Peter Taunton | Focus On Revenue Producing Activities | “When we first started, Clay just helping me w/ just the consistency of ads, the consistency of the group interview, he (Clay) is a super consistent man, that was probably the hardest part.”

Audio Transcription

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 altruistically invest 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. They 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 Zilmer. 8 kids co-created by 2 different women. 13 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 took life, 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 hooks, I break down the books. See, bringing some wisdom and the good news 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 C and Z, I’ll call 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 we’ll show you how to get here We started from the bottom, now we’re here We started from the bottom, now we’re here We started from the bottom, now we’re here Folks, on today’s show I want to focus on revenue producing activities. Revenue producing activities. And on part two of today’s show, I’m going to read a clip or a quote from one of my long time clients. But this client was, we were interviewing him after working with him for I think six years or seven years or something. And he was on a show with the founder of Complete Carpet. You’ve met Nathan, the founder of Complete Carpet there, Sean. Yeah. Yeah. Good guy. So we were on the show. It was a longtime client of mine on the show, Nathan, with another client. And Nathan turns to the client who’s grown his business super successfully, and he says, what was the biggest change that allowed you to scale your company. And he said, I’m quoting, he said, when we first started working with Clay, Clay just helped me with the consistency of the ads and the group interview and basically focusing on all these monotonous things. I call them revenue producing activities. And he said, that was the hardest part, was just the consistency of knocking out those activities. I call it revenue producing activities or RPAs in my office. And with this particular client, I’ll share with you his story on part two of today’s show. It’s not that the client was sitting around doing nothing. It’s just he was focusing on things that don’t produce revenue. Things like making, and these are just examples of things I see clients do all the time. They’ll spend their whole day making a branded Instagram post that will generate one like and zero sales. They’ll follow that up by making 15 consecutive TikTok posts that produce zero sales and consume their entire day. And at the end of the day, you say, what’d you get done? And they say, well, I got seven likes. I posted 15 videos. Man, I was busy, but they didn’t produce any revenue because they weren’t focused on revenue producing activities. And today’s guest knows about how to monetize a vision, how to turn a big idea into actual big results that produce big time profits. Peter Totten, welcome onto the Thrive Time Show. How are you, sir? Hey, what do you say, my man? Hey, good to be here. Happy to be back. I’m excited to have you on today’s show. I want to ask you this real quick here. You obviously built Snap Fitness and scaled that business. How many locations did you open up of Snap Fitness all together while you were running it every day? Thousands, you know, we had, at its peak, it was probably 1,800. I’ve got 4,000 locations across three brands right now. And of that, at its peak, it was probably 1,500, 1,600, something like that, I’m guessing. There’s been a little bit of pullback from COVID. You know, COVID kind of beat everybody up a little bit. I would say it thinned the herd a little bit, but it’s still an impressive number. We’ve got thousands of locations in 28 countries. We’re hanging in there. So, let’s talk about these revenue producing activities. If you’re not careful, and I’m not saying any of your franchisees would do this, Sean, none of his franchisees would do this. That’s not what I’m saying. I’m saying it is possible to buy a Snap Fitness franchise and to spend your whole day polishing equipment. I mean, to really polish that equipment and tune that equipment and really clean that mirror for the 45th time, it would be really easy to just reorganize the cones, go talk to the guy who’s parking in the wrong spot in front of the store, say, hey, this is not our, you’re parking in our parking lot, sir, if you’re going to get a Subway sandwich, you have to park over there. I mean, there’s things like that you could spend your day doing. One of the things that people should have been doing if they wanted to grow a successful SNAP fitness. Well, look, I mean, it’s people-facing. So we’re in the service business, and the fitness space, you’re in the service business. Yes, of course, people get a membership and they come in and they exercise, but make no mistake about it, people don’t feel appreciated and they need value and they need appreciation. So we greet people when they come in, they get a great environment, they get great equipment, and we thank them when they leave, hope to see you tomorrow. It’s that communication, it’s really member facing, making sure that their experience, the guest’s experience is where it needs to be. That’s what keeps people coming back. It’s not always price, although some people are driven by price, but at the end of the day, it’s value, and value can rear its head a number of different ways. Now, I’m sure this never happened to you, and I’m sure when you consult with our wonderful clients, I’m sure this has never happened to you. But I find, Peter, that people, probably just in my world, not in your world or your world, the people that don’t want to do the revenue producing activities, they begin coming back with new ideas that are expensive. So they start to say, I know I’m supposed to build a relationship with a customer. I know I’m supposed to be greeting them with enthusiasm. I know I’m supposed to do that, but I’m not doing that. Instead, I spent all day online looking for an entirely new line of fitness equipment. And Peter, if you would just move forward with the new equipment right now, we could get more members. Woo! And it’s always expensive and it doesn’t produce revenue. Have you ever seen that kind of thing, Peter? Yeah, we see it often. People tend to go down a path of least resistance. And the resistance I’m referring to is their own resistance. They go down a path of where they’re comfortable. Whether it’s researching equipment, whether it’s doing social media posts, but at the end of the day, I always say, if it doesn’t make dollars, it doesn’t make sense. And you got to be careful about what you’re focusing on. And you know what? Even backing up just a little bit, Clay, people ask me all the time, hey, Peter, what’s the biggest secret to generating wealth, real wealth? And I tell them, look, a mistake that a lot of people make early on that I see is when they start making money, okay? Keep in mind, Clay, you and I both been there, those days of hard work, long hours, leaning in, working our tail off, and you start getting to a place where you’re generating cashflow. Where a lot of people miss it is they take that cashflow and they let their ego get in the way. What does that mean? They want people to know around them that they’re doing pretty good. So what do they do? They upgrade their car, they upgrade their wardrobe, they upgrade their home. Their trips get a little fancier. All depreciating flop means nothing. And the biggest mistake I tell people, I said, you want to make real money? Swallow your pride. And when you start generating free cash flow, it’s important you get that cash flow working for you. Okay? Put it into things that are going to generate wealth, all right? Keep doing that. Suck it up for five years, ten years, and you’re going to wake up one day because every time you get a dollar working for you, sometimes a dollar can make you two. Exponentially your wealth, your income and your wealth grows exponentially faster, I promise you. I couldn’t let you go, Clay, without throwing that in there. No, no. Now we’re getting spicy. This is where it gets exciting. So Sean, you’ve seen this, I’ve seen this. I’m going to tee up an example of something, Peter, I just saw recently and you, your mind would explode if you saw this. I saw a guy with some young money. I’m going to be very vague here. Young money. Okay, what am I saying? This guy, Peter, he’d made some money for about two consecutive years. Not five, not 10. And homeboy has been calling me nonstop to go to an NBA game. Nonsense. Dude, you gotta fly out to the East Coast and sit with me at the NBA game. I said, well, why? I got tickets for every game. And you can sense a little desperation in his voice. And I said, suppose I did go, how does that work? He’s like, oh, well, you just would pay, buy the tickets from me. And they’re gonna be, you know, and they’re like 800 bucks each. I’m going, so let me get it. You’re trying to get me to buy the tickets because you’re not going to go. Oh, yeah. Yeah. I know you and your wife are busy. I just want to see if you would want to buy the tickets. I start to recognize. Dude bought NBA tickets he can’t afford. And I only saw little signs of this because dude was telling me in our coaches meeting that he needed to cut back on his Google ads. Now, just to be really clear, homeboy was only spending like two hundred fifty bucks a week on his Google ads and Apparently he’s spending $1,600 a game on 81 games a year for the NBA if not more And I see that kind of thing all the time Sean do you see that and if you do what questions would you have for? Peter maybe it’s a little mentor moment you could you could give to your clients that maybe you know They’re starting to make some money, but there may be not delaying that gratification and what question would you have for Peter? Yeah, I see this a lot, actually. It’s a very rare person who’s able to swallow that pride. But the most interesting thing to learn from you, Peter, would be how do you get somebody who’s not swallowing that pride to reverse their ways? Well, look, most of the time when people are talking to me, they say, man, you know what? I’m just not, I’m not saving, I’m not where I want to be financially. And in most cases, in most cases, it’s a combination of two things. It’s their income is decent, but their spending is out of whack. Their spending, when their income goes up, their spending goes in parallel with it. And in some cases more, because you know what? Now I would tell people, look, the more money you have, the more expensive things become. Okay. That’s just reality. And that’s self-inflicted. It’s a death of a thousand paper cuts. So you got to be able to maintain and control where you’re at. And this is something that you see people with real, real wealth. And you can tell, I tell you what, for me, I can tell people that it’s self-made wealth or inherited wealth, big difference, mindset entirely different. The guy who’s self-made or the person who’s self-made, and look, they always, they don’t, it’s not like they’re living like they’re homeless, but their discretionary spend, they’re constantly keeping an eye on what they’re saving. How much am I putting away? Even in my case, okay, I’ve had an unbelievable life, an unbelievable run, and have made unbelievable wealth. I still hold myself accountable to how much of my equity is going to work for me, and rather than going towards me to enhance my life, for whether it be NBA games, or boats, or yachts, or planes, or homes, whatever it is, I still keep myself in check. And I think that’s just coming from nothing, that you’ve got self-discipline and accountability and a sense of thrift that’ll serve you well, I promise you. You know, this is really powerful. Last night I took my kids out to the store called Reeser’s, a grocery store. We bought potatoes, we bought some steak, had steak with potatoes, and we had a good meal, had some corn, and I was with my kids, had three of the kids with me. We had a great time. And I think the cost of that meal was, I don’t know, it wasn’t a hundred bucks. And it was us eating, had a great time with the grandmas. And I just know people that if they’re not careful and they don’t delay gratification, pretty soon they’re in this wage cage and they become a slave. And that’s not what you’re all about when you’re selling a franchise, Peter. You’re trying to help people create time freedom and financial freedom. So let’s focus, switch for a second, on the people that are just dominating in your world, that top 10%, the outliers, the visionaries, the guys who are creating the wealth, the guys who are the diligent doers, the hard workers. Tell us, what are the top 10% of those doing when they buy a nauticalbulls.com franchise? And I’ll pull up the website. This is a healthy franchise you’ve created. It’s really doing well. And there’s obviously in any franchise you sell, there’s going to be some top performers here. This is the brand, nauticalbowls.com. It’s acai bowls. Tell us, what are the top performers doing there, Chief? Look, to win in this space, it starts with the guest’s experience. Like anything, look, fortunately for us, the inside of our stores look fantastic, the energy within the stores are great, great music, great staff, everybody leans in, the guest experience is phenomenal, the product is phenomenal, so we can check the boxes in all those areas. The people, the top ten percenters, they go above and beyond, in other words, they don’t just sit in their store waiting for the phone to ring the door to swing, they’re being active. So they’re calling the businesses around their trade area. Maybe it’s a mile, maybe it’s two miles. They go to every one of those businesses, ask them if they could cater a lunch for them, any events, anything. They’re involved in youth sports, they’re at the farmers markets. They’re going out there, they’re bringing the bulls to the people. So now, think about it. You got walk-in traffic, that’s one way. You got third-party delivery, Uber Eats, DoorDash, GrubHub, that’s the second way. You’ve got catering and delivery, that’s the third. And the fourth is events. The people who are winning, they’ve got four legs on that table, or four legs on that chair. It’s not tipping over. They give all four of those areas a lot of attention to detail. And when they do that, great things happen. So that’s the top 10 percenters all day long. Let me pull it up real quick here. I’m just taking notes as you’re talking, making sure I’m getting this. First off, I think you mentioned, we would call it in our language, we call it signs and wonders. You’re with the nautical bulls, you have signage out there, Peter, by the road and on the building itself. Is there signage? Yeah, there’s signage on the building. We do road signs, we do banners. There’s a number of things that we do to try to drive awareness when people are driving by, catch their attention, if you will. So I’m going to look up a nautical bulls right now. I’m going to go to a Minneapolis area here. We’ll see if we can find one here on the, on the Google maps. Let’s look it up here, folks. Okay, looking it up. Here we go. Nautical bulls. There we go. There we go, folks. I’ve found one on the map. So again, these are, this is what they kind of look like inside, just to give you a little bit of a look inside here, folks. This is what they look like. It’s, it’s very on trend. It’s a fun vibe, a fun atmosphere, a place you’d want to take family and friends. They look great. But again, none of that matters if you don’t have actual customers. So again, you got to have the signage that works. The second area I want to revisit this, we would call it the dream 100 in our language. But the idea of reaching out to businesses that don’t know you. Turns out this just in, people are not waking up with a burning desire to pay you. Sean, you’ve got some of your wonderful clients that do the Dream 100, and not your clients, but other people on other planets, they have clients that won’t do the Dream 100. What question would you have for Peter about the Dream 100 system? Yeah, so when it comes to getting the people who maybe aren’t yet in that top 10% but want to do that? What kind of obstacles and things do they say get in their way of going out and doing that Dream 100 activity? In most cases they don’t know how to start. In other words, for us, our Dream 100, we join the local chamber and the reason we join the chamber is because it will give you a list of every business in your area. It’ll give you the name of the business, their address, how many employees they have, and who’s the head of HR. We take that, we drop it on Google Maps. Okay, now I have the tool and they say, Peter I don’t know what to say. We tell them, don’t overthink this. You’re going in, you’re saying, hi I’m Peter with Nautical Bowls, my store, it’s just a half mile up the road. I’d like to come by here and drop off some free samples someday, would that be okay? Nobody says no to free. Okay, if you go in there with your tablet and say, how many bowls would you like? They’re gonna kick you out the door, okay? So you say, look, my name’s Peter, I’m with Nautical Bowls, I’m a half mile up the road, I’d like to come by and drop off some free samples. And then I ask them, how many employees do you have? It’s a rhetorical question, because remember I already know how many employees they have. And they go, well, we have 42. Right, you know what? This might be easier, rather than me bringing 42 bowls down, how about if I give you 42 vouchers that you can give to your employees and they can come in and they can pick up a free bowl, would that be okay? And by the way, the next time that you guys do a working lunch here, let me drop off some bowls for you, 10 bowls. Well, the bottom line is to get the free bowl, it’s got a little QR code on it, you have to download our app, which takes a minute. So now I got 42 people, they downloaded my app, now I can blow in their ear. Now, once they download my app, now I can send a text, hey, Peter here, Nautical Bulls, today is Tuesday, tomorrow is hump day, bring a friend in, get two free toppings. That’s just where it’s at. So the bottom line is, it’s always difficult if you’re going to go in and you’re going to sell something. But if you’re not selling, if you’re giving, people love to hear what you have to say. Now, let me pull up this next, again, I’m just reviewing these here. Third, you’ve got to gather objective reviews. Unless you hate yourself, you’ve got to make sure you wow your customers and then ask them to leave your review. It has to happen. Now, if you do hate yourself, there’s therapists for that, but don’t hate yourself and make yourself poor. Get objective reviews from happy customers. Big process number four, we don’t talk about it a whole lot on this broadcast we do each week there, Peter, but for Nautical Bowls, I don’t know why I’m not celebrating this more. I should really be celebrating this more. Folks, Nautical Bowls is a business plan that only involves a couple of people to work there. Now you say, well, Clay, come on, why is that a good thing? I have visions of building a huge team. Okay, well, let’s go out there and let’s just hire employees today, okay? I’m just going to look this up. I’m just going to look it up and everyone can get mad at me. These are just facts. According to Inc. Magazine right now, and again, Inc. Magazine, you know, isn’t the end all be all on everything, but Inc. Magazine reports now that 85% of job candidates admit to lying on their resumes and you go, Oh, come on. Oh, come, come on. There’s no, I mean, yeah, that’s true. And then according to the U S chamber, 75% of employees steal from the workplace. This is a funny story folks. It’s funny for you the listener, not funny for me. Sean, last week one of my stores got broken into, you know? And the guy who broke in looks just like an employee who just randomly quit after we called him out on his drug issues. So you know I have a haircut chain, we have to like cut hair, and I noticed to myself, self, the guy who we just had to let go for drug use looks a lot like the guy on the camera who just broke into the store. And the guy who broke into the store, or woman or whatever it was, they knew exactly where the tips would be from the overnight. Just like an ex-employee would. It’s like they went right in, it’s crazy. And all the employees are like, I don’t understand, who would do this? I’m like, well, the person who broke in, they only went to where the cash would be left overnight and there wasn’t a lot. And they only stole the tools which are kept in a place where, I mean what kind of random criminal would go, I’m going to break into a haircut place and steal the haircut equipment. I mean what? So, it’s so. Desperate druggy. Yeah, so all I’m saying is you got 75% of employees according to the U.S. Chamber of Commerce, what? 75%? Someone says, I need to see that. Where is it? Right here. 75% of employees now admit to, yes, I do steal from the workplace and I do so repeatedly. 75%! You’ve got 85% of employees going, yeah, I do make things up on my resume. Now, we have a great team of people here, Sean, because I’m interviewing people constantly. But if I did not interview people constantly… You’d be held hostage by the crazy people. Right! And we have hundreds of employees between all the companies. Now, when you run a nautical bowls, you need, I think, what, Peter, two employees or three? How many employees do you need to run an article? You have one full-time employee, unless you’re an owner-operator. If you’re an owner-operator, then it’s you and about 10 part-timers. Typically, you have yourself and one other person working, in most cases, maybe one or two part-timers during peak times. So it’s a very, very simple business, and that’s part of the draw to what makes people want to get into this business. It’s not a technical business, not a lot of moving parts, and it’s in a product where you’ve got demand. Consumer wants the product. Now, folks, again, we talk about focusing on revenue-producing activities. Let me tell you, folks, this just in. I want you, my bias is I want you to go to nauticalbowls.com and to learn more about buying a franchise. That’s my bias. I want that to happen. That is a revenue-producing activity. That’s what’s going to help grow Nautical Bowls and help grow your income, is if you reach out to nauticalbowls.com. Now here’s the questions I always get asked is, well, can I afford it? Well, Peter, let’s talk about that for a second. You guys have wonderful third-party financing options, but somebody needs to bring how many dollars to the table, regardless of where they get them from, in order to get in the game as a Nautical Bowls franchise owner. And that’s the good news, because we’ve evolved the brand. In the three years we’ve been doing this now, we have literally, we’ve condensed the footprint. So a store used to cost about $350,000, $350,000, $400,000 all in. Today that store is $250,000, so we’ve shaved it by a good 30%. You need to come to the table with $100,000 cash and the bank will finance 150 for you, you’re in business. Look, I know $100,000, it sounds like a lot of money, but it’s not a lot of money to get into a business of this stature. So it’s a great business. It’s a great legacy business. For some of you over that, you want to get into business and then have something you can hand down your kids. This is perfect. You’re not saddling them with a business or a company where they’ve got to quit their day job. About half of my franchisees are semi-absentee owners, which is another draw. Simple business, high demand, and a product that’s relevant to the consumer. That’s what you look for. Now, I, Sean, I don’t want to throw any of my friends or family under the bus, but I want to bring up this. I want to bring this idea up. This is pretty funny. Talking to a guy the other day I know pretty well, and he says, Clay, can my son come work for you? And I said, your name came up, by the way, because the guy kind of knows you and Andrew and some of the people, you know, through the conferences and things, he kind of knows you. And he’s like, you know, my son’s about the age of those guys up there, you know, and I go, well, what’s he doing now? He says he’s on year eight of college. I mean, the guy when he got his degree, he went back and got the master’s degree. So what he studies is business strategy and management. I said, so does he have a job? He’s like, hell no, he lives with me. He’s got eight years of college. And I said, well, tell me he went to a tech school. Tell me, tell me the story. Cause my client was so pissed. He goes, no, he’s been going to a private college. His mom and I’ve been paying for that thing. He’s got, I mean, it’s like 50 grand a year. And I go, woo, woo. You’re, so you mean to tell me you spent, Matthew, you spent $400,000 on his college? He’s like, well, I mean, it’s probably $250,000. I’m like, no way. And Peter, I hear this all the time, that people have spent $200,000 or more trying to find a vocation, and now it’s resorted to him having this awkward conversation saying, can I have my son work for you and by the way, you don’t need to pay him. We’re just trying to get him some job at all. I mean, so Peter, I mean, are you, do you hear these stories? I mean, if people are spending 250 grand trying to find a vocation. I’m telling you, you know what? There’s a lot of kids that are professional students and I tell you what, it’s, it’s, the parents are partially at fault. At some point you got to turn the bandaid off. Okay. You got to say, look, you got to get out there in the real world, because college is a lot of fun, okay? Especially when mom and dad are paying for it, they’re paying for your school, you got a little spending money, there’s not a lot of pressure. I get it, but at some point in time, yeah, we see it all the time. You gotta get out there and you gotta take your lumps. Get into business, get into work. And you know, business strategy. Have you ever heard anything so foolish, what, nonsense? Business strategy. Can’t break. It’s crazy, and again, I mention these stories, someone out there is laughing and crying simultaneously, but it’s a real thing. And I go, so you want your, just to be clear, you want your son to work, and this is a true story, he says, I will pay my son to work for you, to do, and I said, well, he goes, what jobs do you have? I said, well, if people want to attend our conference, and by the way, Peter, as soon as I hear back about some of our VIP confirmations for our upcoming conferences in June and December. I’m going to call you because I’d really love to be a part of that. And so he says, well, can my son sell tickets? I said, yeah. And he goes, well, what would he do? I said, well, when people fill out the form, we call them. He says, he doesn’t do well with, like, phone stuff. Over the phone, he gets kind of all in his head, and I’m going, what? He won’t pick up the phone? He said, why don’t you allow people just to buy a ticket online? I said, because I don’t want my conferences to be filled with idiots. I want my conferences to be attended by actual business owners or people that have a plan. And, you know, some of these conferences, they fill up the attendance with a bunch of randos who haven’t had a job in two decades. And that’s not the culture I want to create here. And he was saying, my son, he just doesn’t want to make calls, though. And I’m like, these are inbound leads, man. He’s like, I know. So we left it here. I’m not sure when you’ll hear this show, but we left it where he’s going to shadow, his son will shadow here to see if he can work here while his dad pays him to work here. I mean, just crazy, these are scenarios, and again, the jackassery, folks, if you want to escape the jackassery, you want to own your own business, think about the tax write-offs, the benefits, the income, the time freedom, the financial freedom, all of it could be potentially yours by scheduling a free consultation at nauticalbowls.com. Peter, I’ll give you the final word there. People are going to nauticalbowls.com. I’ll give you the final word, sir. Yeah, look, you know what? Nautical Bowls or any business that you get into, look, from one entrepreneur to your entire listening audience out there, I will tell you, getting into business and getting into business for yourself, there’s probably nothing more rewarding than owning and operating a thriving business, meaning it’s supporting your lifestyle, it’s putting food on the table. There’s nothing more rewarding than that. And I tell you what, anyone who tells you that it’s easy, they’re full of it. Look, owning your own business, it’s gonna have, you’re gonna have trials and tribulations. You’re gonna have those challenging moments, those character building moments. And that’s the beautiful part about being an entrepreneur. Honestly. Yeah. You know, hearing people’s successes, when I hear people who are successful, you know what I always ask? Tell me the road rash. Give me the road rash stories. Give me the character building moments. Give me the times when you were down and out. Because that’s where the gold is. That’s where the gold lies. How did you overcome adversity and win? That’s where it’s at. So, look, Nautical Bowls, simple business, great team, we’re pulling for you, we teach you what needs to be done, but at the end of the day, we love entrepreneurs, we love people with the heart of a lion who are willing to lean in, and when I get that, I can work with it. One other note I want to make here, with nauticalbulls.com, you don’t have to feed an animal to ensure that it doesn’t die. So, on part two of today’s show, you’re going to hear a success story about someone who has an animal training business, and I will tell you, seven days a week you want to make sure you don’t kill the animal. So at Nautical Bowls, you know, when you go you turn off the lights and you go home, you have the refrigeration units on, you have the freezer units on, but you don’t have to go back at 2 in the morning to feed the animal. So again, every business has its trade-off, has its trade-off. There’s a lot of benefits, but I love the low number of employees required, the turnkey model, the on-trend healthy food. There’s so much there. The easy financing, that’s nauticalbowls.com. Peter Taunton, thank you so much, sir. We’ll talk to you next week. See you, buddy. Thanks, Clay. Take care. See you, Sean. What is the biggest mind shift that you had going from running a tip-top canine to franchising? So what was the big switch you had to do to make that switch over to where you’re now running it, doing it every day, but now trying to teach others to do it. Well, so doing my craft is really easy for me. I’ve been doing it for a long time, like 11 years or so now, maybe 12. So very crafty. Yeah, so doing my actual job is a lot easier than sitting down and literally stepping out every single little thing I’m doing and systemizing every single little thing. Like my wife or Clay would be like, hey, you need to make the system. And I’d be like, oh, I want to train this dog. Oh, this one’s aggressive. I want to train this one. This one’s cool or whatever. So the systems weren’t sexy? No, not really. And then also, when we first started, Clay just helping me with the consistency of ads, the consistency of the group interview, the consistency. He’s like a super consistent man. So just being consistent in every single little thing and systemizing every single little thing, even if it was boring, that was probably the hardest part. The Thrivetime Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research you will discover that the same systems that we use in our own business can be used in your business Come to Tulsa book a ticket and I guarantee you it’s going to be the best business workshop ever and wouldn’t give you your money back If you don’t love it We’ve built this facility for you, and now ladies and gentlemen, I’m going to bring up my good friend Ryan Wimpy, my good friend Ryan Wimpy, and his dog, Odin, this dog has the ability to eat me, so I’m sort of concerned. I’ll pass the mic to you, and Odin, you can have your own mic if you want, whatever you want, Odin. Okay, I’m a little bit afraid of Odin. Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy, and the name of our business is Kip Talkin’ Names. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. It’s just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts, never a dull moment, very thrived. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out or you’re going to spend half your time trying to figure out the online marketing game and produce your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So no one has a marketing team, too. Most people don’t. They can’t afford one. And their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean, really ride them to get stuff done. And stuff is done so fast here. And people, there’s a real sense of urgency to get it done. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place, so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool, the people are nice, it’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Play is hilarious. I literally laughed so hard that I started having tears yesterday. And we’ve been learning a lot, which, you know, we’ve been sitting here, we’ve been learning a lot, so the humor definitely helps, it breaks it up, but the content is awesome, off the charts, and it’s very interactive, you can raise your hand, it’s not like you’re just listening to the professor speak, you know, the wizard teaches, but the wizard interacts and he takes questions, so that’s awesome. If you’re not attending the conference, you’re missing about three quarters to half of your It’s probably worth a couple thousand dollars. So you’re missing the thought process of someone who’s already started like nine profitable businesses. So not only is it a lot of good information, but just getting in the thought process of Clay Clark or Dr. Zellner or any of the other coaches, getting in their thought process of how they’re starting all these businesses. To me, just that is priceless. That’s money. Well, we’re definitely not getting upsold here. My wife and I have attended conferences where they upsold, where it was great information and then they upsold us like half the conference and I want to like bang my head into a wall and she’s like banging her head into the chair in front of her. Like it’s good information but we’re like, oh my gosh, I want to strangle you. Shut up and go with the presentation that we paid for and that’s not here. There’s no upsells or anything, so that’s awesome. I hate that. It makes me angry. So glad that’s not happening. So the cost of this conference is quite a bit cheaper than business college. I went to a small private liberal arts college and got a degree in business and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years So what they’re teaching here is actually way Better than what I got at business school, and I went what was actually ranked as a very good business school I would definitely recommend that people would check out the thrive 15 conference it’s The information that you’re going to get is just very very beneficial and the mindset that you’re going to get, that you’re going to leave with, is just absolutely worth the price of a little bit of money and a few days worth of your time. 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 altruistically invest 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. They 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 Zilman. 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 I’ll show you how to get here. Started from the bottom, now we’re here True lies, started from the bottom, now we’re at the top Teaching you the systems to get what we got Colton Dixon’s on the hooks, I break down the books Z’s bringing some wisdom and the good looks As the 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 And now, 3, 2, 1, here we go! We started from the bottom, now we’re here Started from the bottom, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house, right? This is where we used to live 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 ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. Whoa!