Clay Clark | The Formula for Success: ADAPT or Die: The Formula For Success – Recap -12

Audio Transcription

Get ready to enter the Thrivetime Show! 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 on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now three, two, one, here we go. We started from the bottom, now we’re here. Started from the bottom, and that’s what we gotta do. Thrivers, welcome. We are back with Clay Clark and Jose Miranda. We are so excited to have both of you guys here today. We are talking about the formula for success, adapt or die. A little bit tough. A little bit tough. Strong words there, brother. So this is deep, but we’re going to get into it. Clay, what do we really mean by the formula for success, adapt or die? We’re going to teach you a formula for success where if you follow it, you will, your business goals, your big dreams for life will have to die. Now, Clay, you have here, ADAPT is kind of like an acronym. Yeah. Okay. So what we’re getting into today is ADAPT. A, accept the Calvary is not coming. B, determine who your ideal and likely buyers are and who they aren’t. A, action-oriented. P, package your product and services in a Tiffany box and not a Kmart bag. And T, tenacious. Tenacity here. So we’re going to begin getting into it. Oh yeah, I’m ready. Okay, except the cavalry is not coming. Clay, I’m going to kick this off with a notable quotable here. It’s from our main man, Elon Musk. Okay, what is Elon Musk’s background? Is he credible? Well, Elon Musk is the guy that, he was one of the, he called the PayPal mafia, but he’s one of the guys who helped start PayPal with Peter Thiel and Reid Hoffman as the guys who helped start that. Peter Thiel went on to help fund Facebook, and Reid Hoffman went on to start LinkedIn. I mean, so he’s one of the top Silicon Valley entrepreneurs. He went on to start Tesla, SpaceX, he’s gone on, he’s now working with SolarCity. I mean, he’s just a billion dollar, he’s actually currently the wealthiest man in Los Angeles. So Elon Musk is sort of a big deal. Okay, so I’m going to go ahead and get into this notable quotable here. Optimism, pessimism, some kind of explicit bleep that, we’re going to make it happen. As God is my bloody witness, I’m hell-bent on making it work. Except that the Calvary is not coming clay. Can you begin breaking this down for us? Well, a couple of things. One is, I apologize you had to read that quote because it’s pretty aggressive. I mean, it’s hard to say it without feeling offended almost. But here’s the thing is, Elon Musk is a guy who has to accept, he has to say, look, you know, in the military, back in the day, what happened is if you’re on the front lines and you’re fighting like in, let’s say, World War I, World War II, any of these, a civil war, what happens is you’d fight and you would hope that at some point the cavalry would come after you. You’d hope that the extra troops would come in, the backups would come in, maybe they’re sending some other people, some other troops to help reinforcements, if you will. You kind of fight and then you’d hope they’re sending somebody. That’s kind of what we’re talking about here. You have to accept that in business, nobody else is going to come help you. It’s not going to happen. It’s just not going to. You could have a great idea, but if you don’t accept that no one else is going to help you. Today, we had an unbelievable opportunity to spend time with a thriver named Donna Flanagan. Just awesome. Awesome! And this lady has grinded and has built this bulk mailing business from nothing into a pretty successful company. And nobody was coming to her aid to help her. Now, I do believe that God wants to help her. I do believe there’s good people in your life that are going to help you. But even like right now, my wife is running for Mrs. Oklahoma, and I couldn’t be more excited for her. Okay? I mean, I am so excited for her. I’m proud for her. But you know what? I didn’t think about it nearly as much as she did today. Because this is something she feels called to do. She wants to share the story of our son’s healing and some of the things that she feels passionate about sharing. But she has to care about it more than I do. And I’m her husband. Because at the end of the day, she had to do a video shoot and a photo shoot and headshots and all these things And she’s the one who has to to fight for that But no one’s gonna fight like you’re gonna fight and that you have to look at is it the cavalry is not going to come You can’t wait around for it. You’ve got to understand that there no one’s coming to your aid. So Elon Musk is saying optimism pessimism F that we’re gonna make it happen. This is a guy who made multiple rockets for SpaceX. I don’t want to get the facts wrong, but our fact checkers will put this up on the screen. But we shot up a rocket. Boom, blows up, does not get into orbit. Another rocket. Boom. We’re talking like three years apart. No rocket, no profit, no success. They’re trying to become the first American commercial rocket company. I mean, a rocket company. They’re trying to replace NASA. These guys are, this is a guy who built PayPal out of his dorm room and now he’s trying to make rockets to replace NASA, sort of an ambitious plan. And he’s having zero success and then he, this reporter’s like, hey, do you think it’s gonna happen? And he’s going, optimism, pessimism, F that. We’re gonna make it happen. His God is my bloody witness. I’m hell-bent on making it work. He’s saying, it’s gonna happen. And that’s what the kind of mindset you have to have as an entrepreneur if you’re gonna make it Or a business person period I remember it as a young entrepreneur. This is what I did This is what you shouldn’t do, but I waited for friends waited for government You know waited for the phone to ring maybe Sorry did Greg did you did you call me Greg? I thought I might have missed the call. I don’t know, I was in the shower. I might have missed your call. This is back before call waiting, caller ID. Greg, did you call? No, I didn’t call. Calling people, hey, did you call me? I think I might have missed that call. Did you call me? I thought you might have called. You realize no one’s calling to book. No one’s calling to book my entertainment services. I have to. It’s kind of quiet. It’s awkward. It’s weird when you’re waiting for the phone to ring. And you start to realize no one’s going to make the phone ring for you, but you, you can’t wait for the government. You can’t wait for family. You’ve got to make it happen. So help me understand this, maybe break it up a little more for me, because I’m still not getting it clear. Are you saying that if I were to start my own business, I got to do it alone because nobody’s going to help me, the calvary’s not coming. Can you just dissolve it just a little bit more for me? Yeah, I mean you have to get to a point where you have to realize that people may help you but no one’s going to do it for you. Okay. People are going to, you know what I mean, you have to be your own spark. So people might give you some lighter fluid but you’ve got to light the spark, you light the match. You’ve got to get the, does that make sense? Like you can’t sit around waiting for the match, waiting for the spark. So what you’re saying is no matter if they come or not I’m just gonna get it done and despite it Yeah, I think I’m getting it, you know Bruce Springsteen my main man. Oh, yeah. Oh, yeah, he says, you know, he says Can’t start can’t start a fire without a spark, you know, and that is different context So the point is he says he can’t start a fire without a spark He says this guns for hire now, we’re dancing in the dark But the thing is is that you can’t sit around waiting for the phone to ring. He’s talking about it a totally different way, but the thing is, you can’t sit around waiting for the fire to light itself. You can’t do it. And you can’t do that kind of thing to the boss. You can’t take the boss’s music out of context. So go listen to the whole song and you’ll get it. So rather than focus on what help is going to come to my aid, what can Thrivers do? What are some action items specifically for the Thrivers who are maybe not, they’ve already accepted that the Calvary is not coming But what can they do I see entrepreneurs all the time who are like 35 years old? They’re like well. I’m just trying to get a government grant well. Good luck. I mean the worst thing that Ronald Reagan said he goes I know the scariest thing in the English language is I’m for the scandal This is the scariest quote in English language was I’m from the government I’m here to help the thing is quit waiting on the government quit waiting on your family friend. Go make it happen. You can’t be sitting around waiting for venture capital to happen. You can’t be waiting for someone to help you. You have to go get it done. Have a maniacal passion. Go get it. So specifically for the Thrivers, go ahead and set up your daily KPIs. What are you going to do every single day? What core tasks are you going to focus on? And we have specific Thrive trainings. You can go over and check them out on setting your daily KPIs. If you’re watching this right now, let’s just say that you’re working 40 hours a week at a jobby job and you’re starting your business at night. Or let’s say that you have a job where you’re the manager and you’re trying to learn new skill at night so you can get promoted. Either way, you’re working full-time as a manager and now you’re trying to get promoted. You already have a full-time job, you’re trying to learn a new skill to get promoted. Or let’s say you have a full-time job but you’re trying to start your own business. Either way, you’re already working 40 hours doing something else. I’m just telling you an example. With the Elephant in the Room, our men’s haircut business, I did this and with DJ Connection I did this. Now, Elephant in the Room was post having some money. DJ Connection was pre-having some money. But let me give you an example. The DJ Connection, I didn’t have the budget to hire a search engine optimization firm. But in the mornings I would write articles that Google likes for optimization, and I am not exaggerating. I would write for three to four hours every single day for, I want to say, two years. People look at me like, are you 55? I thought you were 27. You look pretty old. Yeah, because I get up every day at 3 a.m. You know, but I’m writing, writing, writing, writing. You look so white. Do you ever go outside? No, because I’m sleeping, because I’ve been up since three in the morning. And I’m writing, writing, writing. But you know what happens if you write content for three hours every single day? Guess what happens one day, Marshall? You get to be the top of Google. And when you’re top of the Google, your phone starts to bang, bang. That’s how it happens. So right now, anyone listening right now, if you don’t know what to do, I can teach you, we can teach you how to get to the top of Google by simply breaking up your big goal into daily tasks called KPIs, key performance indicators. So whatever your big goal is, break it up into key performance indicators and commit to taking that action every day. If you’re a multi-level marketer, you’re a direct selling person, you’re a salesperson, you’re a plumber. Figure out how many sales calls a day you’re going to commit to making every single day and don’t stop until you get there. That’s how it works. What kind of articles were you writing? Well, for Google, what you do is Google wants you to write as many words related to your subject as possible. So I wrote terrible articles because Google doesn’t really care about how quality they are, they just care that you tried. And they care about the amount of words. So I wrote these articles about wedding DJs, DJing in Tulsa, how to find a DJ in Tulsa, what to look for in a DJ in Tulsa, what to look for out of a wedding DJ, what to look for out of a wedding venue. So you just put those phrases like that? Yeah, I literally started writing. I lost my mind at a certain point, so I started writing about fire breathers and cat jugglers. I’m not kidding. If you Google like Tulsa fire breathers, you can still find Google trail debris from those situations. I just start riding and riding and riding but you start to become the expert of that subject. Pretty soon people, anybody who’s looking for anything related to DJs in Tulsa found me. Boom. Step number two, the D of Adapt. Adapt or die, we’re talking about here. The D in Adapt is determine who your ideal and likely buyers are and who they aren’t. Okay, so I’m gonna set this up for you, Clay. We have a notable quotable from Chet Holmes, the late Chet Holmes here. He wrote, best-selling The Ultimate Sales Machine, former executive for Charlie Munger. So he says, most people are sitting on their, oh excuse me, best buyers buy more, buy faster, and buy more often than other buyers. These are your ideal clients. Have a special effort dedicated to just the dream clients. Clay, what does he mean by dream clients? I was working with a furniture store today, one of our face-to-face clients, and they sell high-end furniture. Well, guess who does not want to buy high-end furniture? Me. Why? I don’t have class, maybe. No tact. No, I don’t know. But I don’t want to buy a bunch of furniture. I’m a dude, and I don’t want to buy a bunch of furniture. Not that dudes don’t want to buy furniture, but I just am a dude who doesn’t want to buy furniture. I want to have a man cave that’s about the size of this studio that’s just filled with barn wood and Edison bulbs and kind of like this. I just want what I want. I don’t want to buy a bunch of really expensive white leather furniture. I just couldn’t imagine ever having white leather furniture. If I did, I’d be like, oh my gosh, I shouldn’t even sit here because I’m going to spill because I’m a man bear pig. So I was trying to explain to her today, hey, when you market and you start marketing your furniture business, define who they are. And she’s like, well, we want to market to everybody. And I’m like, no. Who are your ideal and likely buyers? Who are the ideal, the peak? Who are the people you want to market to? We start to define people that have their kids are in private school, people who have high home values, people that have a high income, people that etc, etc, etc. Because on Facebook, you have to choose your demographic, who you’re going to market to. On your mailers, you have to choose what zip code you mail them to. On your cold call, you have to decide what numbers you’re going to dial. You have to find out who your ideal and likely buyers are. You want to laser focus on those people. You need to figure out who your ideal and likely buyers are and who they aren’t. Because if you’re mailing me, let me tell you what, Victoria’s Secret, you can keep mailing your magazines to me. You can keep mailing your magazines and your free underwear and all that kind of stuff. Let me tell you this, it’s not working because I’m only going in there with my wife and I are only going in there like every month. No, but it is working. That’s why they’re mailing to us because that’s our ideal. We are their ideal and likely buyer. They mail to us and my wife and I are always going in there just buying stuff. It’s like we’re buying stock in Victoria’s Secret because you know what? She likes the stuff. I like that she likes the stuff. I won’t get into it, but that’s the thing. But you know what? There’s other products you can mail to me like designer furniture, and I’m not buying it. I’m not going to. That’s just how it is. So you’ve got to find who are your ideal and likely buyers and laser focus on them. Okay. So really laser focusing on the ideal and likely buyers. And I know we have a ton of trainings on defining that and identifying a list of people but for the Thrivers Watch and what are some action steps for defining those ideal and likely buyers and what do I do with that? Okay, go ahead right now and write down are your ideal clients, are your ideal and likely buyers men or women? Okay. Write that down, you know, men or women. Income, what’s their income level? Where do they currently shop? What publications do they read? What zip codes do they live in? How much income do they earn per year? And you want to begin to define your demographics so you can focus on those people. My daughter, I’ve shared this story on some of the Thrive episodes before, but my daughter gets these American Girl Doll magazines mailed to her. Why? Because she’s a girl. So if you’re a girl and you have a pulse, American Girl Doll is just pelting you with these stories about, there’s this one American girl and she grew up in the 1920s and here is her story and she overcame a lot of things and her name is Elizabeth and you can buy her at the American Girl Doll store and hear the rest of the story. I’m going to put that down! And then we go in there and here’s our $100, please give us the rest of the story. And they send us their article. The best way to take care of your American Girl doll is to make sure that you give them their perms and give them their haircuts. It’s like a doll. Bring them in to be refurbished and have their makeover. I’m like, it’s a doll. My daughter says, Dad, can we go to the American Girl doll store and give our daughter her makeover? It’s not her daughter, it’s a doll. But it works. They’re mailing little girls, and these girls, they just love it. They love the stories. That’s, you define your ideal and likely buyers. Quit mailing books about dolls and doll publications to a bunch of old dudes who are, you know, enjoy outdoor outdoors activities and fishing, you know. Do you think that sending out mailings, blasting neighborhoods, or doing stuff like, let’s just say demographics for, I don’t know, real estate or other things, is, are you saying that I shouldn’t mail like these old cards or can we get can we get offensive and stereotypical? You go for it. Let’s do that. Let’s just get crazy. Let’s just say we shouldn’t say so here we go What is your but you like Cuban food? Yeah, Puerto Rican food Puerto Rican food talking about Puerto Rican food. What do you like? What kind of food? I don’t know some boy. Oh Right, you know yellow rice and chicken red beans. Okay chicken. Well, this is an example. I don’t like that food. I’m going to cry. But you do. Once you try it, you’re going to love it. You can probably say that. But you know what I don’t like? I really don’t like the game of soccer. The what? The game of soccer. Do you have a game of soccer? Is that your favorite game? No, baseball. I’m trying to argue with you here. Yeah, soccer. But I really don’t like it. I don’t like soccer. I think it’s one of the most boring sports in the world, second to only hockey, which I don’t understand either. But the thing is, is that, well, I like curling. I like curling. First, soccer’s like the bottom, and then hockey’s above that, and then curling. It’s kind of like that, you know. But anyway, there’s people, in fact, there’s tons of people all over the world who love soccer. It’s their favorite sport. But it doesn’t mean I’m gonna change my mindset. I don’t like it, you know? So, I get all these, you know, I’m never gonna like golf, I’m never gonna like soccer, I’m never gonna love hockey. So we have these guys in my life, they’re wonderful guys, but they tried for about a year and a half to try to get me to love the game of hockey. And I’m just going, look, I don’t like it. They’re like, well, you ought to go to a game. Once you go to a game, you’ll love it. I go to the game and I’m like, you know what I like? That it’s over. The game’s over. That’s what I liked. I like that. I don’t like it. But the thing is, that’s not their ideal and likely buyer. Quit trying to convince people that have said, I only like football and basketball. I don’t even like sports. I just like football and basketball. I don’t like any other sport. I can’t say I don’t like the Olympics. Turn it off. You know, the thing is, that’s my two things. You’re wasting your stamp mailing to me all the time. But there’s also people who love it. So you like soccer. You like baseball. So if I’m trying to get someone signed up for season tickets for the local baseball team, I’m going to mail to you. If I’m trying to convince, if I’m trying to sell my Puerto Rican food, I’m probably, I mean, if I open up a Puerto, is there a Puerto Rican restaurant, is that a real thing? Yeah, there’s something, there’s something in Tulsa. So if I open up a Puerto Rican restaurant, I’m just going to look up people who have names that probably see more Puerto Rican and mail them first, you know? Not that there’s not Caucasian sensations that don’t like, you know, that don’t like Puerto Rican food, but you have to focus on your ideal and likely buyer, right? It’s the most… That helps me a lot. You getting it? You broke it down really good. I’m sorry I had to get into that anti-soccer rant to do that to you. And anyone else watching who loves soccer, just, if you’re upset right now, just send Marshall a dating tip at info at… Take your energy, take your frustration, take your anger and turn it into a dating tip for Marshall. He would love, because we don’t have that many coming in right now. Yeah, there’s only like four or five a day. Info at thrive15.com and just put on there, hey, on the subject line, I love soccer and here’s a dating tip. And Puerto Rican food. Marshall loves soccer. And he loves Puerto Rican food. True that. So for all of the Thrivers, an action step. Right now, go ahead and write in your notes, go ahead and write in your notes, who is my ideal and likely buyer? What are the demographics? What are the specifics of the people that we are marketing to and that we are going to sell our products and services. Another way to say it is if you only had $10 to advertise, who would you spend, if you had 10 bullets, 10, and I don’t wanna, don’t get offensive, don’t get offended about this, but if you only had 10 shots, you know, 10 shots of marketing you could do, who would you shoot at? I mean, you’re gonna, you just focus on your ideal and likely buyer, don’t focus on everybody. Don’t play this game of like, well, technically my product’s for everyone, I know. But focus on the ideal and likely buyer. That sounds like a great nugget. It’s a nugget. Can you say that again? Yeah, just focus, don’t focus on everybody. Just focus on your ideal and likely buyers. Don’t focus on everybody. Just your ideal and likely buyers. So we got A, D, we’re talking about ADAPT here, it’s an acronym, so A, action-oriented, number three here. So I’m gonna tee this off with a notable quotable quote. Okay, we got a notable quotable from Conrad Hilton, okay. He started the Hilton hotel chain. Hilton, have you stayed at a Hilton recently? I have actually stayed at a Hilton, and I will tell you one of my favorite speaking events I ever did was at the Anatole Hilton in Dallas, Texas, huge hotel, awesome, fun fact. Okay, notable quotable here success seems to be connected with action Successful people keep moving they make mistakes, but they don’t quit yeah, tell me about this Well, I’ll just say this you have to have that relentless push that push that pushing pushing pushing action-oriented You have to always be taking action walking fast making calls responding to emails, staying aggressive, staying focused. You can’t have a whole lot of lethargy, a whole lot of slow, I don’t know, why don’t we stop and think about it for a while. You got to move, you got to move, you got to move, you got to have the hustle. People, some of our thrivers, we have a lot of thrivers in Boston right now, a lot of thrivers in Boston. And these guys are like, boom, boom, hey, boom, boom, Tom Brady, boom. I went to Foxboro to go watch Tom Brady play. We’ll call this the Temple of Boom up there in Foxboro. And I go there, and people in Boston, if you, if you didn’t have your signal on, and you don’t immediately hit the gas when it turns green, they’re laying into that horn. You know, boom, hey, move it, buddy. Move it, boom, move it, hey, live step. Tom Brady, move it, live step, move it, go, come on. Hey, buddy, boom, hey, buddy, you know. So you’re going to order food at this restaurant, and there’s the waiter, he’s just aggressive. So you’re going to order or what? I’m like, yeah, I just sat down. I’m like, yeah, not all Bostonians are like this, but I just noticed they have a sense of urgency, like, hey, buddy, you done eating here? Because someone else is in line. I mean, it’s just like, they just, they move. And you’re going to have to have a little bit more hustle than what you’re comfortable with to be successful as a top level business person or an entrepreneur. You have to be action orientated. That’s what you have to do. What are you saying, like move with thinking or just move just to move? I mean, do I think about what I’m going to do? I mean. What you have to do is, yes, you have to take time to plan. Every day you have to think about what you’re going to do. Oh, okay. So I got to plan. You got to block off time for meta time. And so what I would make sure that everyone does is you make time in the morning to go and plan out your day. You know, kind of ordain your destiny, build your schedule, build your KPIs, your key performance indicators. But then during the day, you’ve got to fire aggressively. You’ve got to move, move, move. If you want to be successful, you just have to have that energy. Donald Trump is always talking about low energy and high energy. Forget the political ramifications of mentioning his name right now, but he’s always talking about high energy and low energy, and the bottom line is high energy people tend to get more things done. You’ve got to decide to be high energy. It has to happen. Okay, so for all of the thrivers, you need to ask yourself, in what areas am I currently stuck in not taking action? So if I’m just sitting around waiting for the phone to ring, if just because I have a phone number, I think that it’s going to actually ring, am I actually going to get use out of it? Unless you can sell telemarketers. So I need to ask myself, what areas am I stuck in not taking action? First recognizing what are those areas, and then becoming action-biased, action-orientated. Yeah, you always have an action bias. And I’ll tell you, when I sold my DJ business after I grew it, I sold the company and for a while I had worked so hard to build it. And when I sold it, I was used to activity. Because when I ran the business, my phone would ring all the time because I spent so much time sowing seeds. I’d answer the phone and it would always be a new deal. We had a call center of people and I’d say 60% of their day was devoted to just answering the phone because of all the marketing seeds we had sown over a long period of time. People would just call us. So, when I sold the business, I find myself now wanting to get into the world of marketing, starting a marketing company. And I thought, well, you know, for a while there, because you get in the habit force, you get used to things. I thought, well, my phone will just ring, right? I mean, I didn’t, I don’t know if I ever said that out loud, but I started thinking that. I remember how lonely it felt. Phone’s not ringing. No potential employees are calling me to join the team. There’s nothing happening. It’s just me in this quiet room. I remember that. I was just like, that is, this is weird. I got to fix that. So action. Pretty soon you start taking action. Pretty soon you start running into some clients. You start running into some potential teammates. Boom, things happen. You have to take action. What about if you’re action, Marshall and Clay, action-biased but not enthusiastic because it’s not part of my personality, of my DNA, of my makeup? You’re a thriver. You say, I got the action, but I’m really not interested. Can I succeed? I mean, because it sounds like you’re saying you got to be with action and be super excited in order to be a success. Am I missing it? If you study the origin of words, one of the words I like to say a lot is enthusiasm. I think you said enthusiasm. And enthusiasm comes from the Greek word, the Greek word in theos. So theos means God. So God within is kind of a literal translation. So if you’re going to have enthusiasm, that just means you have to act like God is within you. Now I believe that God is within you. I believe the Holy Spirit is within you. Some people don’t believe, that’s fine. But the point is, you have to run around with enthusiasm. You have to believe that there is… it’s like God is speaking. So if someone calls me today and says, just happened today, Caesar’s Palace, December, going to be there. Boom, had a lady call today, hey, Ellen, Ellen, if you’re watching right now, Ellen, I’m so excited that you’re watching. Big shout out to you, Ellen. But Ellen calls today and says, we’ve narrowed it down between you and a different speaker. Do you think you’d be a good fit for our group? I could say, well, I think I’d be pretty competitive. But I said, let me tell you this, not only am I the most humble speaker that you’re ever going to talk to. I’m actually I gave myself a trophy last year, Ellen, I’m the most humble speaker you’ll ever, you know, talk to. But we, all of our packages, we do five things that no other speaker does. One, we totally customize the talk for you. So we have a whole research team that will customize the talk. Two, we combine entertainment and education. Three, we do interactivity during the talk. We do interactivity, getting people involved, workshops, that kind of thing. Fourth thing is we include a book for everybody. And the fifth thing is we’re there all day, unlimited time, none of that rush stuff. It’s the best value on the planet. And if I don’t believe that, who is going to? Is anybody gonna come like we talked about? Come to my aid and come to, you know. No, the cavalry is not coming. So you had to have the mentality like, if I can’t wow her, who is going to? So I have to have that enthusiasm. If you don’t have the enthusiasm, you need to go taser yourself. You want to taser yourself in the inner thigh. Not in a way where you’re going to permanently injure yourself, but you want to get pretty high up that inner thigh. Pretty high. Not super high, but pretty high. You want to get there and you want to, ah! And then you’re, what? And then Ellen will say, what? Hey! Hey! Hey! Anyway, so like I was saying, I’m going to be the best speaker that you would ever have. Ah! Oh, sorry. Sorry. Seriously, you have to tase yours I’m not even kidding You have to find a way to zap your self out at zombie like lethargy state of so many people live in there people are asleep You’re listening right now Somebody’s listening right now who is asleep I’m saying to you get up get excited get out of that coma that that Ridiculousness of just the ho-hum get excited. This is the this is the day that people believe that the Lord has made. Maybe you don’t believe that, but this is an ordained day. This is your day. Rejoice, brother. So you’ve got to get off of your… Blessed assurance. That’s right. And you have to go ahead and take action, massive action. You’ve got to do it. That is why this campaign to get Marshall a girlfriend will not stop. Never, nunca, jamás. Until we find the right one. Fourth step, the P in ADAPT, number four here. Package your product and services in a Tiffany’s box and not a Kmart bag. So we have a quote here from Michael Levine. He’s one of the Thrive 15 mentors. He’s the PR consultant for Nike and Pizza Hut, Charlton Heston, Cameron Diaz, Bill Clinton, Michael Jackson. Perhaps you’ve heard of Bill Clinton. Perhaps. Perhaps you’ve heard of Nike. Perhaps you… Nike? I’ve never heard of Nike. I don’t know what Nike is. Just do it. Michael Levine, he says, if you give someone a present and you give it to them in a Tiffany box, it’s likely that they’ll believe that the gift has a higher perceived value than if you gave it to them in no box or a box of less prestige. That’s not because the receiver of the gift is a fool, but instead because we live in a culture where we gift wrap everything. Our politicians, our corporate heads, our movie and TV stars, and even our toilet paper. So what is he talking about? Are we literally going out and just buying all the Tiffany boxes? I met a guy today. Well, actually, I talked to him on the phone today, but I met him a couple days ago. I felt bad, and I felt bad because I felt like people were being false kind to him. So I’m at Sprouts. It’s a grocery store, kind of organic, natural grocery store here in the Midwest. I was at Sprouts, and he comes up to me and says, �Hey, Mr. Clark, I want you to know I love Thrive 15, and you guys have helped me so much, and I just want to know, man, what advice would you have for how to grow my marketing company so he’s going to do some like we’ll go into a company and kind of coach them up on how to make their brand better and he does graphic design and stuff and his work is awesome I saw his work so I’m looking at his work going the works awesome this guy looks sharp but then I can’t see him and I can’t hear him because he is dressed like he’s in the Wu-Tang Clan. Now, I used to do that too. I mean, I have devil hoop earrings still. I also have the ear holes to prove it here. But I used to dress like that too. And if you want to be a rapper, dress like that. But if you’re not, be aware. He talks so casually and he looks so Wu-Tang-ish and he is always late and he is very casual about his whole aura. What do you mean talking casually? What does that mean? What he is doing is he is going out of his way to speak in a way that lets me think he’s not intelligent. Like, hey dude, what’s up? Yeah, I mean, if I’m going to, I’ll give you an example. If, let’s think about this. George Bush, people used to make fun of George Bush a lot because he would mangle the English language, you know. However, George Bush was worth millions of dollars and his father happened to be the former president of the United States. So he could overcome that a little bit because he had enough branding around him where he could do his whole, hello America, we’re going to put a new strategy together to help this country get to where we want to, where we’ve been. And people are like, what did he just say? But he had enough branding to where he could sound at times unintelligent and he could get away with that. When you go to an Ivy League college and your dad was the former president and you dress sharp, you can get away with constantly talking about, you know, we’re going to go in there and fight the Al-Qaeda. The Al-Qaeda. Al- who are these people? Okay, yeah. And he just, if you, we just look up on YouTube tonight, George Bush flub speeches. Some of them are absolutely classic, but he, he, like, he’ll do stuff where he’ll say some things where, I watched him one time, I think he was trying to talk about the commencement he’s like we’re here tonight to give a commence commensary commentary what’s that word oh yeah commit commitment well we’re here to talk you know about we’re here to pray and you’re just like wow you know but he became the president a great branding this guy doesn’t have the branding he does dad wasn’t the president he didn’t go to an Ivy League college so you have to present yourself in a Tiffany box if you don’t have those connections at least look like you do. So if he would have dressed super sharp and super on time and said, Hey Mr. Clark, I would love to meet you. I have a wonderful idea for a branding company. I have a great idea I believe for the marketing company and I would love to see if I could earn your business. That’s a lot different from calling me from a phone. When I call back, there’s no voicemail. You know, there’s no voicemail. It says the person’s voicemail is full. There is no voicemail. When he says I’ll be here at 10 he shows up at 1020. When he, you go to his website it’s kind of a, on Facebook he has pictures of himself but then he has pictures of himself that might have been taken like at an adult club. We’ll just leave it at that. We’re not talking about like a baseball team but like an adult club of some kind. And they’re all over the Facebook you know. And so what happens is the Facebook. I’m 35, so I say the Facebook. But the thing is, it doesn’t promote credibility. And so I feel bad for the guy, but it’s a deal where I had to tell him, I had to pull him aside and I said, hey man, I just want you to know, your branding is terrible, but you’re a good guy. He’s like, first, you know, alarmed. I’m like, listen, I want you to be successful. I’m just going to tell you a couple of things, because your life’s going to be a lot more stressful, a lot more stressful if you don’t make these changes. Quit dressing like you’re in the Wu-Tang Clan. You got to stop. You got to change your whole appearance. You got to get on that Facebook and take everything off there, man. Anything that you put, anything that you want to put up there, get it off there. Get the stuff that’s credible. I mean, we need to start rebranding you because when I Googled you the other night to find who you were, I’m just telling you, if I didn’t know you were a good dude, I would have totally been done with you because your site, is that even a real name you’re going by or is that some sort of rap name? We literally had to have that talk. And he’s like, well, that’s not my real name, man. That’s just kind of the name people call me. Like, that’s weird, bro. Like unless you are, I mean, you’ve just, we’ve all got to be, you have to be aware of how we look, how we come across. And my, my issue is I tend to not smile very much. So I’m always so focused. And so I always have to like remind myself like, Hey, you know, when Marshall’s talking, I should smile. I should look like I’m having a good time. Cause I, I naturally won’t do it. Be like, you do smile when you talk about his dating tips. Yeah, and you know, we can only talk about it three to seven times per episode. We’ve hit the quota. We cannot talk about it anymore at all until the next episode. As an action item for this fourth principle here is rate yourself on the overall gift wrapping, branding, and presentation of your product or service. Go ahead and right now in your notes rate yourself on a scale of 1 to 10 with 10 being the highest, the best that you possibly could be, go ahead and rate yourself on how close to that Tiffany box are you with your product or service. And I’ll tell you this Thrivers, we are very very close to me un-gift wrapping my body. Hmm. Very soon and I know that’s not a good thing. I want to turn this off. It’s such a weird show. It’s so weird. But here’s the thing is, we’re very close. I always wear the jersey underneath my suit. Now, Dr. Z, our CEO, he wears the jersey on the outside because he’s always wanted to wear jerseys. I’m very close. Thrivers, we’re very close. We just have a few more goals, a few more people we have to reach. And once we reach that goal, you’ll start to notice that I’ll be wearing hats on every training, just a hat. And then we have a couple more notches. I can’t tell you what they are because of the very sensitive nature of this. We never venture capital back, so you can’t share all the details. But I’ll just start to see me wearing my hat, and then soon you’ll start to see that I will only wear jerseys. And then people will go, what a whack job. Is that business training website where that guy wears the jersey all the time? Is he even credible? But you who are Thrivers, you will know, yes I am. So right now, I’m not famous enough to do it yet, so I’ve got to be in the suit. But I’m just telling you, soon and very soon, we shall see the hat. And then we shall see the jersey. Number five, the T of ADAPT. We’re working through the ADAPT acronym here. A-D-A-P, and now we’re on T. The T stands for Tenaciously Pursue Your Goals. So really, we’re talking about the close cousin of tenacity is relentlessness. What does relentless mean? You’re relentless. I mean this and I’m not just saying this in a bad way. I’m not just messing with you. I know I mess with you a lot. I really am sorry that I don’t mess with you more. Ok, well I appreciate that. You see how I did that? I did see that. But seriously, you’re a relentless guy and I see it every day, but we’ll have thrivers who will call and you’re you know you head up the whole customer service team Well, the thriver will call like I can’t log on and you’re like Did somebody say they can’t log on I can see it and it’s like ring ring ring and you will Talk to the entire web team After you talk to the entire web team you will then talk to you to the customer to the web team, web team, customer. You’re just like a battery ram. Kabam, kabam, kabam. But the result is the thriver goes, boom, they’ll send an email. Hey, I can log on, thank you. They don’t see, like you were cracking skulls because everyone has their priorities, but you’re just, you’re a tenacious guy. And I will say this because that’s the final thing. If you are lucky enough to score this man as your life partner, you’re going to have a man who is going to be the most tenacious human in the world to be your life partner. But let me tell you what, you don’t want to get him mad because he has a tenacity. He’s like bamboo. Have you ever tried to burn bamboo? You burn the bamboo, you chop the bamboo, but the root system grows down. Seriously, when you chop the bamboo, it’s like you’re pruning it and it grows back faster and stronger. That’s what you have to be like. You have to be like bamboo. You have to be resilient. You have to be, every time you get a rejection, it almost has to like springboard you back. You know, it’s like a trampoline. It pushes you. A trampoline, if you exert more force down on the big trampoline, you go up higher. That’s how this works. People who are like that, I mean, you push them down, then they bounce up higher. You know, so if you push down, if you want to jump higher up on the trampoline, you go jump down harder. And this is what it’s like. So I see a lot of entrepreneurs, a lot of entrepreneurs I know they’ve been knocked down, but they have this tenacity quality, this trampoline kind of tenacity. And when they go down, bam, they bounce back up like flubber. It is sick. So if I don’t have that tenacity. Taser yourself high in the thigh. What if I did that and it still didn’t work? Let me taser you. Come to Tulsa, let me taser you. Police taser. Set that dude. Get it up high enough to almost kill a man. How many volts is that? Like 100 million? Get it up high enough to almost kill a man. Pull it down a little bit and let me taser you. Trust me, you’ll get enthusiastic. So, you have to tenaciously pursue your goals. True that. Relentless. You have to continue without getting any weaker. At all. You have to get stronger. You have to get stronger. So tenaciously, entrenching and getting stronger with every rejection, with every no. So if you’re pitching for capital, if you’re doing sales calls, if you’re trying to manage your team, you have to be tenacious about it and relentless. Absolutely. Does tenacious mean you’re upset? Yeah, I mean, you have to get angry against your current station in life if it’s that bad. Does that mean getting rude? It means being very, very hostile about the problem, not people, but the problem. You have to say, I deserve more than this. I don’t deserve to barely get by. You’re fed up with being fed up of your current situation. Yeah, you have to ask yourself, why am I doing this? What is my big reason? What is my big hairy audacious goal what is my why and define that make sure that is big it is a massive goal something excites you and then push forward towards it every single day I will tell you this our country I get frustrated about this because I don’t think people understand this but our country we enjoy ridiculous freedoms here in America just ridiculously awesome freedoms it’s unbelievable this country we have people fought in Normandy against the most atrocious tyrannical fascist son of a Ever in an Adolf Hitler and these guys You think got in boats and they stormed the beach at Normandy? They stormed the beach knowing that they’re most of them are not going to make it up that hill, but they did it because they had a belief that our freedom was worth fighting for. So if you’re blessed enough to win life’s lottery, to be born in this great country, or to have immigrated here, or to be here somehow, take advantage of this precious gift you’ve been given. I mean, we’ve got, we’re, the people have sacrificed. Our whole existence, it’s like we’re on an island that’s built upon the sacrifices of all these people who fought for this great country So I mean at least for the respect of these people who’ve gone out there and literally died We say what sacrifice they died for what our freedom get out there and start that business grow that bit business Be it be at least Honor them and be as at least as fearless as they were and growing your business as they were building this country I mean because when you win, everybody wins. When you build a successful business, you create jobs. Those jobs create dollar cash flow. Those dollars can flow into the different stores, the different vendors. You’re going to help them. You start a successful business, now you’ve got people who are going out to eat, people who are buying gas, people who are buying groceries. It’s unbelievable the trickle-down effect of a successful business. I mean, you talk about some cities. There are some cities where the entire city is built around the success of one business. Hobby Lobby in Oklahoma City, it’s unbelievable how much success has been built around that. You go out to Silicon Valley and it started with the microchips, microprocessors. People forget silicon, meaning the silicon chips, you know, Silicon Valley. The thing is, these semiconductor companies started this massive wave, this boom. It’s totally, I mean, think about it. All of California is basically supported by Silicon Valley. I mean, you just have to have that kind of tenacity. Get yourself fired up. Get that taser, taser your upper thigh. So Thrivers, right now, go ahead and rate yourself on a scale of one to ten. What is your current tenacity level in pursuing and achieving your goals? Clay, what rating or less do you feel like thrivers should taser themselves if they’re currently not at that tenacity level? On a scale of one to ten, at what point do you need to taser yourself? I care about you a lot. I care about anybody watching this right now a lot. I care enough about you to have left a very stable, profitable, marketing, consultant speaking career. I still do it to some extent, but I’ve left a lot of that for the purposes of trying to build you a business school that gives you all the answers to all the questions you’d ever want, both practical, philosophical, mindset, training, accounting, all that. I’m doing it because I really, really, really care. I hope you feel that. I wouldn’t be talking with passion if I didn’t care about this, but I can’t care more than you. You have to care more. You have to care more. We care, but you have to care more. We have workshops. You can sign up. All you have to do is go to info at thrive15.com and request. Say, hey, I want to come out to a workshop. It’s free. It’s included. Donna Flanagan is here, a Thriver. She’s here right now. It’s so exciting. It wasn’t exciting to meet her and her daughter today, Monica. Awesome! It was great people. She’s like, it’s so exciting to meet you. You’re a real person. I’m excited to meet her. And I’m telling you, we are committed to building this for you, but you have got to put forth the effort to quote Maya Angelou, and we’ll leave it with this. Maya Angelou is a best-selling author who grew up in poverty, became an award-winning author and award-winning poet, unbelievable actress. She says so eloquently, nothing works unless you do. Nothing works unless you do. So we’ve got to go ahead and provide that spark, right? We’re going to go ahead and recap here. We’re talking about adapt or die. Adapt is an acronym now. And Clay, I’m going to go ahead and walk all the thrivers through this one more time. Here we Accept the cavalry is not coming, the first act. Yeah, and I want to make sure we’re getting this. Accept it. Just understand that the cavalry is not going to follow. They’re not going to follow you and go, hey, I’m here to help. Your business is struggling. I’m here to help you. How are you doing? It’s like moving. No one’s going to come help you move. You’ve got to call people. No one wants to say, hey, I want to help you move. If you have a friend who calls you and volunteers to help you move. That is a sick freak who you need to just hug and figure out how you have a friend that’s that awesome. I mean, that’s just, you know what I mean? That’s what we’re talking about. Back to you. D, determine who your ideal and likely buyers are and who they aren’t. And quit trying to do this ridiculous, well, I love all people and really I want, stop it. If you have a hockey team, focus on hockey fans first. Then focus on people who like sports where there’s low scoring like soccer. I’m just kidding. Then you have to focus on ideal and likely buyers. Focus on people that would appreciate what you’re offering. A, be action-oriented. Yeah, just be a person of action. Don’t be a person of philosophy. This weekend, I’m not exaggerating, I have to read three books tomorrow. I am not excited about that, but it’s something I have to do because we have some great new trainings and there’s some layers of content I’ve got to digest but anyway If I learn all that I don’t do anything as a result of it It’s just a waste of time so you have to execute you know again Thomas Edison vision without execution is hallucination boom Okay, P package your product and services in a Tiffany’s box and not a Kmart bag. Yeah I mean guys I’m telling you right you got it to rest to impress dress the way you want to be addressed Speak as though you have the job you want act as though you have the position you want Be ask yourself. How would the person I that I want to become do this or that and do that? T be tenacious tenaciously pursue your goals I just say what you do is pretend like your account’s not working and email in and watch Marshall and the customer service team get on it. So you can see that kind of honey badger tenacity that makes America happen. I mean, that guy’s like a human bamboo. Clay, Jose, thank you guys for joining me this evening. We’re live in 45 countries worldwide and we’re excited to be sharing this content with you Thrivers. So if you do have further questions about this training, go ahead and email us at info at Thrive15.com. We’d be happy to help them out. Clay, thank you very much. Again, Thrivers, you’re the best. We’re doing this for you. If you have any questions, let us know. Boom. All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million of expenses, it’s kind of pointless. Holy crap! Alright, so the question I would have here for you, if you could take like, I don’t know, 10 minutes or less, and see if you could save $3,000 a year by reducing your credit card fees, would you do it? Yes, absolutely Why would somebody out there who’s listening right now who has a sane mind why would they not Go to thrive time should I come forward slash credit dash card thrive time should I come forward slash credit dash card to schedule a 10-minute consultation to see if they can reduce their credit card fees by at least 3,000 bucks a year Why would they not do it? Yeah, why would they not do it? Maybe because they didn’t understand how you said the website. This tree is a symbol of the spirit of the Griswold family Christmas. That’s clear. Okay, so that could be true. So I would encourage everybody to check out Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card. What would be another reason why someone would not be willing to take 10 minutes to compare rates to see if they can save $3,000 or more on credit card fees. Maybe they think it is a waste of time and then it won’t. It’s not possible. There’s somebody out there that’s making more than $3,000 every 10 minutes and they’re like nah that’s not worth my time. There’s probably some someone out there. Okay. Who would think that. Well I’ll just tell you folks, if you’re out there today and you’re making less than $3,000 per 10 minutes, I would highly recommend that you go to throttletimeshow.com forward slash credit dash hard. Because you can compare rates, you can save money. And you know, the big goal, in my opinion, of building a business is to create time, freedom, and financial freedom. And in order to do that, you have to maximize your profits. Holy crap. Now, one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It’s a profit deal. Takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates, to see if they could save a total of three thousand dollars a year on average i and at a loss i cannot see camp who is better i don’t want for a decade court not yet to be a dark i think that he had you can’t all the people really Stop looking at me, swan! Well, let me tell you a good story here real quick. I actually, years ago, compared rates with this company here. It’s called IPS. It’s Integrated Payment Services. And I scheduled a consultation. I don’t know if I was skeptical. I just thought, whatever, I’ll take ten minutes. I’ll compare rates. I can’t tell. You can tell me I’m a doctor. No, I mean, I’m just not sure. Or can’t you take a guess? Well, not for another two hours. You can’t take a guess for another two hours? And in my case, in my particular case, I save over $20,000 a year. Holy crap! Wow. Which is, you know, like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh God. Everything okay ma’am? It’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay I’m a trained professional ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t gonna be easy so I need you to be brave alright? What’s your name? Patricia. Patricia alright. I need you to take a deep breath we’re about to do the cheese you know that’s the difference between eating organic and not organic so because my wife eats organic I had to take the ten minutes needed to compare rates to save the twenty thousand dollars a year on credit card fees just for one of my companies one question what’s the brand name the clock the brand name of the clock and fill the fireplace. I encourage everybody out there, go to thrive time show dot com forward slash credit dash card. You schedule a free consultation, request information, a member of our team will call you, they’ll schedule a free consultation. It should take you ten minutes or less, and they’re going to compare rates and see if they can’t save you more than three thousand dollars a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, at the end of the day, the goal of the business is to create time freedom and financial freedom, and in order to do that, you need to create additional profits. Let’s go. Let’s go. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. We have been working with Thrive for business coaching for almost a year now. What we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. Okay, I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But that’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews, and now we’re the highest rated and most reviewed Pest and Lawn company in the Tulsa area. And that’s really helped with our conversion rate and the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay, so 411% were up with our new customers. Amazing. Right, so not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85%. And that’s largely due to, first of all, our Google reviews that we’ve gotten. People really see that our customers are happy. But also, we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year, from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists, and when everything gets done and it gets done right, it creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast, like Jared had mentioned, that has really, really contributed to our success. But that, like I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah. And so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, that they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So, I just wanna give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42 percent increase, month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof and turnkey marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay’s done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockwell, head of Disney, with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, graphic designers and web developers and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from start ups go from start ups to being multi millionaires teaching people how to get time freedom and financial freedom through the system. Critical critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant, and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best of you. Clay has been an amazing business coach. Through the course of that, we became friends. My most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve got nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey, guys. I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right, this is where we used to live. Here we go. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing, and this is our old team. And by team, I mean it’s me and another guy. This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place we’ve gone from one to ten locations in only a year. In October 2016 we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see you. If you go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their call. I would go up and down from about $10,000 a month up to about 40,000, but it was up and down roller coaster. And so now we’ve got it to where we’re in excess of a hundred clients. That’s awesome. And so I would have anywhere from five clients to 20 clients on my own with networking, but I had no control over it. I didn’t. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients. I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked now so I’m looking. We’ve been good friends seven, eight years and I’ve got doubled five times. Which is just incredible. I mean the first time you do it that’s one thing but when you do it repeatedly. Yeah. I mean that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take, no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well, I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. Right. And the best executives, Peter Drucker is a father of modern management. He said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with a script here, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. She’s been nailing down five and eight appointments a day. Somebody out there is having a hard time. Follow that script. So she’s making how many calls a day? She’s making between two and three hundred calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, and or let’s say you buy a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and what was it, maybe 2010? Is that right? 2011 maybe? Or maybe even further down the road, maybe 2013? 2012. Okay, so 2012 and at that time I had five years removed from the DJ business and you were how many years removed from tax and accounting software? It was about 10-11 years. We met, how did we meet? What was the first interaction or some interaction where you and I first connected? I just remember that somehow you and I went to Hideaway Pizza, but you remember when we first reconnected? Yeah, well we had that speaking thing that… Oh, there it was! So it’s Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship. But I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn. I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. Working here, you can’t be a mediocre person. You are a call to a higher standard of excellence. And then as you’re called to that standard here, you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall in the group interview talks about how the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory, and we’re on our own trajectory, and the best fits are those people where there can be a mutually beneficial relationship, that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media, he’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages, he can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses the kind of people that wouldn’t like working with clay are people that are satisfied with with mediocrity people that Want to get through life by just doing enough by just getting by People who are not looking to develop themselves people who are not Coachable people who think that they know it all and they’re unwilling to change. I would say those are the type of people and in short anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks he gives you a wealth of knowledge that you don’t wanna miss. I remember the first time that I met Clay. I literally carried a notebook with me all around. I was looking at this notebook the other day, actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about three or four months just from being around Clay, following him and learning from him. And then I would say come coachable. Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you Be open to learning and adjusting parts about you that need to be adjusted.