Business Coach | Why Accumulating Copious Amounts of Rejections Is the Most Direct Route to Success w/ Editor-in-Chief of Entrepreneur Magazine, Jason Feifer + Join Tim Tebow At the June 5-6 Business Growth Conference

Audio Transcription

Transcribed with Cockatoo

(Speaker 4)
Oh, Jason, on today’s show, today’s show is going to be hot. We’re interviewing Jason Pfeiffer, the editor-in-chief of Entrepreneur Magazine. He’s going to share with us why the person who gets rejected the most is usually the one who’s the most successful. Like when he wants to book a big-time guest on the Entrepreneur Magazine and book them and interview them, he has to reach out to a ton of people.

(Speaker 4)
I bet. And he points out, he says usually if he sends out 40 emails requesting somebody to work with him, usually 20 people don’t respond at all. Maybe 35 people don’t respond at all.

(Speaker 1)
But one or two say yes.

(Speaker 37)
And then it’s worth it.

(Speaker 1)
Whoever gets rejected the most gets the most success.

(Speaker 22)
Absolutely.

(Speaker 4)
And on today’s show, Jason Pfeiffer, the editor-in-chief of Entrepreneur Magazine, breaks it down. 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.

(Speaker 8)
Ladies and gentlemen, welcome to the Thriving Time Show.

(Speaker 13)
Now, three, two, one. Here we go. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom, now we’re here.

(Speaker 13)
We started from the bottom, now we’re here.

(Speaker 4)
Yes, yes, yes, and yes! Dr. Z, it’s always ecstasy when you are next to me.

(Speaker 36)
How are you, sir?

(Speaker 17)
I am fantastic. I’m fired up. We’ve got a big day ahead of us.

(Speaker 35)
Big day ahead of us.

(Speaker 17)
Big day.

(Speaker 4)
We have got the editor-in-chief of Entrepreneur Magazine and the host of two podcasts right here on the show with us. Jason, how are you, sir?

(Speaker 3)
What’s up up guys? I’m good, how are you? He’s a chief, that’s pretty cool. I mean a chief, are you a Kansas City chief fan? Yeah. I come with a cool hat. It sounds like it would, but it doesn’t.

(Speaker 1)
Oh, that’s too bad. Let’s get into this editor in chief job you have here at Entrepreneur Magazine.

(Speaker 4)
What exactly do you do?

(Speaker 3)
I just walk around with a cool title Ha ha ha. No, what do I do? I mean, the easiest way to say it is that I oversee all editorial. So anything that’s edit, anything that’s voice, anything that’s storytelling, that runs through me in one way or another. And for that matter, I also, I sort of serve as like face of brand. So I do a lot of interviews, I go out, I talk to a lot of entrepreneurs. My hope is to just be constantly in touch with and communicating with the world of entrepreneurs

(Speaker 3)
and making sure that the brand is reflecting what they’re concerned about and what they

(Speaker 34)
need.

(Speaker 4)
Did you grow up in a family of entrepreneurs or are you the first entrepreneur in your lineage?

(Speaker 3)
No, I came, well my dad was, he’s retired now, but he was a dentist. He was a small business person in Margate, Florida at the time. So I had business around me, though I gotta be honest, I didn’t start in that direction. I started as a community newspaper reporter. Like to me, my original skill was that I just knew

(Speaker 3)
how to go out and talk to people and find stories in their lives and bring it back. And the thing I loved was that journalism was a window into that. You could just go and people will welcome you into their lives and their world

(Speaker 3)
just because you’re gonna write about them. It’s amazing. It’s the greatest trick in the world. And it was only later that I started to realize that the thing that I really loved was talking to people specifically

(Speaker 3)
about how they solve problems, how they pursued passions, how they learned and grew. And the world of entrepreneurs has been the most thrilling world that I’ve ever been involved in. And I am inspired every day talking to them.

(Speaker 4)
So how did you become the editor-in-chief? Did you wake up one day and then hit your head on the toilet seat and have a vision? Did you know somebody? Did you start off at the bottom? I’d love to hear your story about how you became the editor-in-chief of Entrepreneur

(Speaker 4)
Magazine.

(Speaker 3)
Yeah, well, I mean, the actual answer to that question is pretty boring, but I have a good other answer. The actual answer to the question is that I was at a different magazine and I was looking for a change and there happened to be an executive editor opening an entrepreneur and I took it, thinking of it as a great opportunity to shape a brand’s magazine. And then the editor-in-chief left nine months later and I made a play for the job. So that’s kind of boring.

(Speaker 3)
But here’s the real answer. The real answer is if you rewind all the way back, I went to Clark University. I graduated in 2002. I had no connections. I wanted to work in magazines, and I had no idea how to do that.

(Speaker 3)
And I took this job, tiny newspaper, Gardner News, North Central Massachusetts, covering nothing, because there’s like nothing going on. I was like writing stories about the local diners all day. And, you know, the diners weren’t bad,

(Speaker 3)
but not what I wanted to write about. And after a year, I made this realization, and this honestly is the answer to your question. I made this realization that I could sit there in this tiny little town and this tiny little paper and write my heart out,

(Speaker 3)
and nobody at the kinds of publications that I wanted to work at, these big national publications, nobody was reading my stuff and nobody was ever going gonna call me and say, come work for us. I had to go to them.

(Speaker 24)
Oh.

(Speaker 33)
Exactly.

(Speaker 12)
Oh, so you had to go to them.

(Speaker 3)
You have to go to them. Every time that I tell that story, I want that music now popping in the background. You have to go to them. And so I quit and I sat in my bedroom for nine months, this tiny little bedroom in central Massachusetts next to a graveyard where I was paying a couple

(Speaker 3)
hundred bucks a month in rent. I just started pitching, cold pitching stories, tracking down editors, convincing them to let me write for them. I was proving to them and to the world that I could work at a higher level. Honestly, that is what propelled my career. It was by not sitting around waiting for someone to come to me.

(Speaker 3)
It was me going to them. And that is the thing that entrepreneurs have to do every day is get up and figure out how to go make your case. You can’t just sit around and wait.

(Speaker 1)
Did you pick up the phone and call people that you did not know?

(Speaker 3)
Well, I emailed them and then I tried to convince them to get on the phone with me. But yeah, I emailed them and I got ignored over and over and over again. I remember the first person who ever got on the phone with me who I didn’t know was this editor at the Washington Post. I was going to write for their health section and I pitched a story. She wanted to talk through the story. I was this kid. I had basically no experience that would prove that I was able to do this, writing for the

(Speaker 3)
Post. I couldn’t have been more nervous. I was pacing around this little apartment. My heart was beating. My mouth was dry, and at the end of it, at the end of like 30 minutes of making my case, she basically said, you know, I’m not ready to say yes,

(Speaker 3)
but I’m not ready to say no. So if you wanna go and prove to me that you can do this story, then go for it and let’s see what happens. And so I went and I reported the crap out of this thing. I sent her 4,000 words for a story story that wasn’t going to run at nearly that length. And she read it all and she said, OK, you convinced me. And that’s what you got to do.

(Speaker 4)
How many no’s did you have to get? How many rejections did you have to get before you got that gig?

(Speaker 3)
Oh, I mean, you know, the funny thing is that you don’t get the no’s, you get the nothings. You know, the no’s are great. The no means that you know that somebody paid attention and maybe will even engage with you. What you mostly get is nothing. Just silent.

(Speaker 17)
Yeah, ghosting’s the worst. Yeah, ghosting’s the worst, isn’t it?

(Speaker 4)
How many nothings did you get? How many nothings? How many just nothing? You sent out an email and just nothing?

(Speaker 3)
Oh, I mean, you know, in the beginning, it would probably be 20 nothings to every no and 40 nothings and every one of those things was like a new idea That I had that I tracked down that I did some work on that went absolutely nowhere And then you know the the hit rate starts to improve as you go along But at the beginning You just have to continue to believe that you have value and that you can learn and that you just have to prove it to

(Speaker 3)
These people because and and you have to think you know these people aren’t like, they’re not being jerks. Although frankly, if you’re completely ignoring people, I kind of think that you are a jerk. I try to learn from that lesson and not ignore people. But you know, you’re up against a lot of people. You are always, it doesn’t matter what you’re doing,

(Speaker 3)
you’re always up against a ton of people and you just have to be better than them. And that means you have to start figuring out what is the thing that you could be doing that others are not doing. And I got to tell you, the answer in every single industry that I’ve ever explored and the ones that I’ve worked in, the answers are oftentimes pretty simple things. Right?

(Speaker 3)
I mean, you know, like we talk in entrepreneurship about how like trust can be a competitive advantage, just building trust, the simplest thing in the world, but a lot of people just forget to do it. You know, and like in that early days of journalism, it was like filing on time and being easy to edit and being really fast and responsive. Like once you get somebody’s ear and you prove to them that you will hustle like hell,

(Speaker 3)
oh my God, they’ll come back to you every time.

(Speaker 4)
You are a laser show of just knowledge bombs. Now, Z, you and Josh Wilson, you guys are gonna take the show to another level now. So prepare yourself Jason for Dr. Zellner to interrogate you with questions that you’re not prepared for and they’re really lose-lose situations. You’re gonna lose is a question to ask, you’re gonna ask a tough question, you’re gonna put him on the spot and then he won’t have the answer and it’s gonna get awkward. So Zee,

(Speaker 20)
take us down to the bottom. I’m so excited for this.

(Speaker 17)
Yeah, so, okay, so now you’re, man, you’re a chief. I don’t know, I’ve never addressed a chief before. Oh. I’m really intimidated, by the way.

(Speaker 32)
So, what?

(Speaker 17)
I like to see you do shit. examples of some really fun articles you’ve written, businesses you’ve kind of looked into, some really good stories. You have a couple hot stories, you know, a couple top tens.

(Speaker 3)
Yeah, okay, great. So the biggest problem with answering this question is that I’m probably going to go on too long, so just cut me off with things that you’re good at. All right, so the things that I love, I’ve interviewed current cover of the magazine has Dwayne The Rock Johnson and his business partner, Dandy Garcia on it, and I did that story, and I love talking to them, and the thing that they said the most that stuck with me was or the thing they said to me that was stuck with me

(Speaker 3)
the most was, we are not attached to process, we’re only attached to outcome. Like, they’re willing to constantly throw out how they’re doing things, constantly reinvent. very, very accomplished people. But I gotta tell you, some of the stories that stay with me the most are the ones of small businesses, entrepreneurs who are maybe unknown, but who did something so clever and so smart and so telling that any entrepreneur anywhere

(Speaker 3)
could just slap themselves on the head and say, oh my God, that’s amazing. So let me just give you a quick one. Do you guys know the beer Dogfish? Dogfish Brewing out of Delaware?

(Speaker 7)
Dogfish Brew? know that the beer dogfish dogfish brewing out of Delaware dogfish dogfish. I have to

(Speaker 4)
I don’t I don’t know about it but that’s just because I’m a bad person. All right. Yeah

(Speaker 3)
that’s that sounds right. Well if you’re if you’re a good person I know because it’s good it’s good beer. So so there’s this very innovative brewery and it’s run by a guy named Sam and a couple of years ago I was walking around the brewery with Sam and he tells me this story which I immediately put in the magazine because I loved it. All right, so they put out fairly early on, they put out a beer called 60 Minute IPA. Six percent alcohol by volume beer, that’s where 60 Minute comes from. It’s a great beer. People loved that beer. They wanted so much of that beer and this beer quickly rocketed up to be consuming about like 70 to 80 percent of all sales of dogfish, right? So you gotta hit beer. And what do people think when you gotta hit?

(Speaker 3)
What do you wanna do? You wanna maximize it, right? You wanna sell, sell, sell that beer. And that would be the natural thing to do. That is not what Sam did. Sam was concerned about that.

(Speaker 3)
And here’s why he was concerned. Because he knows that tastes change, that beer tastes change and if he lets this IPA be a runaway success So that every bar in every restaurant and everywhere you go the only time you ever see dogfish is when you see an IPA Well, then people are gonna associate doctors with IPA and then the minute that tastes change what is gonna happen to his company? It’s gonna be old and outdated

(Speaker 3)
And so he did this thing that I love that was so crazy Which is that he capped sales of his best-selling product at 50% of all sales of the beer. So it was gonna take off to like 75, 70, 80%. He capped it at 50%, which meant that he had lots of bars and restaurants and even Amtrak calling him

(Speaker 3)
and saying, we want this beer. And he would say, no. And they would be angry at him, screaming at him, screaming on the street at him. I mean, and I’ve walked around with Sam, he’s like a celebrity in Delaware, people were screaming on the street at him. And you know what, he stuck with it, and the reason he did that was because he knew

(Speaker 3)
that that would give him an opportunity to say, you know what, we don’t have this beer right now, I’m sorry, we make it fresh, but we have all these other kinds of beers, Years later, many years later, Dogfish is not known as an IPA brand. It’s known as an innovative brand. And last year, it sold for $300 million.

(Speaker 3)
And it would not have done that if he had just made it like a run on IPAs for as long as he could. And that’s what I love. That’s a thing I love about entrepreneurs is that the best entrepreneurs,

(Speaker 3)
they will think the long game, even when it hurts.

(Speaker 4)
Interesting, that’s a fun game even when it hurts that Now, that’s a no. I’m gonna give you a mega point from a mega point Yeah, I just I don’t just give those people I know work hard to get those another great story cuz that was fun

(Speaker 3)
Yeah, sure. I got them all day

(Speaker 31)
Here we go

(Speaker 3)
90 seconds 90 seconds of a 90 second hot story. Okay, great. A woman named Joelle creates a butter dish that can flip up and down, it’s a whatever, it’s cool, it’s a great butter dish, it’s called Buttery, and she wants to do some market research. How much is it going to, how much should she charge, what kind of color should she put? And she reaches a company and she says, how much will you charge to do this market research for me? and they say $10,000. She does not have $10,000. So what does she do? Well, she realizes, so smart,

(Speaker 3)
that she can go to an airport whenever she wants. Just buy a cheap ticket, the cheapest ticket you can find, one way you never have to get on the flight. Why? Because you walk into the airport,

(Speaker 3)
and what do you have? You have nothing but a building, well, in normal times, not coronavirus times, who have nothing better to do than sit around and answer questions about butter dishes. So that’s what she does. She starts going from gate one to two to three. By the time she gets to gate eight, gate one full of new people. You can do that all day.

(Speaker 3)
She did that and that is how she did her market research. Saved $10,000, got that thing into the market, buttery, it’s a great butter dish. There you go. I’ll give you a mega point and a holy cow. Oh my god.

(Speaker 31)
That’s a trifecta. That’s a trifecta right there.

(Speaker 4)
And a little Drake sizzle.

(Speaker 30)
A little Drake sizzle.

(Speaker 1)
Now, sir, where can people learn more about you? Tell us about your two podcasts. I guess, what’s the best way to find the two podcasts that you record?

(Speaker 3)
Well, I would say any podcast platform, if you listen to podcasts and you know where to go, just go hear the two. I’d love you to check them out. Number one is called Problem Solvers. Problem Solvers, that is, as you can believe, a show about entrepreneurs solving problems in their business. And then the other one is called Pessimists Archive.

(Speaker 3)
Pessimists Archive is a history show about why people are afraid of change. Each episode we look at the moment that something new was introduced, like cars, bicycles, teddy bears, novels, everything that we take for granted today, we try to understand why it freaked everyone out. And the most recent episode was coronavirus related,

(Speaker 3)
a little bit different. It looks at all the good that is going to come out of all this terrible,

(Speaker 4)
because lots of good is going to come. So Pessimist Archive, Problem Solvers, go to any podcast platform, check them out. Jason, I appreciate you very much for being here, my friend. You are a great American. And do you have a, if you had to recommend one magazine for all the entrepreneurs out there, what would be that magazine?

(Speaker 29)
What would be the one you’d recommend?

(Speaker 28)
Well, that’s good.

(Speaker 3)
Well, I really like Seventeen Magazine. What do you guys think? Oh, wow. Yeah, Entrepreneur is, I would say, a fantastic magazine, and I would read it even if I wasn’t making it. We try to make this thing not about individual companies. We make it about you. We want you to be able to calibrate your way of thinking

(Speaker 3)
to really smart, problem-solving strategies. And so everything in that magazine, my hope is that it’s just real, it’s honest, it’s about things that go wrong, and then ways to make them right. So please check it out.

(Speaker 4)
Jason, you sound like a beautiful man. I appreciate you for joining us.

(Speaker 3)
I appreciate that. I need a shower today.

(Speaker 4)
All right, man. You take care and have a great rest of your day.

(Speaker 3)
Hey, thanks. You too, guys.

(Speaker 16)
Bye.

(Speaker 4)
And now, without any further ado, 3, 2, 1, boom!

(Speaker 10)
If you don’t understand you’re the one, you won’t understand why you’re being attacked like you’re being attacked. Whenever the enemy knows that the one is coming, he always sets traps to stop them from succeeding because they’re the one.

(Speaker 10)
And to him whom much is given, much is required. And so the text starts out talking about Abraham because Abraham is the one. And Abraham had to move out from his country and away from his kindred because he was the one. So he was a misfit because he was the one. So he didn’t get to stay because he was the one. So he had to live in isolation because he was the one. So he didn’t get to stay because he was the one. So he had to live in isolation because he was the one.

(Speaker 10)
So he probably was lonely because he was the one. Because he was the one. Because he was the one.

(Speaker 12)
New city, new state. It’s going to be a mean race. All the sins that I have done, I’m grateful for a clean slate. Felt like I was different. I ain’t never try to prove it though, stack your chips, get on your grind Don’t ever make your seeds grow, solid as a rock Loyalty is all I ever know

(Speaker 12)
Doing what you’ve always done, homie you can never grow Conversations with the Lord, I ask him would I ever blow Told me I got dead weight, so friends I gotta let em go We don’t make it I know they think hatin’, it’s all in their faces We deserve a greatness, I know it’s my moment, no stopping, we going, this thing is emotional. What you gonna do when your back is against the wall?

(Speaker 12)
You gonna stand up like a champ or you gonna curl up in the ball? I’m the one, I’ve been chosen, so I’m riding through it all. Gotta keep your faith up so you can rise and never fall. Let’s go.

(Speaker 10)
And Abraham had to move out from his country and away from his ten folks because he was the one. They are always on the hit list because hell knows that he is the one. I want to talk to some people that have been up under crazy attack. And to him who much is given, much is earned.

(Speaker 12)
The devil’s been attacking, I ain’t stressing from it. Cause every time that happen, there’s a blessing coming. Obsessing over problems that you can’t change.

(Speaker 28)
I had you going crazy, there’s a blessing coming. Obsessing over problems that you can’t change.

(Speaker 12)
I had you going crazy, learn your lesson from it. Remember when they cut my water off, homie? Man, reflecting how they cut my lights off too. I had to move back in with my mama. Had me feeling like a failure, that’s what life would do. Gotta get up on your grind, I had to make the right moves.

(Speaker 12)
Bring my noodles every night, I had some beans and rice to Execution is the key don’t tell me what you might do favor from the man above no other god is like you You can knock me down, but I promise I ain’t staying there feeling like I am the one we just begun Let’s make it clear me and clay clicking up Y’all need to get it bro about to be colossal taking over when we rip it up

(Speaker 10)
Hey from his country and away from his kindred because he was the one. So he didn’t get to stay with his kinfolks because he was the one. They are always on the hit list because hell knows that he is the one. I want to talk to some people that have been up under crazy attacks. And to him who much is given.

(Speaker 12)
Much is required.

(Speaker 4)
Started from the bottom, now I’m here. Hoping I success at for 23 years. Got the dragon energy, got another gear. Got a superpower, man, I call it persevere. Because I never have it, thought people call fear. I never stop riding when the future’s not clear.

(Speaker 4)
We’re going to be dead soon, and I’m just being real.

(Speaker 12)
So I be paralyzed by the thoughts that we feel.

(Speaker 10)
So you’ll stop begging for people to come into agreement with you. So you’ll stop doing polls and census and trying to get everybody to come into consensus with your vision so that you won’t need nobody to say amen when you preach because you already know that you got heaven saying amen.

(Speaker 4)
Listen to the entire T.D. Jakes sermon, Grasping the Moment, by visiting T.D. Jakes’ YouTube channel, simply named T.D. Jakes.

(Speaker 10)
Shut it up! You get ready to flow! Until the glory of…

(Speaker 8)
But Clay Clark, man, he is one character.

(Speaker 1)
It’s a good word for character.

(Speaker 15)
Yeah, that is it.

(Speaker 27)
Good, driven, smart.

(Speaker 8)
And I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother. And she just says, she just lets him be Clay Clark. I mean, so you know, he’s endorsed by his mother. And he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. His Clay Clark starts his days at five o’clock in the morning.

(Speaker 15)
Oh, it’s incredible.

(Speaker 1)
Yeah, he’s a machine, he’s a machine.

(Speaker 8)
But his, you know, I have problems with my company starting at nine o’clock. Yes, hundreds of people showing up at 5 a.m. in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man.

(Speaker 26)
No, he is, he is. And of a leader. He’s a fantastic young man. No, he is. He is.

(Speaker 15)
And it’s, so it’s, it’s, you know, for the folks that aren’t familiar with you and by a few and far between, I first came across you, gosh, probably 15 years ago

(Speaker 1)
or maybe even 20.

(Speaker 25)
Clay Clark is here somewhere.

(Speaker 20)
Where’s my buddy Clay?

(Speaker 19)
Clay, Clay Clark!

(Speaker 24)
Clay!

(Speaker 16)
Clay!

(Speaker 20)
Clay! Clay is the greatest. I met his goats today. I met his dogs. I met his chickens. I saw

(Speaker 19)
his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs.

(Speaker 18)
So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark,

(Speaker 20)
his entire life is marketing.

(Speaker 8)
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 23)
You know what I mean?

(Speaker 8)
People rave about what they learned from you. So congratulations.

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

(Speaker 4)
right here in Tulsa, Russia. We are probably gonna have an amazing business conference here at Tulsa, Russia. 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,

(Speaker 4)
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, 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.

(Speaker 4)
How often is not having enough time 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 is going to come join us here at the in-person Thrive Time Show two-day interactive business workshop and he’s going to teach us time management and his approach to personal self-discipline and getting things done.

(Speaker 4)
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 teaching accounting, systems creation, marketing, human resources, how to hire, inspire, train, and retain great people,

(Speaker 4)
accounting, social media advertising, inspire, 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

(Speaker 4)
one of our workshops? 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

(Speaker 4)
and be able to make the best decisions based on numbers rather than emotions is a big area. And we teach all of this stuff at the business conference, particularly you, Clay. 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

(Speaker 4)
not excited, I want to get you excited about what we’re going to cover at the workshop here. The two-day interactive workshop. This is my 20th year hosting workshops. So I’m telling you folks, we’re in rare form here. So one is the idea of establishing 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 4)
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 goals for sales and that’s a

(Speaker 4)
really big one. 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? You know what is your ideal schedule as an entrepreneur? Box number four, how do you stand out in the clutter of commerce? 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?

(Speaker 4)
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? 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.

(Speaker 4)
If you can’t sell, your business will go to hell. You’ve got to generate leads. Sean, how often do business owners by default tell you they have a hard time generating leads? It’s almost all of the time. It’s really a huge struggle. Many times they may be creating leads, but just through word of mouth.

(Speaker 4)
So they get to a point where we’ve implemented systems 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. Again, box number seven, create a sales conversion system, sales

(Speaker 4)
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, 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

(Speaker 4)
to get another customer? Step number eight, what does it cost you to actually acquire a customer? Step number nine, it’s hard to build organization if you’re not organized. We’re going to teach you how to create repeatable systems, processes, file organization. Box number 10, we’re going to teach you how to manage people,

(Speaker 4)
real people on the planet Earth. This just in, we’re going to 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

(Speaker 4)
for recruiting, hiring, training, 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 the, what is the point of even achieving success?

(Speaker 4)
How to design a life that you’re excited about, how to design a life where you carve out enough time for your faith, your family, your finance, your fitness, your friendship, your fun, and 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. 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 could be at a startup phase, or you

(Speaker 4)
could be way along in your business. But we want to make it accessible for everybody. I think it actually goes back, too, to a story of your dad. And it goes all the way back to how you’ve always done this as a business coach, trying to make sure that, you know, your average people out there

(Speaker 22)
have access to the things that work.

(Speaker 4)
Now, 7 a.m. to 5, Sean, why do we go from 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, then we take a break.

(Speaker 4)
Why do we do that format, Sean? That format is so that we can keep people engaged 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 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.

(Speaker 4)
It’s really a very engaging format.

(Speaker 22)
I enjoyed a lot.

(Speaker 4)
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 1)
Sean, question number three, how much does it cost to come to our in-person, two-day interactive

(Speaker 4)
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.

(Speaker 1)
Sean, how do you spell Eric Trump backwards? P-M-U-R-T-C-I-R-E.

(Speaker 22)
Ooh, that took a long time.

(Speaker 4)
I’ll have to listen to this signature. All right, getting that 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.

(Speaker 4)
Sean, I really am excited to have this event. I’m excited to see you at the event, June 5th and 6th, right here in Tulsa, Oklahoma. Tim Tebow, baby! It’s Tebow time in Tulsa, Russia.

(Speaker 21)
You could be anywhere doing a lot of different things, but you chose to be here.

(Speaker 20)
Clay Clark is here somewhere. Where’s my buddy Clay? Clayt Lark! 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.

(Speaker 19)
I ran from his goats, his chickens, his dogs.

(Speaker 3)
So this guy is like the greatest marketer you’ve ever seen, right? His entire life, Clayt Lark, his entire life is marketing.

(Speaker 11)
Hey guys, Luke Erickson here with the Thrive Time Show. As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up for the conference and it is hot this place. We got grill guns over here, we’ve got people playing the drums, we’ve got a fire breather, andoms up there. We’ve got Steve Burrington with Total Ending Concepts up there talking about what is possible when you just implement, when you implement, when you do the improvements. It’s so exciting. People are going crazy. Luke Erickson with the Thrive Time Show here with you. It is day two and the energy is high.

(Speaker 11)
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.

(Speaker 1)
I’ll tell you what, people are so excited to be here for day two. It is going to be incredible.

(Speaker 11)
Cannot wait to see what today has in store.

(Speaker 16)
Right now, here at the conference, in store. Yeah! Yeah! Yeah! Yeah! Yeah! Yeah! Yeah! Yeah! Yeah! Yeah! Yeah! Yeah!

(Speaker 18)
Yeah!

(Speaker 11)
Yeah! it down for people so that you can clearly understand how to come up top in Google. It’s doable. It’s possible. 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 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 7)
I heard about it on the podcast. 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.

(Speaker 7)
The atmosphere’s 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 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 making you feel

(Speaker 7)
good but don’t have a lot of substance that you can take back and implement the following Monday, where his does. Man, there’s a lot of valuable things. I’m gonna say, I came to, this is my second workshop. The first workshop I took back really

(Speaker 7)
the importance 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. I think they’re missing out on expert advice from somebody who’s been there done that that, built companies, has learned a lot of lessons. You know, that’s what I’m always looking for

(Speaker 7)
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.

(Speaker 1)
In my career, I’ve sold a little over $800 million in real estate. So honestly, I I kind of knew everything about marketing and homes 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.

(Speaker 1)
I’ve been managing a large team of salespeople 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. 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

(Speaker 1)
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 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.

(Speaker 1)
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 from my industry. He’s not somebody who’s in the home building industry.

(Speaker 1)
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. And Clay really brings that perspective for me. It is very valuable time every week

(Speaker 1)
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 period of time are honestly monumental.

(Speaker 1)
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 best moves we’ve ever made.

(Speaker 1)
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, and so we kind of felt like we knew what we were doing. And I think for a lot of people,

(Speaker 1)
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. 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,

(Speaker 1)
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 1,800% increase in our internet leads. Going from 10 a month to 180 a month, that would have been a huge financial decision

(Speaker 1)
to just decide not to give it a shot. 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 5)
My name is Danielle Sprick and I am the founder of the 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 wanna do? My degree and my background is in education,

(Speaker 5)
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.

(Speaker 5)
I love people. I love working with people. I love 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.

(Speaker 5)
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. Everything that we do is a direct line from Clay and his team and all that they’ve done for us.

(Speaker 5)
We launched our brokerage, our real estate brokerage, eight months ago. And in that time we’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. 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.

(Speaker 5)
Don’t ever limit your vision.

(Speaker 6)
When you dream big, big things happen. 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.

(Speaker 6)
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, 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 just a lot of people experience

(Speaker 6)
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

(Speaker 6)
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 it is worth every penny

(Speaker 6)
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 Clinic.

(Speaker 8)
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. You know what I mean? People rave about what they learn from you. So congratulations.

(Speaker 9)
We went from expecting maybe $250,000 this year to we’re at $400,000. Hi, I’m Kelsey with K&D’s Wood refinishing, business owner at 23. So I’ve been working this K&D’s company for about 5 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 what we’re at $400,000.

(Speaker 9)
That’s what we’re going to 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 like such good insight, the resources that they have for specific business questions.

(Speaker 9)
It’s all been really incredible. It’s been a great experience. So I would recommend it to anybody.

(Speaker 14)
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 2)
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 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

(Speaker 2)
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’m gonna check my notes here. So in four months, my leads have tripled. I was getting probably like two leads a week.

(Speaker 2)
Now I’m getting more in the like 10 to 15 leads a week. 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 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.

(Speaker 2)
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.

(Speaker 2)
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 interviewing every single week. It’s just been great and I don’t waste as much time on low quality candidates anymore. And your coach will hold you accountable, which I love. Again, the tough love is really great. Luke’s like a stern father figure, but he’s also nice, but also stern

(Speaker 2)
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. 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, they think I’m lucky. They think I’m just, you know, things just happen for me. And 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 sometimes. That’s just

(Speaker 2)
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 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 every single week when I’m having all these wins and things like that. They’re

(Speaker 2)
so excited for me. So it’s 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 8)
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 8)
they push harder, They’re trained. And as my rich dad always said, 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 8)
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.

(Speaker 8)
Clay, you’re an entrepreneur. I’m an entrepreneur. And as they say in Stoic, the obstacle is the way. And as they say in Stoic, the obstacle is the way. And so if you let these pinheads get in your way, you’re in trouble.

 

Transcribed with Cockatoo