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Audio Transcription

Transcribed with Cockatoo

(Speaker 2)
Alright, let’s look at, let’s go, show us the egg collection here.

(Speaker 55)
What do you got?

(Speaker 53)
What do you got here?

(Speaker 25)
These are the great eggs.

(Speaker 5)
These are actually not all ours, they’re some of the neighbor’s chickens, but you know.

(Speaker 53)
They live in here for us. There’s another one back here, it’s in the corner, but.

(Speaker 54)
Oh nice.

(Speaker 53)
They come for our food and they give us eggs. And then there’s like a turkey egg and some other eggs over there too. the silkies, silky babies. Look that’s Tom. Tom you say hi? Don’t eat bugs on camera,

(Speaker 3)
that’s gross. Bug eater. And then this is the path, the man path that leads into the woods of integrity, into the heartland of America. It’s the Aubrey path.

(Speaker 5)
Yeah, so my name is Kelsey Hershey and my husband and I own Rock Keeper Retrievers. We’ve been working with you guys for probably eight or nine months now since last May, and it’s been a great experience. When we first started, leads was actually our biggest limiting factor. Yeah, we were struggling to get some leads. We had great connections with people,

(Speaker 5)
but we were just hoping to grow a little more and a little faster than we were. That was our biggest limiting factor. We’ve about doubled our leads, and so that is no longer our biggest limiting factor right We’ve about doubled our leads. And so that is no longer our biggest limiting factor right now.

(Speaker 5)
So that’s been great. Some of the things we worked on or fixed was we did, we were already doing some advertising. So we increased our advertising. Our website was kind of a mess. I mean, it was beautiful, but it wasn’t being found.

(Speaker 5)
So that was our biggest issue. So you guys helped make us more Google compliant. Our coach worked with us. That was amazing. Getting it where people can actually find us. So that has been really important.

(Speaker 5)
And then also getting really good, high quality Google reviews where people can, we’re in an industry that very much relies on trust. And so having those referrals and Google reviews has been really important for us. It’s had a huge impact.

(Speaker 5)
So just the stability and predictability that comes with a business coach, honestly, that was the biggest thing for me. I really appreciate, I know every morning, every Friday morning at 5am, we’re going to meet with Andrew, we’re going to go over our numbers, we’re going to talk about our biggest limiting factor, that way we can just kind of chink away

(Speaker 5)
at that. And so we can grow systematically, it’s not chaotic at all. And so having that and the way it impacts our family has been huge too, just because, yeah, we have, like I said, we’re very much family oriented. We have four kids. And so it’s really important to us that, it doesn’t become all about the business.

(Speaker 5)
And that is something I’ve really appreciated. Andrew actually cares about our marriage. He cares about our family and our kids and keeping that all in line with what we have told him is our highest priorities has been really important. And honestly, if that wasn’t the case,

(Speaker 5)
we probably would not be doing business coaching. So that’s a very important part for us. For the 13 point assessment, it’s kind of a no brainer just because there’s literally no risk involved. We’ve also gone to the business conference and come away with a lot of value as well. So honestly, I would say just do it because it is worth it.

(Speaker 5)
I love that if someone is hesitant, it is a month-to-month basis. So you can just set aside a certain amount and say, we’re going to try it out. And if you’re diligent and you’re going to be open and do what your business coach asks you to do, then you definitely won’t regret it.

(Speaker 2)
Ladies and gentlemen, on today’s show, we’re going to interview a real person who is a real business owner. So many people ask me, well, Clay, you know, what kind of business owners do you work with? And the reason why we only work with 160 clients, James, is I only want to work with really good people. James, you get it. I get it. I don’t want to work with people that are not good people. And so today’s show, my commercial for her, is she’s good people. Her name’s Kelsey, the name of her company, folks.

(Speaker 2)
The name of her company, look it up, is she’s a real person, not a hologram. It’s rockhavenretrievers.com. Thank you so much for having me. Hey, so just so people can verify that you’re not a hologram, tell us your first and last name and the name of your company.

(Speaker 5)
Yeah, so my name’s Kelsey Hershey, and my husband

(Speaker 4)
and I own Rock Haven Retrievers.

(Speaker 3)
And I’m going to pull up the website so people can look at it real quick. And again, if you’re out there today and you’re looking for a retriever, my understanding, and I’m inferring based upon the name of the website, Rock Haven Retrievers, that you breed retrievers. Or tell us about the kinds of products you provide there at rockhavenretrievers.com.

(Speaker 5)
Yeah, so we raise labs. So Labrador Retrievers, Purebred AKC, Labrador Retrievers,

(Speaker 4)
and Golden Retriever puppies for amazing families.

(Speaker 3)
And so how did you first hear about us here at the Thrive Time Show and the business coaching services that we provide?

(Speaker 5)
Yeah, I think we heard about you probably five years ago. So originally, I think we actually was through a podcast, but then we worked with y’all for almost a year on a different business, which we actually got to be able to sell, which was great. And now we’ve been working with you guys

(Speaker 5)
for probably eight or nine months now since last May.

(Speaker 4)
And it’s been a great experience.

(Speaker 3)
So what I wanna do, James, you talk to people every day that reach out that would like to be clients, and your job is, you and the team, your job is to sort of filter out who’s a good fit and who isn’t a good fit for what we do?

(Speaker 17)
That’s right.

(Speaker 3)
OK, so I’m going to go through kind of line by line some questions for Miss Kelsey here, so that way people watching online can figure out if you’re a good fit for what we do. So first off, this year versus last year, tell us about the leads.

(Speaker 3)
Like what kind of growth have you lead growth from this year versus last year. So from life after business coaching to maybe life before business coaching, what kind of contrast have you seen in lead?

(Speaker 5)
Yeah, so when we first started, leads was actually our biggest limiting factor. So we just, yeah, we were struggling to get some leads. We had great connections with people, but we were just hoping to grow a little more and a little faster than we were

(Speaker 5)
So that was our biggest limiting factor. We’ve about doubled our leads and

(Speaker 4)
So that is no longer our biggest limiting factor right now. So that’s been great. So you’ve doubled now James

(Speaker 3)
You have questions that people ask you all the time What follow-up question would you have for Kelsey about lead generation? So I know people ask you on the phone all the time. They say, can you guys help me generate leads? Do you have any follow-up questions for Kelsey?

(Speaker 17)
Well, a lot of people don’t know where to get leads.

(Speaker 3)
So where do you get your leads from?

(Speaker 5)
Yeah, so some of the things we worked on or fixed was we did, we were already doing some advertising. So we increased our advertising. Our website was kind of a mess. I mean, it was beautiful, but it wasn’t being found. So that was our biggest issue.

(Speaker 5)
So you guys helped make us more Google compliant. Our coach worked with us. That was amazing. Getting it where people can actually find us. So that has been really important. And then also getting really good high quality Google

(Speaker 5)
reviews where people can… That has been really important. Then also getting really good high-quality Google reviews, where people can, we’re in an industry that very much relies on trust. Having those referrals and Google reviews has been really important for us.

(Speaker 3)
Second follow-up question here for you is, when you do advertisements, I meet so many people all the time, and James, you talked to them on the phone, they’re spending thousands of dollars advertising their products.

(Speaker 3)
So I’m gonna pull up a bunch of examples real quick. These are real examples, okay? So rockhavenretrievers.com, that’s your business. Okay, here’s another business. True story, a client of mine, long-time client of mine, PMHOKC. This is a real business, PMHOKC. They do not sell retrievers.

(Speaker 3)
They are a home remodeling business. They build pools, outdoor kitchens, that kind of thing. Another client of mine, Kola Fitness. This is a client that’s based in Joplin, Missouri. This is a company that’s based in Dallas, Texas. These companies, also the Purcell group, the Purcell group, Stacey Purcell,

(Speaker 3)
the Purcell group, wonderful lady. These are three examples of clients that I met that were spending over $2,000 a week before I met them, advertising on the internet, and they were not generating any leads at all. I want to get your thoughts on this, Kelsey. We are obsessive.

(Speaker 3)
We are fastidious about tracking. Can you talk about the importance of having a coach

(Speaker 1)
that helps you track where your leads are coming from?

(Speaker 5)
Yeah, so in an ideal world, we would have done all the tracking already. Sometimes it’s a matter of having that accountability. And that was actually the biggest thing for us is we knew we were supposed to be doing some of these things, but just having, knowing that every Friday morning, we’re going to meet with our coach.

(Speaker 5)
We’re going to go over our tracking sheet. We’re going to know what we’re spending every week. We’re going to know our leads, making sure that those numbers are lining up has been really important so that. Like you said, the lead, the advertising doesn’t get out of control, and we know exactly how much we’re spending every week.

(Speaker 3)
Now, in the world we live in, even right now, someone’s watching and they’re going,

(Speaker 14)
I bet you she’s being paid to say these things.

(Speaker 3)
There’s a world we live in where people are, I love it. I love it. I actually love it. Because I do believe only the paranoid survive. But there’s a world we live in, James, where a lot of people, there’s shamockery, there’s jackassery, there’s scams. You see it.

(Speaker 3)
You know, get rich quick, get rich in 17 minutes, the whole thing. Our service happens to be month to month. And so when you sold your company, you called us with great enthusiasm and you said, guys, congratulations, we’re selling our business. And we were so excited for you guys. We helped you guys to grow your company and you sold it and there wasn’t a contract where I said, this just in Kelsey, you’re locked into a contract. Or I didn’t say, oh, you owe us a lot of money to get out of the contract. We’ve all been

(Speaker 3)
in a contract for a gym or a timeshare or a phone plan or something. Can you talk about the peace of mind it gives you knowing that you’re paying $1,700 a month, $1,700 per month, $1,700 a month, and knowing it’s month to month, even though our average client is with us for six years or longer, tell us about the peace of mind of knowing that it is month to month.

(Speaker 5)
Um, yeah, I would say there’s definitely peace of mind there. Honestly, the trust we’ve built at this point, I have no concerns at all, just because we have a very good relationship with Andrew, our business coach. And honestly, I was more concerned that we’d be able to get Andrew again after we sold our business, just because he’s amazing and has done so well. I was more concerned that you guys

(Speaker 5)
would keep us as customers and with our next business. So that was not an issue at all.

(Speaker 3)
OK, now for your business, go back to your business, we’ve got to gather video reviews. So I’m trying to celebrate my clients today while giving a lot of examples. So if you go to Thrivetimeshow.com, that’s obviously a business that I’m involved in.

(Speaker 3)
If you go to EITRLounge.com, that’s obviously a business I’m involved in. If you go to Dr. Zellner and Associates, that’s obviously a business that Dr. Zellner and I are involved in. So when you look at these different businesses, we are teaching that which we do. Like we’re teaching you to do things that we do in our own companies.

(Speaker 3)
And so when you go to thrivetimeshow.com, the idea of having a business conference is not a new idea for me. And I know this sounds shocking, but I’ve been doing business conferences for 20 years. This is my 20th year doing the same thing. So we have thousands and thousands of testimonials

(Speaker 3)
from real clients. So people say, Clay Clark, I’ve never heard of you before, but I know Robert Kiyosaki’s speaking at your conference, or I know Eric Trump’s coming, or I know that you’re bringing in Tim Tebow or whatever. But ultimately, James, people, they often wanna know

(Speaker 3)
how long have you been doing this? Where are you located? We talked to a lady the other day. She said, does Tulsa have hotels? Remember this lady? Wonderful lady? Yeah.

(Speaker 3)
So there’s people that have lots of questions about, does Tulsa have hotels? What kind of questions do people ask you about our conferences,

(Speaker 52)
James?

(Speaker 2)
Well, they want to accounting, social media marketing, branding, search engine optimization. That’s a big one. Sales training, just all these things that you do.

(Speaker 3)
But people ask me this every time.

(Speaker 17)
Right, they do.

(Speaker 3)
And so we have testimonials. And so I want to get your thoughts on this, Kelsey. Why or how has gathering video testimonials for your business impacted you? Because I hear so much from people, they say the video testimonials were important for them.

(Speaker 3)
How has gathering objective video reviews from real customers impacted your business?

(Speaker 5)
Oh, it’s been so important. So for us, like I said, our business is very much built on trust. So having people that trust us to raise their puppy, to know that it’s being cared for well, and is getting everything that we say. We are in an industry that

(Speaker 5)
unfortunately has a pretty bad reputation in some areas and there are there’s scams out there, there’s things out there unfortunately and so we need people to be able to trust us to trust that we are doing the right thing and really caring for our puppy. So having those video reviews on our website and also able to just send them to people when they ask, being able to say, hey, this is a real person

(Speaker 5)
who’s gotten a puppy from us, that has been very important for our growth.

(Speaker 3)
Now, next area, and this is something important. I don’t know, James. James, you like to make steak, right? I do. OK, so let’s talk about making steak for a second. I’m getting into your wheelhouse. When you’re making steak, is it the quality of meat, does the quality of meat matter?

(Speaker 3)
It does. And I always try to go to the part of the store that

(Speaker 2)
has the glass with the person behind it and get the prime cut.

(Speaker 3)
So the quality of the cut matters. It does. Does it matter that you’re, what do you cook your steak in? In a cast iron pan. On part two of today’s show, by the way, we’re going to put on the video of how you cook

(Speaker 27)
steak.

(Speaker 3)
Okay. So part two, you use a, what kind of pan do you use? Cast iron. And what do you put on the steak?

(Speaker 17)
I do butter and oil, like extra virgin olive oil, and then little garlic and rosemary on it too. And then do you, does cooking the steak, how you cook the steak matter? It does. I always cook that thing on high heat and the alarm will go off four out of five times.

(Speaker 3)
Now this is so important though. This is so important because people say, Clay, I want to grow my business. What’s the most important part? And James, people ask you all the time. firm? Are you guys a marketing firm? Are you guys a sales coaching thing? And it’s all of it. So when you come to our workshops or you’re a client, we go through all 14 aspects

(Speaker 3)
of your company. And so I’m really going to tap into Kelsey’s brain on this because her and her family, her team, they really are attentive and diligent about all of these areas and really trying to do the best they can to provide the best service possible. So first off, we have to figure out your revenue goals. I’m not going to ask you to share your goals on today’s show, but you have to know how many dogs you have to sell to break even. I mean, at the end of the day, you have to know your break even point, box number two.

(Speaker 3)
And again, anybody who wants to download my book, A Millionaire’s Guide, How to Become Sustainably Rich, thrivetimeshow.com forward slash free dash resources. And again, we’re talking here from page five of this book. Kelsey, how has that impacted you

(Speaker 1)
knowing your break-even point?

(Speaker 5)
That’s been really important. I mean, we wouldn’t be able to, this is a passion of ours. We really love it, but we can’t keep doing it if we aren’t making a profit and feeding our families. So we have four boys, we need to be able to feed them, to care for them. And so knowing our break even has, I mean, it’s a non-negotiable.

(Speaker 3)
We would not be doing what we’re doing for this long if we didn’t know our numbers. So you got to know the numbers. Again, somebody out there says, I’m not an accountant. We’ll help you with that. Don’t worry about it because you’ve got to know your numbers. Now, box three is you got to know how many hours per week you’re willing to work. Now, this is a very controversial subject.

(Speaker 3)
I will share my thoughts on this. Someone out there can disagree. I believe that everybody watching today’s show, you should pray about it, ask God, I mean it sincerely, and then talk to your spouse and figure out the boundaries with which we are going to work. So for my wife and I, I like to work six days,

(Speaker 3)
rest on the seventh, that’s the mindset that I have, that’s my ideal scenario. Some people say, you work six days a week. James, new employees are always shocked that I’m here six days a week.

(Speaker 51)
They are.

(Speaker 3)
I mean, do you hear that a lot? They’re like, is he here six days a week? But it’s every week I do it.

(Speaker 17)
Every single week.

(Speaker 3)
Yeah, and you work six days, seven days a week. You do it too, right?

(Speaker 9)
Right.

(Speaker 3)
But there’s some people that willing to work? I think it’s important just because we have priorities.

(Speaker 5)
If we know what our priorities are and then we can assign timeframes to them, it really helps just our family operate better and us feel like we’re actually achieving what we say is our priorities. For us, yeah, we do the same thing.

(Speaker 5)
We work six days a week. I think honestly, youall have helped us a lot with just feeling comfortable that that is OK, because there is a lot of shame and stuff around that. But yeah, priority-wise, we do assign timeframes to things just so that we can accomplish the things that

(Speaker 5)
are important to us.

(Speaker 3)
I’m not saying this to name drop. I’m saying this And it’s on a Saturday night and to us that’s work, but we like it. You know I’m not saying this to name-drop I’m just saying this when we have Robert Kiyosaki that will come in or Eric Trump We will be working that week probably seven days that week. I don’t want to do that though So because I so we will be we’ll go to church, but then it’s like there’s, so James, when my wife and I just got back,

(Speaker 3)
we had to go to Florida for a business trip recently. I got back and I had a lot of work I had to get caught up on so my schedule got out of whack, but it’s so important that you’re out there and you have an ideal schedule that you feel good about. And for my wife and I, it’s six days a week, but it’s really important. The next area you have to focus on if you want to scale a company,

(Speaker 3)
we’ll help you through all of this folks, is you got to figure out box number four, what makes you unique? So this just in, there are other dog breeders in America. There are other dog breeders in America, this just in. So we’ve had to work with you,

(Speaker 3)
you’ve worked with us to figure out what makes you unique and then tell the world about it. Can you talk about why it’s important there, Kelsey, for your business to know your unique value proposition?

(Speaker 5)
Mm-hmm. Yeah. So for us, we definitely lean into this really hard because, like you said, there’s so many others. There’s a lot of unethical ones. And so we really want to differentiate ourselves. So being able to share that we do health testing with our parents, we provide a really good health guarantee, two-year health guarantee with all of our puppies. That sort of thing allows us to show how we are different because there is a small group of people are looking for what we provide and if they don’t know how we are different

(Speaker 5)
they won’t be able to find us. So that’s why we make that very clear on our website and talking to people how we differentiate

(Speaker 3)
ourselves. Now box number, this is so big folks, we’re going through each one. There’s 14 steps of business growth. There’s 14 steps. I want to hit on these because it’s so important that you check all these boxes. Box number five, your branding. This just in, people do judge a book based on the cover. They do judge a product based on the website. They do.

(Speaker 2)
Now, James, your desk is oftentimes four feet from mine.

(Speaker 17)
Yes.

(Speaker 3)
And sometimes it’s 15 feet away from mine.

(Speaker 17)
Right.

(Speaker 2)
Does it ever blow your mind that people come in to the office, figuratively speaking, or literally, sometimes with an unsuccessful business, and they end up building a multimillion dollar business almost every time.

(Speaker 3)
Yeah, it’s really insane because I’ve been here for two years, and I worked in the part of the business that wasn’t really part of the business doing other stuff. And so I’ve got to see contractors, home builders, roofers, dog groomers, just so many different industries. Doctors.

(Speaker 3)
Doctors, lawyers, accountants come in and then they have a business that’s struggling and then you help them get more leads and then you help them with the sales scripts and then you help them with hiring and inspiring and then there’s just so many things that you do

(Speaker 3)
that help scale their business, which is what everyone wants to do is scale their business and have more time freedom and have more financial freedom. And I see it, and it’s like every week it’s a new person that reaches that goal. I believe it. Can you see it every day?

(Speaker 3)
So I want to ask your thoughts on this, Kelsey. Why is it important that your branding is top notch?

(Speaker 5)
I mean, it reflects what’s inside and what’s happening here. If we do an amazing job, but we can’t portray that to everybody else, it’s going to get lost in translation. It’s really important that what we’re doing here matches what other people are seeing.

(Speaker 3)
This is folks, I’m hoping you’re learning something folks. This is such a powerful interview here because these folks are telling you at Rock Haven Retrievers, they’re high quality. I’m totally against cloning technology. But if I were to clone people, I would want to clone these people. So box number six, marketing.

(Speaker 3)
You have to have a three-legged marketing stool. By the way, branding consists of your website, your business cards, your print pieces, your logos. And we do all of that included for the $1,700 a month. So everything, we do all of that for you, that’s all included. Let’s talk about marketing for a second.

(Speaker 3)
Kelsey, why do you have to have a three-legged marketing stool? Like three viable ways that you generate leads. So in your case, you’re getting Google reviews and video

(Speaker 1)
reviews.

(Speaker 2)
That’s powerful. Boom. Two, search engine optimization. Three, boom. Or two, search engine optimization. Then three, online ads. It’s not just one way you’re marketing. It’s not just Google reviews and video reviews.

(Speaker 2)
Two, it’s not just search engine optimization. Three, it’s not just online ads. Why do you have to have three ways that you

(Speaker 1)
market to your ideal and likely buyers?

(Speaker 5)
Well, mainly because if something would happen to one of them, we need to be able to pivot. If we’re all in on just one area, say we just do advertising, well, if that advertising gets shut down, we don’t, that immediately stops all of our deal flows, all of our growth, everything is done. So we need to have,

(Speaker 5)
I don’t want to say diversified because that almost makes it sound like we can be distracted. But if we can focus on three different things and do them very well, it has worked really well for us.

(Speaker 3)
Folks, I’m telling you, this is powerful stuff. Somebody out there, A, you need a dog, so you’re probably going to Rock Haven Retrievers right now. But B, if you’re trying to grow a company, take notes. These are real people doing real things. Box number seven, you have to create a sales conversion system.

(Speaker 3)
It has to be a documented process. If you’re building a boat, I’m hoping that you’re using a blueprint. If you’re building a car, I’m hoping that you’re building a car using a blueprint. If you’re building a house, I hope you’re using a blueprint. If you’re building anything of consequence at scale, I would hope you’re using a blueprint. I don’t know why in business people don’t want to use blueprints. I don’t quite have it figured out yet. I don’t know why people insist on operating via verbal traditions and tribal knowledge. And, you know, well, Carl knows the passwords.

(Speaker 3)
I don’t understand that. But in order to scale something, you have to create a documented system. And so for sales, you have to have call scripts, call recording, a one sheet that clearly documents how you provide solutions to the marketplace.

(Speaker 3)
You have to have pre-written e-mails that make sense, a lead tracking system that makes sense. Kelsey, talk about the sales conversion system.

(Speaker 2)
Why do you have to have all these systems in place?

(Speaker 5)
We need it in place because we’re people who make mistakes. For me, I can be going about and doing things, boom, boom, boom, and I can totally forget something and ask my husband. He knows this, but if I have a checklist and I know what I’m doing, that is much less likely to happen.

(Speaker 5)
So I really rely on having systems in place because with raising puppies, they are living and breathing. Like we can’t mess up on this. So we really need those systems in place to make sure every single thing is getting done.

(Speaker 3)
Folks, I’m telling you, whether you’re feeding dogs, you’re a dentist, you’re a doctor, you’re a lawyer, you know, we have a wonderful, and I’ll get James on part two of today’s show, you’re going to be able to teach the world how you make a steak. And I’m being real. California. He makes the best steaks in the world. He does. Big shout out to him by the way. His company’s called Craw Daddies. This guy makes the best steaks in the world. I’m being real. It’s worth the vacation here. This is a Vesalia, California. If you’re like going, man I don’t know what I’m gonna take my kids to

(Speaker 3)
this year. Go to Vesalia, California. Find a way to get there. Once you get there, you can see all the wonderful things that Northern California has to offer. But the highlight of your trip will be going to two cool Keith’s. The business is called Crawdaddy’s. It’s incredible. I love this place.

(Speaker 3)
Best steak in the world. Steak number two coming in hot. That was a place called Bluestone. They’re not around anymore. The owner decided to shut down. So moving into the second position is you, James. That’s right, baby. Now third is Ruth’s Chris Steakhouse. So it’s kind of a tight competition.

(Speaker 3)
My wife’s moving into third or fourth position right now. You’re making some great steaks, OK? So I want everyone to know you have to have a system in place, OK? It’s a system. Box number eight, you’ve got to know

(Speaker 3)
you have to get a new customer? So Kelsey, whatever you charge for the dogs that you guys sell, you have to know how much it costs you to get a new customer.

(Speaker 2)
Talk about the importance of knowing that.

(Speaker 5)
Mm-hmm. Yep, that’s right on our tracking sheet. So we need to know the cost of when leads come in, what each of those costs are that we’re accounting for, just because costs can get out of hand very quickly. If we’re tracking them every week, we know exactly where we’re at.

(Speaker 3)
Now again, folks, I’m hoping you’re taking notes, I’m hoping you’re getting this. This is powerful stuff. Someone says, this isn’t exciting at all. This seems like a very tedious step-by-step process. Yeah, exactly. Do you want your life to be exciting? Don’t use systems. You’re going to have

(Speaker 3)
an exciting life. Will you be able to pay the bills? Are you on the verge of bankruptcy? I mean, that’s exciting stuff. But if you want to have a proven path to create sustainable success, you’ve got to implement these systems. Step number nine, create repeatable systems, processes, and file organization. This just in, you can’t build a successful organization if you are not organized.

(Speaker 2)
Kelsey, preach the good news about being organized.

(Speaker 5)
Well, it’s not necessarily my strong suit, it’s my husband. That is why we need these systems in place. My husband is very much naturally detail-oriented. I tend to be a little bit more on that. I love to talk to people and do things and play with puppies, but I’m not necessarily system oriented.

(Speaker 5)
So when we have these things in place, it helps our marriage. That’s for sure. But it also helps our business and helps us make sure that we’re doing everything that we say is really important to us and that we’re getting

(Speaker 3)
things done in a timely manner. Final three steps, folks, coming in hot. Box number 11 or box number 10, you’ve got to create a management system. You have to have an effective management system. What am I saying? Management is what are the people on your team expected to do and do they do it? How do you convince humans on the planet Earth to do their jobs with excellence?

(Speaker 3)
I see a lot of people have great systems, great processes, great visions, but nobody is getting anything done because nobody’s being managed. Can you talk about that because your business, you’ve doubled the number of leads you’re getting.

(Speaker 3)
Can you talk about the importance of learning

(Speaker 2)
these management systems or even these hiring processes?

(Speaker 5)
Yeah. We’re still very much a family-operated business. We’re really still small business, but it’s not just me. My husband works here. We’re full time together. So knowing that we’re on the same page, we do have meetings in the morning, just making sure we’re on track, that we’re focused on the same things and we know what’s going on.

(Speaker 5)
I would say is key for us having quick meetings in the morning, making sure that we’re both knowing what’s happening for the day and going through our calendar once a week. We will do that as well, just to make sure our week is planned out. And so it’s not chaos during the week.

(Speaker 3)
Okay. Box number 12 here, folks coming in hot. We’re almost there. Almost there. Stay on target. Almost there. Box number 12, or box number 11, you have to create a sustainable and repetitive weekly schedule. You know, like when is your daily huddle? When is your weekly group interview? When will you call the leads? When will you go home?

(Speaker 3)
When will you show up to work? What is your schedule? Can you talk about that, Kelsey, about the importance of having a documented schedule that you, your husband, and your team adheres to? Yeah, we keep a pretty good schedule

(Speaker 5)
just because we need to know what’s going on. So we can’t be losing kids during the week. We got to know who’s getting the kids. We need to know puppies. We need to know who’s coming and visiting, who’s coming to take a puppy home, that sort of thing.

(Speaker 5)
So if we don’t know that, it’s going to be pretty chaotic during the week. So that’s why we do a weekly meeting and we do

(Speaker 4)
plan out pretty tightly our schedule.

(Speaker 3)
Now, James, we move on to the final couple of boxes here. So we have box number 12. You have to create human resources and recruitment systems. There’s got to be a process. Now, Kelsey, I’m sure you can see the writing on the wall. You’re going, wow, we’re getting more leads,

(Speaker 3)
we’re doing more transactions. And at a certain point, hiring people will become your biggest limiting factor. At some point, hiring people will become your biggest limiting factor. Can you talk about the importance

(Speaker 2)
of having a plan in place for onboarding new employees?

(Speaker 5)
Yeah, this is actually something that is very top of mind right now that we’ve been talking with our business coach about because this is our next step. So we have been talking about different ways of finding leads, whether that’s, I’m sorry, finding our first employees, because as we grow, like you said, it’s going to become our biggest limiting factor.

(Speaker 5)
So we are actually, this is very like top of mind current for us because we are starting to go down this path with our business coach.

(Speaker 3)
Okay, now box number 13 and 14, folks, you’ve got to make sure that your business, that you automate the earning of your millions. What am I saying? You have to have an accounting process in place where you track every dollar

(Speaker 3)
because it’s not about how much money you make, it’s about how much money you make it’s about how much money you keep and so if any of these aspects are neglected your business will not succeed and that’s why I believe everybody out there if you have a sound mind you should probably have an attorney you work with who knows what he’s talking about to guide you through the legal aspects of your company you should probably have an accountant you can trust to guide you through the

(Speaker 3)
accounting aspects of your company you probably have a dentist that you go to that’s not a guy you know who’s watched a couple of YouTube videos on tooth brushing. I mean, you probably want to have an expert in your life to help you in these various areas. And the whole purpose of that is so you

(Speaker 3)
can achieve what we call the F7 success, where you have success with your faith, your family, your finances, your fitness, your friendship, your fun. Kelsey, as you’re going down this path, so many people are taking notes right now. If you could share with everybody maybe a 60-second recap of

(Speaker 3)
what impact having a business coach has had on your life and your businesses, we’d love to hear from you.

(Speaker 5)
Oh, man. It’s had a huge impact. Just the stability and predictability that comes with a business coach, honestly, that was the biggest thing for me. I really appreciate. I know every morning, every Friday morning at 5 AM,

(Speaker 5)
we’re going to meet with Andrew. We’re going to go over our numbers. We’re going to talk about our biggest limiting factor. That way we can just kind of chink away at that. And so we can grow systematically, it’s not chaotic at all. And so having that and the way it impacts our family

(Speaker 5)
has been huge too, just because, yeah, we have, like I said, we are very much family oriented. We have four kids and so it’s really important to us that that, it doesn’t become all about the business.

(Speaker 5)
And that is something I’ve really appreciated. Andrew actually cares about our marriage. He cares about our family and our kids and keeping that all in line with what we have told him is our highest priorities has been really important. And honestly, if that wasn’t the case,

(Speaker 5)
we probably would not be doing business coaching. So that’s a very important part for us.

(Speaker 3)
And so what do you say to somebody who’s on the fence, they’re thinking about coming to our workshop, they’re thinking about going to thrive time show and scheduling a free 13 point assessment, they’re thinking about coming to a business conference, they know it’s $1,700 a month, they know for the business conferences that we have scholarship pricing available to help families

(Speaker 3)
in need. So you can name your price. They know that we do scholarships for clients from time to time. But what would you say to somebody who’s on the fence and thinking about either attending a conference

(Speaker 3)
or scheduling a free 13-point assessment?

(Speaker 5)
Well, for the 13-point assessment, it’s kind of a no-brainer just because there’s literally no risk involved. We’ve also gone to the business conference and come away with a lot of value as well. So honestly, I would say just do it because it is worth it. I love that if someone is hesitant, it is a month to month basis. So you can just set aside a certain amount

(Speaker 5)
and say, we’re gonna try it out. And if you’re diligent and you’re gonna be open and do what your business coach asks you to do, then you definitely won’t regret it.

(Speaker 3)
James, I’ll give you the final question here. You talk to wonderful people every day that are maybe the potential Kelseys of America. Or some people you say, whoa, we can’t help you. And I don’t want anybody to waste their time filling out the form if you have an esoteric belief system and not an actual business you’re trying to grow.

(Speaker 3)
So James, what final question would you have for Kelsey?

(Speaker 2)
If you could do it all over again, would you hire us?

(Speaker 5)
Yes, absolutely. Yeah, very thankful for you guys. It’s been a huge blessing. We love it. Honestly, Fridays when we meet, it’s the highlight of our day. It’s our most productive day for sure.

(Speaker 5)
So absolutely.

(Speaker 3)
Kelsey, thank you so much for carving out time for us today. I encourage everybody out there, if you don’t hate yourself and you do love Retrievers, what? If you do love Retrievers and you don’t hate yourself and you’re looking to get a Retriever, go to rockhavenretrievers.com. Rockhavenretrievers.com, that’s the website.

(Speaker 3)
Rockhavenretrievers.com. And on part two of today’s show, James will teach us how to make one of his epic steaks. Thank you so much, Kelsey. Have a great day.

(Speaker 5)
Thanks, you too, guys.

(Speaker 3)
Bye-bye.

(Speaker 8)
I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean I went to medical school. I can figure this out. But it was a very,

(Speaker 8)
very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with a specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent,

(Speaker 8)
which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned

(Speaker 8)
it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Client.

(Speaker 6)
Hi, my name is Tim Johnson. I’m the owner of Tuscaloosa Ophthalmology as well as Southern Eye Consultants, two ophthalmology practices in Tuscaloosa, Alabama, and I’m a client of Clay Clark. He asked me to answer a couple questions. The first question was how did I hear about Clay Clark? I am a big fan of business podcasts and his podcast popped up as a recommended listening so I started listening to the podcast. I was a little suspicious or skeptical because I thought there was gonna be

(Speaker 6)
like an upcharge or an upsell. But the idea of the month to month canceling really appealed to me. And I kept waiting for the shoe to drop and for the upsell or for the scam to come in, but it never did.

(Speaker 6)
It’s very legitimate. Since working with Clay, I’ve gotten a much firmer grasp on how business works. Even in medicine, business is business. I’ve learned a lot about marketing, especially how Google reviews work and how important that is. That’s very important even in medicine. At least once a week if not every day I get a new patient because somebody googled eye doctor in Tuscaloosa or ophthalmologist in Tuscaloosa and you’d be amazed how many patients

(Speaker 6)
just look for an eye doctor that way. And so he’s really changed our business. Our business has grown a lot, maybe 15 to 20% this year. And so we’re really grateful for the things he’s done for our business. And the last question was, when did I perfect the laugh? I would say that you can never perfect the laugh,

(Speaker 6)
you just keep working at it. And it just keeps getting better and better each day. But you gotta keep working at it.

(Speaker 1)
All right, Jason, on today’s show we’re talking about managing people. And I want to ask you, because you’ve managed dozens of employees at the multi-million dollar company Elephant in the Room, is sales, management, accounting, what’s the hardest part of running

(Speaker 50)
a company? Oh, management, hands. What’s the hardest part of running a company?

(Speaker 20)
Oh, management, hands down, is the hardest part. Dr. Breck, you help people get their spine in line as a chiropractor.

(Speaker 1)
What’s the hardest part of running your business?

(Speaker 49)
Managing people every day.

(Speaker 1)
Managing people every day. And on today’s show, we are interviewing the management expert, Ryan Hock. He’s going to teach you how to become an effective manager and a manager that knows how to inspire people to hold them accountable to do What is required all this and more on today’s edition of the thrive time show?

(Speaker 14)
Some shows don’t need a celebrity narrator to introduce the show But this show does two men eight kids co-created by two different women 13 multi-million dollar businesses. Ladies and gentlemen, welcome to the Thrive Time Show.

(Speaker 15)
Now, three, two, one, here we go! We started from the bottom, now we here. We started from the bottom and we’ll show you how to get here. Started from the bottom, now we here. We started from the bottom, now we here.

(Speaker 3)
We started from the bottom, the myth, the legend, the management mastery mentor for everybody out there, the author of the new book, Welcome to Management, How to Grow from Being a Top

(Speaker 1)
Performer to an Excellent Leader. Ryan Hawk, welcome on to the Thrive Time Show. How are

(Speaker 48)
you, sir?

(Speaker 2)
Ryan Hawk, Jr. Maybe one of the best intros of all time. I’m great. Thank you for having

(Speaker 34)
me.

(Speaker 1)
I have a question. With the last name Hawk, it? Do they make Hawk sounds when they when you entered the room?

(Speaker 47)
What was what was that?

(Speaker 2)
What kind of nicknames did you have as a kid? We’ve got a little bit of all of that a little bit of all that sometimes from the we played football growing up from the Sidelines doing the kind of the swooping motion with your arms like you’re flying Hawkman Hawks. They’re yes People call my dad that his friends friends call him that a lot, Hawkman. I notice they still do when he sees them. So he probably gets that as much or more than we do.

(Speaker 2)
But yeah, we’re lucky. It’s a cool last name. Your parents give you a two-syllable, one-syllable. It kind of goes together okay. I did absolutely nothing to deserve that or earn that, I’ll take it man. What sports did you play in high school? Football, baseball, and basketball. What position did you play on the basketball court? So I played

(Speaker 2)
quarterback and football, point guard and basketball, and I pitched and played shortstop and baseball. Oh yeah I could sense that you come across like an all-star. Okay now tell me this here. When did you, I mean what was life like growing up for you? Did you grow up kind of middle class? Did you grow up in suburbia, rural?

(Speaker 1)
What was life like growing up for you?

(Speaker 2)
Yeah, we grew up in Centerville, Ohio, which is like in the suburbs of Dayton, Ohio, home of the Wright brothers. My parents certainly provided for us in a way that we were never wanting for anything, always supported us both with what we needed to succeed on the playing field as well as what we needed at home. So yeah, very fortunate background that my mom and dad brought up. I’m in the middle of three brothers, three kids.

(Speaker 2)
I’m in the middle of an older and a younger brother.

(Speaker 3)
So when did you figure out what you wanted

(Speaker 1)
to do professionally?

(Speaker 2)
I don’t know if I figured it out yet.

(Speaker 44)
Hmm.

(Speaker 2)
No, I definitely, so my whole life leading up through college, it was all about playing sports. So my main, my sole goal when I was in middle school and high school was to earn a college scholarship to play quarterback in Division One football. And so everything I did was focused on that. Everything I did when it came to my social life, my diet, my workouts, all of that was based on that. And so that

(Speaker 2)
happened, which was nice, but I didn’t really plan for much after college. I planned then to hopefully continue playing after college, which I was fortunate enough to do for a few years, but did not do a great job of planning after that. So yeah, I was myopically focused on playing quarterback and being the best quarterback I could possibly be.

(Speaker 2)
And my parents supported that, my family supported that. playing quarterback and being the best quarterback I could possibly be and my parents supported that my family supported that knowing I guess that I would figure it out when I needed to and so eventually eventually I figured some things out but I still think we’re all or at least I’m certainly a work in progress. For the listeners out there that aren’t super familiar with your college career where career, where did

(Speaker 3)
you play a college football at?

(Speaker 2)
So out of high school I went to Miami University, the Mid-American Conference in Oxford, Ohio, which is near Cincinnati. And I was there for two seasons. I happened to be the exact same age and play the same position as another pretty good quarterback named Ben Roethlisberger. So Ben and I are the same age.

(Speaker 2)
We were in the same recruiting class at Miami. We battled it out for two years. For those who follow sports know the story. He eventually went on to be the greatest athlete in the history of Miami University and has since donated millions of dollars to Miami University based on his great work in the National Football League and the NFL where he’s won two Super Bowls, made hundreds

(Speaker 2)
of millions of dollars, and is just an incredible player. After I lost that competition to Ben, I transferred to Ohio University, which is also in the Mid-American Conference, where I then played my final two years of eligibility, played at Ohio University, played at least well enough to give me a shot to continue playing after college, which was a very brief stint in the Canadian Football League and then two seasons in the Arena Football League, which is kind of a quarterback’s dream because of the way the league is set up for a high scoring and a lot of passing.

(Speaker 2)
So, yeah, that’s really the football story. After that, though, that’s when I had to figure out what I was going to do with the rest of my life because football was not going to continue to pay any sort of bills for me moving forward.

(Speaker 1)
So how did you, what was your first real job after the Arena League career wrapped up in the professional football? What was your first real gig?

(Speaker 2)
A company called LexisNexis, great Rex Caswell, VP of telephonic sales, was the guy who chose to take a chance on me and I eventually moved into an outbound new business sales rep, making 60, 70, 80 cold calls a day, calling on law firms, so professional negotiators, trying to convince them why the solution that I was providing them would be better

(Speaker 2)
than what they were currently using. So I learned at a young age in my professional career the value of selling and what professional selling is all about. And so it was, while it was very tough for me to stop playing sports,

(Speaker 2)
it was a pretty good transition because there are some similarities in the world of professional selling and athletics and the fact that the amount of work you’re willing to put in will increase your odds of your output being greater.

(Speaker 2)
And that certainly was true for me because I had absolutely no idea what I was doing at the beginning of my time as a professional salesperson and through, you know, using some of that work ethic I developed on the athletic fields and putting that into the professional world, it was helpful and beneficial and that got my career jump started once my playing times were done.

(Speaker 3)
Where were you based? What state were you in when you were making those calls?

(Speaker 46)
Ohio.

(Speaker 45)
Dayton, Ohio.

(Speaker 1)
Anytime we have a listener on the show who loves cold calling or did cold calling, I just kind of like to bask in the glory of that just for a second because seriously, I love cold calling. I mean, there’s something dirty and great and awesome I built my first company DJ connection comm into the America’s largest wedding entertainment company by just Cold calling do you have any highlights of your cold calling career just because it is it is sweet. It’s awesome

(Speaker 2)
Do you have like a board sitting next to you with all the great sound effects or what is what’s your stuff over there?

(Speaker 1)
Oh my gosh, dude. I’ve got a laser show. I’m a former disc jockey. I could eat it Really we could do whatever we want to do

(Speaker 2)
Whatever we need to do we can do it and I just hold on. What was your cold call? Like how did you how did you cold call your way to building a successful business?

(Speaker 1)
I was beautiful what we did, when I say we, me, is I was afraid of cold calling. And I was a pretty good athlete, but not anywhere near as good as you. I was competitive, you know. And I went and talked to an African American man by the name of Clifton Talbert, who his life was made into a movie, by the way. If you’re stuck at home right now, you should watch it’s called Once Upon a Time When We Were Colored. He was the first African-American west of the Mississippi to open up a bank and I knew him through

(Speaker 1)
people who knew him and so I met him and I’m like Clifton I’m afraid of making cold calls. I’m afraid. I’m like a you know 18 year old kid grew up poor you know and he’s this is a guy who couldn’t go into a bank because of legal he grew up in the time of legal segregation so he says clay you know I used to not be able to go into the front door of a bank and that was kind of scary you know going into the bank walking down the street and during the

(Speaker 1)
time of segregation and it just you said it nicer than this but it was something to the effect of you’re just weak and he’s not my boss he was the guy that I was going to see him to get tips on how to overcome fear. And he’s like, look, man, I started a bank when racism was still very, very common. So you just got to make cold calls and know you’re going to get rejected. And you’re just it’s going to happen. And you have to get 100 no’s for every yes. And he kind of just let me know the facts. I came up with a strategy, which you shouldn’t do this, if anybody out there

(Speaker 1)
listening, don’t do this. But my strategy was every time I got a rejection, I would give myself a beer, like a solid rejection. If I worked my way through the presentation and I got shut down- A beer? Oh yeah, a beer. Yeah. How blasted were you at the end of some of these days well by about 11 a.m. I was pretty blasted and then all of a sudden I started getting all these yeses

(Speaker 1)
Because I didn’t have any fear you couldn’t hear that I was a cold car I sounded so casual you know and so I had a phone book and I literally would cold call alphabetically So my a lot of my first commercial DJ gigs were apartments because it was a alphabetically in the phone book, and I would call and after about two beers with no food at about 10 a.m. I would say, so who’s in charge of this year’s Christmas party, of our Christmas party? And they’d go, oh that’s Sharon. I’m like, okay great, can I talk to Sharon? And then I’d be on the phone with Sharon and Sharon, hey this is Clay and she’s like oh he was uh he was a 5 or a 7 like well what does a 10 look like and

(Speaker 1)
she’s like well a 10 would be this and that and boom boom boom I said well here’s the deal I’ve got a guarantee going right now I’ll DJ your party for a dollar and you don’t have to pay me my full price unless I’m good so you literally pay a dollar to book me and how much did you pay last year? And she’s like, ah, $600. Okay, well I’ll do it for 10% less. So I’m agreeing right now if I’m awesome, you pay me 540 bucks. And she’s like, are you kidding me? I’m like,

(Speaker 1)
no. And I booked the Boeing, you know, big airplane manufacturers. I booked American Airlines. I booked apartment complexes all while Simmy buzzed or drunk. Then I realized, I’m drinking a lot before noon. I’ve got to stop. So then I wasn’t as scared as much because I got a little momentum there, Ryan. I got a little bit of momentum and some confidence. Then my new game was, any time that I booked an appointment, I would call in this talk radio show as a sports talk radio show and

(Speaker 1)
I would wait on hold on the other line And I would call in and just say things that weren’t true to upset fanbait fan groups and So I would call in and make allegations about Oklahoma State or OU and kind of sound like a redneck with my voice And it would irritate people and it would get me excited So that’s what I did that was my move and now I don’t do any of those things, but that’s how I did it.

(Speaker 2)
Well, isn’t it great though that that was kind of like the foundational way you had to get everything going? Because now there’s not many things in business harder than picking up the phone and calling somebody who isn’t expecting your call. And so I am so grateful.

(Speaker 2)
Like if I would have known maybe how hard it was, I’m not sure if I would have signed up for it. I mean, I don’t know. I didn’t have a ton of options at that time, but I’m really glad that the foundation of my selling career started through having to make all of those calls

(Speaker 2)
and face so much rejection every single day, that going through that, so I tell all, when I meet with college kids, I say learn to sell, learn to speak in front of a group of people, those are skills that will translate to literally anything that you can do, no matter what you’re going to do in life,

(Speaker 2)
if you can develop selling skills what you’re going to do in life. If you have can develop selling skills you will be better for it. If you can develop great communication skills you will be better for it. So start practicing those things right now. And in the selling world where my job was low base salary but unlimited commission. So you could absolutely crush it if you were good or you just have to live on a low salary and then you get fired.

(Speaker 33)
Oh yeah.

(Speaker 2)
And so like I thought like you’re literally gambling on yourself, you’re betting on yourself every day. I love that man. Like I think that’s the way the world should be. So if I’m willing to go in on Saturdays and build scripts and meet with the two or three top performing reps in the entire country and convince them to try to help me.

(Speaker 2)
Getting into it, you asked me what were some of my secrets. This is one of the main things I did. On the very first week I was employed, I went to the guy who took a chance on me named Rex Cazzo, who’s still a friend to this day. I said, can I to again the guy who took a chance to me named Rex Castle still a friend of this day and I said who can I look at the stack rankings and I looked at the names of everyone in the top 10 and the entire company and I said I don’t know the protocol here, but can I reach out to each of them and ask to interview them?

(Speaker 2)
Oh, yeah, and and I asked him though. I go and I have some questions Maybe you could help help me with some of these questions so he added to those questions or the ones that I had and Just try and so my goal my purpose was I’m gonna go to each of them I want to build one a real relationship with top performers Yeah, I want to just embed myself with people who have figured some things out about this thing that I know nothing about Yeah with people who have figured some things out about this thing that I know nothing about.

(Speaker 2)
Then I want them to really deconstruct their process for me and then I could take bits and pieces from all of those people, then mash that together with my personality, my work ethic, my thought process and maybe I could become good at this thing. And then I asked a few of them, would you be willing to come in on the weekends when you know the office was shut down, come in on the weekends and help me write email scripts, calling scripts.

(Speaker 2)
Okay, here is what that went when they’re when they’re giving me the initial no, how do I respond? Oh, they’re saying the no cost objection, or there’s no trust, whatever. I then was mapping all of that out from the jump from the people who had already sustained excellence in this role, that then gave me some confidence because it’s like, okay, I can say these things,

(Speaker 2)
I can learn this stuff. And then it just becomes a repetition game, as you know, right? The more reps you get, and you’re utilizing some of the best practices of all those people combined with your personality, and you get all the reps, that’s like the purposeful practice aspect of it. That’s what was really helpful for me. This is so powerful.

(Speaker 2)
I didn’t plan on going here with the interview, but I have to go here for a second. This is so powerful. When you played football and you threw so many passes, you threw so many passes, or when you’re playing shortstop, you had done so many ground ball drills that you could tell by the way the ball would come off the bat, kind of which way to go. And that initial split-second reaction would determine whether you got the double play

(Speaker 2)
or not, or whether you completed the pass or not. I mean, you practice until you can’t get it wrong. Can you talk a little bit about the importance of that? Because that is so important to practice your scripts and practice these role plays because when the person tells you that initial objection, if you’re still thinking about what to say, it’s too slow.

(Speaker 3)
I mean, can you talk about that?

(Speaker 9)
That’s powerful.

(Speaker 2)
Well, I am a big believer. I never was talented enough in any of the athletics just to roll out the ball and play, as some would say, just to roll out the ball and play, as some would say, just to show up and play. I understood the value of practice because I was very lucky to have great coaching. And so to get the reps to where we created our muscle memory with how I ran the offense

(Speaker 2)
as the quarterback, or as you’re mentioning, whether it’s shooting free throws, getting ground balls, the repetition created confidence in me. And from whether you’re selling or you’re leading or regardless of what you’re doing, having confidence in yourself is a huge quality that we all need to develop.

(Speaker 2)
And confidence, I think, can be built through a combination of preparation, through then seeing that preparation lead to success or in a selling world lead to some yeses. And once you start feeling that, I am always the one who asks why.

(Speaker 2)
Why was I successful? Why did I fail? Whatever it may be. Then I go into deconstruction mode and that’s why I have my podcast and everything that I do of okay, let’s understand why somebody was successful.

(Speaker 2)
Let’s really go deep onto their process, onto their daily actions, their habits, their routines, and their rituals. And so that I can say, wow, this is why I’m being successful. This is why it’s working.

(Speaker 2)
The practice reps, what I was saying, how I was saying it, when I was saying it. And that built massive confidence. And you know how it is, I can sense it in you from the very beginning. When you’re speaking with a confident person,

(Speaker 2)
that in a way gives you confidence. And if that confident person is selling you something, and they’re doing it in the right way, because the best salespeople, really what they are, they’re the best helpers, right? You’re helping somebody else achieve the results

(Speaker 2)
that they want, whether it’s a nice car, or you’re providing a service to make them better at work or at home, whatever it is, the best salespeople are the best helpers. And if I sense that you’re confident that you can help me, I’m gonna feel some of that, and I’m gonna say,

(Speaker 2)
yeah, okay, yeah, let’s do that. Let’s go with that solution, whatever that solution may be. So that for me was a big deal, was that those reps, that practice, getting it in was what really gave me a huge amount of confidence and people could sense that. And then that was kind of a self-propagating factor, like kept going on and on and on.

(Speaker 2)
And it made me feel better and better. And the better I got, the better I did. And I think that can be done through work ethic and through putting in the repetitions. The reason why it’s not done by everybody is just because it’s really hard and you don’t see results overnight.

(Speaker 2)
It takes time. And I think being able to have delayed gratification is a big skill to develop. And I probably did all of that earlier in life through playing athletics. You know, we just interviewed the co-founder of Netflix three days ago, Mark Rudolph, and

(Speaker 2)
I gave him a mega point. I’m going to give you a mega point. I don’t give these out lightly. A mega point, it’s a big thing. It’s whenever you drop so many knowledge bombs in a row, you get a mega point. I don’t give these out too lightly. Is that two? Is that two? Well, I just want to reaffirm the initial mega point. But you’re on fire right now. My ears are just, I can’t even handle, I just want to marinate on the goodness of this. Folks, listen, I’m telling you folks, you know this because we try to interview some

(Speaker 2)
really good leaders. We’ve had the co-founder of Square on the show. We just had the co-founder of Square. We had the co-founder of Netflix on the show. And all top people can sell. Now here’s what’s great about Ryan’s new book is once you can sell well, by the way, if you can’t sell, your business will go to hell. Someone should write that down. If you can’t sell, your business will go to hell. Your ideas go to hell. But if you can sell well, now you have to learn how to grow from being a top performer to becoming a leader. Because all of a sudden, if you can sell well, now you’ve got to deliver on the solutions

(Speaker 2)
that you just sold. You have to manage people, you got to do accounting, you got to do payroll, human resources, hiring, firing, getting Carl to show up on time, getting Sarah to make the cold calls. Management is a huge problem. Once you can sell well, you got to learn how to manage. Tell us about your new book because your book teaches people how to go from being a top performer to becoming an excellent leader.

(Speaker 3)
Tell us about the book.

(Speaker 2)
Well, unfortunately, what happens is you typically, and this is the case in my career, because I was at or spent the bulk of my time at the top or near the top of the stack rankings in the selling world, they come to you when there’s a management opening and they’ll say, okay, we’re going to grab the top five people and we’re going to interview you and we’re going to choose one of you to be the manager now because you were great at selling, so obviously you’re gonna be great at leading a team of salespeople.

(Speaker 2)
The problem, as you know, is that the skill it takes to be a great individual seller and the skill it takes to lead a team of 15 individual sellers are almost non-existent. There’s so little that translates well. And a lot of companies, they’re not bad companies for this, but they do an underwhelming job of preparing people to make that initial

(Speaker 2)
leap. I think, and I’ve also made the leap from, so I’ve made the leap from individual contributor to manager, from manager to director, and then director to VP. So from leading individual contributors and then leading leaders. And what I found is that first leap is much harder and much more challenging than even the second or third leap that you’re gonna make in your career because it’s just so dramatically different.

(Speaker 2)
And so when I got that first promotion, I really did a poor job of having an understanding of what it meant to actually lead a business team. I could lead a football team, but it was completely different.

(Speaker 2)
Now we’re dealing with wildly different personalities, different ages, different backgrounds. My first week on the job, I’m 27, I’m sitting there admiring my beautiful new office right feeling kind of like I’m important now Yeah, obviously I wasn’t but I was feeling I was a mid-level manager and at the door I see a 43 year old mom of a few kids and she’s crying and she She slowly walks into my office and again, it’s the first week on the job. And I’m sitting here thinking, what’s happening here?

(Speaker 2)
And then she shuts the door and comes in crying and says, Ryan, my husband, he cheated on me and he wants a divorce.

(Speaker 44)
And yes, exactly.

(Speaker 3)
Oh, that’s what you want. We want to hit the button, but you don’t have the button. You’re just there looking at her and it’s like, what choices did you make that put you in this situation?

(Speaker 2)
Like, why are you having to hear this? Right. And I said, first of all, why are you telling me this? I would never tell my boss that, but it was like management lesson number one. Not everybody’s like you, man. It was a good moment for me to realize, like man, I feel like I was self-centered,

(Speaker 2)
I wasn’t thinking enough about others, and realize that everyone has different reasons. Like maybe she’s telling me because, in this case, she just wanted somebody to listen, she wanted someone to give her some sort of answers, she needed to take time off work.

(Speaker 2)
Like all these things are happening, and it’s a great story and a reminder that it’s hard to be prepared for those moments unless you’ve actually done the work before you get the job. And so the reason I wrote this book

(Speaker 2)
for this particular time in your career is to help those people who are in my exact position who didn’t do anything to prepare. I wish I had some sort of playbook or a manual to read to help me get ready. Because I didn’t find that out there, I decided to write it. That’s why the book exists.

(Speaker 2)
By the way, do you have a hard out here in five minutes, or can I keep you a little bit longer?

(Speaker 27)
Sure.

(Speaker 2)
This is something I want to do. You know how in the weight room back in high school, you could bench, you could put the 245s on each side and you’d bench, and the guy next to you is like, bro, how much can you bench, bro? And you go back and forth kind of one-upping each other because that’s what men do in a locker room, in the football locker room. up you with terrible management stories and you one up me and we’ll go back and forth there with a complete lack of empathy for the other person, okay? Because this is important because a lot of our listeners they think when that situation you just mentioned happens

(Speaker 2)
to them, they’re the only one who deals with it. So I’m going to start with a crazy story. Here we go. One of my employees tells me, she says, I’d like to meet with you, this is years ago, she says, I’d like to meet with your wife, Clay. My wife serves as our CFO for our company. She says, I’d like to meet with your wife because you have five kids. And I want to know how to become a better mom.

(Speaker 2)
I said, sure. She says, the guy, she goes, I just broke up with my girlfriend. She said, I just broke up with my girlfriend and the guy that I’m living with, he’s getting a divorce and now I’m going to be raising his kids. So I wanted to see if your wife could give me tips.”

(Speaker 2)
So again, I’m just, make sure we’re getting this idea. It’s hard to grasp the idea. She’s saying she’s leaving the girl that she’s been living with, her girlfriend. She just broke up with her girlfriend, so she is currently dating a female and she is leaving her to move in with a married man and she wants to know for tips on how to help raise his kids. And this woman was like 23, 22. And I said, how old are the kids? She says, well, the oldest is 18. And the story begins. That’s

(Speaker 2)
the craziest that I have. And I had one person in the room with me to verify the jackassery of this situation. And so I tell my wife, I’m like, babe, you’re going to be having like a Maury Povich session tomorrow. I try to explain to my wife the situation, but that’s the kind of crap I’ve dealt with in the past and frequently as a manager. Give

(Speaker 1)
me something crazy. What’s the craziest management situation you’ve dealt with in the past?

(Speaker 2)
Oh God, I mean I shared the the main one, I would say, because I just think the, I don’t know about you, but when I have a boss, like I am open with them, but not that much. You know, it’s mainly, I’ve developed friendships with bosses, but where I’m willing to be vulnerable

(Speaker 2)
and share some things, but not like that level. Can you see this rash? Ryan, can I show you my rash?

(Speaker 1)
What do you think it is?

(Speaker 43)
Seriously. It’s crazy.

(Speaker 2)
But I mean, so in a way though, the reason why it’s important to kind of talk about these things is because you think, okay, I shouldn’t say you, I thought that everyone would just act like me. And that is when you, I had 15 people on that first team and realized there was legitimately 15 different styles and communication mannerisms and the way they, what they wanted to talk about and what they didn’t and desires for the future of their career.

(Speaker 2)
And they’re all wildly different. And so you have to, it really helps develop some empathy and some compassion to be more others focused. And I remember I called my dad after that first meeting and he’s just like, welcome to management. Literally, that’s what he said.

(Speaker 2)
And that’s why I titled my book that because there are so many of these kind of welcome to management moments that it’s hard to know unless you’ve done some deep study and research and reading, or more likely, unless you’ve actually done it.

(Speaker 2)
And so, like I said, my goal was either to help people who have not done it yet but want to, or help people who are maybe a year or two or three in, and they’re thinking, oh my goodness, man, I’m just behind on how I did all this stuff and this is helping me out. It’s a wild, wild job that you don’t fully get until you’re in the middle of it.

(Speaker 2)
I’m just trying to do my part to help with that.

(Speaker 3)
Now, in your book, Welcome to Management, How to Grow from Top Performer to Excellent Leader, you do discuss the credibility that must be earned as a manager. So I’m just, folks, if you’re out there listening today, and this is you, just take notes and go,

(Speaker 3)
oh, that dude’s talking about me. We’ve all had a manager, we’ve all had a new manager, who’s the always late guy. He says, you know, Ryan, we’re going to meet nine o’clock in the morning promptly. I’ll be there nine o’clock tomorrow. We’ll wean at nine o’clock. And then at nine oh seven, everyone’s waiting on the boss or guys start next week. We’re going to be really we’re going to start a new handbook, a new

(Speaker 3)
way of doing business. We’re going to really be progressive. We’re gonna be, and then they magically forget to follow up on anything. Talk to me about how credibility is earned, because we’ve all had great bosses that do what they say they’re gonna do, they show up on time, and we’ve all had the idea of the weak boss who makes up ideas

(Speaker 3)
to mask the fact they didn’t do anything, there’s no follow up. Talk to me, how do you build that credibility

(Speaker 2)
as a new manager? Well, I think credibility is built on trust. And what trust is, the two characteristics that equal trust are character and competence. So character, right? Doing what you say you’re going to do, the integrity aspect of your character, and competence is actually knowing

(Speaker 2)
what you are talking about. And also not being afraid to say, I don’t know, I need to get back to you on that, right? And so I found that my initial inclination was to have the answer for every question. And the problem with that is I obviously

(Speaker 2)
didn’t know the answers to every question, but I thought that was part of my job, and it’s not. Trying to be the chief answer officer when you’re a new manager, you don’t have to do that. I think you have to be true and authentic to yourself.

(Speaker 2)
Understand your strength areas and maybe utilize some of those strengths. So maybe you’re better at specific aspects of like let’s say running a meeting or writing or speaking. Lean into your strengths to show some of your competence. And then if obviously when it comes to the basic things like showing up early, being where you’re supposed to be, following through with what you say that you’re going to do, I guess it’s more simple to say, harder to actually do.

(Speaker 2)
But for my upbringing, that was something that’s been kind of ingrained in us since we were young kids, that you do what you say You’re going to do people you need to be consistent Right people need to be able to count on you your family your spouse your kids your team at work So those things are almost just table stakes. You have to get those parts, right? when it comes to running a team

(Speaker 2)
But but but understanding that you have to show them your character and you have to be competent in the areas of doing the job or you’re not really going to be able to build trust. And then without that, that’s again foundational to how relationships are built. Without that, your chances of success are very small. Now I have found when it comes to managing people, you have to set a clear strategy. Whether we’re talking about

(Speaker 2)
proverbs or not, where there is no vision, the people perish. I see a lot of leaders that really roll out a lot of paperwork, a lot of handbooks. They say, guys, here’s the deal. Next quarter, we’ve got an 87-step strategic plan. In this slide deck I want you to review over the weekend, it’s going to unpack the 172 rules for implementing this plan. We’ve all been in those meetings where your boss emails you huge PowerPoints, big slide decks. It’s like PowerPoint is their method of communication. They roll out these huge emails, and nobody actually reads those

(Speaker 2)
things. Nobody knows what’s going on. Talk to me about how the listeners out there can develop a clear strategy and does your book teach people how to develop a clear strategy? I found, if you look in history, the word priority did not get pluralized until about 40 years ago. It was a singular word. There was a priority.

(Speaker 2)
And so I like to think about that when I’m rolling out any type of strategy or the tactics or the action plan to help make sure that strategy actually happens, right? The tactical aspect of it. If you roll out the 157 page slide deck

(Speaker 2)
and it’s so comprehensive that no one’s ever gonna read it, again, if nobody reads it, then there’s not clarity. If there’s not clarity, then the execution’s not going to happen. And so I like to think back to that, the fact that the word priority

(Speaker 2)
should be close to a singular topic. So what is your priority? And let’s focus on that first and then the tactics to go along with that. I have absolutely been in some of those meetings where I think they think more is better

(Speaker 2)
when in almost every case less is better. Especially when you’re dealing with people, what they’re gonna read. I mean, you think about this with a book or a podcast or anything. What’s the goal of a book?

(Speaker 2)
The goal of, or at least your writing on the page of a book. My goal is to get you to turn the page. That’s it. So if my writing is not good enough on page 29, you’re going to put the book down. So I have to eliminate all of the fluff the

(Speaker 2)
same with a podcast or whatever it may be your goal is to get them to listen for another minute and then you have to continue to earn the right for them to listen to the next minute. Same way with a keynote speech on stage I am earning the right for their attention basically on a minute by minute basis and so that’s that’s a mindset shift though for most leaders. Most of them, not most, some of them think,

(Speaker 2)
well I’m just gonna dump everything on them. Here it is, read it, follow it, do it, as opposed to gaining some focus on what is actually our priority and then laying out some of the tactics in order to achieve it and showing that specific person, that reader of that

(Speaker 2)
email or that person sitting in that chair watching you deliver your priority, how are they, them, that one person, what is their role in helping our company, our team, our business accomplish the mission or the strategies so that they know, okay I know exactly what I’m supposed to do My dad always said you have to give each person Vivid clarity on their specific role that that helps you achieve the grand

(Speaker 2)
Mission and if you don’t do that, you’re doing a bad job as a leader You have to do that and you have to think of it from their perspective And that’s why this kind of others focused, others centered mentality is really critical to have any type of sustained excellence. I find that managing people is very tough because it’s almost a new way of life, almost. You know, you almost have to, you have to believe there are no bad listeners or no bad learners, there’s just bad teachers and you’re the bad teacher.

(Speaker 2)
You have to believe that like if people don’t get it done, if they drop the ball, it’s your fault. But it can be easy to be mad at the people, right? It’s easy, Ryan, if you tell somebody, do this system, follow this path, use this script, and they don’t do it, it’s easy to go, ah, my people, these people, they freaking are just, oh.

(Speaker 3)
But at the end of the day, you have to realize there’s no bad employees, there’s just bad bosses. Can you talk to me the balance of how you, because you really do have to believe that

(Speaker 2)
if the audience isn’t getting it, it’s because you’re a bad teacher. How do you process that emotionally? Well, I remember a time when I was a peer of mine, a really good guy, but he would come into our meetings, our leadership meetings with our VP, and he would say, listen, I’m telling them, I’m showing them, they’re just not doing it.

(Speaker 2)
They will not work. They will not do it. And at not work, they will not do it. And at that moment I remember stopping and saying, like, you know, I love you man, but it’s not them. It’s us, it’s we, which you’re the leader of. So it’s your team.

(Speaker 2)
So when you say they aren’t doing it, you should say, I’m not doing it. I’m not doing my job. I never liked it when I hear a coach or a boss start saying they and then I, or they and me. It’s us, it’s we.

(Speaker 2)
So if your team is having success, I think it’s fine to say our team or our people, or they at some point, they work so hard, they’re incredible, like giving them props when your team is successful. But when you’re struggling,

(Speaker 2)
which is when real leaders step up, when real leadership is revealed when you’re struggling, if I hear this kind of I in them, I know that is a red flag for me going forward, or at least some serious coaching needs to happen with me to them or with a senior leader to that person

(Speaker 2)
to say, that’s not how this works I mean ultimately When you’re the leader it is you it is your job. You have to take responsibility It is your team even if you and I write a section about this in the book even if you are hired and You didn’t hire a single person on your team the instant the instant you sign up for that job, they are

(Speaker 2)
your people, they are your team, they are your responsibility. If you think, oh, just give me a year or six months, I’m going to get rid of all these people and bring my, that’s not how it works. You know you can’t do that. Yes, you will probably make some changes. Occasionally, people will leave or you’ll fire some and bring some in. But to make an excuse like, ah, just wait,

(Speaker 2)
give me a year, give me a two, no, that’s not how it works. Like that second, it’s your job, it’s your responsibility. You do everything you can to help those people be successful, that’s your job. And I found that those are the types of leaders that I wanna commit to.

(Speaker 2)
Those are the types that take that approach. Yes, some changes happen. All right, we all go through that. That’s just a fact of life. But never should you be saying things like, Oh, they’re just not doing it. They’re not good. I don’t know. Well, no, no, that’s you. That’s you. That’s your responsibility. That’s on you. I have found that the leader is a good leader, a good manager is directly responsible for the results that the team produces within the organization. And the word organization is the word I’m using.

(Speaker 2)
And I have found it’s very hard to be a good manager if you are disorganized. We’ve all had a boss or maybe we’ve all been a boss who has been disorganized.

(Speaker 1)
Can you, does your book at all talk about the importance of

(Speaker 42)
being organized or could you give the listeners some tips on that? Because I see a lot of bosses that are

(Speaker 3)
saying well Karen we’ll start tomorrow’s meeting around 9 or 2. Why don’t you remind me? And then at 2 o’clock comes tomorrow. Well Karen When was that meeting supposed to be? And it’s like they’re there, you know what I mean? And they and then they tell their employees like, well, you guys can remind me right because I’m just kind of more of a big vision guy. You know, I’m more of a I mean, can you talk about this, this, this, this importance of

(Speaker 39)
being organized?

(Speaker 2)
Well, I mean, it’s again, I think that’s kind of table stakes in order to be just a decent manager. I remember when I first got the job, I’m bringing up my dad a lot, but that’s because he’s a huge mentor in my life and remains so to this day. But when I first got the job, I was excited, I was celebrating, and we talked on the phone

(Speaker 2)
and I said, hey, my role with this team is to be the inspirational visionary to inspire them on the Monday morning meetings and with my great emails, right? When it comes to kind of the management and detailed stuff and some of the metrics and the numbers,

(Speaker 2)
I will get somebody else to help with that part. I’ll get somebody else to do that for me. And my dad, who’s one of the nicest humans in the world, but has moments when he gets very serious with me, he stopped me right in my tracks and said what? What are you talking about?

(Speaker 2)
That is your job

(Speaker 41)
Come on

(Speaker 2)
And in fact you have to do all three of these things if you want to be successful in your role I said, what’s that? He goes you have to lead you have to manage Yep, and you must be a coach. You’ve gotta do all three. You’ve gotta do all three and I think that part of it, the organization and the focus is part of what it means to be a manager, to have things,

(Speaker 2)
like to understand how to use a calendar, to understand how to create buffers in your schedule so that you are never late to a meeting, so that you never miss with one of your people, so that you consistently show up. It’s just like being a parent, right? One of the keys to parenting is that you physically show up. Your

(Speaker 2)
presence is required, right? So all those things are part of it and if you can’t deliver on some of the basic aspects of staying organized, being where you say you’re going to be showing up for your people, again, very low chance of you having any sort of excellence in your role. How do you organize the first four hours of your day? I mean, for you personally, what time are you waking up there every day?

(Speaker 2)
Then how do you organize the first four hours of your day, Mr. Reinhart? The plan is always done at a minimum of the day before so my calendar is set the day before So I am also married. We also have five children Yes, and so in order in order for me to get the alone time I need as well as the physical time I need because I again have not lost kind of the physical aspect of Working out I like to do that every day

(Speaker 2)
So I have to get up far earlier than my family so that nobody’s neglected or anything But I can get up and have my own time to myself to read to journal to get hydrated and to work out And that’s that’s the first part of every single one of my days, seven days a week. And then I can get on to the day, whether it’s work day, which consists of recording podcasts, writing, speaking when we’re in traveling mode, and running leadership circles, which is what I do on a daily basis. And so that’s the work part. But I’m planning that

(Speaker 2)
and mapping that on my calendar and having a note-taking system both using the whole G Suite. So I’m big on Google Docs, Drive, and Keep. So Keep’s for all the articles that I want to read at a later date. Drive is for all of my audio and video work that I have there that I can share easily with other people. And Docs are my own writings, some of the notes I take, all my preparation for my podcast are done in Docs, so I can pull that up on any device at any time,

(Speaker 2)
and also write on those devices at any time from anywhere. And that then kind of is my structure and the system I have in place to stay organized, to stay on task, I’m big into using my calendar, it’s always up to date and ready to go. I share that with my business partners stay on task. I’m big into using my calendar. It’s always up to date and ready to go. I

(Speaker 2)
share that with my business partners and people who know me so they can see exactly what I’m doing, when I’m doing it, and when they can get a hold of me if they need me or when to leave me alone. I think that kind of sets it up so that I can get worked on on a daily

(Speaker 40)
basis.

(Speaker 1)
I’m just very interested in all things Ryan Hawke here. This is great. That’s great. So I’m interviewing you which is really incredible So you have five kids you are former athlete you you how many people do you? Personally have to manage now like how many people do you lead at this point? You have to keep track of?

(Speaker 2)
Well, it depends. I mean nobody reports to me. I run my own show for what I do So technically nobody I but I view my my own show for what I do. So technically nobody I but I view my my clients and the people I work with in that regard But it’s technically not set up that way because their clients this makes sense. This makes sense And do you what is your opinion of Adam Sandler movies? Well, it depends on which Adam Sandler movie you’re talking, okay fine

(Speaker 3)
Well, we’ll dip in our toe into the water of all things. Adam Sandler, Mr. Deeds, Mr.

(Speaker 34)
Deeds.

(Speaker 2)
Uh, I’m a big Dave Matthews band fan. I remember his, one of his songs in that movie. It’s okay. I, if you want to get good at go straight to it. Gilmore is number one and Billy Madison’s probably number two unless I’m forgetting something. Go ahead, what was your other Adam Sandler’s question?

(Speaker 2)
So Adam Sandler, so we go happy Gilmore, we go Mr. D, that’s great. No, Billy Madison. Billy Madison, okay. What do you think about the format of where he does, he always has, he starts off with like kind of a, it’s a guy who’s kind of impossibly simple. He’s going after an impossibly gorgeous woman. And somehow there’s athletes and cameo appearances by Brett Favre and Dave Matthews. What do you think about his movie formats? The system?

(Speaker 2)
He’s figured something out. Yeah, because a lot of the I haven’t even watched I don’t know if I’ve even watched the Netflix movies, but I think he’s made half a billion dollars in Netflix. So I would say he’s figured something out that maybe other people should look at. And I think he is authentic and genuine and people seem to be drawn to that.

(Speaker 2)
And yeah, because like I said, my favorite movies haven’t, they’re old now. They’re not even recent. Yeah, the one that he was with Jennifer Aniston, I forget even the name of that movie. That one’s decent. That plays on TNT and random shows.

(Speaker 2)
Yeah, he’s figured some things out.

(Speaker 1)
Have you seen him playing basketball recently?

(Speaker 20)
Have you seen him playing basketball?

(Speaker 2)
No.

(Speaker 31)
No.

(Speaker 3)
For a good time today. Is he good? It’s worth at least a 45- second YouTube search. So he must not be good. No. For fun, he goes out and just plays random pick up ball. But he doesn’t tell people like, hey guys, I’m Adam Sandler. He just shows up. And so over time, soccer moms will pull out their phone and start filming like, oh my

(Speaker 3)
gosh, that’s Adam Sandler.

(Speaker 2)
And he’s not good, but he’s out there balling and it is the best thing ever.

(Speaker 33)
Wow.

(Speaker 2)
I love it. It’s just like when you see somebody who can’t dance, but they go out and dance. I’m like, hey, good for them. I show some confidence. At a wedding or something, you’re looking and sometimes you’re just like, oh, okay. Nice, man. Props. I’m down for that. Now, I have some audio clips I’m going to play. I have three audio clips I’m going to play. This is audio of what I perceive to be I got with my team and we recorded audio, kind of a spoof of management, let’s say. And I’d like for you to explain what this person is doing wrong, okay? So I’m going to queue up

(Speaker 2)
the audio and it’s a little pop quiz. I’ve got three audio clips I’m going to play it for you. Tell me what this manager is doing incorrectly because you’re a management expert I know the listeners out there want to go buy your book right now. Welcome to management. But you have to pass this test before we can buy the book. So here we go.

(Speaker 3)
Let me play the first audio clip.

(Speaker 16)
Here we go.

(Speaker 39)
Let me queue it up. Here we go.

(Speaker 38)
It’s going to happen. All right.

(Speaker 13)
Guys, I’ve been to the mountaintop and I’ve got something to say. I’m unveiling the new long-term profit goal. Are you guys ready for this? Drum roll, please. This is gonna blow your mind, okay? This is what we’re gonna do. This is good. Ooh.

(Speaker 31)
$30 million?

(Speaker 28)
There’s only two of us.

(Speaker 35)
We made $63,000 in gross sales last year.

(Speaker 37)
That’s everything.

(Speaker 35)
Okay, look.

(Speaker 13)
I’m a visionary. Okay, what you’re witnessing right here, this is leadership. I’m looking at where we’re gonna be 20, 30, 40, 50 years from now. Did Henry Fonda, when he invented the Model T, were they sitting around going,

(Speaker 36)
how are we gonna build this car?

(Speaker 13)
No, okay? They got their hands dirty, they grabbed the bull by the horns,

(Speaker 18)
and then they killed it.

(Speaker 35)
Okay, so what’s the plan? Step one, okay?

(Speaker 13)
We’re going to maximize efficiency. Number two. Write this down. Number two.

(Speaker 1)
Step three.

(Speaker 13)
Emulsification. Listen, you guys follow those steps, we’re going to hit our goal by the winter of 2032. Okay, what an incredible Christmas that’ll be. All right, so you guys know what you’re doing?

(Speaker 34)
No.

(Speaker 13)
Awesome. All right, I’m going to hit the links. Ooh, daddy likes.

(Speaker 3)
What is that guy doing wrong? Because this is so common. This is what management looks like out there.

(Speaker 20)
What is he doing wrong?

(Speaker 33)
What is he doing wrong?

(Speaker 16)
What is he doing, right?

(Speaker 1)
Any part I mean, I just see a lot of listen I see a lot of people going into their staff meetings without a plan Talking about how they’re gonna go golf

(Speaker 2)
Setting crazy goals and then using big words like emulsification. I mean I see this all the time. Why does this happen? Well, I see this all the time. Why does this happen?” Well, I think … Maybe he thinks it sounds smart. I have a hard time believing … I’ve seen bits and pieces of that, but that is obviously an overly dramatic version of what we see. I’ve actually was a part of a meeting semi-recently where I was speaking after the senior leader rolled out this new goal, this growth goal, and the growth goal was like 10 times what had ever been done in the history of the business.

(Speaker 2)
And there was, and then there was like five reasons as to why they could do it, and four and a half of those reasons made absolutely no sense. And then I was the fall of that person. And I remember the looks on their faces,

(Speaker 2)
because I tried to scan the room before I go up to see the feeling of the people in the room. They’re looking on LinkedIn for other jobs. What are we doing here? Obviously, yeah, setting an insane goal with absolutely no plan in place to hit it. All it’s going to do is the people who are good, well really everybody who’s involved

(Speaker 2)
in that company, they’re just going to do what’s bad is they’ll just start looking for another job. And then once they find that other job, they’ll do it. But they’ll still stay in the role for your team until they find that job. And sometimes it takes time. So then they’re just sitting in a chair, not really doing what they need to do.

(Speaker 2)
So yeah, that’s obviously setting a goal with no plan. Your team has no idea how to get to that goal. And you just blow them off. Normally the guy that wouldn’t say, I’m going to go hit the links, the guy may go hit the links, but he’s not going to say that.

(Speaker 1)
Now, so your, so your, your book though, we’ll teach people how to set clear goals. Your book will teach people.

(Speaker 2)
Absolutely. I mean, that’s a big part of, of, of what leadership is all about is, is setting because I worked in the world of selling, like we were always on this push and pull of the goal setting and what makes sense and let’s be aggressive but reasonable and then the daily tactics to put in place for individuals to actually achieve the goals. If you don’t have that there, there’s not a clear path or clarity on how I can actually do it, which is the bad part of that clip.

(Speaker 2)
Questions? Yes. Know what to do? No. Okay, all right, see you later. Obviously, that’s part of your job as a leader is to give a vivid clarity on how to actually achieve those goals.

(Speaker 2)
Now, this is my final two clips here. I want to respect your time. Final two clips. This is the scene here is you have a guy from corporate coming in to hold people accountable to certain standards. Let me queue up the audio. Here we go.

(Speaker 16)
Here we go.

(Speaker 13)
Where is she? Where’s my favorite franchise owner?

(Speaker 16)
Hey! There she is!

(Speaker 32)
Hi there! Hi!

(Speaker 13)
I’m Zach Matthews, corporate liaison for How the Cookie Crumbles. Job number one, make the franchise owner feel special. Man, it’s good to see you, Kim.

(Speaker 30)
It’s Karen, you know that.

(Speaker 31)
Yeah, of course. I’m just testing you.

(Speaker 13)
Yeah. I’m just testing you.

(Speaker 30)
He even tests me on my own name.

(Speaker 13)
Yeah.

(Speaker 30)
Oh, yeah. We love it when corporate comes around.

(Speaker 13)
That’s a violation. Um… That’s a violation there.

(Speaker 30)
He’s really helpful. I had a question about that.

(Speaker 13)
Next time, just e-mail me, okay?

(Speaker 30)
He’s a real eye for details, you know? That’s why we love him.

(Speaker 13)
Oh, boy. Paper. I protect the brand. I’m a brand protector. We don’t sell the other guy’s cookies at how the cookie crumbles. We sell how the cookie crumbles cookies

(Speaker 13)
at how the cookie crumbles. And the height’s wrong too. I mean, we’re almost an inch high. This is our cookie, okay? This is the other guy’s cookie. Our cookie? Their cookie.

(Speaker 13)
It’s that difference Worthless and that makes all the difference in the world tastes delicious though. I love the brand sometimes

(Speaker 30)
I just wonder if they have any experience behind a counter have they ever managed a store. I don’t know keep pushing

(Speaker 13)
Appreciate you

(Speaker 1)
Talk to me about the condescending manager does your book help people out there that maybe unintentionally are the condescending

(Speaker 3)
manager?

(Speaker 2)
Yes, unfortunately though, there’s a big part of the book about self-awareness in the first section on leading yourself and developing self-awareness to hopefully that you have placed people in your life or you can become more intentional about placing people in your life that if you are somehow unknowingly acting in this manner that those people can deliver the honest raw feedback to help

(Speaker 2)
Help you avoid doing that moving forward But it still takes some awareness To put those people in your life that you can trust to help you because we know none of us are perfect. We all make mistakes and what really what it’s about is who are those people? Who are those people in your life that are there to help you in that regard? And my urging to everyone is to be much more

(Speaker 2)
intentional if you’re not already, about having a mentor board of advisors. This board of advisors that you can go to, maybe even invite them to your meetings, invite them to some of your one-on-ones, role play ideas when it comes to,

(Speaker 2)
this is how we communicate, or check out this email, or check out this rollout I’m getting ready to deliver, and then watch me deliver it it so that they can say, hey, you know what? Do you realize that the way that you talk to your team is condescending to you? And so sometimes we need other people to help us.

(Speaker 2)
You’d hope somebody just would naturally not act in that manner, but you know, I mean, that’s not always the case. I mean, that actually exists. So I think it’s just really important to increase your levels of self-awareness is to surround yourself with others to help you do that.

(Speaker 3)
Now, final clip I want to play for you. This is a clip here. A lot of people confuse management with motivation. You know, they think that management is just motivating people. So let me cue up audio of a manager who believes that management is motivation.

(Speaker 3)
Here we go.

(Speaker 13)
This is not a get rich quick scheme, okay? This is a get filthy rich quick scheme, okay?

(Speaker 3)
So talk to me about that. You know, it’s like the boss who comes in and talks about getting filthy rich real quick. They’re always about the new idea of the week. Talk to me about that, that motivational … Why is that so dangerous if that’s what you perceive management to be?

(Speaker 2)
Some of these though are so far out, I’m just thinking if you actually found yourself in these situations, hopefully you could find a way to get to a different one. But I understand that some of it does somehow still happen. Motivation, as a leader, I think motivation is intrinsic, it comes from within. I think leaders can inspire,

(Speaker 2)
but motivation is something that’s innately within you. And so we look to hire people who are self-starters, who are motivated from within. Motivation, it’s hard to sustain that. Also, I think those types of, I guess if you’d say tactics, motivation, it’s hard to sustain that. Also I think those types of, I guess if you’d say tactics, if I’m going to roll something

(Speaker 2)
new out, they’re going to base how hard they’re going to go after it on my history and my track record and how I’ve been in the past and their experiences with me. So I just think those things typically, maybe some of them can work in the short term for a few people, but I’m always trying to play the long game. And I think with my team,

(Speaker 2)
that stuff just doesn’t seem to be beneficial. And my work is gonna be based on my track record and how I followed through on what I’ve said I’m going to do and what I commit to. And people are going to choose to commit to leaders who they trust and they believe in versus the ones

(Speaker 2)
that they comply to, right? Sometimes you’ll comply to a boss if you have to until you find somebody that you’d rather commit to. And that’s why I’ve said multiple times, compliance can be commanded, but commitment cannot. I’m trying to help people build committed teams, not compliant ones. Ryan, I appreciate you so much for being on the show.

(Speaker 2)
If you’re out there today, folks, pick up a copy of Welcome to Management, How to Grow from Top Performer to Excellent Leader. Somebody out there is saying, I have carpal tunnel. I don’t know if I can click it. Stop it. Go pick up the book right now. Get the book right now.

(Speaker 2)
Welcome to Management, How to Grow from Top Performer to Excellent Leader. If you struggle with management, and by the way, a lot of people do, this is an absolute treasure trove of specific best practice management super moves

(Speaker 2)
that you can use. But Ryan, what’s a website where people can go to to learn more about you? Go to learningleader.com. Everything I have is at learningleader.com. My podcast has been going on for the past five years, The Learning Leader Show. Everything’s there. Or if you’re listening to this on your phone, you can text the word LEARNERS to 44222 and that will get you all of my stuff for free.

(Speaker 1)
Now, Thrivers, here’s a little bonus stuff for free. sensational guest. It is it has been a laser show having you here. Thank you so much.

(Speaker 2)
I need to bring you along with me to play your sound effects after I say something profound. I love it. Thanks for having me. Yeah, you take care. All right.

(Speaker 9)
Clay, my honor, my honor to be on your show. And thank you for all you do. I hear the ripple effects from you are good ripple effects.

(Speaker 29)
You know what I mean?

(Speaker 9)
People rave about what they learned from you. So congratulations.

(Speaker 1)
Sean, guess what’s happening on June 5th and 6th

(Speaker 3)
right here in Tulsa, Russia. We are probably going to have an amazing business conference

(Speaker 28)
here at Tulsa, Russia.

(Speaker 3)
Yes, we’re joined by Tim Tebow. Tim Tebow is going to be joining us right here at the Thrive Time Show World Headquarters, June 5th and 6th. He’s a very successful football player, obviously a Heisman Award winner, but he’s also a very successful entrepreneur. Now, when you work with real clients, Sean, real clients you really work with to help them grow their companies, do you ever hear a business owner tell you that they didn’t have time to get something done? Every day. How often is not having enough time

(Speaker 3)
a problem for business owners? All the time. It’s almost, it’s like maybe 90% of the issues as people are trying to grow their company. Well, Tim Tebow’s gonna come join us here at the in-person Thrive Time Show

(Speaker 3)
two-day interactive business workshop, and he’s gonna teach us time management and his approach to personal self-discipline and getting things done. Also at the workshop, I’ll put up on the website so people can see it here, also at the two-day interactive workshop, Sean, we are going to be, oh there it is, we’re going to be teaching accounting, systems creation, marketing, human resources, how to hire, inspire,

(Speaker 3)
train and retain great people, accounting, social media advertising, search engine optimization. Sean, what’s the area where most clients ask you for help the most? Is it generating leads? Is it hiring people? What’s the biggest issue that most business owners have by default before they come to one of our workshops?

(Speaker 3)
Well, I think it’s management because time is the most valuable resource for these business owners and being able to manage their time is the first thing. Once they get that under control, then generally the numbers, you know, being able to track their business and be able to make the best decisions based on numbers rather than emotions is a big area. We teach all of this stuff at the business conference, particularly you, Clay.

(Speaker 3)
You love to hammer on time management. It’s my favorite part of the conference. Now, I’m going to pull this up real quick here because we’re going to go through it. If you’re not excited, I want to get you excited about what we’re going to cover at the workshop

(Speaker 27)
here.

(Speaker 3)
Okay. The two-day interactive workshop. This is my 20th year your revenue goals. I think most entrepreneurs don’t know their revenue goals.

(Speaker 1)
Would you agree or am I off my rocker?

(Speaker 3)
No, that’s totally a very important point we do with every one of our new clients that come on board is we have to establish the revenue goals. And generally speaking, we have a vague idea, but not an exact idea that can be engineered down into like the daily

(Speaker 3)
goals for sales.

(Speaker 17)
That’s a really big one.

(Speaker 3)
Now next is the break-even numbers. What kind of sales do you have to do to even break even? Yeah. Third is how many hours per week do you want to work? What is your ideal schedule as an entrepreneur? Box number four, how do you stand out in the clutter of commerce?

(Speaker 3)
What makes your company unique from all the different businesses? In a world of brown cows, herds of brown cows, proverbial brown cows, the analogy of brown cows, how can you be the purple cow that stands out? How can you be the squeaky wheel that gets the oil? Box number five, branding. How do you improve the perception that people have of you, your business, your brand?

(Speaker 3)
Box number six, marketing, your three-legged marketing stool. What is a turnkey way for you and your company to generate leads so you can succeed? Because if you don’t have any leads, your business will bleed. If you can’t sell, your business will go to hell. You’ve got to generate leads.

(Speaker 1)
Sean, how often do business owners by default tell you they have a hard time generating

(Speaker 3)
leads? It’s almost all of the time. It’s really a huge struggle. And many times, they may be creating leads, but just through word of mouth. So they get to a point where we’ve implemented systems,

(Speaker 3)
and then they need to create more leads, but they’ve never had to do it. So there’s a lot of different scenarios where business owners are like, how do you create leads? Something we hammer on at the conference a lot. Box number seven, box number seven, create a sales conversion system.

(Speaker 3)
Again, box number seven, create a sales conversion system. Sales scripts, recorded calls, one sheets, pre-written emails, lead trackers, all of the sales tools, the sales print pieces, the one sheets, the big screens that you see inside the business,

(Speaker 3)
whether you’re a doctor, you’re a dentist, you’re a lawyer, you gotta have sales systems in place. We help you with that. Box number eight, what does it cost you to get another customer? Step number eight, what does it cost you

(Speaker 3)
to actually acquire a customer? Step number nine, it’s hard to build organization if you’re not organized. We’re gonna teach you how to create repeatable systems, processes, file organization. Box number 10, we’re gonna teach you how to manage people, real people on the planet Earth.

(Speaker 3)
This just in, we’re gonna teach you how to manage real people on the planet Earth. Box number 11, how to create a sustainable schedule that works for you and your family. Step number 12, how to create human resources systems for recruiting, hiring, training,

(Speaker 3)
and retaining great people. Box number 13, accounting. This just in, we have to cover accounting. It’s not how much you make, it’s how much you keep. We’re going to cover all the accounting things you need to know. And step 14, finally, what is the point of even achieving success? We’re going to go over what is the point of even achieving success?

(Speaker 3)
How to design a life where you’re going to spend your focused time. We’re going to go through that, all this and more. Now, the workshop, Sean, it’s June 5th and 6th. It’s a two-day interactive workshop. And tickets, we always do it. It’s $250 or whatever price that someone can afford.

(Speaker 3)
Sean, why do we let people name their price? Why do we have scholarship tickets available if somebody can’t afford the $250 general admission ticket? Well, we don’t want anybody to miss out on it. You know, you could be at a startup phase or you could be, you know, way along in your business, but we want to make it accessible for everybody. I think it actually goes back to to a story of your dad and like it goes all the way back to how you’ve always done this as a business coach, trying to make sure that you know you’re just your average people out there have access to the things that work. Now 7 a.m. to 5 p.m. Sean why do we go from

(Speaker 3)
7 to 5 both days I mean it’s 10 hours a day 20 hours of training over two days why do we do 10 hours a day Sean of back-to-back workshops we do a 30 minute teaching session we do a 15 minute question and answer session and then we take a break 30 minutes of teaching 15 minutes of question and answer session, and then we take a break. 30 minutes of teaching, 15 minutes of question and answer, then we take a break. Why do we do that format, Sean? That format is so that we can keep people engaged

(Speaker 3)
and not just sitting there listening, but also getting involved. We really encourage people to ask questions, and that’s really where the juiciness of the conference comes out, is you can put your personal situation

(Speaker 3)
and your questions on the board and Clay will tee off and give you direct advice. Even without being in our coaching program, you can get direct coaching from Clay. It’s really a very engaging format. I enjoyed a lot. Sean, final 60 seconds pop quiz here. What date is the conference? June 5th and 6th, 2025. This year. Question number two, who’s our keynote speaker coming to the conference there, Sean? Tim Tebow is our keynote speaker.

(Speaker 3)
Sean, question number three, how much does it cost to come to our in-person, two-day interactive business workshop right here in Tulsa, Oklahoma? I think it’s, did you say it’s $250 or whatever you can afford? That’s right, $250 or whatever you can afford. Sean, how do you spell Eric Trump backwards. P-M-U-R-T-C-I-R-E. Ooh, that took a long time. I’ll have to listen to this, Stigner. All right, goodness.

(Speaker 3)
Sean Lohman, I’m Clay Clark, and inviting you to come join us at the in-person Thrive Time Show, two-day interactive workshop, June 5th and 6th, right here in Tulsa, Russia, Tulsa, Oklahoma. Sean, I really am, I’m excited to have this event. I’m excited to see you at the event. June 5th and 6th right here in Tulsa, Oklahoma.

(Speaker 3)
Tim Tebow, baby.

(Speaker 1)
It’s Tebow time in Tulsa, Russia.

(Speaker 26)
You could be anywhere doing a lot of different things, but you chose to be here.

(Speaker 25)
Clay Clark is here somewhere.

(Speaker 19)
Where’s my buddy Clay? Clay is the greatest. I met his goats today, I met his dogs, I met his chickens, I saw his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs.

(Speaker 11)
So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. show up for the conference and it is hot in this place. We got grill guns over here, we’ve got people playing the drums, we’ve got a fire breather, and man, people are so excited as they come in.

(Speaker 15)
Woo! Woo! Woo!

(Speaker 24)
Woo! We’ve got Steve Curry, Timmy, Total Winding Concepts up there talking about what is possible

(Speaker 22)
when you just implement, when you implement, when you do the process.

(Speaker 11)
It’s so exciting. People are going crazy. Guys, Luke Erickson with the Thrive Time Show here with you. It is day two and the energy is high. People are so excited to be showing up. The team is ready. Come on, let’s see what it’s like to go on in for day two.

(Speaker 16)
Follow me. Come on. Come on. Come on.

(Speaker 1)
I’ll tell you what, people are so excited to be here for day

(Speaker 23)
two.

(Speaker 11)
It is going to be incredible. Right now, here at the conference, we’ve broken into groups going over search engine optimization. I know for most of us, myself included, if you hear that term, you go, what is that? What does that mean? That’s too techy for me. Well, our experts are breaking it down for people so that you can clearly understand how to come up top in Google.

(Speaker 22)
It’s doable. It’s possible.

(Speaker 11)
Now we’re in the middle of a break and what we like to do is we like to give you as much tangible and relevant information from about the start of the hour for 45 minutes. Then we take approximately a 15-minute break to allow people to connect with other entrepreneurs around them. Bathroom break and also use this time to just really digest all of the good information

(Speaker 11)
that you’re receiving the whole time. Right behind me, we’ve got Bob with his grill gun, melting an ice sculpture. It is awesome. The ice sculpture represents our life, right? It’s here for a time, but we all need to have

(Speaker 11)
the sense of urgency to implement the things that we’re learning so that we can make the most of the time that we have.

(Speaker 21)
I heard about it on the podcast.

(Speaker 7)
Started listening to the podcast, became a fan, and then figured out about the workshop. I own an insurance and financial services agency, and I was hoping to learn from the workshop systems and processes. I’m big on systems and processes and always learning better ways to run a business more efficiently. The atmosphere is second to none. It’s a high energy, really cool atmosphere to be around. Contagious I would say. Just something every entrepreneur I think would appreciate and love. I’d say

(Speaker 7)
humorous high energy and full of substance which I think is the key. A lot of business coaches or seminars maybe are high on motivation and make you feel good but don’t have a lot of substance that you could take back and implement the following Monday, where his does. Man, there’s a lot of valuable things. I’m going to say, I came to this as my second workshop. The first workshop, I took back really the importance

(Speaker 7)
of a group interview. I used to spend hours and hours interviewing people, screening resumes. And that saving my time on that part is valuable. It was that and then the sales scripting that have been two major things just so far.

(Speaker 7)
Man, I think they’re missing out on expert advice from somebody who’s been there, done that, built companies, has learned a lot of lessons. You know that’s what I’m always looking for is somebody that I can learn from that’s ahead of where I am and I think if you choose not to come you’re missing out on a lot of good advice that could help your business.

(Speaker 1)
Hi I’m Aaron Antus with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes.

(Speaker 1)
And then I met Clay and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15 year career, I really thought I knew what I was doing. I’ve been managing a large team of sales people for the last 10 years here with Shaw Homes. And, I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay.

(Speaker 1)
So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four-month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement

(Speaker 1)
that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us. And it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come

(Speaker 1)
from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay

(Speaker 1)
is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing,

(Speaker 1)
and Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him from my perspective, the reason that any business owner who’s thinking about hooking up with thrive needs to definitely consider it is because the results that we’ve gotten in a very short

(Speaker 1)
period of time are honestly monumental it has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic. And as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the

(Speaker 1)
best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town.

(Speaker 1)
And so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with Clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens.

(Speaker 1)
I think in the 35-year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800% increase in our internet leads. Going from 10 a month to 180 a month, that would have been a huge financial decision to just decide not to give it a shot.

(Speaker 1)
I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about, and I would go straight to Clay and his team. I guarantee you’re not going to regret it, because we sure haven’t.

(Speaker 10)
My name is Danielle Sprick, and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years, and my three kids started school, and they were in school full time, I was at a crossroads and trying to decide, what do I want to do? My degree and my background is in education.

(Speaker 10)
But after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people.

(Speaker 10)
I love working with people. I love the building relationships. But one thing that was really difficult for me was the business side of things. The processes and the advertising and marketing. I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time. And he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent.

(Speaker 10)
Everything that we do is a’ve gone from myself and one other agent to just this week. We signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents, but I have to give credit where credit’s due,

(Speaker 10)
and Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen.

(Speaker 8)
I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient, and that’s it. My thought when I opened my clinic was I can do this all myself.

(Speaker 8)
I don’t need additional outside help in many ways. I mean I went to medical school, I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic I had a $63,000 investment. I lost multiple employees. Clay helped us weather the storm of some of the things that are

(Speaker 8)
just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us

(Speaker 8)
on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I am Dr. Chad Edwards and I own Revolution Health and Wellness Clinic.

(Speaker 9)
My honor, my honor to be on your show and thank you for all you do. I hear the ripple effects from you are good ripple effects. You know what I mean? People rave about what they learn from you. So congratulations.

(Speaker 12)
And we went from expecting maybe $250,000 this year to we’re at $400,000. Hi, I’m Kelsey with K&D’s Woodruff Finishing. I’m a business owner at 23. So I’ve been working this K&D’s company for about five years now and we started working with Thrive not too long ago. And we went from expecting maybe 250,000 this year to we’re at 400,000. That’s

(Speaker 12)
what we’re gonna hit or exceed. So we’re pretty excited about that. It’s been pretty much just listening to what they have to say. Their hiring process has just really been incredible as far as finding good quality help and just the accountability of meeting up with them weekly. And such good insight, the resources they have for

(Speaker 12)
specific business questions. It’s all been really incredible. It’s been a great experience.

(Speaker 18)
So I’d recommend it to anybody. What I’ve seen from Clay and his group at Thrive is they’ll give you a simple system and it’s the simple systems are the ones that people can wrap their brain around. They’re the ones that people can work with on a day-to-day basis.

(Speaker 4)
Hi there, my name is Stephanie Pipkin. I am 24 years old and I own Black River Falls Cleaning Services. We opened in April of 2019 and it is now mid-June of 2020. So I wanted to talk today about the success and growth I have achieved by implementing the

(Speaker 4)
Proven Path with Clay Clark’s team and my business coach Luke from Thrive Time. It has been insane to say the least. I started working with them in mid February of this year so we’re about four months in of working together and it has Completely transformed my business in pretty much every facet So I check my notes here So in four months my leads have tripled I was getting probably like two leads a week now. I’m getting more in the like 10 to 15 leads a week

(Speaker 4)
I have doubled my number of employees. I’m now hitting the highest revenue weeks in the history of the company, week to week it seems like. We went from about six appointments today as our highest in February

(Speaker 4)
to now 14 to 15 appointments a day. And hiring quality employees has become much simpler and less stressful by using their systems for hiring. I typically only get maybe two complaints a month, if that, and everybody shows up to work. I just have really high quality employees now, especially in something people typically consider a high turnover type of work. You know, cleaning houses, cleaning businesses. I have amazing employees now and I get rid of the ones who are not so amazing and bring on new ones because of, you know, group interviews and higher interviewing

(Speaker 4)
every single week. It’s just been great and such a lot, I don’t waste as much time on low quality candidates anymore. And your coach will hold you accountable, I mean, which I love. Again, the tough love is really great. You know, Luke’s like a stern father figure, but he’s also nice, but also stern when he needs to be. When I’m being lazy and not doing the things that I know I need to do because I don’t want to do them. So that’s just great. Worth every penny. I mean, I’d pay him a million dollars a month if I can, and maybe someday I’ll be able to, but I would just say go for it.

(Speaker 4)
If it seems like a good fit, just go for it. Do what they say, even if you think it’s stupid or ridiculous, just do what they say, because it’ll work. You know, people, when they look at my business, you know, people in my town you know maybe I am lucky, but it has a lot to do with hard work and you know perseverance and you know working till you cry

(Speaker 4)
sometimes. That’s just being an entrepreneur, which if you’re a business owner you understand that. But it’s having this these systems in place of you know of course I’m gonna be successful. It’s it’s an absolute because I have all this stuff in the background happening And I have Luke and clay and everybody on their team working Really hard to make sure that I’m a success and I can tell that they are just so excited

(Speaker 4)
Every single week when I’m having all these wins and things like that. They’re so excited for me So it just it’s the best thing ever and I would suggest to anybody to work with them So sorry for the long winded reply, but I just had so much to say and I could go on for hours probably about how amazing they are. But thank you to Clay and Luke and the entire team there, everything you guys have done for me and I am so excited to continue to work with you for years to come. Thanks so much for watching.

(Speaker 9)
My saying is if it’s important to you, hire a coach. And I think that’s one of the reasons people are not successful is they, you know, they eat a cheeseburger instead of hiring a coach, you know what I mean? And so my coach pushes me, they’re younger than me,

(Speaker 9)
they push harder, they’re trained. And as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches. So I’ve always had coaches for whatever was important. My rich dad was one of those persons.

(Speaker 9)
You’re on it, man, you’re on it, you’re on it. Everybody, listen to this guy, he knows what he’s talking about. You have the macro picture. Very few people have that point of view. Clay, you’re an entrepreneur.

(Speaker 9)
I’m an entrepreneur. And as they say in stoic, the obstacle is the way. And so if you let these pinheads get in your way, And so if you let these pinheads get in your way, you’re in trouble.

 

Transcribed with Cockatoo