Clay Clark | The Three Most Important Marketing Guardrails Part 2

Audio Transcription

So many different times in my life, I’ve played with broken or hurt things, broken foot, broken leg, broken hand, broken arm, broken sternum, broken collarbone. I could keep going if I just thought more about bones. Why, man? Because I loved it. I loved playing the game. I was passionate about it. One of the reasons I even get encouraged at seeing all of you here, you know why I get encouraged by that is because you could be anywhere doing a lot of different things, but you chose to be here Some shows don’t need a celebrity narrator to introduce the show But this show does in a world filled with endless opportunities Why would two men who have built 13 multi-million dollar businesses? five hours per day to teach you the best practice business systems and moves that you can use. Because they believe in you. And they have a lot of time on their hands. This started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body. Dr. Robert Zulman. Two men, eight kids, co-created by two different women. Thirteen multi-million dollar businesses. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, and now we’re at the top Teaching you the systems to get what we got Colton Dixon’s on the hoops, I break down the books Z’s bringing some wisdom and the good looks As a father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the CNC, up on your radio. country, welcome back to the Thrive Time Show on your radio. People in Tennessee, welcome back to the Thrive Time Show. As always, we want to bring it, we want to teach you what you need to know to start and grow a successful company. We like to deep dive into it, but before we do, I want to kind of set the table for today’s smorgasbord of entertainment, today’s plethora of training, our cornucopia of audio excellence. We’re talking today about a subject that is near, very near, they’re always very near, but very near and dear to my heart on this pre-Valentine’s Day show. It’s the three most important marketing guardrails. We’re really getting into this. We’re getting deep into it because what happens as a business owner, if you’re not careful, you’re going to continue marketing and marketing and marketing and marketing, but you’re never going to ask yourself, is it working? Or you’re on the other side of the spectrum where you never market at all for fear that it might not work. But the thing about marketing is you’ve got to start, and then once you get started, you’ve got to measure the results. And we’re going to get into it today. And then typically, you know, on our show, Dr. Robert Zellner joins us, and he brings us his wisdom and his experience from his years in business. But today, he is in the great state of Colorado with his son doing some kind of skiing expedition there. And so inside the box that rocks today, we are joined with my incredible wife of 15 years as we head into this incredible Valentine’s Day. How are you? I’m doing great. I’m kind of missing the Z, but I’m excited for his skiing excursion. I’m just kind of glad that I’m not up on the slopes. It’s dangerous up there. Last time we went skiing, where did we go? We went to Breckenridge, Colorado. It was a great trip. It was an experience getting there for sure. It was an adventure. I think there was eight of us in a suburban driving 11 hours to get there. A lot of fun. I think I overestimated how great of a skier I would be. I will say when I went, we had our five kids. We went with another couple, Braxton and Haley, and they had four kids with them. So it was a total of nine. I think at the time they had three. Did they have their fourth? I don’t know. Yeah. So they had some kids. I feel like it was four. I feel like Lucy was just born. I feel like she was just there maybe. I don’t know. But anyway, so we went there and there’s nine kids. Maybe there’s eight kids. And I’m just telling you Thrivers, I hate to let you down, but I am afraid of skiing. I’m afraid of heights. Speed. Speed. Water. Really a lot of things. I don’t do very well. They just keep you in the box. That’s really where you’re safe. That’s my safe zone. We kind of built this as a hedge of protection around you. It’s basically a prison of safety that they keep me in. What happens is we get out there to Colorado. I do what I do best, which is I just watch the kids. I’m at the condo with nine kids or whatever, hanging out doing that. And we ran into some great Tulsans while we were there. We ran into Mike Fine, the owner of Fine Airport Parking. We ran into Kirk Fryer. He was my skiing mentor, by the way. Kirk Fryer, he’s the one who encouraged me. You encouraged me to get on the slopes. Oh, you can do it. Like I can do anything. And so I thought I could. And but I wasn’t prepared. I’ve never really been a skier. And I thought, I think, you know, at 30, that’s how old I was at the time, I thought, you know, just hop into it. But I wasn’t prepared for mentally how I would feel up on those slopes and thinking, what am I doing with my life? I’m gonna ski to my death. But Kirk Fryer, we met him up on those slopes and he helped me so much. But I found out I couldn’t ski without him. I was too scared. Well, if you’re listening right now, I’ll tell you this. If you know Kirk Fryer, you gotta send him a text message. He’s the head of Farmer’s Insurance here in the South Tulsa area. Send him a text message or call his office. And thank him for helping me. Call his office right now. Call 918-392-4000. 918-392-4000. Say, Kirk Fryer, man, I really appreciate you looking out for Clay’s wife on the slopes there. That’s right. I do appreciate it. Also, one thing that you want to do is if you’re looking maybe to compare rates on your insurance or you’re also looking to just kind of get some skiing mentorship. You want to go ahead and send a text message. He’s a man. Send a text message to this number. It’s 918-939-8028. I can’t hear you cracking up already. You can’t even help it. 918-939-8028. Text him and say, hey, I’m looking for a ski mentor or I’m looking to save some money on my insurance. Either way, he’ll take care of you. That’s Kirk Fryer with Farmers Insurance. But today, Thrivers, we’re going to get back into it now. This is about the marketing guardrails. The marketing guardrail number one is you’ve got to know what you’re paying per lead. So I’m going to start. I want to pick Vanessa’s brain on this because she’s seen this happen. Vanessa, you’ve seen us go down to Dallas and go to a bridal show. Back in the day, we had a company called DJ Connection. A bridal show is just basically like a big trade show where women, young ladies, brides to be, and their moms, they go, and there’s like 80 booths, there’s like 100 booths, and they’re running around from booth to booth doing cake samples, trying on gowns, talking to florists, that kind of thing, and they’re also looking for a DJ. So you get out to that thing, but to just get into the show, it’s typically what, $750? Yeah, it’s kind of a big deal. Some of them are exclusive too, where they won’t let you in unless you kind of hobnob with them or something. Yeah, and you have to go. I mean, it’s at least as a vendor about a thousand bucks to be in one. Yes. Then you’ve got to travel in a van with some dudes, in my case, because we had a bridal show with dudes working in the booth. And you’ve got to rent the hotel. You’ve got to, there’s a lot of things you’ve got to do. You’ve got to pay for the gas. You’ve got to pay for the gas. You’ve got to have the van. You’ve got to get in the hotel. And then you’ve got to get out there and you’ve got to sell some stuff. And I told the guys, hey, listen, until we sell 50 weddings, we’re not even breaking even. Is it worth it? Is it worth it? One thing I remember we learned from those trade shows, and we didn’t learn this until doing it, you know, experience, is we ended up finding out these wedding trade shows, these wedding shows, there is a good show and that’s not a good show. And they’re both wedding shows, so what is the difference? It was a type of… I’m taking you to the bridal show, Miss Driver. You’re taking me back. You’re going to the bridal show. This is what they play this song. If you haven’t been to a bridal show before, you’re like, this is kind of classic. If you’ve been to your 14th bridal show, you’re going, okay, I’ve heard this song. Where’s the cake? So anyway, you go to the bridal show, and there’s a good show and there’s a bad show. And in Tulsa, there’s a good show and a bad show. I cannot comment on which one it is. I want to be nice to the good show and the bad show. But I will say this. There’s a good show and a bad show. And when you go to the bad show, I will tell you how you know you’re at the bad show. You’re at the bad show. You’re at the bad show. You’re at the bad show. You’re at the bad show, I will tell you how you know you’re at the bad show. You’re going to know you’re at the bad show because first off, you’re going, where are all the brides? Where are all the brides? And then the first person that actually comes to your booth is typically confused as to why he’s there. He’s typically at some kind of convention center and the guy’s going, hey man, is this the boat show or is this the garden show? You end up realizing this is not the good show. And somehow the lists, because they give you a call list when you’re done, these are all the attendees who attended the show and it seemed like we realized the bad ones. For some reason these are on our target market. So how would you encourage our listeners if they have a business and they’re gung-ho, they’re about to go to a trade show, how do they even know if it’s going to be worth their thousand dollars to get in, if this is going to be the right clientele? How do you do that? Do you just trial and error? You don’t know until you’re in it? Well, I’ll give you five moves. Move number one is I definitely would attend the show first if you can. That’s good. You know, if it’s coming up soon, I mean, I wouldn’t book a booth last minute. I would want to attend. Two, if you can’t do that, I would call references. I would definitely call other vendors who participated and ask them, is this in fact a good show? And so when you attend, I’m guessing you’re not just going around there and looking at the other vendors, but you’re checking out the people who are attending the show as guests saying, are these people who I am wanting to market to? Is this my target market? You want to determine your ideal and likely buyers as quickly as possible. And find out if they’re attending the show. That’s right. But move number one, though, I’m just saying, if you can, you want to attend the show, do it. If you can’t, call references. Move number three, this is kind of move number three with trade shows, is compare. Call all the shows, add up all the variables and decide which one is the best show for you because you’re going to spend your time there. Now, move number four is you want to figure out what is it truly going to cost to go to the show. I mean, do you need big TVs? Do you need a trade show booth? Do you need bistro tables? I mean, add up all the costs. Because it’s not worth going, right? If you get there but you don’t have the setup that you need to have. And so, you know, you want to go there and dominate, right? So you’ve got to have the best booth. That’s what you all did, I remember. Well, you just go to the show. When you are going to the show, you’ve got to figure out what are the costs that I’m going to totally spend all in. Because of a bistro table, I’ll give you an example. Back in the day with the DJ Connection booth, we used to have to buy bistro tables. You had four bistro tables and each table was like $300. Now you are out $1,200. tables like 300 bucks. So now you’re out 1200 bucks. And then on top of that you have to have the flat screen TVs and each one is like a thousand dollars and you have two of those. And you had to have your trussing and you had to have your sales books. The signs. And your signs and your business cards. And you got to pay the people to work there. And so the final step for a trade show, if you’re going to analyze that, is you want to figure out how many deals do you have to get just to break even. That’s great. And so again, Thrivers, this is marketing guardrail number one. What you want to do is you want to figure out what are you paying per lead. Bottom line, you have to figure that out. And I don’t know how to stress that enough. You have to figure it out. You’ve got to know at the end of the day when I go to the bridal show, what am I paying per lead? You have to know that number. And this is vital. I agree with you. So walk us through how do they figure that out? They go ahead and attend the show and figure out how many people booked and then what the cost was and they’re going to go ahead and divide that out and say this is what it cost me per booking? Well, if you go to the show and you spent $1,000 on the show and $2,000 on the bistro tables and paying the people and the signs and the wonders and the TVs and all those things and you add it up and you have $3,000 you spent, let’s say, and you divide that $3,000 by, let’s say, you only had 50 leads, then you have $60 a lead. So you just got to figure that out. If you can’t figure out the cost per lead, I’m just telling you, you’re going to end up, it’s going to be a completely bad thing for you. And I see so many vendors that go to shows year after year after year, and when they go, they’re not making any money. Yeah, it’s just kind of like a tradition for them. It’s a habit. And so they go because they’ve always gone, but is this the best use of their time and their money to get those bookings? So as an example there, Thrivers, if you Google right now Tulsa PR firms, you type in Tulsa PR firms, or you type in Tulsa men’s haircuts, you’re going to find businesses that I own and I don’t go to any trade shows at all. Woohoo! I am happy about that. Let me tell you, no one is happier, except maybe you, than me about that. Why is that? You know, because so much of our time we did go to trade shows, and I remember behind the scenes setting them up, you know, getting everything ready the night before. You get there super early, got to wait in a long line of cars of all the other vendors. Of course we want to be the first ones so we can get in there. The time, the pageantry, I mean, you’re there all day. You’re on your feet. And, of course, we are booking, so we’re not sitting there. We’re driving hard the entire day. And if it’s a two-day trade show, you’re back the next day. And it’s great. You have a lot of bookings. I’m just glad we don’t have to do all that, you know, jump through all those hoops now. Well, I will tell you this, Thrivers, you know, for my PR firm, marketing firm, and for our haircut business, I don’t need to do trade shows because it’s not the most effective use of my time. But in the wedding industry it was absolutely the most effective use of my time. It was. It was awesome. And you know what I would do? I’d set up about like, guys would get there, the show starts at 10, I’d tell the guys, guys we’re going to get there at like 5 a.m. And that is true, 5 a.m. So we’d get there at 5 a.m. and we’d set up that booth. We’d get all the decor set up, all the equipment, all the stuff. We’d sound check it, we’d test it, we’d get it ready, and then we would role play from like 8am to 10am. And that show would start at 10 and we would just dominate the show. We’d book everything, make a lot of money, it was great, but I knew how many deals we needed just to break even. You’ve got to know the cost per lead, Trevor! And there was tons of theatrics involved, you know, it’s taken me back because of course, you know, your arch enemies, your rivals are there and they had nothing on us. But they’re there and so there’s that, I don’t know, there’s all this drama going on and you’re taking me back. I never talked to the other vendors at the booth. I didn’t want to talk to my competitors. I didn’t want to get to know who they are and get to meet them. But they’d come up and go, so how are you guys doing? What’s your special? I’m not going to tell you my special that I’m running. That’s not my deal. I’m not going to tell you my strategy. But I had moves. You had the moves. I had the moves. Now, Thrivers, the main thing I want to make sure I communicate to you is you’ve got to know what you are paying per lead. I don’t care what kind of marketing you’re doing today, you have to ask yourself, what are you truly paying per lead? If you don’t know that, it’s very, very hard to manage your marketing systems. You’ve got to know that. Now, we come back. We’re going to get into the next move, which is you’ve got to know what you’re paying per confirmed deal. You might have a ton of leads, but if you don’t close anything, you’re going to end up living in a van down by the river. So Thrivers, we’re going to teach you specifically when we come back how to figure out what you’re paying per confirmed deal. All right, Thrive Nation, welcome back into the conversations, the Thrive Time show on the radio. My name is Clay Clark, the former SBA Entrepreneur of the Year, sent here to teach you what you need to do to start or grow a successful business. And today I am joined inside the beautiful box that rocks with my incredible wife of 15 years on this day before the fabulous Valentine’s Day. My incredible wife. Now for those of you who don’t know or who aren’t on Facebook Live, my wife, her name is Vanessa Clark. We’ve been married 15 years. She’s a gorgeous American. And I will tell you this, when we first got married, the day of our wedding, Thrivers, let me tell you what, the day of our wedding… I don’t know what you’re going to say. I’m on edge of my seat. The day of our wedding, it was a great time. It was a time of celebration, a day of excitement, but it was also a day where the fire alarm went off quite a bit. Oh, I forgot. Yeah, that was actually at our reception. We were so wild and crazy. I mean, it was a smoke alarm, like our actual smoke machine from our dance party that set it off. Yeah, we had a great wedding. Things were going well. I planned out this reception. I had a guy who gave an unbelievable prayer. It was like an awesome prayer. We had a rapper at our wedding. We did. We had Ryan Tedder, the Ryan Tedder from OneRepublic. He sang at the wedding. We had a disc jockey, a guy who was doing turntables. Everything was great. And I had too much fog. I realized I had too much. This fog is too much. And the other thing I didn’t realize is I didn’t know how much punch costs. How much punch cost at the time. So I didn’t realize the true cost of punch. So we had a wedding and what happens is people are like, hey, you guys want to get some cheese cubes? And people walk over and they get the cheese cubes. And they go, hey, can I get some punch? At weddings, people are into that punch. They’re into that beverage stuff. They were. I think it’s because we kept them so long and everyone was hot and sweaty and sweating and dancing and they just got down on that punch. I don’t know what it was per container of punch, but I want to say it was like $60 or $50. I don’t know. They’ve got a racket there. It was like Sherbert, though, mixed with punch. Remember? It was like the Sherbert ice cream mixed with the punch. So what happened is they kept going, hey, do you guys want to get some more punch? The guests are like, we’re out of punch. I go, yeah, let’s get some extra punch. Well, pretty soon we look back and we’re going, oh, no. I want to be in that punch market. What does that cost? Five bucks to make that huge thing? Get a thing of Cerber and some Sprite or whatever and they’re turning $60? What happens is at the end of the wedding we end up getting a big bill and we’re like, oh no. That happened. I’m telling you right now, Thrivers. It was worth it. It was worth it. It was worth it. I just wish I wouldn’t have spent so much money on the punch. But here’s the thing, Thrivers. If you’re listening right now, some of you are doing marketing where you’re marketing in a way that’s not necessarily a marketing thing. You’re doing marketing in a way that’s not necessarily a marketing thing. You’re doing marketing in a way that’s not necessarily a marketing thing. You’re doing marketing in a way that’s not necessarily a marketing thing. You’re doing marketing where your marketing is not really paying off necessarily. What you want to do is, everybody listening today, you want to make a three-pronged marketing system. I call it the three-legged marketing stool. You want to have three ways that you go out there and you acquire customers. Not 35, not 407, but three. Once you get three that work, then you can expand. So I’ll give an example. If you’re listening right now, one of our great, great sponsors is Regent Bank. Okay? Regent Bank is a great bank in Tulsa. Great people. If you’re looking for a- Sean Copeland is the best. He is. He’s the CEO of Regent Bank. He’s a great sponsor. But if you’re looking for a bank that can help you get a small business loan and can be kind of a banking partner with you over the years as you grow your business. Regent Bank is a bank that we would highly recommend for you. Well, they’ve decided that advertising on this radio show is a good investment for them. So they advertise on the show. But they also host these events in Tulsa. They have this executive lunch series where they basically get Tulsa leaders to come to an event to speak, to teach business owners what they need to do to start or grow a business. And I’m just telling you, that is something that they’ve looked at and said, hey, that’s a great way for us to meet local business owners, to help them, and to gain more customers. And this makes perfect sense for them because that’s really what they specialize in, right, is helping small businesses. And so to invest their time in this show, number one, where we are speaking to entrepreneurs and new entrepreneurs, people either who have a business and they may need capital, all different things to expand, or people who don’t even have a business yet, but they’re looking at starting one. That’s just such a smart move. And then, like you said, to get creative and say, what else can we do to serve these people who are kind of waiting to court to become our clientele, our customers? They have sat down and thought about what’s the best way to acquire customers. And I’m asking you right now, the listener, do you have a specific plan in place to identify, to market to your ideal and likely buyers? And you want to have three legs of your marketing stool. So for Elephant in the Room, as an example, we dominate Google. We want to be top in Google. The second thing is what we want to do is we want to do a consistency with our online ads. We do Facebook and those kind of things. And the third thing we want to do is we want to do mailers. Now we generate most of our business through word of mouth, but if we did not have a three-legged marketing stool to acquire customers, then we wouldn’t have any word of mouth. And so if you’re listening right now, I’m just telling you, you’ve got to figure out what are your three, what are your best legs for marketing? You got to figure out what are your best systems? What’s your best way to acquire customers? And so what I would encourage you to do if you have no idea what you’re doing for marketing and you feel just stuck and you’re like I just can’t figure it out. One, I would highly recommend that you listen to this Bill Belichick chant from the Super Bowl victory. They had a Super Bowl victory and Bill Belichick, he gets the hand of the microphone, he gets to announce an audience of millions of people who’ve gathered in downtown Boston to cheer for the Patriots and this is what Bill Belichick said on the microphone. No days off. No days off. He’s saying no days off. And he’s chanting no days off. It sounded like it was a live audio from a communist rally or something. No days off. He’s loving it. But the thing is that that’s his philosophy, and I’m telling you if you’re listening right now, you really, if you have a business and you’re not getting customers, you can’t take any time off until you find your three-legged marketing stool. Once you find your three-legged marketing stool, it’s very easy to begin to delegate and to build these repeatable systems that don’t require your direct involvement, but sales cures a lot of problems in a business. So you’ve got to figure out what is your three-legged marketing stool. That’s great. I have a question because you brought up Google and I think everyone needs to be on Google. They need to be not only on Google, but you need to be a pop, right? I mean, I don’t know how you can be in business in this day and age and not be. So you mentioned it is a leg of your marketing stool and I think it’s essential to everyone. I can’t think of someone who it wouldn’t be, but is it attainable? I mean, if I’m a small business owner, I’m looking, I think I’m getting overwhelmed. How do I get up there? I mean, it’s, I don’t even know where to start. Well, I’ll tell you what, Thrivers, one of the things we pride ourselves on, we love, is we love it when the clients we work with have success. And one of the clients we work with is called Barbie Cookies, and another one is called Score Basketball, and we have some wins of the week. Here we go subscribers, wins of the week. Barbie Cookies is top in Google. If you type in Tulsa Cookies, she is top in Google. Now if you type in Broken Arrow Basketball Camps, here it comes. Score basketball is top in Google. He’s top in Google score basketball. I kind of want to throw a victory parade for these guys. They didn’t start that way. I mean, this is huge. I know we’re just saying it like it’s no big deal, but this changed their businesses. Literally. Yeah, it’ll change everything. So what you want to do is you want to get out to our workshops on February 24th and 25th. It’s February 24th and 25th. It’s a two-day interactive 15-hour workshop. We start at 7 a.m. and every 45 minutes we break and we have a 15 minute question and answer session where you can ask me any question that you could possibly have about how to grow your business. And we will teach you throughout the day how to optimize your website. Now not only did they learn what to do, but they did it. Yeah. And so they’ve worked consistently and diligently for the past year working at it. And now they’re top in Google. And when you’re top in Google, you get to hit this button because it’s wins of the week. Woohoo! So subscribers, when we come back, we’re going to get into our next marketing guardrail, which is marketing guardrail number two, determining how much you are paying per confirmed deal. Stay tuned. All right Tulsa, welcome back to the Thrive Time Show on your radio. We’re broadcasting today from the box that rocks inside the beautiful thrive15.com world headquarters on the left coast of the Arkansas River. And inside the box that rocks, we have my incredible wife of 15 years as we head into this day before Valentine’s Day. Oh yeah, I’m fired up. I’m ready. And we have a guy who the women in Tulsa love. Okay, this guy, he’s installing these cabinets. You know what I’m talking about. If you have a kitchen, you love him. Here’s the deal, man. You’re going, what am I going to do? I’m going to get Valentines in like 24 hours. I’ve got to come up with something. And you know, guys, you know women love cabinets. They love they love cabinets. They love wood floors. They love granite countertops They love things that they just they love these accoutrements in the kitchen And so we’ve got a guy in Tulsa right now that’s making he’s really changing lives here installing the best cabinets in Tulsa It’s Brandon Massey of elite cabinets Brandon. How are you? I’m doing awesome. How are you man? I tell you what? I’m still excited about the Patriots victory. I’m still just I’m riding that high He’s gonna ride that for about a year. Yeah, and I super bowl again I have an audio from Bill, you know, Bill Belichick is easy. Is that the Patriots? Parade the celebration they hand him a microphone and they basically give an opportunity to say anything He wants to a crowd of millions of people at their parade. He could say Thank You Boston He could say we did it. He could say yes. I told you so he could say whatever. This is what he says, though. No days off! No days off! No days off! No days off! Why didn’t they join him in the chair? It’s like a communist rally. He’s like, no days off! And he’s known for not taking days off, and so I think that’s fairly hysterical. But anyway, so today we’re getting into these marketing guardrails. The first marketing guardrail, if you missed it, you can go to ThriftTimeShow.com and download the podcast, is you want to figure out what you’re paying per lead. And I want to backtrack just a little bit here, because I want to pick Brandon’s brain. Brandon, when you started your business, Elite Cabinets, by the way, is it Elite because you’re judging people, or Elite because it’s awesome? I mean, where did the name Elite come from? Elite, because it’s awesome. It’s because it’s awesome. And by the way, what’s your website? If someone’s listening and they’re going, I need some cabinets. I need a little bit of help. I hired a dude. It didn’t go so well. Now I need to get a real cabinet guy. I need a cabinet guru. What’s your website, my friend? You need to go to EliteCabinetsTulsa.com. Okay, so when you started your business, how did you get your first leads? Did you go door to door? Did you go house to house? Did you shoot off kind of fireworks in neighborhoods? What was your move? Well, it was word of mouth. I was in the industry and I knew architects and builders and most of it was word of mouth. And what makes your, your, your cabinets unique? I mean, is it, is it, uh, you know, do you do like flavored cabinets? Do they have a certain smell? I mean, what’s, what’s kind of your move? What makes your cabinets unique? It is not a scratch and sniff. What? No, not, not a scratch and sniff. We do very modern, contemporary, and European style cabinetry. European? You selling a lot of shaker cabinets right now? That’s the deal, isn’t it? It’s kind of the deal, contemporary. We do actually a lot more modern than that even. Wow. More modern? Cutting edge. More modern. What’s more modern than what my wife just mentioned? Because I don’t know either one. What makes it more modern now? Is it like Star Trek style or what are you doing? Well, some of us, it can be the Jetson style, but we do a lot of high-gloss acrylics and laminates and even have a European manufacturer We do cutting edge of your kitchen, and you’re actually having a whole Renovation right now They need to come see you and see what you have to offer because it’s not just Run-of-the-mill stuff you can get anywhere. It sounds like it is not the run-of-the-mill. We actually don’t do any Solid wood traditional cabinets, so we specialize only in the modern European cabinets. Gotta check it out. What is it? EliteCabinets.com? EliteCabinetsTulsa.com. Oh, EliteCabinetsTulsa.com. EliteCabinets. For anybody who is like, you know, you’re trying to listen, but you are also trying to eat some Oklahoma Joe’s baked beans, that’s EliteCabinetsTulsa.com. Great website. You can check it out. That’s Brandon Massey there with Elite Cabinets. And so we’re talking about that. The first marketing guardrails, you have to know what you’re paying per lead. That’s so important. And I’ll just give you another example. I want to make sure I hammer this home. With our company, Elephant in the Room, we have a special that we do all the time. We never stop it. It’s not a new thing. It’s not going to be a fad. It’s a dollar for your first haircut. Well, that’s what you pay us, a dollar. But we have to pay the stylist to cut your hair over ten dollars. Yeah. And then we got to go out there and we’ve got to market to get you in the door, which on average cost is ten dollars. And so it’s really 20, we, we, we, Thrivers, basically we’re paying you, we’re spending $23 to cut your hair for a dollar. But the thing is, is this week, I’m so excited to announce this week, over 85% of you that came in for the $1 haircut signed up for a membership. And so, but we, but we know our cost per lead. We know that, and you’ve got to know that. And you’ve got to have a three-legged marketing stool. And you got to figure out with your three-legged model, how much are you paying per lead off the internet? How much are you paying per lead off of your Dream 100? How much are you paying per lead off of your trade show? Brayden, have you ever done trade shows in the past? I mean, are you a big trade show guy? I have not. Have you ever thought about it? Have you ever come on the verge of trade showing? I mean, have you ever been like, well, I might do it? I’ve thought about it and have not gone over the hump yet. Really? My wife would encourage you to not go over the hump. My wife would encourage you not to get into that game. I dominated that game for a long time. In the market we were in, it was totally worth it and we needed to be doing that. We were just talking about how grateful we are now that we don’t need to do trade shows for the business now. Maybe that’s the case with you. If you need to go down that road, it’s a dark, dark place, you can go there. Alright now, Thrivers, this next guardrail is you’ve got to figure out what you’re paying per confirmed deal. Brandon, I want to ask you this. I mean, if you have 10 people that call you up and say, hey, I want a quote, I mean, let’s just say you have 10 people that call you and I have 10 people that call me. So for our consulting firm, I’ll start there. If somebody calls Thrive15 and says, hey, I want you to optimize my website. So we had a guy this week, he’s a roofer, and he wants us to get him to the top of Google because we did it for his friend and his friend’s friend and his friend’s friend’s friend. So he’s got four people who’ve all said, hey, within a year I got to the top of Google. I did it. I would like for you to help me. Well, I talked to one of the guys. I did not, but one of our teammates talked to this guy today. And after sitting down with him and working with him, we realized that he’s not going to be a good fit. One, because he’s got a really, really bad reputation for not delivering on the roofs. Also, the cost that we have to charge, I mean, the cost to get to the top of Google is about $1,500 a month is what we have to charge to do that. He just couldn’t afford to pay that. Nothing wrong, he just couldn’t afford to pay that. And so we were going, hey, it’s not a fit. But typically we have to talk to about four people before we’ll find one that’s the right fit. That’s kind of our deal. Four to one is probably the deal because that’s just how it works out. For you, I want to ask you, but for all of us in the room, like eight out of ten people, it’s the right fit. When you talk to people, how often do you have to do a consultation before you find if someone is the right fit for what you do? Because you’re doing some elite cabinets, my man. We do elite cabinets, and when they come to us, they’re pretty much in the market. So when we do a consulting with them, we do a bid, a presentation, we end up doing about 50% of the jobs. 50%! So you’re a big deal. This guy, he’s a big deal. Do you hang out with Ron Burgundy? I do not. Okay, you do smell of rich mahogany. Okay, so the thing is, Thrivers, you have to know what you’re paying per confirmed deal. And you’ve got to sit down and really measure that out, because if you’re not careful, it gets confusing. So again, with the trade show, you’ve got the cost of the trade show, you’ve got the cost of the people in the trade show, you’ve got the cost of the TV, you’ve got the cost of the print materials, you’ve got to add up all those costs and you’ve got to figure it out. Vanessa, why is it so important to make a line item list of all the costs that you’re spending related to getting deals? Well, because if you don’t know, I mean, you’re shooting in the dark. You don’t know if you’re having success or you’re not. Like you said, for Elephant in the Room, if we’re spending $25 per conversion, the conversion rate is so high that for us it’s worth it. But if we were spending that, the same amount of money for a dollar haircut and we’re out 25 and we’re only closing one out of 100, it’s not, it’s not, the math isn’t going to work. So it’s so important to track those numbers so many people just don’t even track them, but not only to track them but then to sit down and review and say, is this trade show, is this special I’m running, is this whatever, is this worth my time? Am I getting ahead by doing it? Now Thrivers, if you’re listening right now and you are spending a lot of money on advertising but you’re not closing any deals, I’m going to teach you the three mega moves when we come back to make your phone ring as a result of your advertising. Stay tuned, it’s the Thrive Time Show on your radio. All right, Thrive Nation, welcome back into the conversation. Today we are talking about how to take your marketing game to the next level. One of the challenges of taking your marketing to the next level is when you’re spending money on marketing and you’re not getting any conversions. A lot of times you’re spending money on marketing and you’re just not getting any actual paid deals. And if that’s the case, that doesn’t feel very fun because you’re spending all this money and you’re not closing any deals. And so I’m gonna walk you through the three moves that will make your phone ring guaranteed every single time. Okay, so here we go, here we go, here we go. Move number one is you want to you want to create a no Brainer you’ve got to have a no-brainer a no-brainer if you’re listening right now going I won’t know what a no-brainer is Well thrivers we have yet another win of the week I’m good on my computer right now thrivers. I want you to get your smart phone out. You can Google this and say, I don’t believe what you’re saying. Fine, do it. So we type in Tulsa Dog Training. Tulsa Dog Training. I feel like they’re running around this building somewhere right now. They are. They’re in the building right now. They’re adorable. They are the most adorable husband and wife team. I love them. They’re nice people, Rachel and Ryan. We’re bragging on them. So here’s the deal. They’re top of Google now when you type in Tulsa Dog Training. Just to the very top. There they are. Right on the map. And they’re not some big corporate huge company. They are a small business and they’re dominating Google. I mean, it’s possible. People are doing it all the time once you learn the right techniques, what to do. Correct? I think they’re kind of a big deal. They’re a huge company. They are completely dominant. They like control the city. If you don’t go on a tip-top canine, you’re going to hit you with a little… David versus Goliath. Here they are, the little David, and they’re just knocking them out. They’re absolutely dominant, though. But if you Google Tulsa Dog Training, there they are, they’re top. And you know what they did? They went to their customers, the happy customers, and they said, hey, would you be willing to write a review? And they had 56 of their customers write a review. How cool is that? Then, then they diligently started writing content for their website, and you know what? Now they’re topping Google for their number two and three in the organic search in Google. I love it. And you know what that does, Thrivers? It makes the phone ring. But here’s the deal. Then you go to the website and you’re going, I’m top of Google and my phone doesn’t ring. Then they put the no-brainer. And here’s the no-brainer. Your first lesson is a dollar. Your first lesson is a dollar. How could it be a dollar? You’re going to, hey, I’m a cabinet guy. I can’t do a dollar. That’s okay. But what you could do is you could make a no-brainer. If you install cabinets, by the end of whatever, you have a chance to win a cruise. One out of a hundred people wins a cruise. I like that. With Valentine’s Day tomorrow, people are going to jump on this. If you need a last-minute gift idea. I’m just spitballing ideas that I’ve seen work in the past with clients I’ve worked with. But you’ve got to have some deal where if you look at a scale, like a legal suit or one of those… It’s a picture you typically see where it’s the scales. And basically what you want to do is on one side you want there to be so much evidence that it proves that the person is either guilty or innocent. With sales, you want to just pile on the benefits to make it a no-brainer. So this is what they said. They said, it’s a dollar. So if you have a dog right now and you cannot get the dog to behave, you go to tiptopcanine.com and what they do is it’s a dollar for the first lesson and by the way it’s guaranteed money back if you don’t like it. So you get your dollar back. You’ve already sold me on it and I don’t even own a dog. So I’m like this is a quality of life issue. If you have a dog that is out of control, I mean I don’t know how you have friends and family over, I don’t know what you do with your kids, I hope he’s not having to be tied up all the time, but this would change your life. You’re just throwing this out there. If you have a cow that’s misbehaving… I don’t know what to tell you about that. I don’t know. I don’t have a spouse. I mean, they don’t… We don’t have these answers. This is getting too much, too fast, too deep. They don’t do that. If you have a cow that needs some kind of training, they don’t do that, allegedly. But the thing is, they do train the dogs. If you’re… another example of a no-brainer, if you’re looking for a haircut and you’re going, my barber’s out of town, my barber moved, I don’t like my barber, my barber and I are not connecting, we’re not agreeing, whatever, you want to try something new, the first haircut is a dollar! It elephant in the room, it’s a dollar! It’s a dollar! That dollar move works! Score basketball, another win of the week. This is unbelievable. This guy is absolutely growing his business, Score Basketball. If you are trying to go, I’m looking for a great place to teach my kids new basketball moves. You go over there, your first lesson is free and they give you a t-shirt. It’s Score People. I didn’t know about the t-shirt. That’s a new move. They put that in there. You know Barbie Cookies, they give you your first cookie free. If you haven’t been there before, your first cookie is free. That’s another no-brainer. These are all no-brainers. We’ve got to find some. A no-brainer could be a move for you if you can’t get the phone. So why don’t you, you were telling me about you know people like Brandon who have a product that you know they can’t necessarily give away for free because it’s such a big ticket item. What are some of the moves you know for the different business owners out there and they have these bigger ticket items. What do they do? They can’t they can’t offer it for a dollar. Move number one is the no-brainer. Now we move on to move number two which is perfect for Brandon. It’s evidence-based selling. He’s got a lot of evidence. So, this is called the law of credibility. I want to ask you this. I mean, you have some customers out there, Brandon, that would say, I like Brandon. This guy does a good, good job with elite cabinets. Are there any customers out there that are happy with your work? Absolutely. Okay, so here’s what I would do. This would be what I would do. And this is, by the way, Thrivers, if you go to his website, you can see some of this stuff in action. He has this thing called testimonials. So here’s the move that I used to do, and I’m sure you do this move too. But when I talk to a customer and they’ll say, and this is in the industry, but for the wedding industry, imagine you’re booking a DJ to come entertain at your wedding. I would go, hey, let me send you over a list of references. And I would send over an 80, usually an 85 to 105. This is no joke, pages. Yeah, 100 pages of references, and I’d put the cell phone numbers of the customers and say, just take a week and call them all. When people would call the customers, they would go, wow, that’s a real thing. So Thrive, if you’re listening right now, here’s what you want to do. You want to get video testimonials, video testimonials and text testimonials. Now, do I need to go out and hire a professional videography team? How do I do that? I’m a small business owner. Again, that seems so overwhelming. Where do I find that? I’ve got to go to their houses. Well, it’s a self-serving answer, but we do with the Thrive 15 coaching program, we do have unlimited videography included in packages. Because you and I used to spend like $2,000 per video. True. Per video. It’s craziness. Do you remember that? Yeah. $200 for a video? Yeah. And then the website expense. I’m not bitter, but I’m angry. But the thing is, we used to spend $2,000 per video, and then you make it more affordable. We made it affordable, so now Thrivers is part of the one-on-one coaching program. You get unlimited videos and it’s less than $1,500 a month for many of the packages and $1,500 is kind of the average. I just want to clarify real quick. So you’re saying part of that $1,500 because earlier you mentioned the SEO getting to the top is $1,500 but you’re saying as part of that $1,500 it includes SEO which gets you to the top of Google. It includes videos. This is amazing. I’m just loving letting people know how huge this is. Well, you’re obviously a homer. I am. We’re married. But the thing is, if you’re listening right now and you go, I don’t have that money, what you can do is do a smart phone. You get your smart phone out and you film testimonials that way. But you’ve got to have testimonials. That is so doable. Again, I want to repeat, because Brandon could do this. The next client who comes in, when he goes to their house and he delivers the cabinets that get them all set up, he can just whip out his little smart phone, say, let me get a quick testimonial of you in front of these beautiful new cabinets, and it’s that simple. He gets it on his little iPhone. I mean, that’s so doable for all of our home businesses. I’m not going to ask Brandon to slam this competition, but Brandon, I want to ask you this here. Have you ever heard stories about cabinet companies in Tulsa taking the deposit from the wonderful couple, the guy who’s trying to be that nice valentine buying his wife these great cabinets and then the contractor doesn’t complete the job. Have you ever heard about this? I have. I don’t know anybody personally, but I’ve heard of it. Okay, see now I have been the victim of these. Have I not been the victim of these things? This is true. I have been the victim of this sort of deep, dark jackassery. I won’t mention the name, but I’ve been the victim of this numerous times from contractors. Probably because we’ve built a lot of things over the years, but I want to ask you if someone’s listening right now And they’re looking up elite cabinets. What do you do that makes it kind of a no-brainer? Do you have a do you have a like a history of? Success do you have a great special going right now? What what’s kind of your deal? Why should Tulsa give you a try and check out your website? Our customer service is above and beyond anybody else’s we take care of people just like it’s our own home. So you’re saying if I call right now and I’m like I doubt it, you’re probably it’s probably terrible customer service. You’re saying take the challenge, give you a call and you’ll show you’ll show you got the great you have the great customer service again. Absolutely. What’s your phone number by the way? 918-794-0757. One more time I was pretty much just you know at Oklahoma Joe’s having those baked beans you know a lot of people were having baked beans very challenging we’re having baked beans burnt ends and listening at the same time. I’m just eating and listening. Can you repeat that number one more time? It is 918-794-0757. All right. Now, Thrivers, here it is. Now, here’s the third move for conversion. This is the third move. So move number one is make a no-brainer offer, okay? Now, move number two is you want to stack up those testimonials, okay? Stack them up. The third, and this is tough, this is called the law of credibility. And it’s so hard to do. It’s so hard to do. And it’s so hard to do. And it’s so hard to do. And it’s so hard to do. The third, and this is tough, this is called the law of credibility. It’s so hard for people to do that because there are so many charlatans out there that are selling things that aren’t real. Smoke and mirrors. If you’re listening right now and you’re like, that’s terrible because that was my plan was to do smoke and mirrors. You want to use facts to sell. So you want to make sure that everything you say is true. So what you’ll want to do is, anytime you make a claim, you’ll want to support it. So I’ll give you an example. Back in the day with DJ Connection, I used to tell brides, hey, we will do unlimited time for your wedding. From the start time until the end of the night, it’s unlimited time. And by the way, here’s a stack of references you can call to prove it. Two, DJ Connection, we are the award-winning wedding DJ service. In fact, if you Google DJ Connection, you’ll see all the awards we’ve won. There’s a way they could prove it. When we come back here, Thrivers, you’ve got it. We’re going to get down into the nitty gritty of how to determine really how much you are paying per confirmed deal. Stay tuned, Thrive Time Show. All right, Thrive Nation, welcome back to the Conversations, the Thrive Time Show on your radio. And today we’re talking about one subject that we’re all passionate about, which is how to make your wallet grow. And why would you want to make your wallet grow? Well, you want to make your wallet grow so you can have time, freedom, and financial freedom. I don’t want to have time, freedom, or financial freedom. I want to work every day. I don’t ever want to have a day off. And I say, really? You do? He said, yeah, I do want to work every day. And in fact, I just went to the Patriots’ parade to celebrate their Super Bowl victory. And our fearless leader, Bill Belichick, told me this. And I got in line, and I chanted with him, and this is what he said. No days off! No days off! No days off! and just to work all the time, then you really shouldn’t listen to today’s episode. We’re talking about marketing and the marketing guardrails. But before we get back into it, I have a notable quotable. And Vanessa, this notable quotable is kind of a fun one. Because one of our loyal listeners is Mr. Jim Stovall. Yes. And Mr. Jim Stovall is the Tulsa multimillionaire. He actually is a guy who went blind. He went on to become a best-selling author. He’s made many movies. Some of the books that he’s written have been made into movies. He sent us an early edition of his new book called The Art of Productivity. It’s a foreword by Steve Forbes. I’ve never heard of Forbes. No, this is the book here called The Art of Productivity. I’ve just finished reading it. I want to read a couple notable quotables from this book. It’s powerful. It’s powerful drivers He says he says this he says let’s assume that I wanted to be a championship golfer I could have this firmly established in my mind as the goal pursue it with passion and exhibit the highest degree of determination but without practical Realistic instruction I would be doomed to failure even if I sought advice from the best golfer in the world. So he says this, he says, without practical uh-oh. You’re gonna repeat what I was gonna repeat. Realistic instruction, I would be doomed to failure. And Thrivers, that’s why we’re having those two-day in-person workshops. That’s why you can’t miss it because you might be so motivated to get to the top of Google, you might go, I want to be the top of Google, I want to be the top of Google, and you might be walking on hot coals. You’re walking on the hot coals. You might be just pumped up. You might be taking steroids and be ready to go. You might be ready to go. You might have the mindset. You got the uniform. You got the deal. But you got to learn that practical stuff. And so I want to put our special guest, Brandon, on the hot seat. Brandon. Brandon, he’s the guy. He’s the head here of Elite Cabinets, Brandon Massey. So, Brandon, I’m going to put you on the hot seat. Are you ready for the hot seat? I guess, yeah. All right. When, if, if, have you ever gone into a house and you thought to yourself, oh no, who installed those cabinets? Have you ever thought about that? I mean, you ever been hired by a customer to come in and fix their cabinets or install new ones? And you said, you didn’t say it out loud because you’re a good guy, but if you ever thought to yourself, who did that? I mean, you ever thought about that? Many, many times. And I believe I have said it out loud. Really? You’ve said it out loud before? I probably have. And what are some of the things that are typically done wrong by laymen like myself? You know, people like myself are like, you know, I probably just get in there, get my hammer, get out some cabinets I bought from Lowe’s, Home Depot, bada bing, bada, how hard could it be? We’ll just put them up. I mean, what are the things you see that are typically done wrong? Well, first of all, you have to have the right tools to do the right job. What kind of tools do you need man? You need a lot of equipment to do cabinets. You do? Yeah, yeah. Give me a couple things. I got a hammer and nail. You can’t just do cabinets without a hammer and nail. I got a hammer, I got some nails. What else could I possibly need? I’m looking at Sam, you know, he’s a producer here and he’s been to our house. I mean he knows that we own like three tools. What else do I need there Brandon? What other tools do I need? If I’m going to get into the cabinet game? Well you’ve got to have planning. Planning is key. You’ve got to have the right layout and you have to have the right execution after you follow the layout. When you were first starting out back in the day, before you did it professionally, when you were just kind of working with yourself, kind of learning the trade, did you screw up a little bit when you first got going? Before you were self-employed, but when you were first kind of learning the moves, did you screw up ever? Yeah, quite a bit. It’s part of learning. Okay, so here’s the deal, Thrivers. When you come out to our in-person workshops, there’s a way that you have to build your website and there’s a way that you can build your website. It doesn’t matter how motivated you are, it’s not gonna work if you don’t do it right. What about your sales funnel? What about your sales script? Talk to a guy today, huge deal, this is another win of the week. He has a dude who’s answering the phone for him and the dude is not him and so he’s able to have time freedom and not be answering the phone all the time. Now Jim Stovall what were you gonna say there? Well I was gonna say that has huge implications on his business not for today but down the road yes for today that he has that freedom but now because someone else is answering the phone for him he has the opportunity to work on his business and observe that person and hopefully duplicate his business one day and have another location where someone else is answering the phone or two people at this location. But it gives him the ability to grow where if you’re the one doing everything, it stunts you. Brandon, when you hear someone say you need to work on your business, what comes to mind when you hear the idea, yeah, I need to work on my business? We hear that term so much as entrepreneurs, but what does that mean to you, the concept of working on your business? Planning out how we’re going to get cabinets from start to finish to the clients. It’s the marketing, how we’re going to get clients in, the execution. It’s more of the planning of the business as opposed to actually working in the business and building cabinets. For somebody out there who’s listening, who maybe wants to be an entrepreneur. According to Forbes, Forbes magazine, by the way, Steve Forbes is writing the foreword for Jim Stovall’s newest book, You Gotta Get at the Art of Productivity. Thank you so much, Mr. Jim Stovall, for sending us an advanced copy of this book. Forbes says 57% of the people listening out there want to start or grow a business. 57% of people want to start a business. What advice would you have for somebody out there that’s maybe you know thinking about maybe wanting to start a business but hasn’t done it? What kind of advice would you give to your younger self you know years back before you started or what advice would you give for the person out there listening who wants to start that company? Plan, plan, plan. You can’t plan enough. Can’t plan enough. You cannot plan enough and put it in writing and execute it. This just in from the head guru of Elite Cabinets, Brandon Massey, must plan, plan, and plan some more. Vanessa, this just in. I have a quick question for Brandon. You know, I just met you tonight. I know many of our coaching clients, because I’m here in the building a lot, but I think we must pass in the night. No, I don’t know. I think we must be on different days or something. So you’re a new coaching client, but you’re someone who has a business you’ve had around for two and a half years, so relatively new. Has being a coaching client of Thrive15, has it enabled you to work on your business more? In what ways? It really has, absolutely. It’s really channeled my focus more on planning times to actually plan my business. Because otherwise it seems like that could easily get away from you as you’re working in your business doing things. But it kind of, I noticed this with all of our coaching clients, and that’s why I wanted to bring this up, it makes them set a time, and that’s what makes our business grow, to work, to be kind of led by the hand, or these are the steps you can take to consciously work on your business. I love it. You know, Dr. Zellner, his thing that he does with me that’s so powerful as a mentor, it’s cool, I love having him on the show, but as a mentor, it’s great. He always knows where he’s going with his life. Yeah. And he’s very specific about it. So he says, hey I’m going to take my son skiing. And he does. Yeah. And he says, hey, Clay, I really want to get this radio show off the ground. And we do. But to say yes to things, you also have to say no to tons of things. You have to. And he’s really, really good at saying no to things. And one of the ways Thrivers, it makes it easier to say no to things is when you have the data in front of you. And that’s why that second marketing guardrail is so important. You’ve got to know what you’re paying per confirmed deal. And so, Brin, I want to ask you, I’m going to share my war stories, and feel free to chime in if you want to, okay? You can just go, I’ve never done that. But I’ve been to trade shows where I’ve had zero customers come in. Because I tracked, I was able to go, you know, that wasn’t worth my time. I’ve engaged in Yellow Page advertisements that were very effective and other books that weren’t effective at all. I’ve done mailers. I’ve done magazines. I’ve done magazine ads. You don’t have to mention the specific thing necessarily, but have you ever done some advertising in the past where you’re like, that did not work. This just didn’t. Have you ever done some advertising or do you have kind of a move that you’ve found that works well for you? Talk to me about advertising. We don’t really advertise. The only advertising that we really do is person to person with customers we know and referral from clients that we’ve done work with in the past. I think your beauty is a form of human advertising. You’re walking around, people on Facebook Live right now are going, wow, I want a friend of that guy. That’s Brandon Massey, I’ll friend him. I mean, you’re kind of like, I think you use eye candy. He’s using his body to sell. He’s unbelievable. People just want him in their home doing the cabinets. Why don’t you just put yourself on a billboard and let Tulsa have at you there, my friend? I’ve never thought of that. I’m just saying, he’s a beautiful man here. He’s got all the ideas. It’s like having Fabio. You ever see one of those romance novels? You ever see one of those romance novels where it’s like, that’s what he’s like. He’s just unbelievable. Now Thrivers, the thing is you’ve got, you have to know though, you’ve got to know what does it cost you per confirmed deal. If you don’t know, don’t pass go. You’ve got to figure that out. Now we’re moving on to the next move. You’ve got to have a marketing tracking wall. You’ve got to ask every customer, how’d you hear about us? And you’ve got to track that stuff. You have to do it. And you know why you have to do it? Vanessa, do you know why you have to do it? Well, I’m guessing because I don’t want to be spending all my money on something that doesn’t work. And honestly, not know. So here’s the deal, Thrivers. If you have a three-legged marketing stool, one of the legs will be working better and one of them won’t be. So let’s give an example of some ads that are great, great advertisement situations that are out there, but maybe they’re not working so well. So I’m going to start with a win of the week. Another win of the week from a Thriver just like you. This is Faith Church. So if you’re in Google right now, go ahead and type in South Tulsa Church. And look who comes up there. It’s South Tulsa Baptist. And then it’s Faith Church. Faith Church. There he is. Win of the week. He’s a great guy. And he’s another guy who was nowhere to be found, right? Well in the Google game, we’ve helped him a little bit. He was somewhere to be found. He was changing the lives of thousands of where he was found. But he’s at 81st and Memorial. It’s called Faith Church, and now he’s on page one of Google. But he did these things called mailers this week. Now Thrivers, if you’re going, what’s a mailer? I’ve never used a mailer. It’s probably because you’re a millennial. You’re very, very young, and you’re not used to mailing things. But it’s just email. Yeah, you’re going, does that email? No, I’m thinking of a physical mailer. Do people actually use those? Yeah, they do. And so Donna Flanagan, yet another, the wins of the week, they just keep coming in. It’s like we’re playing with Wayne Gretzky or something today. Just, oh! So what happens is he ends up doing this mailer to all the families that live within about a two or three mile radius of the church. Many of you are listening right now going, mailers don’t work, they don’t work at all. I would never do a mailer. Well, he does mailers. He’s to the top of Google. And he’s doing Facebook ads to promote the church. And he said this Sunday, he had all these new families coming in, and six of them said they came in as a result of the mailer. And who did the mailer? A Thriver who lives in Valparaiso, Indiana. I love it. Donna Flanagan. Connecting all the worlds. This is Donna’s number. For all your mailing needs. Donna, I’m so sorry to give out your personal number on live radio, but it has to happen right now. So here we go. It’s 219-464-9871. If you’re looking for someone who can help you do bulk mailers, because he wanted to mail just to families who live within a certain area, it’s 219-464-9871. It’s Donna with the Bulk Mailers. I’ve got to add this because Donna is, I’ve never met her, but she’s awesome and she really went over the top of me and our family and sent out Donna’s Flanagan Fairies, I believe it was, and a whole gift package for our kiddos, complete with fairies. All kinds of stuff, so super, super cool. If you’re trying to get customers and you’re trying to figure out the best way to mail. You want to mail to a specific demographic, visit mybulkmail.com. Mybulkmail.com you can learn more. When we come back we’re talking more about mixing it up with your marketing guardrails. Stay tuned, Thrive Time Show. Alright, welcome back to the Thrive Time Show. For those of you just tuning in for the first time, you could be on the other station. You could have been on the other station listening to politics. You could wonder, you know, you could be listening to them discuss whether they should build a wall, whether they shouldn’t build a wall, whether they should deport people, whether they should import people, whether the refugees should come here, whether they’re ever going to balance the budget, whether they’re going to fix the pipeline, whether the economy’s going to fall apart, whether the interest rates are going to go up. Or you can be listening to the Thrive Time Show. Right now we talk about practical things, practical action steps that you can take to improve your life. And what’s fun about the Thrive Nation is there’s about, from what I can tell right now, there’s about 10,000 of you around the planet that are sort of percolating. You’re starting to find each other, you’re emailing each other, and you’re realizing, wait a minute, this guy’s a good guy. And he has kids, and I own a business, and he owns a business, and we’ve got to do things a certain way. My day is kind of challenging, organizing my day. I’m an entrepreneur, he’s an entrepreneur, she’s an entrepreneur, she’s a mom, I’m a a mom. I’m a mom. She’s an entrepreneur. And all of a sudden you realize it’s the Thrive Nation. And I’m going to tell you what, we have a name for you people, for you people out there, you great people. We call you the Honey Badgers. And why do we call you a Honey Badger? Because a Honey Badger is the most tenacious animal on the planet. And to start a successful company, you must absolutely be tenacious. But you also have to accept responsibility for where you are right now. And so we have a Thriver who listens to our show, and one day he woke up and realized he was blind. He wasn’t blind at birth, but one day he woke up and realized, I can’t see. And so what he did, I think anybody would do this, is he sort of had a meltdown. His speeches are well documented, but Jim Stovall, the Tulsa success story, the entrepreneur, he basically kind of internalized, wasn’t sure what to do with his life, but then he realized I’ve got to accept responsibility for where I am, even if it’s not my fault that I got here. So the example is he’s blind. Does he deserve to be blind? No, he can’t see. But he said, you know what, I can’t change the fact that I’m blind, but I can make a vision for my life. Well, this guy is probably the most kind, generous, thoughtful human I’ve ever met. And the other day, he blows my mind. But he’s listening to our show and he sends me a copy of his newest book that he’s authored with Steve Forbes. The forward of his book is by Steve Forbes. You know Forbes Magazine? So these guys are working. You know, Tulsan right here is working with Forbes Magazine. How cool is that? Yeah. He works directly with the Napoleon Hill Foundation. It’s amazing. It’s awesome. That’s the organization I named my son after. Napoleon Hill, the best-selling success author. My son’s name is Aubrey Napoleon Hill. He works directly with this guy. So he sent me a copy of his book, The Art of Productivity. I just finished reading it, and one of the things he said in here just blows my mind. The whole book blew my mind. I’m just now duct taping my cranium back together. But he says, only when you accept the responsibility for your past that has resulted in your current condition can you take control of your actions today, which will create your future successes tomorrow. We live in a society full of people who love to blame their mediocrity on everyone and everything other than themselves. As a corporate and arena speaker, I have had the privilege of talking with literally millions of people. After some of these events, I have a chance to visit with these people who have sat in my audience. Oftentimes, these people share with me that their life is not where they want it to be. They are not pursuing their passions, not reaching their goals, but they invariably hasten to add, if you knew my family, you would know why I’m not succeeding. Or I’m where I’m at today because my boss is an idiot, or the weather is too hot, or the taxes are too high, or Jim, I’m the middle child. But here’s a guy who’s 100% blind, and he’s realized, listen, I have to accept responsibility for where I’m at right now. And if you’re listening today, and your marketing isn’t where it needs to be with your business or the business you want to start in the future, it has to start with you saying, I have to take control of this situation. So Vanessa, you and I, when we were building the DJ connection, you would go to work over to Office Depot. Yes. You remember that? I do. Did you go on foot mainly or did you drop me off mainly? What was the deal? It was kind of an either or thing. We had one vehicle, so on certain days I would drop you off and then I would drive over there and other days you you know this time we’re going to OSU Okamogi so you would take the car and I would walk from you know I would go to school at ORU and then I would walk over to Office Depot. And you would come back oftentimes to our apartment complex. Walk home there. Walk back to the apartment right behind the Marriott Hotel at 71st in Lewis. Fountains. In the fountains yeah. I knew it sounds kind of. Fountain crest or something like that. Fountain crest sounds kind of a luxurious but it wasn’t. We were on the second floor, we couldn’t afford air conditioning, we couldn’t afford… We made the choice to say, you know what, instead of air conditioning, we’re going to buy these ads. And that’s what we did though. That’s right. We accepted where we were, and we decided to buy ads. We had a vision for where we were going, why we were making this decision, and how we would get there. Now, the thing is, once we did those ads, I was on a mission though, because I had this vision that I was going to wow every single customer. And this is where I want to pick our special guests, I want to pick his brain on this, because this is his move, by the way. This is like his secret move, Brandon Massey with Elite Cabinets. But Jim Stovall writes about this in his book. He says, the art of productivity. He says, success is simple, but the mission towards success is never easy if you have established a worthwhile, significant and meaningful goal. If you are a mountain climber, it might be your goal to climb Mount Everest. If this is the case, you have now established a goal and defined success in your own terms. That’s the simple part. Your mission is what you will find to be the not so easy part. So what happened is we would go out there and market and my goal was to wow every customer. Every time. So if someone booked me for their wedding, I wanted to wow them. I wanted to get applause. I wanted them to love it. And Brandon, you’ve said that you’ve pretty much grown your business from word of mouth by connecting with the customer and doing what you said you would do, right? That is correct. So how do you do it? Break it down. What are the steps? If I’m listening right now and I’m not getting any word of mouth, if I’m listening and going, I don’t get any word of mouth. I’m a cabinet guy and I don’t get any word of mouth at all. I mean, how are you doing it? What are the steps? What’s your process? You’ve got to over-deliver. You’ve got to sell yourself as you’re the best and not only deliver that, but go above and beyond that. How do you go in a practical level like with your cabinets? Let’s say that I hired you to install some cabinets and you put in, what’s the cabinets everyone’s wanting right now by the way? What’s the kind of cabinets that, what’s the most popular cabinet right now? High gloss acrylics and super mats. So I get a super mat, high gloss acrylic, is that even possible to do that combo? Is that multiple? That’s kind of an oxymoron, but okay. Super gloss, high gloss, super mat, it’s one or the other. I got super high gloss. I’d tell him I’m a high gloss boss. I order that stuff. I pay for it. You deliver it. How do you wow me? What’s your move? It’s got to be perfect. It’s got to be absolutely perfect. Everything down to the smallest, smallest detail. But you actually will sit there and inspect it, look at it, make sure it’s perfect for the customer. Absolutely. I’m personally in there on every job, and I’m doing the final touches and making sure everything is perfect. And if it’s not, we’ll make it right. So when you pick up your phone, and you get a voicemail or something, you pick up your phone, most people are saying, hey, I heard of you through a friend. Is that the move for you? I mean, that’s where most of your business comes from? That’s pretty much it, yeah. You guys did a great job over here. I want to try you out, and they get to know us, and that’s it. Well here’s the deal, Thrivers. If you’re listening right now, and your business is not growing the way you want it to, you’ve got to define your mission statement with how you’re going to treat your customers. Because we all get customers of your business, you’re all going to have a few customers, a few swings, so to speak, but you’ve got to make sure you hit a home run every single time. And to do that, I would encourage you to make very specific and detailed checklists. Because when your service becomes a function of marketing, great things begin to happen. So we get back, we’re going to deep dive into checklists and the specifics of how to make a detailed checklist so you can create an unbelievable customer service experience. All right, Thrive Nation, welcome back to the Inspiration Conversation. It’s the Thrive Time Show on your radio. And today we’re talking about a subject that I love. It’s how to make your business grow through effective marketing. And specifically, we’re talking about the three marketing guardrails that you absolutely have to have in place. If you missed the earlier segments, I’m telling you, guardrail number one is crucial. You absolutely must know how much you’re paying per lead. Now move number two, guardrail number two, is you want to know how much you’re paying per confirmed deal. You have to do that. But as you’re doing that, you don’t want to lose… You’ve got to understand that the whole reason to do all this stuff is you have to have a vision for your life of what you want your life to become. If you don’t do that, growing a business, all these details, all these checklists, all these things we have to do will seem kind of pointless if you’re not going in the right direction. One of our loyal listeners, a great Tulsan multimillionaire, super success story, the famous author who became blind as a young man and went on to become a very successful person. He wrote this book here called The Art of Productivity. This is Jim Stovall and the foreword was written by Steve Forbes of Forbes magazine. I mean this is huge. It’s right here in Tulsa. He sent us this book here in early edition and I want to read you a notable quotable from his book that blew my mind on page 35. He says, I learned that sight is the ability to see the world around you by capturing images through your eyes into your mind. Vision is the ability to capture the world around you in your mind as it should be and make it a reality. That’s great. Both sight and vision are valuable commodities, but as a person who has lived with and without both, given the choice, I would prefer vision over sight. So good. I mean, that right there blows my mind. So I want to ask you this, Brandon, because we have a very special guest on the show here. We have Brandon Massey of Elite Cabinets. Brandon, what’s your vision for your life? I mean, why did you build this business? Did you hit your head on the toilet seat one day and you’re like, oh, I should make the flux capacitor? No, no. I should make Elite Cabinets. I mean, when did you get the idea to start the business? Where do you see this thing going in the next couple of years? We’re growing. We’re going to continue to grow. We started just to provide a service. It’s something I enjoy. I’ve been a carpenter my whole life pretty much and it’s just kind of natural progression. The vision is we’re going to grow and provide a great life for my family. Vanessa, I want to ask you this. For anyone who’s listening right now, maybe they’re a mom, maybe they’re married to an entrepreneur guy, maybe they’re a woman who is the entrepreneur and they’re married to a man-bear pig. What advice would you have for somebody out there who feels like they’ve sort of lost touch with their vision for their life and they’re just sort of drifting along and they’re going I’m not sure I’m getting where I want to go. What advice would you have? I really think that no matter who you are, a business owner or not business owner, if you feel like you’ve lost the vision or you don’t know where you’re going, you’re kind of running in circles, you need to take a moment and you need to stop and you need to write out where you are now, where you want to be in five years. What does that look like as far as time with your family, time with your spouse? What kind of environment do you want your kids growing up in? What are the qualities you want developed in them? What skills? And then sit down with your spouse if you’re married when you do this. Find out what they want in those same areas. Find out what you want together and then you need to sit down and make the practical steps of, okay, if these are the character traits I’m wanting to develop in my children, or if these are the skills I want them to learn, what are the steps I need to learn to get there? If this is the lifestyle I want to lead, maybe you’re wanting to be debt free, maybe you want to simplify, maybe you don’t, maybe you want a lot of stuff, I don’t know what you want, but what are the steps now? What kind of income do we need to make to do this? What kind of time freedom do we need to have to do these workouts that we want to do? Do we want to do these together or do we want our separate time? Every single goal you have has to have a step with it in how you achieve it. I think a lot of people struggle with taking a big idea and breaking it down into the very small simple steps they have to take. I think that’s the hard part. I don’t know, Brandon, if you feel like that as an entrepreneur, but I think that’s the hardest part for most entrepreneurs is you have a big goal, but breaking it down into specific steps. Has that ever been a challenge for you as you built the business? It has. It’s been one of my biggest challenges, actually. And I’m learning more and more about writing those goals out and trying to break them down into specific actionable items. Well, here’s a guy who broke down all these big ideas into really small, specific steps. And I love his books. You might go, this guy’s boring. I don’t even like this guy. He’s not exciting at all. Well, the thing is, motivation, let me tell you what motivation, motivation has its place. It’s important that you’re motivated. But I believe that inspiration is the reward. And inaction is really your giant and action is your sword. Can you repeat this slowly and break that down for everyone? Because it’s so deep what you just said and it’s so good, but I think it went over a lot of people’s heads. I think inspiration is the reward you get for taking the action steps you don’t want to take. That’s what inspiration is. It’s a reward. You go, I’m so inspired because you took action. You had to start by taking… So you’re inspired by your own action because it clicks in your mind, wow, by taking these actions of whatever your goal is, by taking these actions of eating right or whatever, I’m that much closer to my goal. So now I’m inspiring myself by the action I’m taking. Is this correct? Yes. And Andrew Carnegie, one of the world’s most successful people during his lifetime, he said that people that cannot motivate themselves beyond, who cannot motivate themselves must accept mediocrity. So that’s the first big idea. Inspiration is in fact the reward. You can’t wait for it to happen. And like you said, you’ve got to self-motivate. You can’t wait for someone else to do it for you. But the real monster, the big giant that you’re fighting is really inaction. It’s doing nothing. That’s the problem, is doing nothing. That is the giant. And so the sword that you use to slay the giant, right, the sword that you use to slay the giant, the lightsaber, that right there is action. So again, inspiration is the reward, okay, but inaction is your giant, and action is your reward. It rhymes. Hopefully it gets stuck in your head before you go to bed. Action is your sword. Action is your sword. Action is your sword. That’s right. That’s right. Now, here’s the deal, Thrivers. If you’re listening right now and you’re going, okay, I don’t know how to break these things down, and what do I do, because I know I want to wow my customers like Brandon said I should do, but how do I do that? I keep forgetting steps. Well, this is from Atul Gawande in his best-selling book called The Checklist Manifesto. Who’s he? He’s a guy who’s a Harvard medical professor. I’m not impressed with that. Well, then you need to go to a new show. But he says this. He says, man is fallible, but maybe men are less. What’s he talking about? He says, an individual man will forget something, but maybe if a group of men get together and make a specific checklist, maybe it will be, there will be less errors. He goes on to say, good checklists, on the other hand, are precise. They are efficient to the point and easy to use even in the most difficult situations. They do not try to spell out everything. A checklist cannot fly a plane. Instead, they provide reminders of only the most critical and important steps, the ones that even a highly skilled professional using them could miss. Good checklists are above all practical. Practical he goes on to say the volume and complexity of what we know has exceeded our Individual ability to deliver its benefits correctly safely and reliably, so I’m just gonna tell you this when our team does search engine optimization We use a checklist and do you know why we use a checklist because it’s so complicated Like it blows my mind I don’t know how complicated Putting in the cabinets can be but it’s got to be very complicated because I can’t figure it out. I mean, do you have a checklist that you kind of use to make sure you don’t forget tools and stuff, man? Or how do you keep track of all your stuff? Checklists are key. There’s checklists in every aspect from the bidding process all the way to the installation process. Well, he goes on to say, Atul Gawande says, we don’t like checklists. We think they can be painstaking. They’re not much fun. You hear that, Thrivers? They’re not much fun. But I don’t think the issue here is mere laziness. There’s something deeper, more visceral, going on when people walk away not only for their life savings and for making money, it somehow feels beneath us to use a checklist. An embarrassment. It runs counter to a deeply held belief about what the truly among us do, those that we aspire to be like, how they handle the situations of high stakes and complexity. The point is we all need a checklist. If you don’t have a checklist, you’re going to make some mistakes. Thrivers, stay tuned. We come back at Thrivetimeshow.com. All right, Thrive Nation, welcome back to the Thrive Time Show on your radio. Today we’re talking about marketing and specifically the three marketing guardrails that we all need to grow a successful company. Okay? And so the final one, the final one is you must know your return on investment for your marketing. You’ve got to know how many dollars are going out and how many are coming in from that marketing resource. And it’s so important that you track that stuff. I don’t, I want to, I want to encourage you in a positive way. I want to be nice. I want to be kind. I want to, I want to be the guy that you say, this guy doesn’t yell at us. You’re about to lay down the hammer, I think. I think you’re going to wind it up there. You’re going to be nice, but you’re going to give it to us. Well, I called Bill Belichick’s office, and I was unable to get a hold of the man because apparently he’s celebrating a Super Bowl victory still. But I was able to get some audio of Bill Belichick saying this, and I thought I could just play it for the Thrivers. This is what Bill Belichick would tell you if you’re going, I just sometimes forget to track. I forget to ask sometimes. I don’t have it in a script. I get busy. I forget. This is what he wanted to tell you. But I mean that’s the essence of what it is. You’ve just got some passion. He’s got some passion. And I asked him, I said, well Bill, what if the people listening don’t have the time to make a checklist? What if they don’t have time? And I couldn’t get him on the phone But they sent me this audio So apparently he wants you to not take any days off until you figure it out I’m just gonna do this. This is the me and do your job. So this is a move here thrivers You’re going to have to ask yourself right now. This is the deal. When are you going to do these three things? When are you going to do these three things? When are you gonna call time out? When are you going to find the time in your schedule to do these three moves? Okay, so move number one, move number one is when are you going to find the time to sit down and figure out what you’re paying per lead? When are you gonna find the time? And so, Vanessa, if someone’s listening right now and they’re like, I’m a very busy mom, let’s say that you were the entrepreneur in the family. We have five kids. I’m the busy mom. I’m the entrepreneur. I’m go, go, go-ing. Today, let’s take an example. You worked on a landing page. True. We worked on two landing pages and an editing video today. Yep. A marketing video. Yes. So you’re working on those. When did you find the time? Because you had to take the kids to stuff. You have to do things. We homeschool them. So when did you find the time there, woman in purple? Well, yes, lady in purple is responding. To me, what I’ve had to develop is I just time block. So I used to do all the homeschool teaching myself, and then I think you’re the one who kind of realized, I said, I need more time. And so we brought in a teacher who three days a week our kids go to. And during that time, I’m 100% at the business getting the things done that I need to get done. That was the landing page. That was another landing page. That was promotional video. Can you explain the process of what it was like to make a promotional video? What kind of stuff were you doing during that time? Well, first off, we had gathered all the clips from… There was an existing video, but we were re-editing it. We had to sit down and choose the clips that we want. We have the audio, which is mostly it was you. What is the goal of this video? You never want my face on a video, you just do audio. We used your face, but I’m saying you were the overall feature of the video because we think what is the goal of the video? The video was going to go for Facebook and let people know a little bit about what our conferences are and what they accomplish. So you only have 30 seconds to get this done. We want them to go to our landing page and check it out to get more information. So we want to give them just a snippet of what the conference actually is. What is this? You probably couldn’t do that if you had kids with you right then. Oh I could not. Or you couldn’t do it if you were on the cell phone right then. No and I can’t be with my kids if I’m doing something else either. So I block my time. Where I know, okay, in the morning I’m getting the kids ready, we’re doing the chickens, my daughter does the chickens, she’s amazing, okay. She’s a chicken whisperer. We’re all doing our different roles. I’m doing the others hair, getting our stuff together. We leave. I drop the kids at Ms. Tristie. She’s amazing. She’s taking care of school for the day. I know my kids are safe and healthy and happy. And then I am 100% focused here. And any phone calls I am taking during this time are about the business. They’re from clients wanting to schedule things. They have to do with payroll. So I’m 100% here. So you’re time blocking. That’s your move then. I time block and it works great. I could not be doing both and being two places at once. I would go crazy. It would be good. For the thrivers out there who are going, I don’t know if I want to time block. I’m so busy. You don’t understand. I love to update my Facebook and my Twitter. And I love that I just synced them all with Hootsuite and I got all these updates coming in. Oh, there’s another update right now. Here’s another update. And then you go, I’m also trying to make sure that I’m doing real-time Facebook Live. I’m going to tell you what, if you can’t time block, I want to tell you what’s going to happen if you can’t handle the concept of time blocking. You can’t handle the truth! Here’s the deal, your life is going to explode and you’re going to end up living in a van down by the river. We’ve got audio, we have very specific audio of what, we interviewed a motivational speaker and we said what’s gonna happen if if the Thrivers cannot time block and this is the audio live audio here he this is what he says as you go out there that you’re not going to amount to that spot. That’s what’s going to happen if you don’t time block. I’m being serious. It’s impossible to succeed as an entrepreneur. So I want to ask you this here. I’m going to put you on the spot here, Brandon. When do you make time to do stuff like marketing tracking or to make your checklists or to respond to your emails. I mean, when do you do it? When is your time to do the strategic planning and thinking about your business? First thing in the morning when I get to the office, I’m going through my emails, scheduling out my day, setting specific times to do specific things, whether it’s working in the business or on the business. And then when the time comes, I have to stop doing everything and actually focus on that. Do you have a specific chair that you sit in? Just my desk chair. It’s just a normal chair. It makes me laugh. It’s nothing special. What kind of music do you listen to? I don’t. You don’t? So it’s quiet when you’re doing your thinking? It’s quiet. I’m all by myself. No one around me. No distractions. It gives me a chance to concentrate on what I want to accomplish that day. Vanessa, what were you going to say? It just makes me laugh the whole thing because I know what Bird is getting to, or Clay is getting it. For Clay to get in the zone, he needs the right chair, the right music, and the music for him is not a distraction, but it actually helps him focus. So it’s interesting how different it is for everyone. He needs the right temperature. He needs the right smell. He’s got that opinion. As long as I have my coffee. Yeah, so everyone has their different needs and demands. Some of you Thrivers, we have a Thriver who called in just a moment ago and we luckily were able to snag the call and then he hung up. So this is the audio of what he just said. Shirley, you can’t be serious. I am serious. And don’t call me Shirley. Alright, so here’s the deal. I do have a specific chair. I do have a specific temperature. I do have specific music I need. It better be spot on. It better be spot on. It’s so good. I think you’re realizing how intense these demands are, but it’s good. It helps him get in the zone, get in the mood, get the stuff done, and it works. It’s 100% true there, Thrivers. I’m just going to tell you what. You’ve got to know what is your condition or your setting, your area. You have to know yourself, and you have to know where do you need to be and when do you need to be there, and what do you need to be doing in order to create this thing called meta time. Meta time, meaning from the Greek word meta, from the Greek word meaning above. Meta means above. You want to work above your current reality. You want to move beyond maintenance. You want to be proactive. I have to interrupt and let Thrivers know the true nature of your meta time because it is so good. You know, when we travel, Bird has a move. Clay has a move. I keep calling you Bird on air. You call me Bird on air. Too intimate. Thrivers will start calling me Bird. Yeah, and they cannot. Only I can call you bird. So the point is, is that we travel. What the heck is going on? He loves to scare me. Okay, so getting me all flustered and off track. But when we travel, he likes to create this ambiance so he can work. It’s got to be perfect. He doesn’t have his chair, doesn’t have his room, doesn’t have his music. He turns on the music and he turns on on a totally hot full blast the Shower, and he runs it literally I am NOT joking because it’ll get up at 3 in the morning start doing all his emails and work for Hours until if you open the door it is literally a rain forest It’s raining inside of the room is it raining inside of the bathroom And he never it never seems weird to him it always cracks me up And I just go into the swamp environment is what we call it. I don’t know if it doesn’t seem weird to me. I cannot read, focus, and or think unless I have the right environment. You need your own steam room basically. Yeah, I just have to have the right ambiance or I just can’t focus. A little bit of a diva. Yeah, I am a little bit of a diva. Now Thrivers, if you’re listening right now, here’s the action steps I want you to take today. This is the action steps I want you to take. One, go up to Thrivetimeshow.com and see if the two-day in-person workshops are right for you. Go to Thrivetimeshow.com, find out what the hysteria, what the hype is all about. It’s a two-day in-person workshop. We have some scholarships that are set up from some very generous Tulsa investors. Everybody can now afford it. Go to Thrivetimeshow.com. Two, go to Thrivetimeshow.com and find the archived podcasts of maybe some radio shows you’ve missed in the past. Three, you can go to thrive15.com, the world’s best business school, thrive15.com. For $19 a month, you can learn what you want. Or move number four, you can sign up for in-person one-on-one business coaching. But Thrivers, we’d love to see you on February 24th and 25th at our in-person workshops. And I know that Brandon would love to see you as a customer of his great company called Elite Cabinets. And as always, Thrivers, three, two, one, boom. JT, do you know what time it is? 4.10. It’s TiVo time in Tulsa, Roseland, baby. Tim TiVo is coming to Tulsa, Oklahoma. During the month of Christmas, December 5th and 6th, 2024. Tim 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? Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying, Tip Teebo is going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Folks, I’m telling you, if you want to learn branding, you want to learn marketing, you want to learn search engine optimization, you want to learn social media marketing, that’s what we teach at the Thrive Time Show two-day interactive workshop. If you want to learn accounting, you want to learn sales systems, you want to learn how to build a linear workflow, you want to learn how to franchise your business, that is what we teach at the two-day interactive Thrive Time Show business workshop. You know, over the years we’ve had the opportunity to feature Michael Levine, the PR consultant of choice for Nike, for Prince, for Michael Jackson. The top PR consultant in the history of the planet has spoken at the Thrive Time Show workshops. We’ve had Jill Donovan, the founder of rusticcuff.com, a company that creates apparel worn by celebrities all throughout the world. Jill Donovan, the founder of rusticcuff.com, has spoken at the two-day interactive Thrive Time Show business workshops. We have the guy, we’ve had the man who’s responsible for turning around Harley Davidson, a man by the name of Ken Schmidt. He has spoken at the Thrive Time Show two-day interactive business workshops. Folks, I’m telling you, these events are going to teach you what you need to know to start and grow a successful business. And the way we price the events, the way we do these events, is you can pay $250 for a ticket or whatever price that you can afford. Yes! We’ve designed these events to be affordable for you and we want to see you live and in person at the two-day interactive December 5th and 6th Thrive Time Show Business Workshop. Everything that you need to succeed will be taught at the two-day interactive Thrive Time Show Business Workshop December 5th and 6th in Tulsa, Oklahoma. And the way we do these events is we teach for 30 minutes and then we open it up for a question and answer session so that wonderful people like you can have your questions answered. Yes, we teach for 30 minutes and then we open it up for a 15 minute question and answer session. It’s interactive. It’s two days. It’s in Tulsa, Oklahoma. We’ve been doing these events since 2005 and I’m telling you folks, it’s going to blow your mind. Yes, ladies and gentlemen, the Thrive Time Show two-day interactive business workshop is America’s highest rated and most reviewed business workshop. See the thousands of video testimonials from real people just like you who have been able to build multi-million dollar companies. Watch those testimonials today at Thrivetimeshow.com simply by clicking on the testimonials button right there at Thrivetimeshow.com you’re gonna see thousands of people just like you who 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. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? What do I do? How does it work? You just go to Thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to Thrivetimeshow.com. 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 could afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. 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 am super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russell, Oklahoma. It says Tulsa, Russell. I’m really trying to rebrand Tulsa as Tulsa, Russell, sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office. And so it’s going to be packed. Who? You! You’re going to come. I’m talking to you. You can just get your tickets right now at thrivetimeshow.com and again you can name your price. We tell people it’s $250 or whatever price you can afford and we do have some select VIP tickets which gives you an access to meet some of the speakers and those sorts of things and those tickets are $500. It’s a two-day interactive business workshop over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented, over the last 35 years, 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars, and I’ve worked with a lot of major companies. And I think I’ve learned a few things about what makes them work and what makes them not work. Now, why would a man living in Hollywood, California, in the beautiful sunny weather of LA come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation, really life-changing, and I’m looking forward to seeing you then. I’m Michael Levine. I’ll see you in Tulsa. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter Bunny but inside of it it was a hollow nothingness and I wanted the knowledge. They’re like, oh but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on hot coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner, and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person, two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you’ve got to do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy, at King’s 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 we have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark, Clark is a friend of a good friend, Eric Trump, but we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought, since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who’s my age, and I can say or cannot say. Well, I have to, 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, and he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books and I went from being an employee to self-employed to the business owner to the investor and I owe a lot of that to you. And I just want to take a moment to tell you thank you so much for allowing me to achieve success and I’ll tell you all about Eric Trump. I just want to tell you thank you sir for changing my life. Well, not only that Clay, you know, thank you, but you’ve become an influencer. You know, 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 the greatest thrill for me today. Not thrill, but recognition is when people, young men especially, come up and say I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the academy at King’s Point in New York acta non verba watch what a person does watch what a person does not what they say