Entrepreneur | Creating A Dream 100 List

Audio Transcription

Get ready to enter the Thrivetime Show! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now, 3, 2, 1, here we go. We started from the bottom, now we’re here. We started from the bottom, and that’s what we gotta do. All right, Dan the Man, we were talking about the Dan Plan, and specifically creating a Dream 100 list. Yeah. You’d asked how to do that, so I’m going to dive into it with you. Let’s rock and roll, my friend. So step number one is define your ideal and likely buyer. So let’s talk about that. There’s a notable quotable from David Packard. This is the guy who’s co-founder of Hewlett Packard. He says, marketing is too important to be left to the marketing department. What am I talking about? You need to go ahead right now as an action step, you and every Thriver watching, you need to define your ideal and likely buyer with as much detail as possible. So I’m gonna give you all the categories and if you can jot these down, okay? Perfect. One, talk about their gender. Are most people who are booking you right now, men or women? Women. So, is that your ideal and likely buyer is women? No, that’s the issue. So, it’s because I was working a lot through wedding videography, so I’m trying to break my field into, like businesses and stuff, and so there’s a lot of guys that I’m so men and women Yeah, okay, so maybe for you for this maybe it’s men and women mm-hmm, then you want to think about well, okay? What gender are they want to think about their demographic? You know like where do they live in your town? You want to start to think about how much money are they making you want to start to but you really want to describe all of the details related to Who is your ideal and likely buyer. Now the concept of the Dream 100, I wanna make sure we’re getting this, Chet Holmes talks about this in his book called The Ultimate Sales Machine. You’re trying to get the best buyers. You’re trying to get 100 people who have the capacity to refer you an enormous amount of business. So as an example, one of the clients I used to do some work with, he’s a builder and he found that other construction companies could refer him. He’s like a subcontractor. He found out that the companies could refer him. So he goes over to these companies and one company is an appliance store. And he finds out that the appliance store itself won’t recommend him, but the sales reps who work at the appliance store are the ones who do all the referring. So he put his emphasis on getting all the sales reps at this appliance store and all the appliance stores like it to refer him. And that’s how he grew his business. So he just focused on appliance stores and all the sales reps and now he has, he targeted 100 of these people. That’s what you do with the Dream 100. You target 100 people that are likely to refer you and now today he has a very successful company and he basically lives off of referrals of sales reps. Is this sort of like establishing a niche with specific people, like looking for, I don’t know, like what this guy was looking for. He was targeting appliance stores. That’s like his niche was targeting appliance stores so that he could get these referrals. Is that? Yeah, because he’s down here doing construction, custom remodeling. And he’s thinking, you’re asking yourself, who runs into my ideal and likely buyers every day. Another example, in the wedding photography business, we work with brides. So you’d ask, who works with brides every day? And you’d go, well, that’d probably be a jeweler, that’d probably be a bridal store, like they sell gowns, and that would probably be a venue, and that would probably be a florist and then you would want to add on your dream 100 list You’d want to make sure that you have jewelers Brottle stores venues and florists all on your list. Okay, make sense Mm-hmm one more example just to make sure we totally get this. Let’s say that I’m a Real estate agent. Mm-hmm. Well, I’d ask myself. I’m a real estate agent. Who are the people that are constantly running into customers looking to buy or sell a house? I might say contractors. A lot of times before someone sells a house or buys a house, they talk to a contractor. I would say insurance companies. I would say homeowners associations, and I would want to make sure that all of those people refer me business because I want to get paid. So my dream 100 would consist of, if I was a real estate agent, HOAs, contractors, insurance, landscapers, the wedding business, it might be jewelers, brattle stores, venues, florists. Every business is a little bit different, but you need to think about who are the people that have the capacity to refer you the most business. Okay? Okay. So step number one is define your ideal and likely buyer, but think about who is it that has the capacity to refer you the most of those people. Okay. Good. Step two, you want to define who is not your ideal and likely buyer. In a notable quotable that comes to mind here from Donald Trump, he says, sometimes your best investments are the ones you don’t make. Well, if you’re marketing to everybody, that’s not really the most efficient use of your time or money. So as an example, if you bought a TV commercial today, and you bought a TV commercial, and and it’s broadcasting all across your city, and the entire city gets reached, that’s probably not a good use of your dollars. Because if you own like a fitness gym, or if you own a, let’s say a wedding focused bakery, you only wanna, if you own a fitness gym, you only wanna reach people who are interested in fitness. If you have the bakery, you only wanna reach people who are interested in hiring someone to bake items, you know, to buy your baked items, like a bride or event planners or something. You want to focus, and so what you need to do with the Dream 100 is we’re just choosing, okay, here’s my ideal and likely buyer, and I’m only gonna focus here, and I’m gonna save all these other dollars. I’m not gonna use these dollars to market to the whole city. I’m gonna take a laser beam and focus just on my core audience. Does that make sense? Okay. So this third area is you want to determine where they live. Where they live. And I’m going to read this quote to you, okay? It says, I tell founders not to sweat the business model too much at first. The most important task at first is to build something people want. If you don’t do that, it won’t matter how clever your business model is. So what we’re talking about is, Paul Graham is saying, you want to build something that your users want, that your customers want, but how are you going to do that if you don’t know where they live or who they are, or you haven’t defined them? So as an example, I live in Oklahoma. There’s just not a whole lot of hockey players here. Yeah. Now, there is some. My son played hockey for a while, but we don’t have a huge hockey industry. Do you guys have a lot of hockey up here in Oregon? There’s a little bit, not much. But if you lived in Minnesota, and you were a sports store, you’d probably want to carry a ton of hockey paraphernalia. You would only want to carry a ton of hockey apparel. You’d want to have the hockey shirts the hockey t-shirts the hockey hats But if you’re in Tulsa, you probably don’t want to have very many So you have to decide okay, where do my customers live? And if you’re that store that only specializes in hockey apparel Maybe you don’t even want to be in Oklahoma because they all live in Minnesota So you need to ask yourself where do they live? Does that make sense? Yeah Because if you do what Paul Graham says here and he says the most important task at first is to build something people want. What if you build something that people want, but the people that live right around you, or the people you’re marketing to, don’t want it? So what about like for, like, let’s say I’m doing commercial, like just commercial, like for businesses, like promotional videos for businesses. There’s businesses all over the place, all over the United States. Where do I want to market that most at? Do I want to go to the bigger cities? And I do I need to like, I guess that’s my question, because bigger cities means more businesses. So I will say this, this is a stereotypical statement that’s, if you’re living in, you’re greatly offended by this, I’m sorry, but here we go. Where I grew up, you know, there’s a lot of great people there, but the video quality wasn’t very good. You know, I don’t think very many local companies outside of the car dealerships even ran commercials. And if they did run them, they weren’t awesome. So the market for a really well-done video is really not that strong. Because people are like, well, my video looks good enough. And you’re like, your video looks pretty terrible. But they go, no, it looks good enough. But in the cities, it’s more competitive, and so now a high quality, because I know what you do is make high quality videos. That’s probably gonna have a lot, you’re gonna have a lot easier sell for a high quality video in a market that values high quality videos. So I would recommend that you would focus on more of the cities around you. Because I’m aiming for the big businesses that have the money, or for the people that have the money, and so that’s what you’re saying, is if I go into the bigger cities, I can find people with more money Yeah, but if you’re watching this and you specialize in selling Chickens, you know my wife and I own all these chickens now Well as it turns out all the people who are raising them. I don’t want my secret getting out babysitter sort of thing but once you know a good babysitter you never want other people to know about the babysitter But here’s the deal, all the people who are selling chickens, all of them, do not live downtown. They don’t? No. So if you had a chicken, you know, business where you sold chickens, baby chickens, you probably don’t want to be in the city. You know what I’m saying? It makes perfect sense. Yeah. So the thing is, you just want to make sure that you, as you’re thinking about marketing your business, that you are thinking about where do my ideal and likely buyers live? And maybe you just had an epiphany, but you probably want to be there. Yeah. Okay. Now this next step is determine how much money they make. Determine how much money they make. So what do I mean? I’m talking about, ask yourself, my ideal and likely buyer, how much literal money do they make? Because if your customers don’t make the money to afford what you’re doing, maybe you need to drop the price. If the customers that you’re ideal customers that you’re marketing to feel like your prices are high, maybe you need to drop them. Maybe your ideal customers you’re marketing to think the price is too low. So there’s a Maserati dealership right by my house. And I don’t even know what a Maserati costs, but I want to say the stickers are like over 150,000 on the car. They’re not focused on trying to sell like a great value. They’re just trying to say, this is the best car. This is the price. If you want the best car, that’s the price is we’re going to pay. However, if they were trying to focus on selling a car that’s a very, very affordable price point, then you just got to ask yourself, who are we trying to market to? Where do they live? How much money do they make, and for Maserati they’re going, the people we’re marketing to make millions of dollars, so we don’t need to worry about that price. Yeah, okay. Cool? Yeah. It’s really, really, really, really important. Step number six is you want to determine what magazines and periodicals they read. So in your case, what magazines and periodicals do you think that your customers are reading? Could be anything from business articles or anything or marketing articles or advertising because people are looking into maybe video on how to advertise better or could be, maybe, I don’t know. Matt, what do you think? Well, it could be like, example, and in Dallas, they have a magazine that is, it’s called something like Big D or something, but it’s a magazine about Dallas and it’s kind of about Dallas business. So it’s all these, you know, this company just bought this, this company just sold this, they just acquired that. If you’re doing business videos, like you do with your business, you would wanna see if you can be featured in here as a contributor. Because if I am reading the magazine, and you’re an expert in the magazine who’s writing something of value, I go, wow, this guy just wrote this article about such and such and I agreed with it or it made sense Or I learned something from it and he does video. Maybe I should give him a call You just want to be the clearly the expert in your area. Okay. Yeah, I make sense. Yeah I know it makes perfect sense. So I’m gonna read this little quote to you here He said Chet Holm says about 3% of the population is open to the idea of buying. The remaining 90% fall into that one of three equal categories. The top third are not thinking about it. The next third think that they’re not interested. So what he’s talking about is that if you’re marketing to, let’s say, 100 people here, there’s going to be, if there’s 100 readers in the magazine, if there’s 100 people reading a magazine that your ideal and likely buyers read, there’s bound to be three or four people reading it right now who go, I’m looking for a video guy. But if you’re writing, let’s just give an example, there’s also magazines they have in Dallas that are for farmers. What’s that dating website where you can date only farmers? Do you know about this? No, I don’t. There really is one? Yeah, I don’t know. We’ll see if we can put it on the screen here. But there’s a website if you want to date a farmer, or you’re a farmer looking to date another farmer. You guys know what I’m talking about. There’s a site where you can date a farmer, and it’s like a Tinder for farmers or something. I don’t know. But anyway. That’s awesome. But the thing is, if you’re writing articles every week in this farmers only magazine, you’re probably not going to sell any of your video deals because that’s not your ideal and likely buyers. So you wanna make sure you’re featured in those periodicals as an expert. Okay. Okay, what if you’re not the best of writer? If you’re not? Well, no, I mean, like I write and stuff, but like, I don’t know. I mean, what if you’re not like an amazing writer? Just get better at it? Yeah, well, I’ll help you on this. For any area, if you choose to be an entrepreneur, you gotta look at it like, let’s say that this is, and if this picture turns out weird, I apologize. But let’s pretend that this is a hand, okay? Well, if this is a hand, and let’s say that, you know, your thumb, you know, is malformed. So for whatever reason, you can’t play the guitar. You just can’t, because your hands just don’t work that way. It doesn’t mean you can’t be a musician. It just means you need to find somebody who has the hands needed to do it. OK, so can I give everyone? So maybe you could be a singer, or you could be a- Can I give someone my ideas, and then they type it out? Yeah, you can hire a ghostwriter. But all I’m saying is your hands have certain skills. And you, as an entrepreneur, need to put your hands to work. And you need to be able to do as a, bottom line, you as a company have to do sales. You as a company have to do marketing. You as a company have to do PR. You as a company have to do internet marketing. You as a company have to do all these skills. But if you personally aren’t good at writing, you can still put your hands to work, but put them to work finding somebody who can write good PR. Does that make sense? Yeah, perfect sense. Who can write good publications, so good articles. Just make sure that you don’t limit your company’s growth based upon your personal skill sets. Just find somebody who can do it. Okay. A ghost writer, okay? Now, the next thing is step number seven. You want to determine what services they buy. What services do your buyers already buy currently? I haven’t nailed my niche down. They probably buy a lot of advertising, but it’s just probably not very good advertising. So I could think about, they probably buy an advertisement in the newspaper, to be honest, in my area. Okay. Well, you know, and the thing is, they might buy advertisements in your newspaper, but think of all the other things they buy. Maybe they buy country club memberships, maybe they buy memberships to a… Maybe they buy rock gym memberships, who knows? That might be it. The thing is, you have to figure out what it is that they already are spending money on and you want to be there. Have you ever seen some of the business partnerships where Dropbox will introduce everybody to a new product or Facebook will team up with like Spotify. Oh yeah, yeah. So the idea of that is, you know, Spotify wanted to get their product into the marketplace and Facebook was already there. So Spotify decided, hey, we’ll team up with Facebook and we’ll get our product out that way. Another example would be Dell computers. These guys already had the market share and Microsoft was trying to get their product into the hands of all the consumers. So they teamed up with Dell. When you bought a Dell, it came loaded with Microsoft. So you just want to think about what services do these people already buy and how could you connect up to them. Okay, yeah. Make sense? Next thing is you want to determine the blogs that they read. Determine the blogs that they read. I’ll give you a notable quotable. For a lot less money, you could send a special direct mail effort to just the best neighborhoods where the best buyers live. The secret is to do it continuously so that you build top-of-mind awareness among those best buyers. So determine the blogs they read. What’s he talking about? What he’s saying is if you were doing mailers, you would just mail over and over and over and over to the same niche area until you can become top of mind to these people. On the blog front, a lot of people now go to blogs every day. I don’t know if you have a blog that you read every day or often, but there’s a lot of people who read blogs consistently. If that’s you, if your customers read these blogs, see if you can be a contributor for those blogs on a consistent basis. Okay. Make sense? Yeah. Okay. Now, step number nine is you wanted to determine what podcast they listen to. So maybe the people who listen to your, or who would be interested in buying your video products, maybe they listen to certain business-related podcasts consistently. Yeah, no, it’s like your example given. I found Thrive 15 through the podcast Entrepreneur on Fire. Okay, cool. You came on there and started talking and I fell in love with your voice. You know, you get it. Yeah, and so then I decided, well, I might as well sign up now. And Clay Clarkson raptured me with his voice. So, no, but that’s a perfect example. You targeted Entrepreneur on Fire because you knew that Thrive 15 is for entrepreneurs, teaching them practical business skills. So you went for John Lee Dumas’s Entrepreneur on Fire, and that’s where you found me at. And that’s what you’re gonna wanna do with your business. You’re gonna wanna make sure that you are where the people who are most receptive to your message would be. I gave a talk recently. I got hired to do a talk for a group of entrepreneurs who are very aggressive about growth. And I gave the talk and they were so receptive. It was a deal where you’re up in, it was, here it comes, here it comes, it’s coming to me, it’s coming to me, and it’s Omaha, Nebraska. Okay. I’m in Omaha and they just loved it. They were like, oh my gosh, this is great. I go and do the same talk for a group of people that are kind of, their industry was a dying industry. The boss was just trying to keep the lights on. They’re not really trying to grow. It was just sort of a weird vibe. Same talk and the reaction was kind of like, well, none of us are going to apply that, so we’re not really wanting to be here. You know, but you don’t want to speak at events for the wrong crowd. You don’t want to market to the wrong crowd, so determine what podcasts that they’re listening to. And I’m going to go ahead and read you this quote here from Michael Hyatt, who has a wonderful podcast. It’s one of the top podcasts for entrepreneurs. But he says, I got crystal clear on the vision, and then I started meeting with people to make sure that we were executing on that vision and it had to be incremental. What he’s talking about is that he knew exactly who his ideal and likely buyer was. He knew the ideal and likely buyers were right here. So by doing that, he put all of his energy and efforts, crystal clear focus into that. But if you don’t know today, how can you market? Yeah. So you have to take the time to determine that. Are you saying that I need to go on podcasts and try to get advertising through it? I would try to do interviews. So, because, yeah, like you were saying, like public relations, you need to call these people and ask, can I do an interview on your podcast, basically. Yeah, and you say you’re an expert on video production, and you want to teach five steps that all their listeners could do to greatly improve their in-house video production or something. Yeah, something like that. You want to offer value. Okay, that’s perfect. Okay, now step number 10 is you want to determine what social media platform they’re on. Gary Vaynerchuk says this, he says, you need to spend all of your time and energy on creating something that actually brings value to the people you’re asking for money. Well, on social media, you want to figure out where these people are. So if somebody’s on, like, if your demographic is not on Facebook, so a younger demographic tends to be on Instagram. Let’s say 35 and older tends to be on Facebook. You don’t want to spend a huge amount of money on Instagram marketing something for the wrong age group. Or you wouldn’t want to spend a ton of money on Twitter Marketing there if you need to be marketing over here Mm-hmm, so you need to figure out what social media platform are they on and then you want to add value to those people? Okay, what happens if you add a ton of value, but you’re on the wrong platform? She’s gonna waste your money. So let’s say let’s say this is example. Let’s say that I am a Very very very left-of-center politician. Mm-hmm, and I decided to buy ads on Glenn Beck radio. That’s probably not the move, because Glenn Beck is like the most far-right conservative, and if I’m on the far left and I’m running ads on Glenn Beck, it’s not gonna work. Or if I’m buying ads for soccer and I’m advertising my soccer, you know, team, right at the time when let’s say football fans are watching their football game, it’s a high likelihood that people watching football games prefer the game of football. Maybe not always, maybe your thought is you know I could market to football fans and maybe they are like all sports. But as a general rule it would make more sense to have like football related commercials or products that football fans would like during a football game. Yeah. You probably want to have commercials promoting your soccer league during football. I mean that would just be, and maybe I’m wrong in that specific example, but you know what I’m saying, you want to think through that and make sure that you’re adding value to the right people. Step number 11, you want to determine which Dream 100 contacts, which 100 people have the potential to absolutely change your life if they begin to refer you. Okay, so you’re not looking for good buyers, you’re talking about the Dream 100, the best. So you want to go ahead and make a list of which ones are clearly the best. Yeah. No, no, no. Yeah, I have some already on my mind right now. And you want to focus on those Dream 100. You want to just absolutely tackle and focus on those. And I’m going to read this quote to you. Chet Holmes, the guy who came up with the dream 100 concept in his best-selling book the ultimate sales machine. He says The dream 100 concept is all about going after your dream best buyers with a vengeance You don’t only want to get or want to target your dream buyers directly But look to leverage affiliates to connect and communicate with them what he’s talking about is you really really have to put an intense focus on marketing to your Dream 100. You do not want to be marketing to everybody because there’s a small business owner you’re gonna die on the vine if you’re spending all your money yeah marketing the whole market you got to focus just on those top buyers. Make sense? Yeah. Now when you think of your Dream 100 could you think of one or two places right now in Oregon that would be a good or a likely referral source for you? Can you think of one? Yeah, no, I can think of one. Dutch Brothers. Dutch Brothers in Oregon. Dutch Brothers. What does Dutch Brothers do? So it’s, I think it’s a franchise in Oregon, but it’s spread out all over the place and it’s basically small coffee stands and stuff and they’re, they have like, you know, they do the, what do you call it, the barista? Yeah, the barista thing. Exactly. There’s a couple of coffee places that are really big in my town that I’m gonna hit up. And they’re just getting started up that I’m gonna go after as well. Harry and David, I don’t know if you’ve heard of Harry and David before. It’s a gift basket company or whatever. It’s huge down up where I live in Medford. And so if I definitely aim for them, these are really big names for the area that I’m in. So people would recognize them. So if I can get to these places and I can get videos done for them, then I can definitely put these trust symbols on my site and I don’t know. Is that what you’re talking about? Yeah, and just so we’re clear on trust symbols, you can say you did the video for the Dutch Brothers. Yeah, and that’s big. That’s huge. That would, people would be like, really? You did that? That would be impressive for Oregon. So what you’re going to want to do, homework for you, is you’re going to want to, anybody watching this, you want to make a list of the hundred ideal and likely buyers, the hundred best referral sources, the hundred top, and you want to go after those guys. Okay? You want to go after them. Now step number 12 is determine the win-win you can create before you go talk to them. So if you’re gonna go talk to somebody on your Dream 100, you don’t really, you only have a hundred of them you’re going for, you want to be able to clearly present, hey, by working together, this is how you win, this is how I win, this is how you win, this is how I win. It can’t be a deal where you just go, hey, would you refer me? No. But if you say, hey, I would love to shoot a series of social media commercials for you that are totally free, and all I’d like to do is see if you guys, when someone asks who did your videography, if you would say me. If you did that for the Dutch Brothers, maybe that’s huge for them, and that’s huge for you. You got to make it a clear win-win. Walt Disney says this, he says, do what you do so well that they will want to see it again and bring friends. What he’s talking about is you really, really, really have to focus on taking care of that relationship once you build it, so that it’s a symbiotic referral where they refer you, you refer them, and it’s this awesome mix there. You don’t want to get in a situation where you do all this marketing to get an appointment, and then you go, and so I wanted to see if you guys could refer me. Because they’re not going to want to refer you if there’s no win-win. So you’ve got to think about this ahead of time. Now, step 13, you’re going to want to determine your Dream 100 Drip 10 steps. These must be likable, memorable, and trustworthy. You want to be perceived, must be seen as a likable. You want people to look at you as you’re likable, you’re memorable, you’re somebody they can trust. Likable, memorable, someone they can trust, okay? So let’s go through this here. If we make a chart, do you have a Dream 100 board at your office or at your house? No, that’s why I’m here today, is so I can get that going. I’m trying to get a better understanding of it first. This is what you need to do. Go ahead and get a dry erase board. The biggest one they’ll sell you, or the biggest one you can afford. I have two giant ones already, but I can get another one. Sweet. This is how you do it. Then on there, when you write them, I would write them with a lot of faith. I’d say, Dutch brothers, you homies are going to be mine. Who’s another one? Rogue Roasters. That’s another coffee one. Rogue? Yeah, Rogue, you got it. Rogue Roasters, you’re gonna be my, who else? Harry and David. Harry? And David. I’ll give you another one. Yep. Wildlife Safari. Okay, so I’m gonna put on the board a hundred businesses going down here on that Y-axis, a hundred businesses on the Y-axis. Then I’m going to go ahead and decide what I’m going to do with each step. So each week, I need to touch each one, one time. So the 100 people on my Dream 100 list, I wanna touch 100 businesses, one time. So you come up with step one, then step two, then step three. And you wanna populate the entirety of the board. And you literally want to make this huge board like a draft board. Yeah. If you watch, if you’re a football fan, the football team will make a list of players they want to get. And like if this guy is not available, they’ll take this guy. And if this guy is not available, we’ll take this guy. They don’t want to like go off the cuff and forget somebody or make the wrong choice. They want to think about it. So what an example be like step one, call them. OK, step two would be set up a meeting to go see them and step three would be like all right finalize the deal I don’t know yep I’m gonna help you one I would always mail first so mail the Godiva chocolate and the note yep okay step two I mail them again okay step three mail them again I would be right I would now once you get into this step four action, somewhere in here, I might call him and say, did you receive the stuff I mailed you? I’d like to get a- For the past four weeks, right? I would. I’d be mailing him a chocolate every week, basically. There is a guy who I know, awesome story, he wouldn’t mind me sharing this. He owns a company called, he’s gonna be frustrated that I didn’t remember the actual name, it’s called Chimney Sweeps, something Chimney Sweeps? Yeah. His name is Byron, okay? We’ll put his company up on the screen here. He’s doing awesome. He’s selling franchises. He has a chimney sweep business that he’s now franchised. He was trying to partner with one of my partners. He mailed him like every day, every day, just a letter. Hey, I’d love to work with you. I admire your business. Hey, I’d love to work with you. I admire your business. I would love to work with you. I admire your business. What happens when you’re the owner of a business and you get a hundred pieces of mail from the same guy Every day you get one more man one more mailer. What happens eventually? You’re gonna start to wonder like who is this guy? What’s going on? Yeah, I mean, yeah, and so eventually you’re like I’m gonna either get a restraining order or I’m gonna call this guy Well now now now today though their partners this guy who did the mailers every day and I’ve done this system so many times But what it takes here and I’m gonna read this to you is it takes pig-headed discipline and determination. That’s the PhD that every entrepreneur needs BAM That’s it though. That’s the PhD that every entrepreneur needs. I’m gonna read this to you again pig-headed discipline and determination This is the single greatest secret to success in your company total commitment to that works So jet Holmes is saying is you have to have that PhD, pig-headed determination, you have to have it. So you can’t work on this board and then go, well, I did my best. No, I’m talking about literally every week, all 100. And you don’t mind doing it if you’re going for the dream 100. If you’re going for the who’s available 100, or the, I didn’t have the time to think big enough 100, that’s not going to work. But the big, the dream 100, it’s worth the time. Because if one hits, it could change your life. Step 15 is you want to apply relentless focus until success. Focus, defined as focus on the core tasks until success. You want to focus until success. Let me give you a notable quotable. Every market and business has a series of buyers that they consider their best buyers. Meaning those who have the ability to purchase far more product or service than the average buyer. Okay? So what we’re talking about here is you want to apply relentless focus knowing that you’re going after the best buyers. Make sense? Yeah. Now the next move here is you want to either, you want to punt those difficult people or those non-receptive people at the end of week 10. So once you’ve gone through all the steps, okay, so let’s say with the Dutch people you did the mail, you did the mail, you did the call, you do the show up move where you just walk in, then you do a call, then you do mail, whatever your system is you come up with. Yeah. When you get to the end, one, two, three, four, five, six, seven, eight, nine, ten, when you get to the end of that tenth week, if they’re like, you know what, we’re not interested in you, or the guy’s… You’re weird. You’re weird. No. I would, as a general rule, kill them off the list. I would cross it out. You actually kill them? I would not recommend actually killing anything, but I would recommend that you blow them up off the list. You just don’t want them on there anymore. Okay. All right? You take them off the list, and then you want to add someone else on top of the list. That’s how you’re going to do it. You always want 100 on that board. Now, if you get to the end of this list, and this guy is now a referral, this guy is now sending you business over and over. If he’s sending you business over and over, it wouldn’t make any sense to take him off the list. I would just keep mailing them and keep staying in touch. So I’m kind of a follow-up process. So keep mailing in those cookies and chocolates? I would. Just let them know you appreciate their business. But that’s really what you have to do, but you have to punt the difficult people. And Joel Osteen has this quote which I love. He’s a pastor of one of the largest churches in the country, awesome entrepreneur, best-selling author. He says, when the negative thoughts come, and they will, they come to us all. It’s not enough to just dwell on it. You’ve got to replace it with a positive thought. So what I’m saying is you’ve got to decide right now if you’re gonna do the Stream 100 system that you’re gonna work through that adversity and not stop just because you get to the end of the, you know, you get to kind of get to like step two and you’re like, you’re pumped up and you’re happy until step five. At step five you’re like, I have been talking to people every week for five weeks in a row and no one has bought anything. I’m saying get all the way through week 10 before you decide to blow them up. Get all the way to week 10. After a while, have you seen results where you’re like nothing has happened and then once you get, I don’t know, maybe up to week nine or 10, it just explodes? Has that happened to you before? Yeah, every possible version of this has happened for me. I’ll give you an example for you. We were doing commercial real estate for a company, and this guy, he owned a large part of downtown Tulsa. So downtown Tulsa, Tulsa’s not super big, but downtown there’s this area, it’s called Fifth Street, and there’s an area called Boston. Well, one guy owned 33% of all of the buildings downtown Tulsa. So you’re talking about if you’re going down one street and there’s a skyscraper over here, he might’ve owned that, he might’ve owned this, he owned a huge area of this downtown. I mean, he owned like huge portions of this downtown area. So we decided we’re gonna reach out and make a dream 100 list of tenants who have an expiring listing early lease agreement where they’re currently leasing space from a landlord But their lease is expiring soon in the next six months and we’re just gonna reach them every week. I Cannot tell you how much fruit we had around week four Like we’re talking It seemed like this lady. She owned a deli and she goes, hey, I remember her, she goes, hey, my lease is expiring soon, I wanna talk to you. Another person says, hey, I’m thinking about opening a restaurant, can I talk to you? Another person says, hey, I’m looking to open up another restaurant, can I talk to you? Another person says, hey, I’m looking to lease and you just, because we talked to 100 of them. And even if you’re terrible, as long as your marketing materials are solid and you’re consistent, you’ll get, you know, as Chet Holm talks about, you’ll get 3% of people who are just available right now. For whatever reason, they are just interested right now. So you’re going to have some fruit from it, but it’s just important that you remain diligent the whole way through. And then at the end of that campaign, though, at the end of about week 9, 10, I don’t remember all the details because it’s been a long time, but I do remember that there was a lot of people that were on the fence, and I remember there were people calling and going, you mail us every week. Thank you so much. Your stuff is fun. What do you guys do? So you’ll get that kind of response. But it’s very, very important that you stay diligent the entire time. OK. Is that cool? Yeah. Does that answer all your questions about the Dream 100? That is amazing. Yes, it answers all my questions. And I’m excited to go home and apply this. Yeah. Because that’s the only way that knowledge without application is meaningless, right? Exactly. So you feel good about it. Oh, yeah, definitely. OK, boom. Boom. All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million of expenses, it’s kind of pointless. Holy crap! All right, so the question I would have here for you, if you could take like, I don’t know, 10 minutes or less and see if you could save $3,000 a year by reducing your credit card fees, would you do it? Yes, absolutely. Holy crap! Why would somebody out there who’s listening right now, who has a sane mind, why would they not go to Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card to schedule a ten minute consultation to see if they can reduce their credit card fees by at least three thousand bucks a year? Why would they not do it? Yeah, why would they not do it? Maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. Now that’s clear. Okay, so that can be true. So I encourage everybody to check out Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card. What would be another reason why someone would not be willing to take 10 minutes to compare rates to see if they could save $3,000 or more on credit card fees? Maybe they think it is a waste of time and that it won’t, it’s not possible. There’s somebody out there that’s making more than $3,000 every 10 minutes and they’re like, Nah! That’s not worth my time. Hello! We getting there, right buddy? We getting there, right buddy? There’s probably some, someone out there. Okay. They would think that. Well, I’ll just tell you folks, if you’re out there today, and you’re making less than $3,000 per 10 minutes, I would highly recommend that you go to thrivetimeshow.com forward slash credit dash hard Because you can compare rates you can save money and you know the big the big goal in my opinion of building a business Is to create time freedom and financial freedom and in order to do that you have to maximize your profits Holy crap now one way to maximize your profits is to increase your revenue another way to do it is to decrease your expenses expenses. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average? I am at a loss and I cannot think of any other. Shampoo is better. I go on first and clean the hair. Conditioner is better. I leave the hair silky and smooth. Oh really fool, really. Stop looking at me swan. Well let me tell you a good story here real quick here. I actually years ago compared rates with this company here called IPS. It’s Integrated Payment Services. And I scheduled a consultation. I don’t know if I was skeptical. I just thought, whatever, I’ll take 10 minutes. I’ll compare rates. I can’t tell. You can tell me I’m a doctor. No, I mean, I’m just not sure. But can’t you take a guess? Well, not for another two hours. You can’t take a guess for another two hours? And in my case, in my particular case, I save over $20,000 a year. Holy crap! Wow. Which is like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh, God. Everything okay, ma’am? It’s just that you’ve only scanned a few items and it’s already $60. I’m so scared. Okay, I’m a trained professional, ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t going to be easy, so I need you to be brave, all right? What’s your name? Patricia. Patricia, all right. I need you to take a deep breath. We’re about to do the cheese. You know, that’s the difference between eating organic and not organic. So because my wife eats organic, I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies. One question, what’s the brand name of the clock? The brand name of the clock, Rod, do we have it? The brand name of the clock, it’s an elegant, from Ridgway, it’s from Ridgway. Let’s buy the clock and sell the fireplace. I encourage everybody out there, go to thrivetimeshow.com forward slash credit dash card. You schedule a free consultation, request information, a member of our team will call you, they’ll schedule a free consultation. It should take you ten minutes or less, and they’re going to compare rates and see if they can’t save you more than $3,000 a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, at the end of the day, the goal of the business is to create time freedom and financial freedom. And in order to do that, you need to create additional profits. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson We own platinum pest and lawn and are located in a Wausau, Oklahoma And we have been working with thrive for business coaching for almost a year now Yeah, so so what we want to do is we want to share some wins with you guys that we’ve had by working with thrive First of all, we’re on the top page of Google now, okay I just want to let you know what type of accomplishment this is our competition or can terminate Orkin, Terminix, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has. By being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing or ranking there with Google. And also we’ve been trying to get Google reviews, you know, asking our customers for reviews. And now we’re the highest rated and most reviewed Pest and Lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay, so 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85%, and that’s largely due to, first of all, like our Google reviews that we’ve gotten people really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process, and that has obviously… the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast like Jared had mentioned, that has really, really contributed to our success. But that, like I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives. And also, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. The last three years our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So, I just wanna give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42 percent increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a prudent, turnkey marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockrell, head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, graphic designers, and web developers. They run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. In the weekly, he’s running 160 companies. Every 6 to 8 weeks, he’s doing Reawaken America tours. Every 6 to 8 weeks, he’s also doing business conferences where 200 people show up. He teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from start-ups go from start-up to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it, I’m going to turn it down because he knew it was going to harm the common good of people in the long run and the guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right and anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company or, you know, navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house, right? This is where we used to live years ago. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing and this is our old team and by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016 we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can scape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see it. If you go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to our talk. Okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. I didn’t. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with you. So I’m looking, we’ve been good friends 7, 8 years and I’ve got doubled five times. Which is just incredible. I mean the first time you do it, that’s one thing, but when you do it repeatedly, I mean that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, is I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take, no matter how you feel, no matter the results. You lean into them, and you do them regardless of what’s happening. You lean into them, and it will give you X number of leads. You follow up with those leads, turns into sales. Well, I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. Right. And the best executives, Peter Drucker is a father of modern management, he said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. That’s really what it’s all about. With a script here, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually, we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. She’s been nailing down five and eight appointments a day on that script. Somebody out there is having a hard time. She’s making how many calls a day? She’s making between 200 and 300 calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, and or let’s say about a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected. I think it was in the year 2000 and what was it? Maybe 2010? Is that right? 2011 maybe? Or maybe even further down the road. Maybe 2013? 2012. Okay, so 2012. And at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. Do you remember when we first reconnected? Yeah, well we had that speaking thing. Oh, there it was. So it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help, you know, direct my life to get some mentorship, but I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe, wherever I end up, will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn, I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. You know, working here, you can’t be a mediocre person. You are a call to a higher standard of excellence, and then as you’re called to that standard here, you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall in the group interview talks about how, you know, the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I would say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that I don’t know if there’s anyone else that can be as passionate. It’s almost as like Clay is running that business in the sense that he has something at stake. He’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. He’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people and in short anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay. I literally carried a notebook with me all around. I was looking at this notebook the other day actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about about three or four months just from being around Clay, following him and learning from him. And then I would say come coachable. Be open to learning something new. Be open to challenging yourself. Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted.