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Audio Transcription

Transcribed with Cockatoo

(Speaker 51)
Steve?

(Speaker 63)
Yes?

(Speaker 66)
Oh, thanks for coming in today.

(Speaker 16)
Thank you for having me.

(Speaker 66)
Yeah, I appreciate you applying for the job.

(Speaker 49)
Always.

(Speaker 66)
When’s the earliest you could start, Tyler?

(Speaker 8)
Kyler.

(Speaker 36)
Mrs. Anderson?

(Speaker 8)
You can call me Marlene.

(Speaker 66)
Okay, Marlene, we appreciate you applying for the job.

(Speaker 27)
Thank you.

(Speaker 61)
I appreciate being here.

(Speaker 68)
Let’s just dive right in.

(Speaker 67)
Boom!

(Speaker 35)
Go!

(Speaker 66)
What’s your availability like?

(Speaker 16)
I’m boycotting Daylight Savings Time, so I’ll either be an hour early or an hour late, depending on the seasons.

(Speaker 66)
Tell me a little about yourself.

(Speaker 8)
My mom says I have to get a job, so that’s why I’m here, because she wants me to get a job.

(Speaker 66)
Why did you leave your last job?

(Speaker 17)
Of course. Harry, he was, he was, I just felt like he was looking at me in a particular way.

(Speaker 16)
Of course, he was blind, so I don’t know why I feel that.

(Speaker 46)
Why did you leave your last job, Steve?

(Speaker 58)
Fired.

(Speaker 28)
Next question.

(Speaker 2)
So what do you think you bring to the table?

(Speaker 8)
I can read people’s energies.

(Speaker 63)
Let me read your energy real quick.

(Speaker 43)
You’re a coyote.

(Speaker 37)
Congratulations.

(Speaker 8)
I don’t run errands, and I don’t answer the phone. You know what I do? I look hot. 24, hot.

(Speaker 66)
Whatever you need, I can do it.

(Speaker 16)
Janitor, CEO, cook, I can do it all. And I have done it all.

(Speaker 9)
And I will do it all.

(Speaker 66)
OK, so you do have experience in all of those areas.

(Speaker 16)
No, but I just believe I can do it.

(Speaker 8)
So availability, that’s kind of a week -to -week thing for me. I really just kind of like, we’ll see.

(Speaker 25)
So what do you consider your weaknesses?

(Speaker 8)
Chocolate, candy, Snickers, Reese’s Pizzas.

(Speaker 66)
Um, Becky, I think we’re done here.

(Speaker 8)
Do I get the job?

(Speaker 1)
If you have ever struggled hiring, inspiring, training, and retaining high quality employees, then this is the show for you.

(Speaker 7)
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 multimillion dollar businesses. Ladies and gentlemen, welcome to the Thrive Time Show.

(Speaker 1)
Yes, yes, and yes. Thrive Nation, welcome back to the Thrive Time Show on your radio and podcast download. On today’s show, for those of you just joining us for the first time, you’ve never found this podcast, you’ve never discovered this podcast before, we have Mr. Aaron Antus on the show. You might say to yourself, why would we have Mr. Aaron Antus, why would we have him on the show? Well, there’s two reasons. One, he actually knows what he’s talking about and has had success in his industry, right?

(Speaker 1)
And two, he was willing to pick up the phone when I called him and said, would you be on the show? These are the two. But one, we’re never going to have a guest on the show who doesn’t know what they’re talking about. So Aaron Antis, welcome on to The Thrive Time Show. Sir, how are you?

(Speaker 11)
Oh, I’m doing fantastic.

(Speaker 1)
Thanks for having me. Now, on the record, my understanding is that you have sold over $800 million of homes throughout your career, selling new homes. Is that correct?

(Speaker 11)
That is correct.

(Speaker 1)
How did you go about selling over $800 million of new home construction? Well, other than my incredible good looks, no, I’m kidding. That was actually not a factor. But I was actually mentored originally way back in the day by the person who was the vice president of Toll Brothers, which is actually one of the largest builders in the country. Toll Brothers. Yeah.

(Speaker 1)
We’ll put it on the show notes. Yeah. so he lived down the street from me and I grew up knowing his family and thankfully he mentored me and I just learned a lot from a genius in the business and took some of those notes and continued to work with it through the rest of my career. And so as you learn to master those sales skills, one of the things that you’ve been able to do well, and to do consistently well, is be able to teach other people how to sell well. Because you can only personally sell, like the average house that you sell at Shaw Homes today, shawhomes . com, the average house that you’re selling, approximately what price point?

(Speaker 1)
Over the last 12 years at Shaw Homes, our average was about $275 ,000. Okay, and the most expensive homes that you might sell, the high average would be what? That would be our Waterstone series, and that gets up into the $600 ,000 – $700 ,000 range. A question I’ve always wanted to ask you before we get into hiring people here. I feel like a lot of neighborhoods are named by the same people that name shampoos. So as an example, if you go into a section of a store and you go in there to buy, let’s say, you know, there’s a section, Marshall, where you go and it’s kind of awkward, where they’re going to sell feminine products and shampoo.

(Speaker 1)
They put it on the same aisle, usually. It’s like feminine products are on one side, and then the shampoo is on the other side of the same aisle. And it’s weird, because I don’t know about you, but every time I see a female in that section, I immediately act like I wasn’t going to that section. And I’ll go get some avocados, and I come back. But if you look at the female products, because I’m a husband, so sometimes I have to buy these things, bring them home. That’s even more awkward, checking out with these things.

(Speaker 1)
The product will be called like, Summer’s Eve, or a Midnight Dawn, or Waterstone, you know? And I feel like the shampoo, it’s the same thing. It’s like, Lavender Love. I feel like neighborhoods are kind of the same thing. Do you steal the names from shampoos and so many products? It’s actually either that, or it’s what used to be called

(Speaker 1)
Effectively yeah, and right now as at the time of this show correct me if I’m wrong, but I believe this just in Shaw homes in Tulsa, Oklahoma you are hiring you’re looking to hire people right now. That is correct What kind of money do you pay if someone’s what to come work for Shaw homes? Yeah, so I mean first of all it is merit -based pay so it is a meritocracy company and I know that’s Controversial you paid based on what you do and not what you say you’re gonna do That’s exactly right. Depending on the quality of the human and how well they do, they’re going to be somewhere between about $45 ,000 up to $150 ,000 to $200 ,000 a year. We have typically 30 ,000 to 40 ,000 people listening in Tulsa, Oklahoma at any given time. So if someone’s listening right now and they’re saying, can you repeat that again?

(Speaker 1)
You start off paying about how much a year to work at Shaw Homes? About $45 ,000. And they can make up to how much? The top person I ever had made a little over $350 ,000 that year. If you’re driving in your car right now and you need a job or you know somebody needing a job, And they are trainable, they’re high energy, they’re good people. What’s the best way to get a hold of you over at Shaw Homes?

(Speaker 1)
That would be just to go ahead and send me an email at info at shawhomes . com. That’s info at shawhomes . com. Or you can reach me at the main office which is 918 -258 -6161. So let’s go ahead and go over Marshall.

(Speaker 1)
five of the variables that Shaw Homes looks for. There’s other variables they look for. Let’s go over the five variables that Shaw Homes looks for when they’re hiring good people, okay?

(Speaker 49)
We’re going to read here from the Boom Book, which is a book that all the listeners can download for free and get the e -book for free simply by going to thrivetimeshow .

(Speaker 1)
com. Steve Jobs writes, a small team of A players can run circles around a team of B and C players. players. Steve Jobs writes, again, a small team of A players can run circles around a giant team of B and C players. Steve Jobs, legendary former CEO of Pixar. If you’ve ever seen the movie Toy Story or any Pixar films, it is he who resurrected the company and made it profitable when George Lucas was going through a divorce and he could not have the time needed to take the company and lead it the way it needed to be led.

(Speaker 1)
He asked his good friend Steven Jobs to take over the company and he did. Or you might know him from co -founding Apple and then famously coming back to save the company, Steve Jobs. You might know him as the co -founder of the world’s most successful company. Talk to me about A -Players. What does an A -Player look like to you, Aaron? When you’re looking for an A -Player, what does that look like?

(Speaker 1)
Well, first of all, an A player is somebody, you know, a lot of times people would think this is a determination of their skill level. And that’s not actually what we look for. We look for an A player where it comes to character, integrity, a person who is just going to do what they say they’re going to do. And that’s actually a pretty difficult thing to find. We also are looking for someone who has incredible people skills. They love other human beings, and they want to help other people.

(Speaker 1)
Because ultimately, in our industry, you’re going to make friends with the people who you’re going to do business with, and you’re going to really get to know them. I mean, after all, a lot of times they’re handing over their life savings. to move forward in building a home with us. And so they’re not going to hand that over lightly.

(Speaker 11)
So they need to know that you’re a high character person that they can trust and that you’re a teachable human being because there’s a lot of information you need to know in our industry.

(Speaker 1)
But the great thing is we can teach it to you. You don’t need to know it all. So move number one at Shaw Homes. This is something you can apply out there if you own a business. Shaw Holmes only wants to hire A players. Getting into the facts, because Aaron said it’s very hard to find high quality people.

(Speaker 1)
Marshall will put this on the show notes. But according to Inc. Magazine, 85 % of job applicants now admit to lying on their resumes. 85%. Seems like a high number to me, buddy. Seems like you’re trying to turn this into some negative, negative reverse motivational kind of speech.

(Speaker 1)
Looks like you’re trying to take my life down to the bottom by filling my brain with facts. I don’t want to talk about the facts. I want to talk about feelings. No, no, listen, seriously. This is, this is true. 85 % of people lie on resumes.

(Speaker 1)
Aaron, is it not mind boggling when you see so many resumes just filled with hyperbole and hoo -ha. Yeah, I love the ones that after they come and go through our interviewing process, they start asking me during the process, like when I give them an opportunity to ask questions, it’s things like, are you going to look into all the stuff I put on my resume? Is there going to be a background check? You know, I always know that there’s something scary coming down the pike when they start off with those types of questions. And the U . S.

(Speaker 23)
Chamber of Commerce now reports that 75 % of American employees steal from the workplace.

(Speaker 1)
Marshall, the first time you heard that stat, did it not blow your mind? Yes, absolutely.

(Speaker 51)
It’s like, who are all these people?

(Speaker 1)
But what you realize is you see it all. Time, resources, equipment, anything. So if you’re out there and you can show up on time. and you’re going to do what you say you’re going to do? You can do what you say you’re going to do, and you show up on time.

(Speaker 21)
Shaw Homes.

(Speaker 1)
That’s shawhomes . com. These guys are hiring. This is not a theoretical example. They are actually hiring, and these are five of the variables they look for when hiring. They look for A players.

(Speaker 1)
Now, move number two. This is something big. This is something big, OK? It’s Shaw Homes. They’re looking for diligent doers. Well, how’s that different from an A player?

(Speaker 1)
Diligence means your ability to consistently Bring effort. It’s the consistent application of effort. That’s what diligence means. It’s the consistent application of effort. And a lot of people can be an A player for like a week. I’ve seen people be an A player for a month.

(Speaker 1)
The problem is the sales cycle when selling a new home is not a week or a month. A lot of people walk into a model home. They evaluate and they say, I want to buy a Shaw home. I’ve done my research. I want to move forward, but I first need to sell my house. And so, Aaron, a lot of times you’ll meet somebody in a Shaw home and they might not buy from you for a year or three months or six months.

(Speaker 1)
How long does it take typically from the time you first meet somebody until they have secured financing, they’ve sold their house, they’re ready to buy a home? How long does that typically take? Yeah, I mean, it can range. Some people come in and they’ve already done a lot of looking. They’ve already done a lot of online research. information age, and so they might take three or four days.

(Speaker 1)
But if they haven’t done a lot of research and they’re just getting started, we’ve had people take up to two or three years just going through that entire cycle because maybe the timing wasn’t exactly right and they want to look early and just kind of check out what’s out there. It sometimes is a year, two, three that you’re following up with somebody before they actually make that purchase. So you have to be one of those people who are not just out there to like pressure you. into something, but you’re out there to help them through the process in their timing. And so Elon Musk, right now he’s a CEO who’s in a little bit of hot water, obviously with Tesla and some of the things he’s dealing with with the SEC based on some statements he has made. But previous to that, you can’t argue he built PayPal.

(Speaker 1)
can’t argue he built Tesla, can’t argue he built SpaceX, can’t argue that he’s built SolarCity. You really can’t argue with the success he’s had. You might argue with some of the ways he’s gone about doing it recently, but this is what Elon Musk says. He says, one lesson I learned at PayPal is to fire people faster. That sounds awful. I think if somebody is not working out, it’s best to part ways sooner rather than later.

(Speaker 1)
So if you’re going to show up and be an A player for like a week or a month, and you’re not going to be consistent, it’s not going to work out for you at Shaw Homes. But if you’re a consistent, diligent doer, you’re an A player, Aaron, what’s the best way for someone to get a hold of you guys and to apply for this job? Yeah, just either email me at info at shawhomes . com, or you can reach me at the main office, 918 -258 -6161. All right, the next variable they look for at Shaw Homes. Again, there’s other things they look for as well.

(Speaker 37)
We’re just hitting on five things that Shaw Homes is looking for.

(Speaker 1)
They’re looking for people that have goals. What? Yeah, people that have goals. And I’m going to quote Jack Welch, the famous CEO of GE, who writes, by the way, Jack Welch grew GE by 4 ,000 % during his tenure. He writes, if you pick the right people and give them the opportunity to spread their wings and put compensation as a carrier, behind it, you almost don’t have to manage them. But Aaron, there are some people out there that aren’t motivated even by commissions.

(Speaker 1)
They just they just they’re not. There’s people out there that no matter what because you could make is it possible to make over a hundred thousand dollars a year working at shaw homes definitely but there’s people out there that don’t care right i mean that’s true i i mean i’m always amazed at what the motivating factors are for people that come on board with our company uh over the years having sold a lot of real estate i’ll have friends or acquaintances that i meet and they always come to me with the question of how did you get successful in real estate and i always tell them You’re asking me the wrong question. When you’re asking how, that’s not the mindset you need to come with. The mindset to be successful in any sales environment or any job in general is to ask yourself why you’re going to be successful and not how you’re going to be successful. Because I feel like when you have a really big reason why, then the how -to will figure itself out.

(Speaker 6)
Oh, preach that again.

(Speaker 1)
Yeah, the how -to will figure itself out. Oh, this is so good. I’m going to cry. Yeah, you end up having diligence applied because you’re chasing after something, but not everybody comes in motivated by money. I’ve had people, one of my top people over the last couple years, his motivation was that he wanted to leave a legacy to his children. And so it wasn’t about the money.

(Speaker 1)
He wanted to show his kids that his dad was a hardworking person so that they would have a good life. Not so that he had a good life, but so they would have a good life. So there’s a lot of different motivating factors people come in with, but you definitely, the size of your why will determine the size of your paycheck when you’re in commission -based pay. Sometimes when I get on this set and I start to get all ready and I get all excited and I look over at you and I think to myself, mm -hmm, yes, that he’s the size of my wife. That is why I come on this show and he’s just so sexy and he’s so hot. Andrew, you’re not supposed to let that guy through.

(Speaker 1)
Don’t let him through again, Andrew. Your job as a call screener, your job is to screen the calls. Don’t let him through. Every time you let him through, it gets awkward. People say, stop it, Andrew. Andrew, stop.

(Speaker 1)
Put down the shake weight. Okay, so let’s continue. Okay, so let’s continue. Here’s the deal. The next thing that Shaw Holmes looks for when hiring people is they look for disciplined people. Now, Marshall, I’m going to read a notable quotable from Chet Holmes, and I’d like for you to break it down.

(Speaker 1)
But first, can you share with the listeners, who in the world is Chet Holmes, and why should we care? O ‘Reilly. Chet Holmes is the bestselling author of The Ultimate Sales Machine.

(Speaker 7)
He was partners with Charlie Munger, who is currently still Warren Buffett’s partner.

(Speaker 1)
Charlie Munger is worth $1 .8 Billion.

(Speaker 7)
Billion with a B. Billion.

(Speaker 1)
Oh, billion dollars.

(Speaker 59)
Billion dollars.

(Speaker 1)
Billion.

(Speaker 23)
Oh, that’s a large number.

(Speaker 1)
That’s a large number. Put down the laser. Okay. And Chet Holmes, he wrote The Ultimate Sales Machine and talked a ton about time management, holding effective meetings, creating an effective sales process. He’s a guru, and he’s helped a number of different companies grow. And you’re talking about discipline.

(Speaker 1)
And this is what Chet Holmes has to say about discipline. He says, the missing ingredient. for nearly all the 1 ,000 plus clients I’ve worked with to directly improve their business. It’s peak -headed discipline and determination. We all get good ideas at seminars, and from books, and from radio talk shows, and business building gurus. The problem, the problem, Marshall, the problem, the problem, Marshall, the problem is that most companies do not know how to identify and adopt the best ideas to their businesses.

(Speaker 6)
Implementation, not ideas, is the real key. to success.

(Speaker 1)
Marshall, you’re listening. Don’t make me threaten you with a contract. punch. Okay, Aaron, so let’s talk about this. I’m Marshall, let’s talk about this. pig -headed discipline.

(Speaker 1)
I want to start with you. The Ph . D. , Marshall. The Ph . D.

(Speaker 1)
You’ve got to have a Ph .

(Speaker 65)
D.

(Speaker 46)
, the pig -headed discipline.

(Speaker 1)
You’ve got to have a Ph . D. , the pig -headed discipline. Someone should write that down. Ooh, that’s good. The Ph .

(Speaker 1)
D. Marshall, why do you have to have a pig -headed discipline to work at Shaw Homes or any A -level job in America? Well, we talked about it at the beginning of the show here, in that Aaron has sold over 800 million dollars and he’s hiring right now if you’re looking for a job this just in this just in if you’re looking for a job or you know of somebody that is looking for a job and you prefer to be hearing about these jobs via a cb radio transmission go to shawholmes . com let’s go to shawholmes . com and apply for a job today I don’t know if I can go there. I’ve got carpal tunnel.

(Speaker 1)
Then don’t apply for a job. But if you have any type of discipline, rigor, motivation, and you are looking for an actual jobby job that pays well. I don’t know if I want to get paid well. I’d rather just mail it in working at a job I hate. If you’re an A player and you want to make copious amounts of cash so that you can buy your wife expensive shoes. If you’re a female and you want to buy the kind of things that you want to buy for yourself because you want to be an independent woman.

(Speaker 64)
You don’t want to need him.

(Speaker 1)
want him to have to hold you and tease you and please you because you want to provide for yourself. You’re a sophisticated single lady and you want to provide for yourself. Oh, you went off there. If you need a job, go to shaholmes . com. That’s shaholmes .

(Speaker 1)
com. Marshall, back to you. He has the proven best practice. You don’t need a vast experience of sales in the background. Aaron will teach you everything that you need to know. I’ve seen him do that.

(Speaker 13)
We’ve seen him do it.

(Speaker 1)
I’ve seen him sit down and teach everything that you need to know about selling. these homes. And you too can be very successful. You too.

(Speaker 50)
I don’t have time to apply.

(Speaker 1)
I’m spending my day pretty busy today, Marshall. I’m going to be spending my day. I got a new box. Then you’re not a good fit. I have a box fan and I just bought it and I was going to talk into it because it’s really fun when you do it. In fact, yesterday I did it and this is what it sounded like.

(Speaker 1)
Luke, I am your father. Wake up, though. Seriously, this is a job that pays. How much, Aaron? You’re going to be somewhere between $45 ,000 and $150 ,000 to $200 ,000. Stop walking to Oklahoma City and protesting.

(Speaker 1)
Just go apply for a job at Shaw Homes. You can do it. Stop saying you can’t. Aaron, you see people on Facebook posting pictures of a cloud saying, why can’t I find a job? Stop doing that. Just apply right now.

(Speaker 1)
Aaron, what happens if somebody has the PhD, they have the pig -headed discipline, they actually reach out to you, what’s the next step in the hiring process? Yeah, the next step would be to come to our group interview, which is done on Wednesdays at 530 at our main office, which is 1420 West Kenosha in Broken Arrow. It’s kind of across the street from Rhema Bible Church, where all the Christmas lights are that everybody goes to.

(Speaker 11)
Nice.

(Speaker 1)
And so it’s at 530 on Wednesdays, and we do a group interview there every Wednesday evening. Now, I want to say this because Aaron Antis is filled with local colloquialisms. These colloquialisms are the… He’s a Tulsa guy, he’s a real human, okay? This is a podcast that can be heard all over the planet. I’m going to pull this up on the big screen here so you can see this.

(Speaker 1)
Right now, if you look up here behind you on the big screen, out of all the podcasts in the business section, we are now number three in the world. Oh, that’s awesome. Now, if you are saying, I’m not, though, looking for the number one business podcast, you’re just saying, I’m looking for all podcasts in all categories, So we’ll go look this up here. We got a top podcast on iTunes of all categories. We are number 10 in the world right now.

(Speaker 33)
OK.

(Speaker 1)
Serial is ahead of us. An epic podcast, obviously. But we’re ahead of Joe Rogan. We’re ahead of Conan O ‘Brien. We’re ahead of Rachel Hollis. We’re ahead of Arianna Huffington.

(Speaker 32)
We are ahead of T .

(Speaker 1)
D. Jakes. We’re ahead of Joel Osteen. We are ahead of Wall Street Journal. We are ahead of TED Talks. We are ahead of Dave Ramsey.

(Speaker 1)
We are ahead of How I Built This. But if you’re out there, we’re ahead of the lady from the Shark Tank. What’s her name? Barbara Corcoran. Yes, we’re ahead of her. We’re ahead of everybody.

(Speaker 1)
And you know why Thrive Nation? Because you have taken the time to listen to this podcast. So if you’re thinking about moving to Tulsa for a job, seriously, The cost of living in Tulsa, is it not significantly less than New York, Florida, California? Talk about the cost of living in Oklahoma. Yeah, I mean, I was actually shocked.

(Speaker 54)
I moved here from Michigan originally, and I swear my costs for living probably dropped 35 % when I moved here.

(Speaker 1)
It was amazing. The amount of home you can purchase here compared to where other places that I’ve been is just amazing. Let’s talk about what I could get for $350 ,000 at Shaw Homes right now. What kind of home?

(Speaker 63)
What kind of home?

(Speaker 1)
How much square footage? What kind of accoutrements? Yeah, you can be, depending on what neighborhood it’s in, you can be anywhere from maybe 3 ,000 to 3 ,700 square feet in that price range. You serious? Which is amazing compared to other parts of the country. I know in a lot of places, people always talk price per square foot, where I came from, you’re $200 to $250 a square foot.

(Speaker 1)
So it’s just unbelievable how much you can purchase for the price here. Let’s go on to Zillow real quick, and let’s go to El Cajon, California, which is outside of San Diego by about 20 minutes, so you can get into Diego. You can get into San Diego to the beach within about 25 minutes. I have family that lives out there. And let’s look for a home here that is four bedrooms, five baths.

(Speaker 1)
It’s 4 ,600 square feet in California. That’s $950 ,000.

(Speaker 23)
Now, El Cajon is not on the water.

(Speaker 1)
It is like Broken Arrow. It’s the same relationship that Broken Arrow has to Tulsa. It’s a suburb, right? So let’s go here into Zillow and let’s look at some other houses here. Again, California, let’s look for three bedroom, two bath.

(Speaker 41)
We’re talking about 1 ,500 square feet.

(Speaker 1)
1 ,500 square feet. Marshall, it’s $499 ,000. That’s a lot. And El Cajon. 1500 square feet Aaron for $499 ,000 in Tulsa, but how much square footage could I get of high -quality? Shaw homes premium real estate.

(Speaker 23)
You’re gonna be up in the 5 ,000 square foot range.

(Speaker 1)
You’re good, bro You could have rooms of your house you never go into.

(Speaker 62)
Exactly.

(Speaker 1)
You could have a maid’s quarters.

(Speaker 21)
Ma ‘am, you could have a walk -in closet that’s like a room.

(Speaker 1)
I mean, you could have a home with a gate. You could have some incredible real estate for $499 ,000 in Tulsa, Oklahoma. It’s worth the move. I want to go back to PhD, though, pig -headed discipline. That’s right. A lot of the employees, Aaron, who work for you, they work in a model home.

(Speaker 1)
Correct. Which means you have cameras up. Yep. for safety, for security, for training purposes. You’ve got recorded phone lines, that way for safety, security, for training purposes you have that. But what kind of person can work alone in a model home for 8 hours a day or 10 hours a day?

(Speaker 1)
What kind of person can handle it? You’ve had some great sales people over the years. What kind of person can handle it? And what kind of person does not have the PhD? Yeah, well, first of all, I would say a person of character because when you’re kind of by yourself in a location in a neighborhood, then you have to be an honest person. You also have to

(Speaker 1)
be the type of person that you can follow a schedule and you can stay on task for extended periods of time. So you talked about PhD having that pig -headed discipline. It’s like when nobody is sitting there looking over your shoulder, other than a camera, you have to be the type of person who can just stay on task and do easily repeatable tasks over and over again, like make phone calls to follow up with clients you have, like doing things like presenting a home to customers when they walk in. And it’s the same home over and over again, so you have to be able to repeat that presentation over and over again. It’s not anything difficult. I find that the tasks we do are not difficult.

(Speaker 1)
The difficult part is people staying on task. And so that’s kind of what we deal with mostly is having those repeated tasks.

(Speaker 39)
The phone calls are similar every time.

(Speaker 1)
The people walking in ask the same questions over and over again. So somebody who’s disciplined to continue to answer those questions over and over again in a similar fashion, they do well. Okay, now the final attribute that we’re going to talk about today. Now, Shaw Holmes looks for other attributes, but I’m trying to make sure that this is very coachable, very practical training for all the listeners, and it also allows you, the listener, to know whether you are a good fit for Shaw Holmes. And I’ll tell you what, if you’re a listener to this show, you definitely are the right fit because we don’t have any… Marshall, do you know this?

(Speaker 1)
It’s 100 %… Marshall, this is a stone -cold, lead -pipe -locked fact. Fact.

(Speaker 13)
0 % of our listeners are knuckleheads.

(Speaker 1)
That’s incredible. You know why? Why? Because I say things that offend all the knuckleheads. And they get off. They get off within 10 seconds usually.

(Speaker 1)
Yeah. When they listen to the show and they hear the intro and they say, two men who’ve built 13 multi -million dollar companies. The knuckleheads are like, that must be nice. Those guys are jerks. Or, yeah, it would be nice if I had $13 million.

(Speaker 36)
No, because our listeners are curious.

(Speaker 1)
They want to know, how did they do it? How can I do it?

(Speaker 7)
What would make people take time out of their schedule to teach me?

(Speaker 1)
I’m curious.

(Speaker 17)
They listen to the show with a notepad.

(Speaker 3)
They take notes.

(Speaker 1)
This next attribute that Shaw Holmes looks for, and all great A -level organizations look for, is they look for coachable people. Coachable people. Now, Marshall, on page 16 of the boom book, I’m going to read a notable quotable from Eric Schmidt. And I would like, if it’s possible, I’d like for you and for Andrew to provide me the echo that I need to make what I’m saying sound better. That’s amazing. Got it.

(Speaker 1)
I’m going to clear my throat and try to bring out my best epic voice and try to take this show to the next level. Marshall, you ready? I’m ready. I’m going to get psychologically prepared, physiologically prepared, spiritually prepared. Here we go. Here we go.

(Speaker 1)
And here we go. The advice that sticks out I got was from John Doerr. This is Eric Schmidt saying this, by the way. The CEO of Google. The CEO of Google. This is what he’s – The CEO of Google!

(Speaker 15)
This is what he’s saying to me. He says, The advice that sticks out that I got from John Doar was in 2001.

(Speaker 1)
John Doar, by the way, is a famous venture capitalist. Let’s try this again. Freaking forget this. Reset the whole thing. The advice that sticks out I got from John Doar, who in 2001 said, My advice to you is to have a coach. The coach he said I should have is Bill Campbell.

(Speaker 1)
I initially resented the advice, Because after all, I was a CEO. I need better echo! I can’t work under these conditions! Do you realize I’ve been featured in such feature films as… Too many to name, really. Continue.

(Speaker 1)
I was pretty experienced. Why would I need a coach? Am I doing something wrong? I’m Eric freaking Schmidt! I added that part, he didn’t say that part. My argument was, how could a coach advise me if I’m the best person in the world at this?

(Speaker 1)
Because I’m freaking Eric Schmidt! He didn’t say that part, I added that dramatic effect as a narrative reader that I am. But that’s not what a coach does.

(Speaker 7)
The coach doesn’t have to play the sport as well as you do.

(Speaker 1)
They have to watch you and get you to be your best. In the business context, a coach is not a repetitious coach. A coach is somebody. You see what I did right there? I said somebody. I said body.

(Speaker 1)
That was kind of a funny part right there, Andrew. I did that for you. Oh, I love it. A coach is somebody who looks at something with another set of eyes and describes it to you in his words and discusses how to approach the problem.

(Speaker 23)
That might have been the best piece of epic reading in the history of humanity.

(Speaker 1)
You’re absolutely right. I mean, wow. Wow. Anyway, so now that we know that, Marshall, break down why Eric Schmidt, the CEO of Google, is saying that the best advice he’s ever gotten, and he said this in an interview in Fortune magazine, he said, the best advice I ever got was somebody telling me that I needed a coach. Why is that so important to be coachable, man? Coachable.

(Speaker 1)
You got to be coachable. And being coachable means, one, receiving constructive criticism or receiving coaching with an open mind and with a humility that I’m going to get better. That’s the first thing.

(Speaker 7)
And then the second thing about being – Like, example, Marshall, the other day you were talking to me and I said, you know that I’m kind of a big deal, right?

(Speaker 1)
And you said, no. And I said, Okay, and I took that feedback as I realize that you are an idiot because I am one of the best of my time. That’s right. But you got to be coachable. Some people will literally, they’ll get feedback like that. You see it, Aaron.

(Speaker 1)
They’ll take feedback and they’ll say, how can I get better at sales? And you’ll say, well, what you want to do is you’re going to want to build rapport. So when you meet them, here are the questions you would ask. And they’re like, yeah, but it was different. I can’t do that, but this is what happened. And no matter what you said, they always go, yeah, yeah, but, yeah, but, you know, yeah, yeah, Aaron, I know you’ve sold $800 million to Holmes, but this particular, can you talk to me about the level of coachability you’re looking for at shawholmes .

(Speaker 1)
com? Yeah, you bet. I mean, we’re looking for people who are teachable. And Teachability, it’s like, we obviously have the video cameras you mentioned in our offices. We also have the call recording on our phones. And I always believe that with every person, there’s a better version of you inside of yourself.

(Speaker 1)
And so I’m going to quote the great Jim Harbaugh, coach of the Michigan Wolverines, the greatest university on earth. And he says that people need to focus on getting 1 10th of 1 % better every day. And if you do the math on this, it actually means that in three years from today, you will be 100 % more effective at what you do than you are today. And most people are trying to strive to be like 30 % better in a day, and then they burn out really quickly. And those people who will receive feedback and go, yeah, I’m going to make that minor adjustment. they get a little bit better every day.

(Speaker 1)
And before they know it, they’re so much more effective at what they do. But they have to take it with a humble attitude. They have to really be looking inside when they’re getting feedback and say, hey, can I do that better? Can I make that adjustment? And then they have to trust the leadership in their company to guide them in the right direction. And so those people that can let go of the reins a little bit and let somebody else help guide them, they tend to do the best of anybody that we bring in.

(Speaker 1)
Marshall, you’ve worked with a lot of really nice business coaching clients that are very coachable. And one that comes to mind are the good folks at

(Speaker 39)
Platinum Pest.

(Speaker 1)
Platinum Pest is a pest control company in Tulsa, Oklahoma. And these guys, Jared and Jennifer, are so coachable. Can you talk about what that coachable attitude looks like that Aaron’s looking to hire for over there at Shaw Homes and that you look for out of the business coaching clients that you work with? So one of the first things is, like I said, the humility. So Jared and Jennifer, they come in every single week with a humility to get better. And they want to know what are the proven systems.

(Speaker 1)
They want to know what are the processes, how to do things differently, because they had grown successful company, and we’ve talked about on previous podcast episodes, that we’ve done it a certain way up to this point, but in order to get to that next level, we probably got to do things differently. So what are those proven systems? And so that’d be the first thing is one, they come with a very humble attitude. And the second thing is they’re implementing these systems, they’re having success implementing. Let’s think about five things they’ve implemented this year. Okay, and we’ll have Aaron kind of break them down.

(Speaker 1)
That’s right. These are things that Shaw Holmes does as well. Okay, so one, let’s talk about they are very obsessed with delivering a great quality product, and then they want their staff to get reviews after they’ve delivered a great product. Seems kind of crazy, but some companies do a great job and then they don’t get reviews online, or some companies don’t do a good job and then they ask for reviews and people give them bad reviews.

(Speaker 40)
Can you talk about how they’ve been able to get reviews and how they’ve been able to hold their staff accountable to getting reviews?

(Speaker 1)
Yeah, so one of the things that they’re doing is now they have an evaluation form or they have a checklist whenever they go out to a job that they’re doing. And they put it on there for the technicians to get reviews. And so, they’ve applied that pig -headed discipline where, hell or high water, we are getting a review from this job. Please leave us an objective review. If you need help being shown how to leave a review, we’ll show you how to do it. And they’ve just gone out there and gotten

(Speaker 1)
it, and it’s produced results from them. They’re getting new jobs because of their reviews. Aaron, Shaw Homes, you guys pride yourselves on offering great quality homes. How many years have you guys at Shaw Homes been building these homes? Since 1985, so a long time. That’s like 40 years.

(Speaker 1)
Yeah, it’s close.

(Speaker 61)
So 30 years.

(Speaker 53)
33.

(Speaker 1)
33 years. 33 years you guys have been building quality homes.

(Speaker 31)
And then after you build those quality homes, why do you insist on gathering objective reviews from your satisfied clients?

(Speaker 1)
Well, that’s because if you don’t ask for reviews, then all you get is a couple of haters. I mean, how many people have been out to a restaurant to eat dinner?

(Speaker 32)
And the only time you even think about giving a review is when the food was horrible and the service was horrible.

(Speaker 1)
I tell you what, I’m going to leave a review right now. I’m going to leave a review right now. And most restaurants do a good job most nights. But when you have that one bad night, you’re guaranteed to get reviews that are not good. Marshall, this food was wicked bad. I’m leaving a review right now.

(Speaker 1)
Wicked bad. Back to you, Eric. We get a lot of customers that we’ve built for. tons of them over the years and so I think we have a little over 400 people who have given us a review and you know we end up a 4 .9 out of 5 stars over 400 plus people. There it is.

(Speaker 27)
And so we just ask everybody to do it and that way it doesn’t matter you know it’s a realistic number as opposed to just the haters out there putting out a review like the bad night at a restaurant.

(Speaker 1)
Now Marshall, call recording. over there. Talk to me about how call recording has changed the lives for the good folks of their platinum pest and lawn. So we implemented call recording and this has been the single most helpful system that we’ve implemented.

(Speaker 18)
Changed their lives.

(Speaker 1)
Changed their lives. Lives have been changed. And so one, Jared and Jennifer themselves have been able to get better on the phones, but also it’s an accountability for all of their other team members that are on the phones on a daily basis.

(Speaker 24)
Marshall, are you saying they set up a call center?

(Speaker 1)
They didn’t send up a call center, but they set up an office that serves as their call center. Why would they not set up a call center? You can outsource it to India. You can do it. It’s only like $4 an hour. You can set up a call center.

(Speaker 1)
You can have a remote to set up. Why would you not outsource the call center, Marshall? Come on, answer the question. Every time I’ve seen a client outsource their calling to somewhere else, it’s not gone well.

(Speaker 60)
Why do you hate the call centers?

(Speaker 1)
It’s a great idea.

(Speaker 20)
It’s a viable option.

(Speaker 1)
Yeah, you can’t do that.

(Speaker 59)
It’s not a proven path.

(Speaker 1)
I’m on 5 -1 right now to sign up! Nope, can’t do it. Okay, so they set up a call center. What percentage of leads do they close now? I mean, did they get leads from Facebook? Yeah, they’re closing 85%.

(Speaker 1)
Are you hearing that? 85%. We don’t have any other client that’s at that level. No, it’s awesome. 85 % of the leads that come in, they’re booking them for a job. It’s incredible.

(Speaker 1)
Facebook, Google, whatever. Yep. Call recording. Some people go, you mean I’m going to work at a job like American Express?

(Speaker 14)
DirecTV, like Southwest Airlines, like Disney, where they’re actually going to record my calls. At Shaw Homes, why do you guys record the calls?

(Speaker 1)
Well, you know, you hear that recording sometimes when you call businesses where it says, this call is recorded for quality assurance. I mean, honestly, one of the number one reasons is for quality. We want the customer to get the same message from our company over and over and over again, and not just whatever somebody thinks up off the top of their head. I mean, you know, sometimes you have an employee show up, a horrible morning. The kitchen was set on fire that morning while they were getting ready and then they fell into the tub while they were ironing out their hair and electrocuted themselves and then they show up to work and they get on the phone and if they don’t have a script it doesn’t usually go well because their emotional state is all in a tizzy. So the great thing about

(Speaker 1)
that is, you know, it’s going to be a consistent message, but it’s also nice because Somebody new coming in, a new person that we hire, they don’t need to know everything you would ever have to know about home building, which is a pretty dynamic and robust industry. There’s a lot of information. So they’ve got a proven path in front of them where they know what to say and how to answer questions that customers would have. And it just gives quality assurance to the customer, getting a consistent message and consistent information from us. Marshall, speaking of emotional, this morning, before Aaron arrived, Andrew showed up and bought me a gift. It’s a woodblock.

(Speaker 1)
He bought me a mallet to go with it. It’s a great gift. We’re going to play a special edition of Name That Tune. Aaron was talking about people coming to work and bringing their emotions to work.

(Speaker 58)
We’re going to play Name That Tune.

(Speaker 1)
Notice how it works, Marshall.

(Speaker 3)
If you get it right, you get this sound.

(Speaker 1)
which is 4 ,207 megapoints. Now, if you get it wrong, you get this sound, which means that when you get to heaven, God will give you a look that’s not favorable. Like, you’ll still get in. And I have no proof of this. I have no data.

(Speaker 40)
But I believe it could be plausible that when you walk in, he’ll go, really?

(Speaker 19)
Is that all you can do there?

(Speaker 1)
I mean, I gave you ears.

(Speaker 31)
I gave you breath.

(Speaker 57)
I gave you training.

(Speaker 39)
Your dad’s a smart guy.

(Speaker 1)
I mean, think about it.

(Speaker 56)
OK, so here we go.

(Speaker 1)
Ready? Right here. Is that is that is that emotions by Mariah Carey? No, it’s I get so emotional baby Every time I don’t have a freaking script by Whitney Houston. I Changed it up a little bit Anything like that song Do you want to play one more round?

(Speaker 1)
Yeah. Okay, let me do this one. This is a good one.

(Speaker 7)
Okay, here we go.

(Speaker 1)
That’s exactly like the first one. No, no. Very different. Listen, listen, listen.

(Speaker 6)
A lot of times, you guys are into hyperbole.

(Speaker 50)
Yeah.

(Speaker 43)
You attack me.

(Speaker 1)
It’s a personal exaggeration, and it’s a reality distortion field, and I’m tired of it. This song is an amazing song, and I’ve practiced it for hours. Here we go. Marshall, what song is it? Is that, uh, Somebody’s Watching Me by Rockwell? No, it’s Prince Ali, mighty is he, Ali Ababwa.

(Speaker 1)
Strong as ten regular men, definitely. You know, from Aladdin. I gotcha. Prince Ali, mighty is he. You are not, you know what you get? You get a demerit in heaven, and a demerit right now.

(Speaker 1)
That’s two losses. That’s two demerits? Two demerits. Okay. So we move on. The systems, they use at Shaw.

(Speaker 1)
Okay, system number three. at Shaw Homes, because if you’re going to go work for Shaw Homes, this is going to happen. This is going to happen. This is going to happen if you work at Shaw Homes. It’s going to blow your mind out there. Consistent training.

(Speaker 1)
Consistent training.

(Speaker 20)
Platinum pest.

(Speaker 1)
How has consistent training impacted them? Because they don’t just train one time. They don’t hand their team a manual and say, whoop, there it is. We’ll see you later. They do consistent training. How has consistent training helped their team?

(Speaker 1)
You’ve got to schedule consistent training every single week. And when it’s a habit, when it’s something that’s in the regular schedule every single week, your team’s going to get better every single week and you’re going to have a team of A -plus players. You’re going to coach them up to being able to do things that they previously couldn’t do before they worked with you.

(Speaker 39)
Aaron Antus, Shaw Homes is hiring right now.

(Speaker 1)
The jobs are starting around $40 ,000. $45 ,000. And so it can earn up to how much? up to $150 ,000 to $200 ,000 if you’re good. Apply today by going to shawholmes . com.

(Speaker 1)
Should they email you? What’s the best way to reach you guys? Yeah, you can send me an email at info at shawholmes . com or you can reach me by phone at 918 -333 -3333. Now, talk to me about the importance of that consistent training you guys provide your people at Shaw Homes. Yeah, well, we’re in an industry that is, like I said earlier, it’s dynamic, it’s robust, there’s thousands of moving parts to a home.

(Speaker 1)
And so you need to have a lot of information inside of your brain in order to be able to communicate to the client, and they come in. You know, this is an HGTV world we live in, where everybody’s an expert on homes and real estate and home building, and so people come in with a lot. Fixer Flapper. Exactly. So we get a lot of people coming in with a lot of different questions that they’re asking, and you know, they’re usually not going to hand over their life savings to go do something like this and build a home unless they feel confident in the person that they’re talking to. and like they’re a knowledgeable individual in our industry.

(Speaker 1)
So we do regular training. all the time. It’s a rock in our schedule. It never changes. And the great thing for somebody who’s working in our company is because we’re coaching them and training them, they get regular feedback. It’s not a thing where it’s like you get one review at the end of the year and you find out whether you’re fired right before Christmas or whether you still have a job for the following year.

(Speaker 1)
So through that training process and constant feedback, you really know where you stand and you continue to grow in our company. Thrive Nation, you might have heard this. It’s a regular, reoccurring training at Shaw Homes. He’s being serious right there, Marshall. He’s being serious. Now, the next move they have at Shaw Homes is you’re expected to know your numbers.

(Speaker 1)
So as a salesperson, you can’t just make up quotes. So many home builders get themselves in trouble by making up quotes. they can’t deliver on. As an example, my wife and I, I think we’ve determined the vendor we’re going to use to build our Camp Clark and Chicken Palace Lampoon Lagoon. The word lampoon, for those of you who aren’t familiar with the word lampoon, lampoon is sort of where you are making fun of poking fun at social norms. So like everybody else is, you know, okay with it.

(Speaker 1)
But you sort of publicly ridicule it. And I think that’s what all I do, basically. I feel like my job is I just live sort of very counterintuitive existence. And so I feel like calling it the Lampoon Lagoon is very important, Marshall, to be the pool. We’ve got the grotto going on. I met with the pool guy yesterday.

(Speaker 1)
I think the final guy, he’s given me a quote for the deck, the pool, the lagoon, the grotto. He’s told me how long it’s going to take. I think we’re going to start construction here in about three weeks of the deck area. And then January, start digging the hole, putting the pool. Marshall, he says that if you pay deposit today, you put 25 % down today. that locks in the cost of the materials because we’re going to go and buy them all.

(Speaker 1)
Because if we don’t get them here, if we don’t ship in the, I think it’s limestone, am I making, I think limestone rocks, they’re big actual boulders. He’s like, if we buy them now, the price of those things might change. If there’s any steel used to build your deck. I mean, apparently the prices have changed dramatically this year, Aaron, because of these tariffs. Can you explain how some of the policies of the Trump administration has affected the cost of building materials? Yeah, well, you know, there’s a lot of suppliers of lumber that are in Canada.

(Speaker 22)
And so they’re cutting down their crops or trees up there and they’re bringing them into the United States where a lot of the construction is happening.

(Speaker 1)
And it’s been a booming year for for home building.

(Speaker 36)
And so they’re bringing those across the border.

(Speaker 43)
And when that happens, there’s money added on to it.

(Speaker 1)
And a lot of the companies that used to do all the lumberjacking in the United States went out of business back in 06.

(Speaker 55)
08 and have not come back.

(Speaker 1)
So we’re bringing in a lot of wood from outside of the country and so there’s added tax from the tariffs added on. And so the cost of lumber along with having a huge demand, there’s a lack of supply and so lumber materials have gone up quite a bit this year. This just in, lumber materials have gone up quite a bit this year. Marshall, Platinum Pest Control. They know their numbers. How is that helpful for them running their company?

(Speaker 1)
You’re never unsure of how much you can spend on advertising. They know their numbers. I think some people out there, they try to run their company in a way where it’s like…

(Speaker 54)
Marshall, have you ever seen it rain?

(Speaker 1)
Yes. Aaron, have you ever seen it rain? Yeah. Okay. Andrew, are you familiar with the concept known as a rain? Yeah.

(Speaker 1)
Have you ever seen business owners that… What they’ll do, Aaron, is they’re home builders. You’ve probably seen your competitors do this. But it’s like… It starts to rain, right? And it’s almost like…

(Speaker 1)
A lot of rains coming down here. Kind of heavy, Marshall. Heavy rains coming in. That’s right. And they’re trying to, like, dodge raindrops. That’s their move.

(Speaker 1)
People are trying to dodge. They’re running in, like, a serpentine fashion. They’re like, get out!

(Speaker 15)
Running around, not getting an umbrella, not using an umbrella technology.

(Speaker 1)
And people are trying to dodge prices changing. And it’s like, you can’t dodge prices changing in the home building industry or any industry. It’s going to change. You can’t dodge price changes. And some people want to just sort of avoid it and try to dodge it. these prices are changing every day of different materials.

(Speaker 18)
How in the world do you stay on top of the price changes Aaron or do you guys endorse the strategy known as rain dodging?

(Speaker 1)
We are not a rain dodging company. But actually, I had a true story. I had a good friend of mine who told me that he had built a home when he found out what I did. He said, you know, we built a home just recently. And we ended up in a situation where right before we were going to close on the home, the builder came to us and said, oh, by the way, you owe us an extra $42 ,000. And I need it before the end of the week.

(Speaker 1)
And I have a sound of what your friend felt like. when he heard this. This is it. Exactly. I mean it freaks you out a little bit. You’re not ready for that.

(Speaker 1)
It’s a little scary. So what happens is you know builders don’t really know what their numbers are and they’re not keeping track of it and we’ve implemented a very in -depth software system. We give the customer the price up front. Up front. We know what our costs are and we also have our costs work worked out into the future. So for example, if we’re going to order our lumber package, it might be a month or so before we actually need it on site.

(Speaker 1)
But I have my prices locked in long term so that I can quote them a price, and it’ll still be the price later. And there’s no surprises down the road, as opposed to somebody who’s like, popping surprises on the customer all the time through the process, and then surprising them at the end with $42 ,000 in extra costs. Let me tell you about the pool guy. Let me tell you about this pool guy. I love this pool guy. He comes to my house, shows up on time, meets with my wife, talks to her.

(Speaker 1)
Because, you know, really, I say I’m going to talk it over with my wife. My wife will make decisions, and I will be notified of those decisions. So my wife’s talking to the pool guy, then I chime in with, my brostradamus knowledge about the deck. I want to extend the man cave, that look, that motif, into the bottom level of the deck. And I want the grotto so I can go back behind their waterfall, Andrew, and read books.

(Speaker 1)
So I’ve got a couple unreasonable demands. The rest of it’s very reasonable. My wife’s going to do what she wants. It looks great. I love the design. But the guy says, here’s the deal.

(Speaker 1)
This is what the quote is today, OK? He breaks it down. And it’s like, I want to say it’s like $172 ,000 for the pool, the limestone. It’s like a heater. There’s some kind of heater. There’s a gas heater that heats the pool.

(Speaker 1)
There’s a hot tub that overflows. There’s the umbrella holder things. There’s up lighting. It’s cool. And then he says, now for the deck, it’s going to cost boom, boom, boom. And I recommend this guy.

(Speaker 1)
And I talked to this guy and this guy said, well, in order for us to do this and that, but they, but then both of them are, they say, but if you paid today, you lock in that price. And in our contract, it states that we won’t raise the price throughout the process. That not knowing your numbers is bad for you. It’s bad for the customers. It’s bad for your budget. It’s not a move.

(Speaker 1)
I was just going to say, it’s never the contractor that pays for his poor accounting and is not knowing the numbers. It’s always the customer who ends up paying for it and getting surprised by it.

(Speaker 13)
This is usually how it sounds, Marshall. This is the kind of call you get.

(Speaker 1)
Have you ever hired a contractor to do some renovation of a property you’ve lived in or owned? My parents just redid their bathroom.

(Speaker 53)
Did they have a good contractor or a bad one?

(Speaker 28)
They did not have a good experience, but I was coaching them through the process.

(Speaker 13)
This is typically what they do. The person will call and go, Marshall, will you get a chance to call me back there?

(Speaker 1)
Got some updates for you. And they usually sound like they’re calling from a CB or like they’re in a truck while they’re calling you because it’s like they’re in a moving vehicle while calling you. You know what I’m talking about? you have like a moving truck, they’re in the moving truck while calling you.

(Speaker 13)
That’s kind of the key.

(Speaker 1)
They’re sorting their accounting in their truck while they’re on the phone with you. Right, because that’s the key to making sure that you have no idea what’s going on. So they’re in the truck.

(Speaker 49)
Now, Marshall, here’s the deal.

(Speaker 7)
The price of steel…

(Speaker 1)
Let me turn that down real quick. Randy, get off!

(Speaker 49)
Randy!

(Speaker 23)
Randy, get off!

(Speaker 1)
Sorry, we had a little nuclear meltdown here. I think it’s good now. The price went up by 27%, so I’m gonna need to come by and get in there and draw for $7 ,200. Seriously, someone’s gonna die! You should lock that up, man! Sorry, we had somebody who almost had an accident here.

(Speaker 1)
What were you saying now, Marshall? Uh, when are you going to be finished? Uh, well, I would be seriously. Somebody’s got to do something with that jackhammer. Sorry. Sorry.

(Speaker 1)
Anyway, so we’re all good. Um, you know, but that’s what they do. They’re like, no, no one’s paying attention. Right. That’s right. It’s crazy.

(Speaker 1)
Shaw homes. When you talk to someone, are they actively building while they’re talking to you about the price of the home? Are they actually, is the salesperson talking to you amidst a build? No, they’re in a model home and they actually walk you through a really simple process to pick everything out. And you walk away with a line item printout with exactly what you wanted in the home spelled out to the penny so that there’s no surprises at any point. And we don’t ask you for any commitment.

(Speaker 1)
until you 100 % know all the way down to the dollar exactly what the home is going to cost you, and then we never change it through the process. We will allow you to change it if you want to, but we’re not going to surprise you with anything. Marshall, how many more leads are those guys getting now, or how has being top of Google impacted PlatinumPest? It used to be that they were just getting one or two, a couple leads a week, and now they’re getting upwards of 15, 20 leads a week, and they’re just closing everything. They’re closing at like 85 % for either a one -time treatment, or they do a phenomenal bi -monthly treatment where they come out automatically every other month, and it kills all the pests. Wow, they’re customers.

(Speaker 1)
When the leads come in, somebody has to call them. At Shaw Homes, your website’s optimized, but when a lead comes in, someone has to call them. And so if you’re going to apply for a job today, you’re going to want to come work for Shaw Homes. You want to be an A player working for an A -level company, Oklahoma’s largest builder, a company that’s headed by people that know what they’re doing. Aaron’s sold over $800 million of homes. If you want to join a winning team, Shaw Homes, you’re going to have to call the leads.

(Speaker 1)
And a lot of people, they don’t answer the phone, Aaron, if they don’t recognize the number. A lot of consumers will not answer the phone if they don’t recognize the number. Why is it so important for the A players who want to work for Shaw Home to embrace the idea of calling every lead until they reach the person? Well, first of all, just honestly, this is our perspective on it. We want to save them from the craziness that’s out there in the home building world. We don’t want them to build with a company that has horrible accounting, they don’t know their numbers, and maybe are going to go out of business during the middle of the build, which we’ve seen this happen.

(Speaker 1)
We’ve actually taken over homes to finish them for customers in the past because the company went out of business during the middle of building a home for somebody. And so we want to save them from the horror of that kind of an experience. We want to save them from dealing with a company that’s going to lie to them or do things that are maybe not on the up and up. So we’re persistent in trying to get a hold of somebody that’s contacted us and reached out and said, hey, we want more information on you. If you’re out there today and you are looking for a job. And not just an ordinary job.

(Speaker 1)
You’re looking for a great job, a job you’re going to love, a place where you’re going to love coming to work every day and a place where you have the ability to earn a lot of money. You can earn north of six figures doing something where you’re serving people.

(Speaker 51)
It’s a happy job, by the way.

(Speaker 1)
A lot of people have jobs where you might work in a funeral home or you might be a crime scene investigator. I actually met a guy who sells a franchise. Not kidding. It’s a crime scene investigation franchise. Imagine what those conversations would be like. Honey, how was your day at work?

(Speaker 1)
Uh, well, at my crime scene investigating franchise where the more business we get, the more death is occurring. Um, today was a great day. We had a lot of new people die. I mean, seriously, it’s, it’s not, the company is called, I believe it’s called, uh, let’s see here. Oh my gosh. I think it’s Marsha.

(Speaker 1)
You have to look it up. We’ll put on the show. We’ll put on the show notes. It’s a crime scene investigation franchise. That’s crazy. I mean, that would be just a horrible job.

(Speaker 1)
It’s not a happy time when people are looking to buy a home.

(Speaker 52)
It is, and we normally don’t have to do any crime scene investigation in the home building business.

(Speaker 1)
And so, yeah, it’s a great atmosphere.

(Speaker 51)
There’s a lot of fun people there.

(Speaker 1)
In fact, on staff in our main office, I mean, many of the people that are there today were there 12 years ago when I started working there. And so it’s definitely a family atmosphere in our company. When you work there, it’s like every day at work is a holiday. Every day is a great day when you work at Shaw Homes. Marshall, I’m going to play Name That Tune with you one more time because people loved it so much. We’re getting such incredible reactions.

(Speaker 1)
throughout the planet, throughout the world as we’re rising to the higher and higher and on iTunes I attribute that mainly to my incredible ability to play any song that I want to with this woodblock that I’ve now mastered since playing it for the first time this morning. So here I will play my next song and I would like for you to actually try this time because remember you get a mega point on this one you get one mega point if you get it right and if you get it wrong you get judgment from everyone all the listeners hundreds of thousands of people will say the name Marshall Morris and they’ll go Marshall Morris Thrive Nation practice with me Marshall Morris frickin Marshall Morris okay you ready Marshall yeah here we go the category is songs that were sang that became top 40 hits it’s like a lot of songs I’ll narrow it down Really, really huge top 40 hits sung by humans. Here we go. It’s just like the other two. No, this one isn’t.

(Speaker 1)
Listen, the way I’m holding it, Andrew, you see it.

(Speaker 50)
I’m holding the mallet more from the bottom.

(Speaker 1)
It’s a technique. It’s the angle at which you hold the mallet that’s the difference in the songs? That doesn’t make any sense.

(Speaker 7)
You don’t understand music, man.

(Speaker 1)
Listen to this. Andrew, earlier today, before you guys got here, he said, listen, Clay, after you master the woodblock, I have another Let me pull it up real quick. This is the other instrument that Andrew’s had me practice. Andrew got me a didgeridoo last week and he asked me to practice.

(Speaker 36)
So this is audio of me practicing the didgeridoo last Friday through Sunday.

(Speaker 1)
10 hours.

(Speaker 23)
We’ll put a link to it in the show notes.

(Speaker 1)
This is me playing the didgeridoo. This is 10 hours of it. And Marshall, I’ll put this, Marshall, right here, if you’ll put this on the show notes, please. Some of the listeners who want to hear 10 hours of didgeridoo. I don’t think there’s any listeners that want to hear 10 hours of this. What?

(Speaker 1)
First off, when I started off, let me tell you where I was struggling.

(Speaker 2)
I started off, I was going, I didn’t sound quite right, but now it sounds like this. Both of those sound the same. There’s no difference. He has no art, Marshall. He doesn’t understand the musical ear, the stylings. Now, Marshall, do you want to name that tune?

(Speaker 2)
I’ll go back one more time. Okay. Can you play it again for me? Here we go. Is that Blue Oyster Cult? Holiday, celebrate Holiday, celebrate If we took a holiday, oh yeah Took some time to celebrate Just one day out of life It would be so nice Holiday And I dedicate that to Shaw Homes, because if you get a job at Shaw Homes, every day will be a holiday.

(Speaker 2)
Aaron, if people want to go to Shaw Homes, they want to learn more about you, they want to apply for a job, what’s that action step they need to take one more time? Well, first of all, they need to learn how to play the woodblock like you do, Clay. And then they need to call us at 918 -258 -6161, or they can email us at info at shawhomes . com. Marshall we’re gonna end this show with a boom but as we end the show the boom I’m gonna introduce the woodblock and I would like to see if you could lead us out as I I’ll do the woodblock and then you lead us through the 3 2 1 3 2 1 keeps going and going and going and go everybody ain’t going ain’t going ain’t going everybody white people Samoans black people and Asians here we go all the single ladies all the single dudes all the people in the back all the people in the front we’re out seriously we’re gonna be done now But it’s, it’s been tremendous. I can’t say enough about it.

(Speaker 2)
Carter keeps me accountable. He keeps me focused on working on on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees, and now I’m up to 10 employees.

(Speaker 4)
And it’s all because of the work we’re getting.

(Speaker 22)
We’re getting more and more work, Clay.

(Speaker 4)
I was suffocating.

(Speaker 19)
Like I said, I was doing the business since 2009, and everything was going through me.

(Speaker 4)
And at a point, it’s a breaking point. And that’s where I think businesses just cave in and give up.

(Speaker 2)
And I found you on rumble, and I started listening to you.

(Speaker 44)
And I think I told myself that it’s possible this, this guy’s system is possible.

(Speaker 2)
And I can see hope. And I could keep the business going. And I just encourage people, if you’re on the fence, get off the fence and try it. What do you have to gain? Everything. There’s a proven path.

(Speaker 2)
There’s a way to get through it and there’s hope and the vision becomes clear. You’re not stuck.

(Speaker 4)
I would join and learn from them and implement, be a diligent doer. Just, you know, does it happen in one day? No. Does it happen in one week? No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning.

(Speaker 4)
You’ll see some improvement and you’ll get hope and your vision will clear up. It’s jpool and my web address is absoluteheatingcooling . com. We’re pretty much a suburb of south of Seattle and so we service the west Seattle to Lakewood area and from the water, Puget Sound water, all the way to Maple Valley. I’ve been in the industry over 20 years. I started my business in 2009.

(Speaker 2)
We’re basically a family -owned heating

(Speaker 1)
and cooling company, and we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks.

(Speaker 2)
Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my business. I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures because I didn’t know the difference between working in and working on it. Give up hope. There’s a path out, out of your misery. And that’s joining the Thrive Time and reading books and learning and being a doer.

(Speaker 2)
You know, prior to joining Thrive Time, I wasn’t a reader. And now I am.

(Speaker 1)
And I just started out with telling myself, I love to read, I love to read, I love to read. I didn’t start that day reading, but it just kept soaking in. And I picked up a book and I started reading. And that gave me hope and a vision. And that’s what people need. We’re a family HVAC company.

(Speaker 1)
We do residential and light commercial. We specialize in quality installation, quality repair, and quality service.

(Speaker 4)
How much of an impact has it made on your business having your website updated and reinvigorated? Oh, tremendously.

(Speaker 1)
We, we had a website through another contractor.

(Speaker 4)
And we barely got any leads, I probably could count them.

(Speaker 2)
And we had it up for over a year or more.

(Speaker 1)
And I can count on one hand how many leads we cut off it. And now we’ve been with you going on 10 months.

(Speaker 2)
And we we get leads. It’s amazing. On today’s show, we’re interviewing a client who is having success because he’s putting in the work.

(Speaker 1)
And this just in, nothing works unless we work, right?

(Speaker 2)
Nothing works unless you and I put in the effort.

(Speaker 4)
And so I’m super honored and excited to interview a diligent doer, a person who says, look, just show me the proven path.

(Speaker 1)
I’ll put in the work. He’s the man with the plan and he’s on today’s show.

(Speaker 2)
Jay, welcome on to the Thrive Time Show.

(Speaker 1)
How are you, sir? I’m doing awesome. Thanks, Clay. Now, Jay, for people who want to look you up and verify you’re real, can you tell us your first and last name and your web address so people can go look you up? Yeah, it’s jpool. And my web address is absoluteheatingcooling .

(Speaker 1)
com. And where are you guys based? Or maybe what markets do you, what areas of the marketplace do you service? We’re pretty much a suburb of south of Seattle. And so we service the West Seattle to Lakewood area. and from the water, Puget Sound water, all the way to Maple Valley.

(Speaker 1)
And how long have you been in this particular industry? I’ve been in the industry over 20 years. I started my business in 2009. And what are all the services that you guys provide? So maybe we can have a little bit of a context. We’re basically a family owned heating and cooling company and we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks.

(Speaker 39)
Now, I’m going to pull up something on my screen, and you can analyze this.

(Speaker 37)
And you might rebuke it and say, Clay, you’re out of your mind.

(Speaker 1)
But I’m going to pull it up so the listeners can follow my logic or lack thereof. But if we go to usdebtclock . org, which I encourage people not to do, but if you go there, you’ll see the US population is sitting at 342 million right now. And there are just 9 million self -employed people. So you have less than 2 and 1⁄2 % of our population is self -employed. And for everybody who doesn’t live in the US,

(Speaker 1)
quick math, let me break it down. If 10 % of our population was self -employed, that’d be 34 million. But it’s not 34, it’s 9 million.

(Speaker 2)
So you have 2 .5 % of our population is self -employed. And then Inc. Magazine is, Inc. Magazine, this is Inc.

(Speaker 1)
Magazine, Inc. Magazine is reporting now that 96 % of businesses Fail. Who’s saying this? Inc. Magazine. Why are they saying this?

(Speaker 1)
Because it’s true. And so what happens is, Jay, I meet entrepreneurs all the time who come to our conference or they listen to our podcast and they say, Clay, I don’t think it’s possible to grow my company. I don’t think it’s possible to get unstuck.

(Speaker 4)
And I think we get used to being stuck. I think we get used to it. We almost endure it. We almost go, well, I’m just going to be stuck here. Could you share with the listeners, how much have you been able to grow this year since you and I have been able to team up? Tremendously.

(Speaker 4)
Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my business. I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures, because I didn’t know the difference between working in and working on it.

(Speaker 1)
You know, we have a wonderful listener I just talked to moments ago, and maybe you could say something to her or maybe people out there. She says, look, I’m so overwhelmed. And we haven’t had the opportunity to really guide her down a path. I mean, we’re just getting to know this person, and she’s like, I’m so overwhelmed. I just feel like I’m swamped. I feel like I’m stuck.

(Speaker 1)
I almost feel like giving up. But she’s got a lot of money invested in the thing. What do you say to somebody who hasn’t gone through our system yet, so they’re not where you are, and they maybe feel stuck?

(Speaker 4)
Don’t give up hope.

(Speaker 1)
There’s a path out, out of your system. and that’s joining the Thrive Time and reading books and learning and being a doer. You know, prior to joining Thrive Time, I wasn’t a reader, and now I am.

(Speaker 2)
And I just started out with telling myself, I love to read, I love to read, I love to read. I didn’t start that day reading, but it just kept soaking in. And I picked up a book and I started reading. And that gave me hope and a vision.

(Speaker 1)
And that’s what people need. You know, it’s interesting you say that, because there was a client of mine, I won’t mention his name, but he was telling me, you know, I really don’t like to read books, let alone write them. I don’t like to read books, and I definitely don’t want to write them. And now this particular individual, I’ll be vague about what he does and what industry he’s in, but now he writes books and he sells thousands of them. And he had to tell himself, OK, if you’re telling me you know how to turn an idea into a book, And he said to me, well, why would somebody want to read my book? And I go, because you have a problem that you can solve.

(Speaker 1)
And I know that you uniquely can solve the problem.

(Speaker 4)
So you could write a book that will teach people how to solve the problem, and people will pay for the solution. So with your company now, you’re in the industry where you’re doing, you solve problems. What kind of problems do you solve for your company? Well, on the technical level or on the business level?

(Speaker 1)
On the technical level. Like, what kind of problems? When a customer calls you, what problems do they typically have? you know, lots of times that they don’t have no heat or they don’t have no cooling. And so they want us to come out and diagnose the problem and be forthright and not go there. With the idea, I’m going to find a reason to upsell them on a new system when in reality, they just need a part replaced, or they just need a general tune up a precision tune up.

(Speaker 1)
And that’s what we provide.

(Speaker 4)
So what we do and we want to

(Speaker 1)
every client, is we basically want to attack 13 areas of business improvement all at one time. And the first area is knowing your goals.

(Speaker 40)
And I always sit down with a client.

(Speaker 4)
We try to figure out, where are you now versus where do you want to get to? And I don’t want you to share on today’s show your specific financial numbers.

(Speaker 2)
But as far as knowing your goals, how much did that help you initially, just having somebody working with you on a weekly basis that was aligned to help you achieve those goals?

(Speaker 1)
Tremendously, I learned about tracking my numbers. I learned about accounting. I wasn’t doing any of that. And so talking to Carter, who’s my coach, he’s helped me to understand those things and to realize those goals and put the numbers down and look at them every day to keep working for that. This is powerful, folks. And again, someone says, well, this doesn’t seem like a super complicated, circular, emotional -based interview.

(Speaker 4)
This seems very literal. That’s what it is. Box number two, you’ve got to know your break -even numbers. You’ve got to know, how much somethings do I have to sell to break even? And again, I’m not asking you to share your specific numbers, but how much does it help you to know, hey, we’ve got to sell at least this much to pay my mortgage or my utilities or just to break even?

(Speaker 2)
Well, it gives you peace of mind that you can make your, your employee wages paid, a peace of mind that you’re going to be able to pay your rent, a peace of mind that you can buy equipment so you can install it the next week.

(Speaker 1)
And for people out there that don’t know your industry, would you also refer to your industry as HVAC? Is that what people call HVAC? Oh, yeah. Like I said, we’re a family HVAC company. We do residential and light commercial. We specialize in quality installation, quality repair, and quality service.

(Speaker 1)
Now, I talked to a gentleman today who happens to be in California, true story. who does what you do in the California area and I hear all the time people will say because i’m in california you don’t understand it’s tough out here in california it’s tough in one of our great clients they’re in new york and i remember telling talking to this client they’re in new york and they go you don’t understand what it’s like to be a new york business owner it is tough and what i find is no matter where people live they always will find that that is the excuse that they’re going to give themselves if they want to Or I find people, no matter where in the country they live, they’ll make that kind of the motivator. They’ll say, in spite of the fact that I live in this city or this state or wherever, I’m going to have success. Do you feel like the success you’re having is accelerated because you live just outside of Seattle?

(Speaker 39)
I mean, is Seattle booming?

(Speaker 1)
Is that what’s driving your success? Yeah. Seattle area and the suburbs are highly densely populated. But you know what’s generating our success?

(Speaker 49)
is the integrity and the honesty that we deal with the customer.

(Speaker 7)
People are craving for contractors to be truthful.

(Speaker 1)
And when you are and you deal with them on that level, they become your relational customer. I believe in that. I believe in that. Now box number four, we have to figure out your unique value proposition.

(Speaker 2)
I want everybody to go with me right now. We’re going to go to the website, absoluteheatingcooling . com. Everybody put it in your web browser right now. Search for it. Find it.

(Speaker 2)
Absoluteheatingcooling .

(Speaker 4)
com.

(Speaker 1)
Everybody go there right now. I’m going there. You’re going there. Everybody’s going there. Absoluteheatingcooling . com.

(Speaker 1)
What we have to do with your business, Jay, and for every business, is we’ve got to make your website look first class. And it doesn’t mean that your website is done, we’re not done improving it, but we have to get it done and then we have to keep perfecting it until it’s perfect. So I want to get your thought here. With your website right now, how much of an impact has it made on your business having your website updated and reinvigorated? Oh, tremendously. We, we had a website through another contractor.

(Speaker 1)
And we barely got any leads, I probably could count them. And we had it up for over a year or more.

(Speaker 2)
And I can count on one hand how many leads we cut off it. And now we’ve been with you going on 10 months. And we we get leads. It’s amazing. You’re getting leads. And again, if you’re watching this show and you say, I feel discouraged.

(Speaker 2)
I feel like I’m frustrated. I’m telling you, Jay can do it.

(Speaker 1)
You can do it. Next box, box number five. You gotta improve that branding. Your website, your print pieces, your auto wraps, everything has to be awesome or nothing. Awesome or nothing. Great or nothing.

(Speaker 1)
Jay, how much has it helped you knowing that, hey, frankly, I mean, full disclosure, You’re paying us $1 ,700 a month, and that includes everything. So we guide you down the path, but knowing that you have a team. How much, I guess, has that helped you knowing that you have a team that’s going to do everything that we’re asking you to do from a branding perspective? Website, photography, video, search engine, video, online ads, all of that’s included in that flat monthly fee. But it’s been tremendous. I can’t say enough about it.

(Speaker 1)
Carter keeps me accountable. He keeps me focused on working on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees. And now I’m up to 10 employees. And it’s all because of the work we’re getting. We’re getting more and more work.

(Speaker 1)
Amen.

(Speaker 4)
And that’s why we do it. Now, again, money is a magnifier. So if you’re watching this show right now and you’re a jerk, if you have a lot of money, you’ll become a huge jerk. And one thing I have found in my life mean this, I mean this, I mean this, Jay, I have seen people in my life in a four year period of time, five year period of time, go from a humble, coachable person to a massive jerk.

(Speaker 1)
And it hasn’t happened once or twice or three times. It’s happened a lot because money’s a magnifier. And so money just allows you to give more if you’re a giver. It allows you to take more steroids if you want to take steroids. It allows you to be cold to people, really cold. If you’re a person who wants to be cold, it allows you to be really cold.

(Speaker 48)
If you’re a person who wants to be nice and giving to the community or the people around you, it allows you to do that to a greater extent.

(Speaker 1)
As your company has grown, what has it done for you? And again, I’m not fishing for those numbers, but what has it done for you knowing that, wow, we’ve got a little extra money now. We’re able to pay the bills. We’re not in panic mode. What’s that done for you, just your mindset? or you and your family and what you’ve been able to do?

(Speaker 1)
First of all, it’s been able to give me, it’s been able, I’ve been able to give more to my church. Second of all, I’ve been able also to bless my employees by buying them some stuff. And one example was you brought up Mike Lindell and we bought bedsheets for everybody and pillowcases for everybody. And I know that’s kind of quirky sounding, but I totally got into it. It was a blessing. That’s the kind of stuff.

(Speaker 1)
I’m just telling you, folks, once you grow a successful company, it’s going to allow you to give more, to be more. OK, now box number six, you have to have a three -legged marketing stool. Now, we’re kind of pacing ourselves.

(Speaker 4)
I want to respect your time. But a three -legged marketing stool is you have to have a proven turnkey system in place that allows you to gain more customers without needing to do the following five things, without needing to go viral. Hello. Because if your business model is based upon you going viral, then you have to think about going viral. Two, it doesn’t require you to geographically travel the earth. Jay, you don’t have to circumnavigate America in order to generate leads.

(Speaker 1)
Three, you don’t have to be a genius. You don’t have to be a genius. What if your marketing plan involved you being a genius and traveling around all the time and going viral? You wouldn’t have time freedom or financial freedom. Four, it’s profitable. What does it profit you if you have a marketing strategy that makes everyone around you poor, and it allows you to gain customers, but you don’t actually do it profitably?

(Speaker 1)
I mean, if you have to pay your employees nothing, and you don’t have any profit left to pay your partners, what’s the point of it? And the fifth thing, your marketing system. It needs to be something that allows you to create time freedom and financial freedom.

(Speaker 2)
Jay, if you had a marketing system that required you to be up at night till 10 o ‘clock every night responding to things and posting things and going viral for things and constantly reaching out to people on social media, you wouldn’t have much in the way of time freedom. So I want to get your thoughts. What’s it meant for you and your wife and your family to have a turnkey marketing system that generates you leads day in, day out? has been tremendous. One part of the marketing leg was working our dream list with property management companies and with HOA associations and churches, just consistently reaching out to those. in places once a week.

(Speaker 2)
Now all of a sudden, we don’t have a low period and a high period.

(Speaker 1)
Because of reaching out to those places, we’ve been able to fill the low with service work and keeping our employees employed. It’s tremendous. Now, you have this thing called the Dream 100 that you do, and I want you to talk about that. Chet Holmes, the best -selling author of The Ultimate Sales Machine, he’s the one that came up with the system. It’s The Ultimate Sales Machine, written by Chet Holmes. Incredible book.

(Speaker 1)
Chet Holmes, may he rest in peace. But he talks about making a list of your ideal likely buyers and relentlessly reaching out to them to tell them, hey, we exist and we can solve problems for you. Could you tell us a little bit more about your Dream 100 system and how you do that? Because you do it very well.

(Speaker 47)
Well, I watched your video on your Tower of Power, and then I just implemented the plan.

(Speaker 1)
for a three or four week stretch, we just send them a one sheet all about us. And then after that, we would show up with a little gift bag and talk about just opportunities that, hey, we’re just there to help you. And if there’s ever a time you need an HVAC company to work on any kind of your systems like fireplaces or heating and cooling, we’ll be there. And we’d love to get your packet so that we’re all signed up and ready to go. And all you gotta do is call us. It’s been tremendous.

(Speaker 1)
Now, again, you are doing it.

(Speaker 4)
You’re following the systems. That’s called the Dream 100 system. That’s one part of the system. Box number seven, for sake of time, we have to have great sales systems.

(Speaker 18)
You’ve got to have sales scripts, recorded calls, one sheets.

(Speaker 1)
That’s like a marketing brochure. You have to have pre -written emails and a tracking system. We do all that. We’re doing all that.

(Speaker 46)
Have we done all of it?

(Speaker 1)
No. Are we building all of it? Yes. We’re getting there. And again, Jay, if you had to describe the growth you’ve had, you’re stuck in an elevator with somebody, and they go, come on. How much growth have you really had?

(Speaker 1)
If you had to describe it, I mean, you said you went from what? You said a couple tech or four techs to? Four to 10. Yeah. In 10 months. It’s been 10 months.

(Speaker 1)
Yeah. It’s powerful.

(Speaker 2)
I’m telling you, folks, you can do it. If you’re watching this and you feel discouraged right now, you can do it. And to quote the guy who follows Adam Sandler around in his movies, you can do it. Yes, Rob Schneider. Yes, you can do it. Box number eight, you have to determine a sustainable customer acquisition cost.

(Speaker 2)
So how much does it cost you to gain a new customer? You have to track that. If you don’t track it, again, you must measure what you treasure. You will slack where you don’t need to. What am I saying? You have to measure what you treasure.

(Speaker 2)
You will slack where you don’t track.

(Speaker 1)
It is so important. So again, we track all the numbers so we know that, Jay, you’re getting business from your Dream 100 marketing. You’re reaching out to people that don’t know you and you’re saying, Hello. We would love to serve you and provide services for you. And we know it’s working because we track. What would happen, Jay, if you didn’t track weekly every single week with Carter and our entire coaching team?

(Speaker 1)
We’d be lost. And we wouldn’t know how much money we’re spending on advertising. And prior to that, we were spending probably $150 a week on Google advertising. And now because we’re implementing your processes, we’re getting Google reviews and video reviews. And you guys are doing the HDL content on our website. We’re down to like five bucks now a day, $28 a week spending on Google ads, which is tremendous.

(Speaker 1)
I want to backtrack one thing, Clay, when we talked about the previous one is we didn’t have hardly any maintenance agreements signed up with our customers. And so we slowly been working on that. And then we have stand up crew meetings at seven. And in that we do some job role shadowing where we try to help our techs work with objections, overcoming objections with customers. And that’s been tremendous.

(Speaker 2)
And that has increased our maintenance program big time. Plus we incentivize our technicians with money to talk to our customers to sign up with the three options of a maintenance agreement. Again, you’re doing a daily huddle. We teach that.

(Speaker 4)
We teach that, folks.

(Speaker 1)
That’s something we teach. I’m telling you, if you have a business and you hate yourself, don’t do a daily huddle. So we’re moving on to box number nine. You have to create space. have to create it to be to build an organization you have to be organized yes so to build an organization you have to be organized you can’t spend your entire meeting looking for passwords and documents you’ve got to save things properly file nomenclature saving passwords in the right place I can’t tell you how many clients I meet with wonderful people. They’re going, you know, I haven’t updated my website in four years.

(Speaker 1)
I say, why not? They say, I can’t find the passwords. So you’ve got to have systems and processes. Box number 10, you’ve got to manage people. This just in, you can’t just hire people. It requires teamwork to make the dream work.

(Speaker 1)
Jay, you’ve got those daily huddles going, those daily standing meetings. How much has that impacted you, having those daily standing huddles where you get on the same page with everybody before you start your day? They’re huge. They create a teamwork atmosphere. Everybody knows what needs to happen and what needs to get done. And everybody knows what we need to get done to be profitable so that we can then pay our employees more money.

(Speaker 1)
That’s important. Again, folks, there’s so many things that Jay is doing.

(Speaker 2)
He’s doing it well. I’m just super excited for Jay to be able to encourage everybody out there. Box number 11, you’ve got to have a repeatable, sustainable weekly schedule. There’s always one more job, one more opportunity, one more crisis. You’ve got to build a schedule. And Jay, you’ve done that.

(Speaker 2)
You’re doing that. It’s always something we’re working on. Box number 12. Again, I mentioned it earlier, it requires teamwork to make the dream work. You’ve got to have a system in place for hiring, inspiring, training, and retaining. You have to have a system in place to hire, inspire, train, and retain.

(Speaker 2)
Once again, you have to have a system in place to hire, inspire, train, and retain. If you cannot find good people, train good people, yes, even in Seattle, someone says, you can’t find good people in Seattle. Oh, yeah, you can.

(Speaker 4)
People say, you can’t find good people in California.

(Speaker 1)
Oh, yes, you can. Could you talk about the hiring process, the hiring systems, and how much that’s impacted you being able to now find good people? hire, inspire, train and retain good people. Sure. Before Thrive, I would interview people one at a time. And that was a waste of my time.

(Speaker 1)
Because sometimes I’d interview four people and there went four hours of my life. And then I learned about the group interview. And so we started scheduling that. it’s been incredible. You can find the A players in those kind of situations, and that’s so beneficial to us. And plus, I don’t waste four hours, I only, I’m only concentrating on one hour.

(Speaker 1)
And it’s been super beneficial. I got to also when I went down to the Thrive Time conference last month, I got to watch you do the interviews. And you just made it so easy and understanding. And I was putting too much stress on myself. And I followed your advice.

(Speaker 2)
And then I read the little sheet of paper you handed out. And talking about Adam Sandler and his. I put that into my interview process. It just lightens it up a little bit. It lightens it up a little bit. I’ll say this for anybody out there watching.

(Speaker 2)
We had 31 people that were supposed to be at our interview on Wednesday night, 31, which is more than 30, by the way. And you would think, wow, how are you going to interview 31 people at the same time? And I’m counting. seven people showed up.

(Speaker 4)
But of the seven that showed up, we only had two that I could count that mentally showed up. What am I saying?

(Speaker 2)
Only two of those seven even showed up anywhere close to on time.

(Speaker 1)
And these aren’t like early morning interviews. These aren’t late night interviews. This is 5 .30 PM. So I’m just telling you folks, you got to do this process for hiring people. My final question I would ask you, for anybody out there, my final two questions. For anybody out there that is not a client, that is not paying our team $1 ,700 a month to help them start and grow a successful business,

(Speaker 1)
Could you describe what kind of impact has it made on you, your business, your family? Like I told you earlier in the interview, Clay, I was suffocating. I was, like I said, I was doing the business since 2009, and everything was going through me. And at a point, it’s it’s a breaking point. And that’s where I think businesses just cave in and give up.

(Speaker 4)
And I found you on Rumble, and I started listening to you. And I think I told myself that it’s possible this, this guy’s system is possible. And I can see hope. And I could keep the business going. And I just encourage people, if you’re on the fence, get off the fence and try it. What do you have to gain?

(Speaker 4)
Everything. There’s a proven path.

(Speaker 1)
There’s a way to get through it and there’s hope and the vision becomes clear. Final question is, how would you describe the conferences? Because I never know how you guys are going to react.

(Speaker 18)
People like Dr. Zellner show up, or Tim Tebow, or Eric Trump.

(Speaker 4)
We bring in a lot of people. The room is filled with clients who are successful. So we bring up client success stories.

(Speaker 45)
And the way it works is we do 30 minutes of teaching, and then I do a 15 -minute Q &A.

(Speaker 4)
And those questions are based upon the questions that attendees are writing on the whiteboard. So I never know how it’s going to go. I know we’re going to cover the systems.

(Speaker 2)
But how would you describe the conferences?

(Speaker 1)
They’re incredible. They’re full of energy. And then when you have a break, you can talk to people that are in the business too and learn from them. And also sometimes give it some advice that, Hey, I went through that. And so I started doing a calendar and it’s helped me keep on task. And I started doing a to -do list and it’s helped me to keep on task.

(Speaker 1)
And there’s hope. There’s a way to get out of it and to move on. I’ll give you the final word, final 30 seconds. Anybody watching this right now, maybe someone feels down in the dumps. They feel like they are stuck with their business. What do you say?

(Speaker 1)
No, you’re not stuck. I would join and learn from them and implement, be a diligent doer. Just, you know, does it happen in one day? No.

(Speaker 44)
Does it happen in one week?

(Speaker 2)
No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning. You’ll see some improvement and you’ll get hope and your vision will clear up. Jay, thank you so much for your time, for your energy, and for everybody out there, if you learned anything on today’s show, I want you to share this show with a friend. Surely you shall share. If you’re watching this right now and you learned something, share it with a friend.

(Speaker 2)
And I would encourage you to check out that website, absoluteheatingcooling . com. Jay’s a real guy. He has a real business, a great family. That’s absoluteheatingcooling . com.

(Speaker 2)
And by the way, folks, a little search engine tip. It does help Jay’s website rank higher. Thus, it will benefit him in the short term and the long term if everybody goes to visit that website. So everybody right now, go with me now. AbsoluteHeatingCooling . com.

(Speaker 2)
That’s AbsoluteHeatingCooling . com. Jay, it’s an honor to know you, sir, and we’ll talk to you soon. Thanks, Clay. It was an honor to talk to you. Bye -bye.

(Speaker 2)
I’m Glenn Shaw, owner of Shaw Homes in Tulsa, Oklahoma. Started the company in 1985. At that time, it was one employee doing everything, me. I met Aaron Antus in 2007. The top three things that Aaron did for Shaw Homes was He brought in processes that helped us be able to repeat over and over. He brought in unique hiring skills. He was able to find the right people.

(Speaker 2)
for the right seat on the bus. And Aaron brought sales techniques that we weren’t familiar with up until that time. When Aaron came, we were selling about 80, 85 houses a year. And during the 16 year period, we saw sales get up over 400. And before I met Aaron, the only sales manager we had was myself. And I was completely unable to perform that job.

(Speaker 2)
And so Aaron brought major changes and great results with them. In the many years that I was building houses before Aaron, I was great at selling if somebody wanted to buy. But they had to be knocking on my door, asking me to sell them a house before I could actually make that sell. I had no sales techniques and no ability to generate sales.

(Speaker 1)
Aaron coming in as a natural salesperson just absolutely transformed that and made the sales experience better for the company and better for our buyers. Prior to Aaron, I would work all week for the company. I’d sit in the model home over the weekend. And I had a salesperson or two, but I was actually out there all week and working that. Since hiring Aaron, I was able to take my weekends off, even reduce my workload during the week. I went from working 60, 70 hours a week to almost a normal workload.

(Speaker 1)
So I’ve been a member of the Builder 20 program in the National Association of Home Builders for 25 years, 20 years. And during that time, I’ve seen a lot of sales managers with the other companies that have been involved. And in my opinion, Aaron is smarter and sharper than any sales manager of any builder that’s ever been in our group. Now, some markets, they don’t have to try to sell, they just sell themselves. But with the ability to sell and to train and hire Aaron was better than any of those sales managers that were in my program. Well, I remember when I considered hiring Aaron many years ago, the thought of spending the extra money was a little scary, but in hindsight, it was one of the best things I’ve ever done.

(Speaker 11)
It freed my time, increased our sales, and at the end of the day, increased our profitability beyond my expectations. wildest expectations.

(Speaker 1)
Years ago, I was concerned that if I didn’t do whatever a customer asked me to do, it might be the last house I sold. And so over time, we were able to move away from unlimited customization to pre -design options. The problem that we were having in those days is that the customer would tell us what they wanted, but they didn’t really know what they wanted. And we would deliver exactly what they told us to do, and they wouldn’t be happy with it. So as we became more standardized, we give lots of options, but we don’t customize. And in the end, that allows us to sell more homes for better margins than spending countless hours trying to customize in just every avenue of the sales process.

(Speaker 1)
We get weekly referrals. on sales, on profitability, on production, and it provides all the manageable tools that I need to… review the company from a 10 ,000 foot level. And so if you go to Thrivetimeshow .

(Speaker 32)
com forward slash millionaire, you can download a book that I have written called A Millionaire’s Guide, How to Become Sustainably Rich.

(Speaker 1)
You can download it for free at Thrivetimeshow . com forward slash millionaire. But you have to actually implement that which is in the book. And so on today’s show, we’re joined by a very successful person in the home building business, a great friend of mine, a man by the name of Aaron Antus. Aaron Antus, welcome on to Thrivetimeshow. How are you, sir?

(Speaker 1)
I’m doing great, Clay. Thanks for having me on. Hey, so I got to ask you this for people out there that want to prove you’re not a hologram. First off, what’s the website for your company so people can verify that you are, in fact, a real business? You bet. It’s shawholmes .

(Speaker 43)
com.

(Speaker 1)
S -H -A -W -H -O -M -E -S dot com. shawholmes . com. I’m pulling up shawholmes . com. Pulling up.

(Speaker 1)
That’s the website, shawholmes . com. And when you and I met, before we met, you had been already very successful as a home builder. You turned your dream of being a home builder guy into reality. Yeah. And so how many homes had you sold, or what kind of sales had you done?

(Speaker 1)
and your career as a home builder guy before you and I even met? Before we met, probably about 750 million in sales prior to meeting you. And then you did, the year we first started working together, what were the sales totals that year? We were at like 19 million. 19 million. And then when you ended 2022, obviously we’re in 2023, and so we’ll see how this year ends.

(Speaker 1)
But as far as ending 2022, how much sales did you do last year at the end of 2022? Uh, 2022, we were at like 84 million. Okay. So from 19 million to 84 million, 84 million. So you’re doing some things right here and we’re going to try to do is, is kind of demystify the plan here. Okay.

(Speaker 1)
So here we go. So, um, Establishing revenue goals. Yep. When you and I first started working together, we started off with a 13 point assessment. We went over your goals. I’m not going to ask you to share your goals on the air, but why is it important that you have goals?

(Speaker 1)
Well, I mean, goals are sort of your guideposts that, you know, you set something out there in front of you and you start chasing after it. And without that, you’re just kind of floundering in mediocrity. You don’t have any reason to get up in the morning and really get after it. And so, you know, I think goals are, you know, it’s, it’s, you can have lots of different types of goals. And we’ve talked about a lot of this. We’ve talked about, you know, having financial goals and having, you know, fitness goals and having friendship goals and just all these different areas.

(Speaker 1)
I know you’ve got the F6, you know. So that’s kind of something that, you know, we touched on very early on. You asked me like, is the goal, is one of your goals more income or is it more time? And so I said, well, really, at this point, it’s more income. And then later, it became more time. So it’s changed over the time I’ve known you since 2016.

(Speaker 1)
We’re going on seven years. And the income went up considerably. So now it’s turned in the last couple of years towards more time. Now, the breakeven numbers, again, I’m not asking you for the numbers on the show, but you guys have a lot of fixed costs. I mean, if you go to shawhomes . com, you’ve got framers, you have plumbers, you have tile people, you have so many skilled people, you have a full -time sales team, you have an admin staff, and if you don’t sell a house, you still have the service of the land, you still have all the overhead.

(Speaker 1)
Why is it important for every listener out there to have

(Speaker 31)
their break even point?

(Speaker 1)
How many deals they need per month just to break even?

(Speaker 13)
Well, yeah, because you’re going backwards real quick, and it doesn’t take very long if you’re at the beginning of your business.

(Speaker 1)
It doesn’t take very long for you to be in a place where you know, the creditors are knocking at your door and you can’t pay your bills and all of a sudden you’re going to lose all your, for us, all of our trades, all of our suppliers are going to start backing out.

(Speaker 30)
So, you know, you’ve got to know what that number is that lets you tread water so that, you know, okay, this is the worst case scenario, everything above that, at least I’m into the profit zone.

(Speaker 1)
So, you know, you go out of business pretty quick. Most businesses don’t last more than just a few months if they get below that breakeven number.

(Speaker 41)
Now, folks, again, these might seem like simple steps, but they’re all the linear steps you have to take to create time, freedom, and financial freedom.

(Speaker 1)
And if you want to grow your company, this is how you do it. Box number three, though, is you have to know the hours you’re willing to work. Now, your incredible wife is here off camera for accountability. So at any point, she could yell like, amen or boo. But you guys are on the same page with the hours you’re willing to work. And you guys, as a couple, I want to brag on both of you.

(Speaker 1)
You guys both committed to sacrificing time and energy and a lot of things to get to where you’re at in life.

(Speaker 42)
And then as you had your children, you raised them, you decided to devote time to raising said kids.

(Speaker 1)
And now that your kids are older, you’re devoting time to raising these kids. So it’s not like you advocated being a parent while also growing a company. You did both well. I’d love to get your thoughts on sitting down with your spouse, if you’re watching this today, or your significant other, and making sure you’re on the same page about how many hours per week you’re willing to work. Well, yeah, I mean, you don’t want to grow a business to make a whole bunch of money just so you can split it in half later. Because that’s kind of what happens when you don’t work out those details ahead of time.

(Speaker 11)
And so my wife and I have been married 25 years.

(Speaker 1)
We’ve been together for four before that. And uh, so yeah, 20, sorry, 26. Did I just say 25? I hate to do this to you. I just got in trouble. Hey, does your, your wife just turned 27 on Thursday and what you said is a hundred percent false.

(Speaker 1)
Okay. So the unique value proposition here now let’s talk about this. Um, whether it’s, um, you know, growing a home building company or a dog training business or a haircut chain or a carpet cleaning franchise or whatever business we’re involved in helping to grow you at have to sit down as a listener out there, as a business owner, and you’ve got to figure out what makes your company unique. Absolutely. So I want to ask you, what makes Shaw Homes unique in the marketplace with other home builders? Yeah, we have more furnished and decorated model homes than any other builder in the market.

(Speaker 1)
So a lot of times, people, when they walk into a home and they’re trying to decide if they like the floor plan, the layout, whatever, They usually, most builders in our market have an empty house that they walk into.

(Speaker 41)
It just kind of echoes when you walk through it.

(Speaker 1)
There’s no furniture or anything. And we completely, as you can see in this little video here, we completely furnish and decorate it, make it beautiful. We are the most award -winning builder in the state of Oklahoma. That’s true. We’ve won like five times as many awards as any other builder in the market. Definitely, that is one of our big takeaways.

(Speaker 1)
And I’m going to throw you under the bus real quick. And I don’t mean to do this super passively aggressively. It’ll just be more of a subtle passive aggressive. When I met you, you guys had all these awards, but no one knew. That’s true. It was like this weird, bizarre thing where you had all these awards.

(Speaker 1)
I remember talking to you. And I’m like, what makes you guys different? And you’re like, we do a good job. And you’re being nice about it. You’re a good salesperson. But I said, well, I mean, tell me about the awards.

(Speaker 1)
And you’re like, well, we got this award. That award, this award, like 45 minutes later, it’s like, that award, this award, I need to shave now, this award, that award, I need to go brush my teeth, this award, that award, I want to go mow the lawn now, this award, that award, I think I’m retiring, this award, the money, are turning 18. I can see it this way, just going, and this award, and that award. And so we put those on the website, and that helped.

(Speaker 11)
And the other thing, you guys, we needed to change was all these people were saying great things, but we didn’t have video reviews of them saying it on camera.

(Speaker 1)
Right. So it was like your online reputation didn’t match your real world reputation. You had so much good momentum there, and so many people loved you guys. And now you guys have would you say 100 video reviews? Oh gosh, I would say more than that. We’ve got, yeah, we have a lot.

(Speaker 1)
You can just keep scrolling and scrolling and scrolling. And this is actually all that’s on this page. If you go to our YouTube channel, we have way more than this. So again, and this is all the stuff, you’re going to grow a successful company, folks. Step one, you got to figure out your revenue goals. Step two, you got to figure out your breakeven goals.

(Speaker 1)
Step three, sit down for an hour of power, sit down with your spouse, make sure that you guys are on the same page of your hours you’re willing to work. Step four, unique value proposition, figure out what it is that makes you unique. in -depth guide that you can download for free at thrivetimeshow . com forward slash millionaire if you get stuck. Next box, you gotta improve your branding, your website, your one sheet, in your case, model home presentations, business cards, social media branding, everything that a customer sees needs to be first class. And I was talking to a guy named Ronnie Morales today and it’s Morales Brothers.

(Speaker 1)
I think you met him at a conference. He told me this and I’m not slamming Ronnie. Ronnie, if you’re listening, I’m not slamming you. This is the real thing. Ronnie said he listened to our show for seven consecutive years before ever reaching out. And now he’s reached out, and he’s up 57 % in about eight months.

(Speaker 1)
That’s awesome. And we’re going to put his story on part two of today’s show, because he’s in Texas. And he’s seven years behind you, but he’s doing a great job. What do you think that thing is where people have bad branding, and we’re not aware of it? Someone hasn’t brought it to our attention? What causes bad branding?

(Speaker 1)
You know, the number one thing I hear business owners say is, well, you know, I don’t really need good branding because I sell everything by word of mouth. I’ve got such an incredible reputation that everybody just comes to me by word of mouth. And then it’s like, Okay.

(Speaker 31)
Yeah.

(Speaker 1)
But how much business did you do last year? Well, not very much. And, you know, I’m really unprofitable, but, but I, I’ve got great, you know, reputation out there and I get a lot of word of mouth.

(Speaker 23)
So when people switch over to starting to improve branding, I know you helped us a lot with that in just creating a lot better looking website, creating a, you know, we’ve got an office environment now that is when people walk into our model home, they are blown away.

(Speaker 1)
We truly wow our customers when they come to our model homes. It’s a one of a kind experience in the state of Oklahoma. And the process of that, you know, just going through branding it so that it looks really top -notch.

(Speaker 11)
And, you know, that includes everything from, you know, marketing to all of your senses and everything else.

(Speaker 1)
So it just really brought us to another level. And when the customer comes in and experiences us after having walked through other builders homes, they usually come in and go, you guys are just on a whole nother level. It’s sights, sounds, smells, experiences, everything that your customer sees, they’re grading you on. And you might not know that they are even judging you because they’re not filling out the form. And I have a funny story to share with you that’s kind of sad. I was working with a fitness guy years ago, and I’m not going to tell you what studies he’s in or what study, folks.

(Speaker 1)
I know you want to know, but I’m not going to tell you.

(Speaker 11)
And he filled out the form because his wife wanted him to schedule a 13 -point assessment.

(Speaker 1)
He did not want to.

(Speaker 31)
And he tells me, Clay, honestly, I’m just doing the call because my wife wants me on the phone.

(Speaker 1)
I don’t really get leads from social media. I don’t get leads from marketing. I get all my leads word of mouth, like you were saying. And I said, well, let me just do this. Let’s just, this first month, we’re together, let me get all the passwords for your Facebook, your Google, your YouTube.

(Speaker 1)
And I’m just as the first month we are, we just, with every single client, we optimize your YouTube, your Facebook, your Instagram, your Twitter, your all that. Yep. We log on. This is a fitness guy. He was spending like 400 bucks a week, every week on ads. Yeah.

(Speaker 1)
And he hadn’t known, he wasn’t aware that every time a lead came in, it got stuck in Facebook and went to an email address that he wasn’t checking. So think about this. And it’s like 15 to 20 leads a week for years this guy had. That’s not good. And so I’m going, you’re spending $20 ,000 a year on ads that you’re not getting anything from. And are you aware that the phone number on your site rings to a phone that’s no longer a real phone?

(Speaker 1)
And I’m serious, this was real.

(Speaker 11)
And then he had before and after photos where somebody had had the idea of, let’s get before and after photos.

(Speaker 1)
You know where you interview someone before they start working out? Yeah. But then they never completed the thought. You know what I’m saying? I do. Where it’s like they interview them about getting in shape, but then they never actually like aired the part where they’re in shape.

(Speaker 1)
Oh, no. So it’s just sort of like an interview with people that are not in shape. And again, he’s a busy guy, busy entrepreneur. That kind of stuff is very common. It’s kind of laughable if it’s not your company. But OK, next box.

(Speaker 1)
You’ve got to determine your customer acquisition costs. How much does it cost you to get a customer? So Aaron, you guys run ads on Google, on Facebook, on retargeting ads. You have massive signage.

(Speaker 19)
There’s a lot of stuff you do.

(Speaker 12)
Why is it important to know how much it costs you, at the end of the day, to get an actual new buyer of a shawl? Well, because if you want more of those, you know what it costs to go generate more of those.

(Speaker 1)
And it’s a cost where it’s like, okay, well, you know, I’m down in sales this month or this quarter or whatever, and I need… four more sales to make it a good quarter here before the end of the quarter. And it’s like, I know I can go put money into that and it’s going to cost me X number of dollars per customer to get there. And so then it’s just a matter of, do I want to spend that money to get to that point? So, you know, for us, it’s, you know, a pretty high number because it’s a lot, it’s a big ticket item, but for some people, it might be, you know, very small to get that, you know, each customer. But for us, You’ve got to know what the number is because Ultimately, that goes into the price of your product and whatever you sell.

(Speaker 1)
You know, we’re doing homes. That is one of our line item costs in our homes. That’s a cost. Yeah. Now, if you go to any of the businesses that I’m involved in, you go to eitrlounge . com forward slash staff.

(Speaker 1)
I put in the password here. Once I put in the password, I have all of the documents needed to run the company and they’re all saved. So the checklist for the manager, the opening checklist for the assistant manager, the bathroom cleaning checklist, everything needed to grow the companies all in one place. And therefore, um, the business, everybody who works there knows where to go to find those documents. This is the kind of stuff that fires me up and it makes other people crazy. Oh yeah.

(Speaker 1)
So with the conferences we do, if we ever do a conference, it’s out of town. I have a checklist of stuff I print out. I know it seems kind of crazy for people, but this is real. I put it out and it’s like, okay, socks. I’m gone for four days. I want to have 12 pairs of socks.

(Speaker 1)
Why? Because it could be hot. I don’t know. Could get wet. I don’t know. I have a list of deodorant and socks and shaving.

(Speaker 1)
And I have a laptop and a backup laptop. And I have patch cables and XLR cables. You’ve seen all this stuff. But it’s multiple monitors, backup monitors. It’s backups for everything. When you guys build a Shaw home, you’re not moving off of guesswork.

(Speaker 1)
There’s blueprints. There’s plans. There’s systems. So houses don’t fall down.

(Speaker 20)
There’s somebody out here listening right now that doesn’t have systems in place.

(Speaker 1)
They don’t have checklists.

(Speaker 40)
They don’t have it.

(Speaker 1)
And so they have to think about everything all the time. time, because if not, they forget a step. What would you say is the importance of having taken the time to have built these systems now? It is the night and day difference between running around like your hair is on fire every day, constantly playing firefighter, or you hear people say, I’m up to my armpits in alligators.

(Speaker 42)
It’s because you don’t have systems and processes.

(Speaker 1)
And every time at Shaw Homes, every time that we have a problem come up, we automatically go, okay, what step in our system did this fall apart in? And what’s broken in that step and how can we fix it? So it never happens again. So we go fix the process. We address the problem for the customer, but then we go back after that and we go, how do we fix the process so we don’t repeat this problem? And the business owners that are running around with their hair on fire all the time, it’s because there’s no systems, no processes.

(Speaker 1)
Everything is urgent. Everything is hair on fire. Correct. chaos world that you live in. And if you’re going to build homes for a living and build a lot of them, you cannot live in that chaos world. Now, this next box, I get excited about all these boxes.

(Speaker 1)
This is what I get excited about. This right here is what I care about. OK, the next box is management and execution. You have people on your team, and I’m just going to give some examples. And I hope this benefits somebody out there listening. You have people on your team.

(Speaker 1)
It’s their responsibility. Every time that you do a new house, they go out there and they design or they get the blueprint on the website. They get the new design of the home, because people want to see floor plans. So somebody’s job is to get those up there. Yes. Somebody gets photos of every house that you guys are building.

(Speaker 1)
Yeah. Somebody gets videos of every house. Somebody puts them all up for sale.

(Speaker 20)
Somebody answers the phone every day.

(Speaker 1)
Somebody calls the leads every day. Every day. Somebody cleans the bathroom every day. Somebody builds the houses every day. Now, this is what I find, and I’m sure none of our listeners can relate to this. Some of our listeners feel like they’re

(Speaker 1)
and then nothing happens. So work with me on this. There’s listeners out there that I talk to every day because we do free 13 -point assessments. So I talk to two or three people a day who go to thrivetimeshow . com. They want to schedule a consultation.

(Speaker 1)
And the other day, you heard me talking to Jordan. I said, Jordan, go ahead and keep setting those. He set an appointment with someone who’s definitely not a good fit. And you could tell he had a little question if that was OK. And I said, I would rather you set an appointment with somebody than not. Because I don’t know if who’s a good fit or not.

(Speaker 1)
But the idea, though, is I sit down. I was talking to a guy the other day. And he was like, the reason why my team did not get Google reviews or videos reviews this week is because we fired a guy. And I go, because I’m just asking him, where are we stuck? What’s your biggest limiting factor? I have a big process I go through in my evaluation.

(Speaker 1)
I said, who calls the leads? He’s like, well, normally I have a person that calls the leads, but we just fired her. And I mean this, I’m going, how long have you been in business? This guy’s been in business for over 10 years. And he’s reaching out for help. Good person.

(Speaker 1)
We’re trying to help him. I think it’s going to be a good fit. But so I said, so basically, everybody follows the systems until they don’t work there anymore. And then no one does the systems. And you go back and forth vacillating from things being done to not being done. And one of my favorite things about working with you guys is that you’re honest people.

(Speaker 1)
What does that mean? You do your best to do what you say you’re going to do. And you hold yourself and the employees accountable. Absolutely. But what would happen if every week you, if somebody wasn’t performing, you remove them from the position, and then the houses weren’t built for the week because something wasn’t going well, or because maybe a salesperson wasn’t performing at the peak, you let them go, and the next thing you know, what would happen if you managed your company that way? It would be a disaster.

(Speaker 1)
I mean, I can’t just fire my superintendent without having somebody already ready to take over all of those responsibilities, because I’ve got many, showing up at the job site today, tomorrow, and the next day. I’ve got trades showing up who need some supervision, need to know what they’re supposed to be doing. If I fire that guy with no warning, somebody else has to come fill in that position. So for us, we try to never have that gap happen. And sometimes it’s like you know that you’re going to need to fire somebody, and you can see the writing on the wall.

(Speaker 1)
Right. But you want to get the next person up and ready to go before that happens. And you guys have a weekly meeting. So we talk a lot on this show from an employer perspective. But how frustrating would it be to be an A -player employee, and you’re working for a C -player boss? You know, a boss that doesn’t have a staff meeting, that’s not organized, that doesn’t pay people on time, that’s constantly emotional.

(Speaker 1)
I see that a lot. And so management is a learned skill. And thankfully, you know, when I first met with you, you’d already really mastered, in my opinion, managing people. But this next box is where I thought we needed some help, was to build a system for constantly recruiting new people, because certain people work for Shaw Homes for three years or four years, and then they want to go move, they want to have a baby, they want to stay home, they want to get a new job. And even though you have low turnover at Shaw, certain people get to their expiration date, and it’s time for them to move on to something else. And because we didn’t have a process in place at Shaw at that time to consistently bring in a pipeline of new people, it made it difficult to do the management that was needed.

(Speaker 1)
Can you talk about the importance of implementing a human resources program for hiring, inspiring, training, and retaining good people? It’s huge. I mean, that was definitely an Achilles heel for us. And you helped us a lot with that. You know, putting in a, you know, where every single week I’m seeing, you know, potential candidates that could come work for us, and they’re job shadowing and seeing what it’s like to work in our company every single week. It does multiple things.

(Speaker 1)
It helps the people who work there to know, hey, there’s other people who desire to come work here. And if I’m not doing my job, I might get replaced. So there’s a little bit of that. And then it’s also a thing of the people who are shadowing get to see the job being done by people who are happy doing their job. And it helps them to want to come be a part of Shaw Homes. very long list of people right now in every single position that would be excited to come work for us if I did all of a sudden find myself with an opening, you know, because occasionally people leave with no notice or whatever, you know, something happens, family emergency, whatever.

(Speaker 1)
Right. And you have that, oh, I need to replace somebody immediately. And the great thing about it is I have a whole bunch of people that I could plug into that position very quickly because every single week I am interviewing. Now, the next box here is you’ve got to do your accounting. And in order to earn millions, you have to automate your accounting. What does that mean?

(Speaker 1)
You have to have a system in place for making sure you price your products and services correctly and that you pay yourself first, that you set aside a set amount of money to pay yourself and your staff. And all these things work together. And what I find is people ask me, often just not knowing. They come from a place of a good heart. They don’t know. They say to me, Clayton.

(Speaker 1)
What is the most important step in growing Shaw Holmes? I’ve heard Aaron on the show. He’s a great guy. Clay, I’ve heard PMH OKC on the show. Clay, I’ve seen Oxyfresh on the show. What was the most important thing they did?

(Speaker 1)
And to me, that’s like asking a hiker, what was the most important step you took to get to the top of that mountain? Well, it was the one we took there an hour ago. I took a left step. So it’s like asking a baker, what’s the most important ingredient? Is it milk? Is it sugar?

(Speaker 1)
Is it eggs? It’s like asking a farmer, what’s the most important thing, feeding the animals or watering them? What’s the key to your success? There’s just certain questions that I understand people will ask. know, but all of this has to work together, and nothing works unless you do. So I have three final questions for you.

(Speaker 1)
For anybody out there that’s thinking about scheduling a consultation, a free consultation with thrivetimeshow . com and myself, obviously, they’re stuck with me if they fill out the form. I’m the only person that does 13 -point assessments. I believe we, I’ve seen it since 2005, we help people decrease their costs, increase their time, freedom, and profits. What would you say is the benefit of scheduling that 13 -point assessment? Well, actually, the 13 -point assessment was very eye -opening for me.

(Speaker 1)
You asked me a lot of tough questions that I probably should have been asking myself and wasn’t. And so as we went through the questions, I was like, I think at every question you asked me, I was like, oh, that’s a good question. I was like, hang on. Let me think about that for a minute. So I find that it kind of helps open your eyes to, you know, Hmm, these are some things that I know I have some areas of weakness. And then there were, I think, a couple of the questions where I was like, oh, I know the answer to this one.

(Speaker 1)
I got this one. No problem. But it helps you sort of identify. I walked away having identified areas of strength and areas of weakness, even though that really wasn’t the purpose of the phone call necessarily. It helped me to see that. And then I was like, hmm, I think I have a need in a couple of these areas.

(Speaker 1)
And I didn’t really know what to do. For myself, I didn’t have the answers. You know, in part three of today’s show, part two, we’re going to show the Ronnie Morales story. On part three, we’re going to do a testimony with Myron.

(Speaker 41)
And Myron just bought his first Lamborghini today, and he’s super fired up.

(Speaker 1)
And so Myron’s about six years down the path.

(Speaker 40)
We’ve been working with you for about eight years, whereas Ronnie’s been with us for less than a year.

(Speaker 1)
And it’s at a certain point that we have to take action. Knowledge without application is meaningless. What would you say to somebody who’s like, You know, it’s $1 ,700 a month and, you know, I’m spending that much right now on random ads and that much money on random regrettable purchases at the gas station. And, you know, a lot of iTunes I’m downloading, I’m spending $700 a month on various things. And I don’t know if I can afford it because I’ve just bought another vehicle that I can’t afford, but I’m leasing it. You know, what would you say to anybody who’s kind of on that fence?

(Speaker 1)
I mean, I would say you need to do it. I mean, it has been a game changer for us. I don’t know why you would sit there and think $1 ,700 a month is too much money to spend. Go find the money somewhere. Go empty out your sofa cushions. Go sell the stuff that you have in your house that you’re not using.

(Speaker 1)
I mean, go get whatever you need to do to get to that place. You need to find that $1 ,700. And I will say this. that cost was very quickly replaced with the extra money we were making. And I’ve seen, I’ve actually seen, because I’ve been around you for a long time, I’ve seen a lot of your clients come in and right off the bat, they’re real nervous about, am I going to be able to, you know, because maybe they’re a smaller company or whatever. And they’re like, I’m wondering if I’m going to be able to handle this 1700 a month.

(Speaker 1)
And then I see them six months later and I’m like, how’s it going now? And they’re like, Man, we’re just hitting record after record. I have referred several business owners to you. And they’re doing great. That are killing it. And that, you know, I’ll give one example.

(Speaker 1)
I won’t name the person, but I did send one of my very good friends to you who was on the verge of losing his business because he just wasn’t able. He had bought another one of the shops of what he does. He opened it, and it was not profitable. And it was going to take under both of his shops. And I sent him over to you. And I remember about three months later, I asked him, how’s it going?

(Speaker 1)
And he goes, man, we just had a record -breaking month. This was amazing. And by the way, he said, first, you just had another record -breaking month, just so you know.

(Speaker 39)
Yeah.

(Speaker 1)
And I know right now, not only does he have way more income, but he has a lot more time freedom because he’s been working with you for many years now. And so that was, it changed his life just like it changed my life. I would say. if you’re thinking about doing a 13 -point assessment, stop thinking.

(Speaker 38)
Dial the phone.

(Speaker 1)
Pause this video. Make the phone call. Reach out to Clay. Get it started right now. Now, final question I have is, I think people look at oxyfresh . com, and they go in.

(Speaker 37)
There’s 500 locations now.

(Speaker 1)
Yeah. And they look at elephant in the room and they go, there’s five brick and mortar locations. Now they look at Shaw homes and they go, you know, this, these are big success stories. I don’t know that I can do it. What would you say to somebody out there that just feel like they might not have the, like all this stuff they’re going to learn is going to be over their head, too complicated. What would you say?

(Speaker 1)
I would say the information, the ideas are easy. It’s the application that is difficult for people. The ideas that you share, there’s nothing that’s like, oh my God, I don’t have a PhD, therefore I can’t do it. I feel like it’s all very, very simple stuff. But it is a lot of action to get traction. And you’ve got to get the action going.

(Speaker 1)
And I think if somebody has diligence and discipline or can learn diligence or discipline, they’re going to do extremely well.

(Speaker 28)
And it’s not about education.

(Speaker 29)
It’s about action.

(Speaker 36)
Now, Aaron, I got one thing I want to say, and then we’re going to wrap up today’s show with a boom.

(Speaker 35)
Because boom stands for big, overwhelming, optimistic momentum.

(Speaker 1)
And that’s what’s required to have success. People watching this are going, Aaron, he looks like a normal guy.

(Speaker 32)
Well, that’s true.

(Speaker 34)
They say, well, he sounds like a normal guy.

(Speaker 1)
Sounds like an all right guy.

(Speaker 33)
That’s true.

(Speaker 1)
But the one thing you can’t quite picture on the show, and I want to just give that gift to you folks who are watching, is Aaron smells tremendous. If you had smell -o -vision, if you could just get up there and just smell that it’s incredible and it’s really it’s it’s his aroma that allows him to achieve massive success so unless so if you’re out there and you’re going what’s the secret sauce it’s not a sauce it’s more of just a smell so uh i don’t know if you qualify to have the kind of success he has unless you smell like he smells it’s a really tremendous smell okay let’s do this thing with the boom here we go three two one boom we’ll throw it to you we have an opportunity all the time. Okay, Aaron Antus, guess who’s joining us for the December 4th and 5th, 2025 Thrive Time Show Business Growth Workshop? Ooh, Santa Claus? He’s French.

(Speaker 1)
Make this a December to remember and join us at the two -day interactive Business Growth Workshops. For over 20 years, folks, I’ve been hosting Business Growth Workshops where we’re going to teach you marketing, sales systems, human resources, accounting, social media marketing, branding, sales training, search engine optimization, accounting, workflow development, financial management, all this and more.

(Speaker 32)
How do you get tickets?

(Speaker 1)
Go to thrivetimeshow . com. Again, how do you get tickets? Go to thrivetimeshow . com. I’m Ron Burgundy.

(Speaker 1)
need someone to run the companies for him. And so the man that runs the Trump organization for Donald J. Trump as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump.

(Speaker 18)
Eric Trump is here to talk about

(Speaker 11)
time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint.

(Speaker 1)
I mean, who else has been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind the business for the last pretty much since 2015. He’s been the man behind it so you’re talking we’re into nine going into ten years of him running it and we get to tap into that knowledge. That’s going to be amazing. Now think about this for a second.

(Speaker 31)
Nothing is over until we decide it is.

(Speaker 1)
Was it over when the Germans bombed Pearl Harbor? German?

(Speaker 18)
Forget it, he’s rolling.

(Speaker 1)
And it’s $500 for a VIP ticket. Now, we only have limited seating here. Whoa. There’s a lot of togetherness and closeness, camaraderie. So again, if you want to get tickets for this event, all you have to do is go to thrivetimeshow . com.

(Speaker 1)
Go to thrivetimeshow . com. When you go to thrivetimeshow . com, you’ll go there. You’ll request a ticket. Boom.

(Speaker 1)
Or if you want to text me, if you want a little bit faster service, you say, I want you to call me right now. Just text my number. It’s my cell phone number. My personal cell phone number. We’ll keep in touch. private between you, between you, me, everybody.

(Speaker 1)
We’ll keep that private. And anybody, don’t share that with anybody except for everybody. That’s my private cell phone number. It’s 918 -851 -0102. 918 -851 -0102. I know we have a lot of Spanish -speaking people that attend these conferences.

(Speaker 1)
And so to be bilingually sensitive, my cell phone number is 918 -851 -0102. Zero tip. That is not actually bilingual. That’s just saying Kwan for a one. It’s not the same thing. I think you’re attacking me.

(Speaker 1)
Now, let’s talk about this. Now, what kind of stuff will you learn at the Thrive Time Show workshop? So, Aaron, you’ve been to many of these over the past seven, eight years. So let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn here, OK? OK.

(Speaker 1)
You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh, yeah. We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there like the Trump brand. Right. You want to get that brand.

(Speaker 1)
It’s like, how do I actually make people know what my business is and make it a household name? You’re going to learn some intricacies of how you can do that. You’re going to learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales.

(Speaker 1)
We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people. throughout your career and thousands of contractors. And most people struggle with managing people. Why does everybody have to learn how to manage people?

(Speaker 1)
Well, because first of all, people are either have great people or you have people who suck. So it could be a challenge, you know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes, and you’re really good at selecting great ones. And we have a process we teach about about how to. find great people.

(Speaker 28)
When you start with the people who have a great attitude, they’re teachable.

(Speaker 1)
they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization. We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management. How do you manage your time?

(Speaker 1)
How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop. Now let me tell you how the format is set up here.

(Speaker 1)
And again, folks, this is a two -day interactive 15. Think about this, folks.

(Speaker 30)
It’s two days.

(Speaker 1)
Each day starts at 7 AM, and it goes until 5 PM. So from 7 AM to 5 PM, two days. It’s a two -day interactive workshop. The way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question and answer session.

(Speaker 3)
So Aaron, what kind of great stuff stuff happens during that 15 -minute question and answer session after every teaching session?

(Speaker 1)
I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years.

(Speaker 18)
I’ve paid many thousands of dollars to go to them.

(Speaker 1)
And you go in there and they talk in vague generalities and they’re constantly upselling you for something, trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing.

(Speaker 29)
And what’s awesome about this is we literally answer every single question that any person asks.

(Speaker 28)
And it’s very specific to what your business is.

(Speaker 1)
And what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch.

(Speaker 26)
And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett.

(Speaker 27)
You could meet Mel K. You could meet Amanda Grace.

(Speaker 1)
You could meet Dr. Stella Emanuel. You could just grab a coffee. You could find some alone time. You could get lost in the bathroom. You could try to go and get a photo with one of the speakers. You could try to photobomb a photo where someone else is getting a photo with the speakers.

(Speaker 1)
You could go attempt to find your phone, wallet, and your keys. Now that’s a good idea. That means you have less than 3 % of our population that’s even self -employed. So you only have 3 out of every 100 people in America that are self -employed to begin with. And when Inc. Magazine reports that 96 % of businesses fail by default, By default, you have a 1 out of 1 ,000 chance of succeeding in the game of business.

(Speaker 1)
But yet, the average client that you and I work with, we can typically double this. No hyperbole, no exaggeration. I have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. And you say, double?

(Speaker 1)
Yeah, there’s businesses that we have tripled.

(Speaker 26)
There’s businesses we’ve grown 8x.

(Speaker 1)
There’s so many examples. see it thrive timeshow . com. But again, this is the most interactive best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet. Add to that Eric Trump, the man that runs the Trump organization.

(Speaker 1)
You say Clay, I still I’m not gonna get a ticket unless you give me more. Okay, fine.

(Speaker 3)
We’re gonna serve you the same meal

(Speaker 1)
both days. True story.

(Speaker 24)
We cater in the food.

(Speaker 25)
And because I keep it simple, I literally bring in the same food both days for lunch.

(Speaker 24)
Who’s with me?

(Speaker 25)
Let’s go. It’s an incredible Mexican restaurant.

(Speaker 10)
That’s going to happen. and says, I want more. This is not enough.

(Speaker 6)
Give me more.

(Speaker 24)
OK, I’m not going to mention their names right now because I’m working on it behind the scenes here.

(Speaker 23)
But we just continue to add more and more success stories.

(Speaker 6)
So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, You want a life -changing experience. You want to learn how to start and grow a company. Go to Thrivetimeshow . com. Go there right now. Thrivetimeshow .

(Speaker 6)
com.

(Speaker 23)
Request a ticket for the two -day interactive event. Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California.

(Speaker 6)
Great weather. Make this a December to remember. Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast. There’s no upsells.

(Speaker 23)
Aaron, I could not be more excited about this event.

(Speaker 3)
I think it is incredible. And there’s somebody out there right now, you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. I think that’s going to change your life. I promise you this will be 10 times better than that. It’s like I picked the wrong week to quit smoking. Don’t do the Smoke Your Way to Thin conference.

(Speaker 3)
That is, I’ve tried it, don’t do it.

(Speaker 9)
Yeah, chain smoking is not a viable, I mean, it is life changing. It is life -changing.

(Speaker 6)
If you become a jade smoker, it is life -changing.

(Speaker 3)
Not the best weight -loss program, though. Right, not really. So if you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow . com.

(Speaker 9)
Again, that’s Aaron Antis.

(Speaker 22)
I’m Clay Clark, reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop in beautiful Anaheim, California.

(Speaker 3)
I’m Vince Suzuki, also from Sarasota, Florida. You dragged me here.

(Speaker 5)
Yep, I was here in 2018, and it changed my business, and I built another business, and now I’m here to do it again with this business. Yeah, I’m a brand strategist, and it’s been really easy to go to a lot of events like this and just lead really strategic, step -by -step, real life. I’m very excited that Eric is here, and that is going to be epic. My name is Erica, and it has been amazing being here at the conference. I’m learning so much. Everything is perfect for me.

(Speaker 5)
Clay Clark, man, he is one character. That’s a good word for him, character. Yeah, that is it. Good, driven, smart, and I’ve never met a guy who was so hyper all the time. He’s doing so much good.

(Speaker 6)
And then I met his mother. And she just says, she just lets him be Clay Clark. I mean, so he’s endorsed by his mother and he’s doing magnificent work.

(Speaker 1)
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. Oh, it’s, it’s incredible.

(Speaker 21)
Yeah.

(Speaker 20)
He’s, he’s like, he’s, he’s a machine.

(Speaker 1)
He’s a machine, but his, you know, I could, I have problems with my company starting at nine o ‘clock. He has 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 1)
No, he is. And the greatest thing that’ll come out of all of it, aside from winning the presidency of the United States, we’ll get to that in a second, was an everlasting friendship between Clay and I, because I’m telling you, there’s not too many people in the world that have this man’s backbone and his tenaciousness and his perseverance. And so, buddy, I love you. And to General Flynn, thank you. You guys are incredible. You guys are incredible warriors.

(Speaker 1)
You guys are incredible, incredible warriors. So, thank you, my friend. Clay Clark is here somewhere.

(Speaker 3)
Where’s my buddy Clay? Clay’s the greatest. I met his goats today. I met his dogs. I met his chickens. I saw his compound.

(Speaker 3)
He’s like the greatest guy. I ran from his goats, his chickens, his dogs. So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. 4 ,000 % from February to February. Now I can better that.

(Speaker 3)
Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me. And the last two and a half days we have bettered our entire month of February and the last two and a half days. So and the phone’s blown up. Everything’s just blown up.

(Speaker 3)
Well you’re right. It is like a rocket ship. So we’re pinching ourselves. Actually I learned at the Academy King’s Point in New York Octa nonverbal. Watch what a person does. not what they say.

(Speaker 3)
We’re going to move into action mode here. So for anybody out there, if you say, I would like to go to Mar -a -Lago. Now, Jackson, you know, this just in, they rated Mar -a -Lago.

(Speaker 1)
You know about this? This just in. And so some people say, you know, that wasn’t cool. I didn’t like that. But you know, so a lot of people out there, we want to kind of stick it to The New York Times. We want Eric to become the number one best -selling author in America.

(Speaker 1)
And we also, we kind of also want to go to Mar -a -Lago and check it out. We’ve never been there before. So what we’re going to do is we’re going do is for anybody right now, if you go to Amazon right now and you buy a copy of Eric Trump’s book, Under Siege, My Family’s Fight to Save Our Nation. So you go to Amazon right now, you buy a copy of the book. and you just text a screenshot of your proof of purchase to my cell phone number, 918 -851 -0102.

(Speaker 1)
So text my number, 918 -851 -0102. So again, step one, you go here to amazon . com, you buy a copy of the book Under Siege, then you just text a screenshot of your purchase, your proof of purchase. You text my number, 918 -851 -0102. You have a chance to win a dinner at Mar -a -Lago with Eric Trump and myself, and there’s more. to go right there just for your viewers.

(Speaker 1)
It’s the most exclusive private club in the world. $2 million to get into. It’s just base membership fee.

(Speaker 19)
And I promise we’re going to make your night absolutely incredible.

(Speaker 3)
The play goes, listen, why don’t we do this?

(Speaker 18)
Why don’t we put it out to all the amazing reawakened people, all the people who supported us all around the country, all around at every one of these conferences who adore your family.

(Speaker 3)
We’ve got to beat The New York Times.

(Speaker 1)
The New York Times is going to do everything they can. Even though we’re number one on Amazon right now, we just hit number one this morning. New York Times is going to do everything they can to keep you from being number one bestseller. You know that. I know that. You know the games that they’re willing to play.

(Speaker 1)
But Clay goes, why don’t we do a couple of things? First of all, love having dinner with Clay. He’s the greatest. Second of all, why don’t we bring one of the amazing people that I guarantee you I’ve been in front of at all these events? Why don’t we bring a couple to dinner at Mar -a -Lago? And I said, absolutely.

(Speaker 1)
Consider it done. So I said, they have to text you, Clay. They can’t text me, because we’ll be getting 1 ,000 of these. But yeah, go buy a book. Text Clay. And we’ll set up a dinner.

(Speaker 1)
I’ll make sure you guys have the absolute time of your life. I want to pull this up again one more time here, Jackson. I think sometimes I’m a poor communicator, and I need to work on communicating more effectively. So you go to Amazon. That’s step one, OK? Yes.

(Speaker 1)
You buy a copy of the book, Pop Quiz. What book? Under Siege. You buy a copy of Pop Quiz.

(Speaker 3)
and then you screenshot a picture of that and you text my phone number. It’s 918 -851 -0102. Folks, that is my cell phone number, so we’ll keep that private between you and me and everybody. And then when you text that to me, you have a chance to win a backstage pass to the actual in -person business workshop. That’s a business growth workshop, December 4th and 5th, featuring Eric Trump in Anaheim, California. and you have a chance to win dinner with Eric Trump and myself at Mar -a -Lago.

(Speaker 3)
Now, someone says, when does this contest end? Now, Eric, your birthday was hijacked, OK? So your birthday was hijacked. January 6th is this man’s birthday. He now has to switch his birthday because no one wants to talk about his birthday on January 6th anymore. So we’re going to run this promotion until November 5th.

(Speaker 3)
That’s not your birthday. No, no. So we’re going to run it until October 14th. October 14th. It has to be a presale. This just in.

(Speaker 3)
It has to be between October 14th. That’s why we’re clarifying. So between now and October 14th. Now, folks, let me just clarify this real quick here, so make sure I’m leaving you with some good clarity here. One, you buy a copy of Under Siege on Amazon. That’s the step one.

(Speaker 3)
Step two, you text a screenshot of that purchase to my cell phone number, 918 -851 -0102. Three, you have to do that before October 14th. Before October 14th, this just in, it has to be before October 14th. And you have a chance to win a backstage pass to the upcoming business workshop. You have a chance to have dinner with Eric Trump at Mar -a -Lago. And I want to tell you some benefits of buying the book.

(Speaker 3)
One, I’ve read the book. It’s incredible. If you’re a father out there and you want to learn about mentoring your kids, it’s a great book. If you want to learn about American history, it’s a great book. If you want to make America great again, it is a great book. It’s a book you got to have.

(Speaker 3)
now here is just a quick editor’s note you do not have to buy a copy of eric trump’s book under siege to be entered into the drawing just text the number all you have to do is just text the number nine one eight eight five one zero one zero two and you will be entered into the drawing for a chance to win a copy Eric Trump’s book, Under Siege, and a once -in -a -lifetime opportunity to hang out with Eric Trump and Clay Clark at Mar -a -Lago, and to win a backstage pass at the upcoming Thrivetimeshow .com

(Speaker 1)
com two -day interactive business workshop. Again, you do not have to buy a copy of the book to be entered into the drawing, but it would be great if you’d buy a copy of the book, because that would make sense. That is all, and now back to the interview. Also, Eric, a final question here for you. You are donating a portion of the proceeds to support Charlie Kirk in his continued mission there. Could you tell us about that briefly there?

(Speaker 1)
And then we’ll let you get back to what you’re doing today, sir. Yeah, well, I was on with Benny Johnson.

(Speaker 3)
Benny Johnson was a great friend of Charlie Kirk’s, as you know. And you know Benny, and Benny’s a very good friend of mine. And Kash Patel is a very good friend of mine and was a very good friend of Charlie’s. You watch everybody that’s up on that stage every single day as they got to the bottom of exactly what happened, and they brought justice to what happened, or are trying to bring justice to what happened. And it’s kind of unthinkable. But you know St. Jude, and I talk a lot about St. Jude in this book, because fighting pediatric cancer has always been a cornerstone of my life.

But Charlie truly, truly, truly was the epitome of being under siege, not only in the movement that he helped create, But obviously in how his life was savagely taken. My book came out three days, two and a half days before Charlie’s assassination. You better believe he would have been the final chapter of this book as just another illustration of what these people will do at any cost. to try and win because it’s who they are. It’s the not -so -tolerant left. And we can never let our voices be extinguished, Clay.

You stood on that stage as well as anybody I’ve ever seen stand on a stage. You did our reawakened events all across the country, which you funded out of your back pocket because you believed in America. You believed in a greater country. And you were on that stage every single day. You know I was on that stage with you every single day. And I was on the turning point stage with Charlie all the time.

And I was on stages across the country and three campaigns. I’ve stood on thousands of them. And honestly, they don’t want us to stand on that stage. That’s why they’re sending bullets from rooftops. They don’t want us to go out there with a bullhorn and have loud, independent thought. When they see these beautiful arenas full of kids and they’re cheering, they’re celebrating, they’re holding American flags, they don’t want that.

And so they want to silence us. They want to silence our voice. That’s why they killed Charlie. That’s why they tried to kill my father. That’s why they sent 112 subpoenas to me. That’s why they wanted me in jail and my father in jail and Don in jail.

That’s why they made up the hoaxes. They wanted to see us destroyed and gone with no voice, with no money, with no company, with no political aspirations, gone. And we can’t allow that to happen. And so we need to make sure the turning point continues. We need to make sure incredible patriots like you continue to spread sensical speech, pro -American values, pro -religious, pro -constitutional values. And that’s why I want to donate the funds to Turning Point.

I want to donate a portion of the funds to Turning Point because we can’t allow anarchy to win, and we can’t allow voices to be deleted, and we need to keep Charlie’s legacy going. Eric Trump, thank you so much for joining us. Pastor Jackson, thank you so much for joining us. Absolutely. Eric, have a great day. We really do appreciate you.

Everybody go out there and buy that book, Undersea. Just not too early to buy your Christmas gifts. And if you have a Democrat in your family, buy them a copy as well. Eric Trump, take care. Thanks, guys. See you later.

Transcribed with Cockatoo