Second is you have to optimize the pricing now The pricing is a thing Devin and I’m sure you’ve never dealt with this. Your clients haven’t either. I’m sure the Give and Earn folks haven’t either. But I find a lot of people are afraid to charge what something’s worth. So let me start with an example that doesn’t relate to anybody I’ve ever met before. This would be the entrepreneur that has a great product but is afraid to charge what they should charge because they don’t want to offend, they don’t want to overcharge, they don’t want to take advantage of and so they actually create an unprofitable business. So the more they sell, the more they create a daily hell. What am I saying? The more they sell, the more they create this perpetual hell because they actually are selling something at a loss or they’re barely breaking even. I talked to just the other day, I was talking to a home remodeler who was telling me that the busier he gets, the more money he loses. He was at our conference. And I go, how does that work? And he’s like, well, I don’t know how to gouge people. And I said, so what? And so this guy, he is not a client, but he came to our conference and he was telling me that his business, he listens to our show and he’s been implementing the things he can without being a client. And he said, but the problem is the more business I get, the more I lose money. And I go, how is that possible? And he was actually charging people what it costs him to provide the service, or he’s doing it at a loss. I couldn’t understand it. I want to ask you two now, going back to Debra here, on the pricing thing, has that been something that we’ve worked through together? Or maybe what’s your… 100%. How have we kind of coached you or worked with us because I am one of those people that, as a consumer, I’ve watched the budget. And so, at the same time, our products have incredible ingredients and they are all natural. So we have to cover our expenses. And so you guys have worked with us to watch our margins, to be able to know what our margins are and know what we have to price or we’re not going to be able to make this company available. We won’t make it. And so you guys have been incredible, an incredible asset helping us do that. I want to ask your thoughts here, Juliana. Talk to me about that, the pricing thing. Have we helped you through the pricing or what would be your comments on that? A hundred percent. Actually, it is interesting because when you set your prices where they need to be, that it actually attracts the customers that you want. And although it’s been hard to consider pricing and hard to consider what we need to make, like as far as just covering the costs and then what we need to make on top of that to just continue to be sustainable, you know, it is incredible because it’s been, I feel like, like I said, it’s just, it’s, it’s attracting your ideal and likely buyers. So it’s beautiful. How has coaching, I will get into more details, but how has coaching, Juliana, how has that impacted your business? If you had to describe it to somebody or sitting next to someone at a conference and they’re like, okay, so you’ve worked with, you know, like Clark’s coaching system or with, you know, you’ve worked with Devin or you’ve worked with Andrew, you, because you’ve probably interacted with our whole team at this point. I mean, you’ve probably talked to Devin on the phone. You’ve probably been to a conference. You’ve probably interacted with Andrew every week on the phone. You’ve probably interacted with our whole team at this point. And someone says to you, how has it impacted your life? What would you say? I would say it’s the equivalent. I’ve never seen the show, but I’ve heard of the show Naked and Afraid, where you’re dumped in the middle of God only knows where. And it’s like, you know what, I have this great idea. I want to be dumped in the middle of God only knows where and I have a product that will help people, but I don’t know how to actually make a way. And it’s literally like hiring a guide that is experienced, that knows what they’re doing. And that can really just absolutely, even when we literally, there have been times that I’m like, I don’t even know where we are. I feel like I’m totally blind, even in the initial coaching process. And it was like, okay, but great news. We’ve got our coach call tomorrow. It’s gonna be great. And so it’s just this incredible feeling of knowing that somebody has our back and knowing that they know what to do. And then also knowing that, and honestly, I would be a little bit disappointed if I hired a business coach that wasn’t a multimillionaire. And so, I’m just super grateful that you’re successful. And so we wanted to go, you know what, he must know a few things. That’s right. You know, what’s interesting about what we do is, you know, last night, I’ll be very vague because I don’t know when the show is coming out. I don’t want to date the show that way. But, you know, last night, my wife and I were talking about some things and she said to me, she goes, I’m so glad that I’m aware of how to achieve success, because when our daughter asks, it’s great to be able to tell her the answers. She was just kind of reflecting because our daughter is 20 years old and she’s asking questions about buying her first property. And my wife is like, well, you want to buy low, obviously, buy low, but you want to think about it. My wife started talking about generating revenue streams. Like you want to have a property where you could maybe rent out an extra room to someone you can trust, or maybe you can rent it out in the future, or maybe you buy it low, you add value to it. And my wife was really getting into like a home flipping seminar. Wow. But it was a thing where we’ve just done it so much that we forgot that that is a question that a 19 year old has, or a 20 year old has. The people that never bought a house before, we didn’t, and my wife was putting on this like home flipping seminar of what makes a home more valuable, you know, the moves you can do that are inexpensive but add a lot of life to the property. And again, if you’ve never flipped a house before, it can be overwhelming. But in our case, we’ve done it so much. The other day, someone was asking us, I think my wife and I have lived in 15 separate houses. It could be 16, because we just were buying, renovating, moving, and we’re just doing it. And so it’s kind of become normal. Growing a business is kind of normal. So if you’re out there watching today and you feel overwhelmed, you feel stuck. These are two great examples of people that are real people we’ve actually worked with. We are working with. They are currently in the figurative rocket ship. The figurative rocket ship, they’re blasting off. Sales are happening nonstop. I appreciate them taking some time to talk to us about this. The next is we got to track. We have to track. And people always tell me, I’m so busy. I don’t have time to track. Now, Devin, your clients have never told you that. No. But can you walk me through why other people who don’t listen to our show and are not your clients, why people might not track? They’re scared to look at the numbers. There’s a thing there. The other thing I would say is people like to always delegate to their spouse, what, to their partner. So the alpha, if it’s a female owned business and the woman is the founder, she will usually delegate the finances to the person that joined. So the founder usually likes to delegate the finances to somebody else. That’s usually what happens. Or if it’s a male, he’ll delegate it to his wife. Or if it’s the wife who started, she’ll delegate it to her husband. Or if it’s a sister, she’ll delegate it to her brother. It seems like in a family-owned business, the founder always delegates the tracking to somebody else. I just see that as a pattern. And it seems like if they’re not related, it just seems like they’ll delegate it to whoever they just hired. So imagine you go to work for someone, you’re 25 years old, you just got hired by a 40 year old and they go, hey, by the way, you’re in charge of tracking. And I see that. And then the person who’s in charge of tracking, you know, they may be not, they might not be diligent. They might be, they might be disorganized. They might be organized. I don’t know. But what happens is then they, they, they sort of now have removed themselves from direct responsibility. I wanted to ask you, Debra, on the tracking, how do you two track? Because it is really depressing when you’re tracking 100% of zero sales this week. I mean that can be depressing and it can seem like a waste of time but now as you’re actually selling it becomes increasingly important. So start with you there Debra. The tracking thing, how do you guys handle that? Well we have our tracking sheet that Andrew helped us put together and you’re right it’s absolutely mandatory and because we have a product that has to be manufactured, you have to know how much every item costs down to the packing tape, the fragile stickers and all this kind of stuff. So it’s imperative that you know what’s happening. And that’s what, like I said, Andrew’s helped. We do that together, we kind of stay in it. I tend to lean into the manufacturing part of it where I needed to know exactly how much that shipper cost, exactly how much that void fill cost, exactly how much the decoration on our bottles, all that, you have to know it, otherwise you’ll wake up one day and you’re consumed, you’re done. So you have to know it. Julie, give me thoughts on that, because again, you two are working as a business, you’re doing the marketing, the sales, the hiring, the firing, they’re shipping things. How would you describe your tracking process? You know what we, before we, I mean we had an approximate idea before we started working with you, but then getting the specifics has been incredible. And it’s not hard, it’s just anything that goes out you track, and then anything that comes in you track. And it’s, but it does take effort, you know, you have to put a little bit of effort into it. And so I would just say it’s invaluable, it’s one of those things that if you don’t understand potentially where there’s a leak in the boat, then you just have to. It’s basically constant weekly inspections of the boat, if you will. It’s really good. It is. Again, this is so big. Constant inspections. I think that a lot of people struggle with boredom, but the great clients I’ve had, they bore down. So you have to do the same thing every day. Devin, have you ever worked at a restaurant? I haven’t. You haven’t? No. Oh man. You probably never will then. But have you two ever worked at a restaurant? Julianne, have you ever worked at a restaurant? No. Never have you? Well, let me walk you through. Let me just walk you through my experience at Applebee’s. I’ll walk you through Applebee’s. I worked at Applebee’s and our job is every single day you have, when I worked there 20 something years ago, you have to have out the fresh salad. So you open up that walk-in freezer and a guy from Cisco or whoever delivers the salad, he’s gonna deliver the fresh salad and you have to throw away the bad salad every single day. You bring in the fresh meat, you throw out the bad meat. Every single day, then you prepare your, they call it a house salad prep. So you basically make the house salads and you put them in this room. And so when somebody orders it, they’re ready to go, you know, and you just you you have to there’s like a process Every day you clean the bathrooms every single day you wipe off all the tables every single day You dust every single window every single day you wipe off the glass and it’s a checklist every day And I found that the top Waiters of which I was not one. I had a good attitude, but I wasn’t nearly as skilled as other people I’ve been doing a long time They would come in to work right away and they would wipe down the windows, mop the floor, get everything ready to go. And they were ready to go before the first customer walked in. But I found that the bad ones would always say things like, all we ever do is do the same thing every day. And then my boss Ian would go, yeah, because it’s a restaurant and all we ever do is serve food to great people. That’s what we do. But I think certain people get bored with that monotonous stuff, and you guys do a really good job of nailing that. The next is the website creation. The website, it’s not a one and done, it is a process of continual improvement. There’s endless iterations, we’re always updating. I’m never happy with the website, I’m happy today, but if I look at it too long, I go, I kind of want to tweak that. We always want to make a small little enhancement, we always want to add a new testimonial, we always want to add a new endorsement. As I look at it right now, just my pro tip, and I’ll tell Andrew, but maybe you can tell him that I told you this before you talked to Andrew, any of the bigger names that are starting to endorse you, you know, we get the as seen on, like endorsed by. So when you click on testimonials, it’s like endorsed by, and you start to get more and more big names. So I look at one of my clients called Moms on a Mission. What a great job she does. And as she’s booking bigger and bigger guests, we keep adding the as seen on. Now, you don’t want to get in the way of the product, but you got to make sure we get, because you’re starting to have some big time names that endorse your product. Could you share with the listeners, what’s it been like having a consultant that also does the web development? Because we do the photography, the video, the web, the search engine, all of that is all one stop shop. What’s that been like there, Debra, having just a one-stop shop for everything? There are really no words, because whenever you’re trying to start a business, you’re so overwhelmed, you’re watching everything, you know this is new territory for you, so you’re having to learn everything the best you can. So to have someone come in that is an expert in this field and can say, this is what you need to do, this is what you need to do, this is what you need to do, this is what you need to do, and this is what you need to do. It’s like done. I mean, also the pricing, as I’ve heard, but thank God we didn’t go there, but to have someone develop your website is astoundingly outrageous. So to be able to have that incorporated in the coaching has been such a blessing. It’s just, there are really few words. Without a website, we’re sunk. Devin, I want to tell you a story that’s going to depress you, okay? Okay. How old are you right now? How old are you? 23. Okay, so when you were not born yet. Okay? Not yet born. Seriously, when you were not born yet, I started this. You’ll remember, probably on a date. I started this company called DJ Connection, right? And I thought, well, I’m gonna do is I’m gonna work at Applebee’s, Target and DirecTV, that’s a true story. So 1998, 1997, I’m growing this business, 1999, I’m growing it and I got this website. I needed a website, needed to have a website. So I went to a web guy, I won’t mention the guy’s name, although I want to, well, I know I will mention it. I will mention the website, cause it’s not a bad thing, it’s just a fact. So I hired a company called Creative State to build my website for me, it’s called Creative State. And Brent Lawless was in Tulsa, Oklahoma. This is his company, Creative State, web development, there it is, boom. And I paid him to build my website for me. And, you know, it was at that time, I look back and I go, wow. But we’re talking about thousands of dollars was spent to build said website. And thousands and thousands. And so I was paying unbelievable amounts of money. You know, we’re talking thousands and thousands and thousands of dollars to build a website. And then every time I wanted to make a change, there were certain costs to it. Now, he’s gone on to build website products and promotion for Taylor Swift. He’s done stuff for Garth Brooks and he’s really kind of a household name boutique in the web space. He’s done a great job. My thought was, if I’m going to build a website, I want to have the guy who built Garth Brooks’ website. Because at that time, Garth Brooks was like the number one music star in the world. I’m going to hire that guy. And I’m glad I did. But if I were to tell you that it was $1,700 a month, we charge our clients $1,700 a month. It’s a flat rate, 1,700 per month. That includes the coaching, the mentorship, the conferences, everything, all the introductions, all the PR, all the marketing, the video, the photography, the web, the accounting. But this guy, he didn’t apologize for the price. You can imagine, because the guy’s built the website for Taylor Swift and Garth Brooks, you can imagine. So it’s more like, well, you know, $15,000, we’ll get a conversation started. And I’m going, and I just remember him saying to me, I remember people telling me, well, you need to get a video on your website. I thought, I do need to get a video on my website. So all I’ll do is I’ll get a video on my website. And I go, so do you guys do the video? He’s no, no, no, we don’t do video. I have a guy I recommend. And the video guy says, true story, for $8,000, I could make you the promotional video. 8,000, what, 8,000? Okay, and then the website’s 15, I’m up to 23. I work at Applebee’s, Target, and DirecTV. I’m making like 8.25 an hour plus tips sometimes at Applebee’s. You don’t get tips at Target. So I’m working, and then I go, okay, and then I need to hire a PR person to help me do my PR, to get in front of the media, to get, you know, and the PR people are like, well, it’s a retainer and it’ll be, you know, 5,000 a month for one year. So I’m out 60 grand for that, I got the website. So then I started thinking, I need to sell something because I’m gonna need to sell something soon. So my yellow page ad was $2,500 a month for my Yellow Page ad on top of the other things. So I remember it was the craziest thing ever because I’m working at Applebee’s. Could you imagine, Devin, right now at your age, could you imagine you talk to your mom and dad and your mom and dad says, how are you? And you say, I’m doing great. They say, what have you been up to? a month for the next year on an ad that hasn’t been proven to work. And by the way, I’m paying a PR company $4,000 a month. And by the way, Bruce Clay dot com, that’s the search engine company that is probably the highest rated most. He writes the search engine for dummies book. And you’re going to pay about $8,000 a month for a 12 month contract. So you’re 96,000 to teach to heaven. Could you imagine explaining that to your mom or your dad? How would that go over? They would just, they would be, they’d think I’m stupid or something. If you guys were building Give a Derm today, and imagine you hopped on your coaching call with Andrew, and Andrew says, what you need to do is you need to go out there and pay $2,500 a month for your advertising, pay four grand a month for PR, 18,000, actually 15,000 for the website, but every time you make a change, it’s like $1,000. And then you also, what would happen there, Juliana, if that was the recommendations he was gonna give you? What is it, fight or freeze or whatever? I don’t know, I think I would just be like, bye. Like, good luck with everything, I can’t do it. Like, it’s just not sustainable. This is what I did. I took a photo with the Yellow Page guy. I said, if I’m going to pay you $2,500 a month, I need a photo. There he is, Jeremy McCaslin. That’s awesome. That’s amazing. Did a photo of my yellow page. And that’s the kind of stuff I would do just to kind of capture. But I always thought to myself, at some point, I’m going to build a… When people started asking me to help them grow their company, I thought, you know what? I’m going to provide the entire coaching system for less money than it would cost to hire an hourly employee. And so now, final thing I want to ask you guys is we help you with the systems, creating the systems, the optimization, turnkey, the entire workflow, marketing, sales, branding, PR, accounting, all of it coming together as one unified song. All the different instruments put together, they make a beautiful orchestra. It all comes together. I want to ask you this, Deborah, what’s that worth to you? I know you pay $1,700 a month. I know that I make a 20% profit on every client. So we make, just to be very clear, $340 a month per client. What’s that been worth to you? Wait, sincerely, everything. I don’t want to use cliche words, but I can’t find words that could adequately describe how you have literally changed our lives. It made it affordable. It made it affordable. Yes, yes, yes, yes. I’m not saying that, you know, I was $1,700 a month. But then when you saw everything that is included, it’s like, oh, my gosh, it’s only $1,700 a month. But it has changed our life. Our company, I can say hand on heart, our company would not be where it is without you guys. Hand on heart, there’s absolutely no way. You’ve brought us the experience, the connections, the consistency, the kick in the pants when we needed it. No, we didn’t need it hardly at all, Andrew. And so, we’re just, there’s sincerely, it’s very hard to express how amazed we are. And we do feel like God was on this from the beginning. And we just, we thank him for introducing us to you guys, and then you guys have just, we’ve literally hitched our wagon to your horses. It’s true. And that’s what it’s been like. That’s what it’s been. We talk about that a lot, and we’re pinching ourselves. I mean, how often can someone say, in two and a half days, we bettered a month’s worth of sales, which was 4,000% higher than the year before. And the phone’s blowing up. Now, obviously, you’re… Obviously, Debra is paying us, Devin, to say that. So we’ll go to a more reasonable person. Juliana, how would you describe it? Because there’s somebody out there right now who believes that they don’t qualify for success. That’s what I hear all the time. And I grew up poor, and I’ll never forget what it was like to be Poor and so I never want anybody to think they don’t qualify We have scholarship options to make it work for people What would you say to somebody on the outside of the website right now listening to this show? And they’re like, I don’t know if it’ll work for me. What would you say? Don’t be afraid and don’t be afraid to admit where you are now Because honestly, it was really when we did our assessment with you, Clay, we were like, well, we’re doing this much a month, and that’s embarrassing, and we’re doing this much, you know, and- And we didn’t think we would qualify. I mean, we did it. And I think to really understand your heart for people and your heart for excellence for people, and like Mom said, you know, I think I’ve told you this before, but it was absolutely uncanny to the point that at one point we had just like a connection, an additional connection with you that morning, and then that afternoon, one of our biggest influencers mentioned us in her broadcast. And so literally, you carry so much momentum. So I would say to anybody out there that’s considering doing this, to give it a shot, to just go for it. And honestly, just look at your budget and take out the things that are unnecessary so that you can afford to do this business coaching because what you’re getting is absolutely outrageous. For whatever it’s worth, I was even able to text Andrew multiple times, panicked, going, ah, the website’s down or the website’s blah, blah, blah. He’s like, we’re on it. We’re good. We got it. We got it done, handled it. It was just like, oh my gosh, just to feel like we could trust fall with you guys when it is not my, none of this is my skillset. None of it, it’s all uncomfortable. And to know that you have a well-oiled machine that we can go, oh, can we just come into that and just go, yes, I’ll take your assistance. It’s just, it’s incredible. It’s been absolutely outrageous. And we look back and we laugh, but you know, right now we are in a rocket ship. And we’re just going, oh gosh, we’re going to have to… It’s such a beautiful way. It’s like, I think we’re going to have to hire more people and I think we’re going to actually have to work, literally have crews work around the clock for fulfillment. And then we’re going to do this and we’re going to do that. And then we may have to go there, we may have to get more storage units, we may have to do whatever. And it’s just, we’re to that fun part, but it’s also managing growth. But what I love is that we can still even ask you, hey, where we are right now. Is it wise to do this or should we stay here? And it’s incredible, it’s been wonderful. My favorite part, and then I’ll let you guys go. I love it when it’s overwhelming, you’re out of office space, and everybody’s selling something. That to me is the most exciting part where people begin to share a desk, they share a chair, it gets socially awkward because you’re desk. You recognize that a box of product has become your desk. You recognize that you’re taking notes on boxes. That’s exciting stuff. That’s where you can’t find your wallet because everything’s being shipped in and out. That’s an exciting place to be. So I encourage everybody, check out the Give a Derm product today for anybody out there. Don’t not do it because I’m endorsing it. Check it out. Giveaderm.com. Go there. Giveaderm.com. Check it out there. And then the final question is, how do we accurately pronounce your last name? Could you spell your last name? It’s G-R-I-M-N-E-S. So someone’s going, Grimness. Grimness? Grimes? Grimness? That’s it. You got it the first time. If you add an S, you will pronounce it correctly. Yeah. So think of it. My dad would say, think of it as… Don’t say this, Dad. He’s like, think of it as the grimness of the situation. I’m like, anyway. Thank you, Team Grimness. Have a great day. You guys are doing a great job. Thank you. Thank you. Thank you, it’s been an honor. We’ll talk to you soon. Bye-bye. Bye. Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy, and the name of our business is Kip Top Training. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment. They’re a threat. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out, or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all this stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So no one has a marketing team too. Most people don’t. They can’t afford one and their local web guy or a local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, really, I mean really ride them to get stuff done and stuff is done so fast here and people, there’s a real sense of urgency to get it done. JT, do you know what time it is? 410. It’s T-Bo time in Tulsa, Roseland, baby. Tim Tebow is coming to Tulsa, Oklahoma. During the month of Christmas, December 5th and 6th, 2024, Tim Tebow is coming to Tulsa, Oklahoma, 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, and 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 gonna have to come and find out because I don’t know. Well I’m just saying Tim Tebow is gonna teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Folks, I’m telling you, if you want to learn branding, you want to learn marketing, you want to learn search engine optimization, you want to learn social media marketing, that’s what we teach at the Thrive Time Show two-day interactive workshop. If you want to learn accounting, you want to learn sales systems, you want to learn how to build a linear workflow, you want to learn how to franchise your business, that is what we teach at the two-day interactive Thrive Time Show business workshop. You know, over the years we’ve had the opportunity to feature Michael Levine, the PR consultant of choice for Nike, for Prince, for Michael Jackson. The top PR consultant in the history of the planet has spoken at the Thrive Time Show workshops. We’ve had Jill Donovan, the founder of rusticcup.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 ThriveTime show business workshops. We have the guy, we have had the man who’s responsible for turning around Harley Davidson, a man by the name of Ken Schmidt. He has spoken at the ThriveTime 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. 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 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 today at Thrivetimeshow.com simply by clicking on the testimonials button right there at Thrivetimeshow.com you’re gonna see thousands of people just like you who have been able to go from just surviving to thriving. Each and every day we’re gonna add more and more speakers to this all-star lineup but I encourage everybody out there today get those tickets today go to Thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to Thrivetimeshow.com. Thrivetimeshow.com. Again, you just go to Thrivetimeshow.com. You click on the Business Conferences button, and you click on the Request Tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. Did you start out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get an inheritance from parents or anything like that. I had to work for it and I’m super grateful. I came to a business conference. That’s actually how I met you, met Peter Taunton. I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russell Oklahoma. I suppose it’s Tulsa, 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 Thrivetimeshow in Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office. And so it’s going to be packed. Who? You. You’re going to come. Who? You. I’m talking to you. You can get your tickets right now at Thrivetimeshow.com. And again, you can name your price. We tell people it’s $250 or whatever price you can afford and we do have some select VIP tickets Which gives you an access to meet some of the speakers and those sorts of things and those tickets are $500 It’s a two-day Interactive business workshop over 20 hours of business training We’re going to give you a copy of my newest book the millionaires 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 Tebow time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about what makes them work and what makes them not work. Now why would a man living in Hollywood, California in the beautiful sunny weather of LA come come to Tulsa because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation, really life-changing. And I’m looking forward to seeing you then. I’m Michael Levine. I’ll see you in Tulsa. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13 point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan. We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it it was a hollow nothingness. And I wanted the knowledge, 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 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 at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric, Eric Trump, but we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man and there’s so many ways we could take this thing but I thought since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald who’s my age and I can say or cannot say. Well first of all I have to honor you sir I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. He said, have you read this book, Rich Dad, Poor Dad? I said, no. My father, may he rest in peace, he didn’t know these financial principles. I started reading all of your books and really devouring your books. I went from being an employee to self-employed to the business owner to the investor. I owe a lot of that to you. I just want to take a moment to tell you thank you so much for allowing me to achieve success. Then I’ll tell you all about Eric Trump. 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 too or bad influencers. Yeah, anyway I’m glad you and I agree so much and thanks for reading my books. Yeah, that’s 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 change my life. I’m doing this I’m doing this I’m doing this. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. acta non verba. Watch what a person does, not what they say. Whoa man!