Business Coach | Plowing Through the Proven Path | 4 Founders Share How Implementing Clay Clark’s Proven Success System Has Helped Them to Scale Their Businesses (Carpet Cleaning, Mortgage, Remodeling & Chiropractic)

Audio Transcription

Transcribed with Cockatoo

(Speaker 2)
On today’s show, we are joined by three thrivers who are having massive success. Steve Currington is the founder of SteveCurrington . com and a mortgage banker. And he’s been a client of mine for just over five years. And during that time, he’s grown his company from zero mortgages per year to last year, he did two hundred and fifty one million dollars of mortgages. And we’re joined with Dr. Breck, the chiropractor and the founder of drbreck .

(Speaker 2)
com, who’s doubled his company in just the past two years. And on today’s show, we are joined by Nathan, the founder of Complete Carpet, who’s been able to almost triple the size of his company in just the past two and a half years. If you feel stuck in a rut and you don’t know what to do to grow your company, this is the show for you. As we are joined with three thrivers who share with you their firsthand experience about what it’s like to be coached down the proven path of success that I have individually and specifically created just for them. Some shows don’t need a celebrity narrator to introduce the show. But this show does.

(Speaker 2)
Two men, eight kids, co -created by two different women.

(Speaker 62)
13 multi -million dollar businesses.

(Speaker 2)
Ladies and gentlemen, welcome to the Thrive Time Show. Yes, yes, and yes, Thrive Nation, you are in for a super laser show on a podcast today. We are having a very special occasion because we are joined here today with three super successful entrepreneurs. three people just like you who decided to not just talk about success but to actually achieve success. Steve Currington, good morning to you, sir.

(Speaker 6)
What’s happening?

(Speaker 2)
Are you doing well here at 611 in the morning?

(Speaker 6)
It’s amazing.

(Speaker 42)
Beautiful.

(Speaker 2)
You had something happen to your vehicle on the way here. What happened? Tell us the story of what happened while driving your SUV here to the Thrive Time Show. So I’m driving my wife’s car, she has one of those big Lexuses, and I was telling Clay when I came in, I don’t know what happened. I like opened the console, closed it back, and you know, it’s dark because it’s like six in the morning, but something went flying through the car, like, it was like, you could tell like a piece of the car broke off, and I found it in the dash, and it’s like the most ridiculous thing, it’s the top, Two of the buttons that like change you to like sport mode or what is what is sport mode? I don’t know It’s like makes the car drive more aggressively or whatever But the tops of both of these buttons real quick blue into the this just in when you switch to sport mode You can drive your Lexus more aggressively This just in okay, I want to get that a lot of people are taking notes Yeah, so it’s like in the dash.

(Speaker 6)
So I’m sitting in your driveway with my flashlight on in the car.

(Speaker 2)
Yeah, I noticed.

(Speaker 38)
I was waiting for you.

(Speaker 2)
And I’m like, what is what’s going on out there?

(Speaker 6)
I’m trying to find the pieces. I found them, though.

(Speaker 2)
OK, I feel like I’m kind of like, you know what? You had to push through adversity. to be here today. You had to find.

(Speaker 3)
I almost went home.

(Speaker 2)
Yeah. You had to search for a random part in your wife’s Lexus SUV. You had to eat because your vehicle has searched or switched without your permission into sport mode. That’s the kind of adversity you’re fighting through here this morning.

(Speaker 6)
Steve, how did you do it?

(Speaker 2)
It was really tough. OK, now, Dr. Breck, Dr. Breck, you’ve

(Speaker 8)
a chiropractor for how long now?

(Speaker 2)
Going on 16 years. So drbreck . com, check him out, d -r -b -r -e -c -k . com. Again, how many years? 16.

(Speaker 2)
16 years, and Steve, how long have you been a mortgage guy? About 15 years. 15 years? Okay, and then we have Nathan here with us. Nathan, how long have you been the Carpet King? This is our 22nd year this month.

(Speaker 2)
Explain to the listeners out there what you do as the Carpet King. As a Carpet King, we do pretty much everything after your carpet’s been installed, so after it’s been there, we help you to maintain your carpet so you don’t have to replace it again. And what’s the website so listeners can check out your company? Absolutely, it is CompleteCarpetTulsa . com. CompleteCarpetTulsa .

(Speaker 2)
com.

(Speaker 33)
Now on today’s show, what we’re going to talk about is we’re going to talk about the linear path and the proven process that you three guys have gone through en route to building success.

(Speaker 2)
And as we go through each point, I would like for you to share with our listeners where you had some pushback, where you thought maybe this was crazy. Maybe you didn’t have any pushback.

(Speaker 41)
Maybe you thought it made sense.

(Speaker 6)
Maybe you didn’t.

(Speaker 2)
But I want to go through each specific part of the proven process because I Steve, have you ever heard those stories about somebody where they invented something and through just randomness and serendipity, all of a sudden they became successful? Have you ever heard these kinds of stories? Yeah. I hate those stories. I know it happens not all the time.

(Speaker 1)
I can’t stand the stories where some guy says you know I came up with this invention for this and then I sold this for a million bucks and all of a sudden now I’m rich because I it’s so rare what I like is the stories about I like the stories about I have been cleaning carpets for how many years again now for 22 years 22 years I was kind of stuck I learned to prove in systems now I’m not stuck I’ve been doing mortgages for how long Steve Fifteen years.

(Speaker 52)
Fifteen years.

(Speaker 2)
I once was stuck. Now I’m not stuck. Dr. Breck, I’ve been a chiropractor for how many years? Sixteen years. Sixteen years. I once was stuck.

(Speaker 2)
Now I’m not.

(Speaker 6)
That’s the stories I like. I do not like stories where

(Speaker 3)
it’s just random serendipity.

(Speaker 54)
And Steve, do you want to speculate as to why I don’t like random stories of serendipity?

(Speaker 6)
Well, they don’t.

(Speaker 2)
I’m not going to say that if you like invent something and sell it like it doesn’t like you didn’t work hard to do that. It’s just that doesn’t work for most people. Right.

(Speaker 6)
But people think that it will work for them.

(Speaker 55)
So today’s show is about how to build a better mousetrap.

(Speaker 6)
That’s what we’re talking about today, how to build a better mousetrap. Steve, are you the first person in the history of America and other countries to come up with this concept called mortgages? I actually invented it. Awesome. No.

(Speaker 3)
No, I wish I invented it.

(Speaker 2)
But hey, they’ve reinvented it since I got in the business. It’s changed quite a bit. Please explain at the end of the day what you do as a mortgage banker.

(Speaker 6)
So when you want to buy a house, most people don’t have the $300 ,000 or $400 ,000, for example, pay cash for a house or maybe they do and they don’t want to pay cash. So I provide the financing so you can buy that dream home.

(Speaker 2)
And do you have all that money in a bank somewhere? How does that work on a nuts and bolts technical level?

(Speaker 6)
If I’m looking to get a mortgage, how does that work? Like, how does it work?

(Speaker 3)
Like, how do I fund it or how?

(Speaker 2)
Yeah, I think there’s somebody out there who wants to know how in the heck does it work as a mortgage guy? How does that work?

(Speaker 44)
Think of like I have a credit card with a 20 million dollar limit and I fund loans from that line.

(Speaker 2)
And after I fund them, I sell them to people who are real good at collecting payments. And I pay myself back plus what I made on the loan.

(Speaker 6)
So you sell a mortgage and you do too.

(Speaker 3)
So if I want to buy a house for three hundred thousand dollars, you get that money from somebody.

(Speaker 61)
Yeah.

(Speaker 2)
And then as soon as I sign the mortgage, as soon as I sign the paperwork, you then sell the paperwork again to somebody else.

(Speaker 60)
and they bundle all those together into a thing called, do you call it a tranche or a tranche?

(Speaker 6)
I don’t call it either.

(Speaker 3)
We sell loans on an individual basis, so we’re not trenching them or tranching them up.

(Speaker 1)
Oh, really?

(Speaker 59)
Now that right there, folks, that is dirty.

(Speaker 2)
Thank you. I feel dirty.

(Speaker 3)
You know what, Clay, what Steve actually will do for a small extra fee? He will put your mortgage into sport mode and pull both the buttons off.

(Speaker 6)
True.

(Speaker 2)
This just in. For an extra fee, he’ll switch your vehicle into sport mode. Hey, that’s the 21 -day closing guarantee right there.

(Speaker 8)
That’s sport mode. You lose all your buttons, though. Now, Dr. Breck, I want to ask you this.

(Speaker 2)
Are you the first person to ever do anything chiropractic care.

(Speaker 22)
Did you invent the concept of chiropractic care?

(Speaker 2)
Unfortunately, no. No, I’m not the first.

(Speaker 3)
It’s been around for, oh goodness, about 115 years.

(Speaker 19)
So as we’re talking about building a better mousetrap, you did not invent chiropractic care.

(Speaker 2)
I didn’t. Steve did not invent mortgages.

(Speaker 3)
Nathan, did you invent carpet cleaning?

(Speaker 26)
Oh, no.

(Speaker 2)
Nope, nope. Okay, but there’s somebody out there who’s listening to this show, and if that is you, I want you to find another show. So if you’re listening to this show because you are looking to invent something and to be the first one ever to do it, this is not the show for you. So you would say this is not a show for one hit wonder. Yeah.

(Speaker 4)
I just when you meet somebody like this at a conference, Steve, why is it awkward when you meet somebody who has never been self -employed?

(Speaker 2)
They don’t want to build a better mousetrap.

(Speaker 6)
They’re trying to invent the mousetrap. Why is that awkward to even sit next to them as a business owner? You know what I’m talking about? We meet these people because you know that they’re crazy. It’s not going to work. No, yeah, it’s not going to work.

(Speaker 6)
It’s not going to work.

(Speaker 2)
But but if you tell them it’s not going to work, then they’re going to hate you. So you just have to smile and say, oh, yeah, that’s amazing. You should totally. invest your entire $20 ,000 in your life savings to build something that would probably cost you 20 million to build. But hey, you’ll figure it out here when you lose everything.

(Speaker 6)
So if you want to learn how to plow down the proven path, this is the show for you.

(Speaker 2)
But if you’re somebody who wants to invent something, I’m not the guy for you. You wouldn’t like me. I think this year we have one client we’re working with who invented something.

(Speaker 6)
The grill gun. Yeah, Bob. Pretty hot. But Bob had a prototype that he invented and we helped him raise money on Kickstarter.

(Speaker 2)
To date, he’s raised about $600 ,000 on Kickstarter. And if Bob will make a grill gun with carbon fiber, OK, and gold like it doesn’t have to be real gold clay. Right. But, you know, some carbon fiber accents, maybe like some green. You know, I’ll never actually light the grill gun, but I’ll put it in my house and I’ll spend three times what he charges. But he just hasn’t made a carbon fiber one yet.

(Speaker 2)
So let’s do this. So let’s do this here. One, Bob, if you’re listening, make a carbon fiber one that’s green. Steal and buy that.

(Speaker 49)
But we’re going to walk you through the proven path.

(Speaker 2)
So on page four of the boom book, if you have one, you can open up to page four. You can follow along with us if you’re if you don’t have a boom book. Just visualize page four of the boom book and go to Thrivetimeshow . com forward slash free dash resources and you can download the boom book there.

(Speaker 8)
But let’s talk about it.

(Speaker 2)
goals. You have to figure out how many customers you need to achieve your goal. Step one, you’ve got to figure out how many customers you need to achieve your goals.

(Speaker 8)
Dr. Breck, let’s talk about this for a second.

(Speaker 2)
When you see a patient, do you see all of your repeat patients for free or do you charge them something? No, we do charge them after their initial visit. And I’m not asking you to tell us the specific number in your mind, but do you know how many patients that you need to see on a daily basis to break even?

(Speaker 8)
Yes. And you set a record on, I think it was last Monday, or two Monday’s ago? What was the record? We saw 90 patients in a single day, and our previous record had been 74. Why is it important that you know those numbers? Because there’s a lot of entrepreneurs that do not know how many customers they’re seeing per day, nor do they track.

(Speaker 8)
Why is it important for you to know that number? Well, I think for a lot of reasons. One, the numbers don’t lie, and so you can see trends, you can see what’s going on. direction that things are going. Yep.

(Speaker 2)
And then you also have to keep the score. I mean, the score is important for me as the owner, but it’s also important for the rest of my team to know how they’re doing in their own job. So each segment of our office has its own scorekeeping and tracking.

(Speaker 58)
And that way we know where we stand and we know if we’re moving forward or if we’re behind, just like watching sports, you know, if your team’s ahead or behind and you know what you got to do in the time necessary to to achieve your goals.

(Speaker 2)
And so, you know, know, we have goals and those goals help to move us forward. And knowing the score helps us to know where we stand in relationship to those goals.

(Speaker 6)
And so yeah, we have daily goals, we have weekly goals, monthly goals, quarterly and annual goals, as well. And that’s for every different job position in within my practice. Now, Steve, we talked about this on a show that we that we recorded probably a week ago. But we were talking about how Total Lending Concepts, the company that you work with, Five years ago, you guys were a startup, and you guys just passed $250 million of loans closed this year. Am I correct, or am I making that up? Correct.

(Speaker 6)
Is that amazing, or is that sport mode to you? Are you excited about that?

(Speaker 2)
Is that a sport mode kind of thing, or is that something you’re not excited about?

(Speaker 6)
Yeah, it’s a good start.

(Speaker 2)
It’s a good start.

(Speaker 6)
It’s a good start.

(Speaker 2)
I mean, we’re still not even, like, on the map in relation to other things.

(Speaker 6)
companies as far as, I mean, we’re not in the top 10 or anything. You know what I mean? We’re making some money, but we’re not killing it. But you know that in Tulsa you did how many millions of dollars of loans last year? About $20 million. $20 million, and you make roughly 1 .5 % on every deal -ish, right?

(Speaker 6)
Yep.

(Speaker 3)
Why is it important that you know you make 1 .5 % of every deal and that you did $20 million last year of revenue, of mortgages?

(Speaker 2)
because I want to make sure I’m getting paid properly. I don’t know. Some companies, they don’t really do payroll like they’re supposed to. So you got to know what you’re supposed to be making so that when you get your paycheck, you can check it and go back and say, hey, you shorted me on this loan or this says get paid. But furthermore, I’ve got financial goals, just like Dr. Brecht was saying.

(Speaker 8)
And we’ve got numbers we’re trying to hit. And if you don’t know what you’re supposed to be making, then you’re going to get paid. You’re just shooting at nothing.

(Speaker 27)
Let’s go back to the guy who doesn’t want to go down the proven path, the guy who wants to invent the mousetrap.

(Speaker 8)
Why don’t those people ever know their numbers and why do they always say, Steve, I’m not in it for the money? Why do they every single time you talk to him and you say, so are you selling it?

(Speaker 2)
So are you selling anything at all? And again, Breck, you’ve met this person. Well, this is one of my favorite parts of like the show Shark Tank. Right.

(Speaker 38)
You know, when somebody comes in with this fancy new, never before seen item and like, well, what were your sales?

(Speaker 2)
Well, we haven’t gotten to that point yet.

(Speaker 32)
I want to talk about the universe.

(Speaker 2)
We do have a prototype. We don’t have no, we have zero sales. Like, like last night. Okay. Uh, Steve, you were over here. You, you saw it happen.

(Speaker 2)
The Patriots were playing against the Tennessee Titans and we lost the game 20 to 13, 20 to 13, really 14 to 13.

(Speaker 6)
Yeah.

(Speaker 2)
And the thing about this is that, uh, it’s tough. It’s a, it’s a, it’s a loss. We move on, we move on. And now I have to cheer for the saints because. Drew Brees, in my opinion, is one of the nicest humans on the planet. So I have to switch my allegiance for the remainder of the playoffs.

(Speaker 1)
But there are some people that watch the game and they say they’re big Patriots fans, let’s say, and their team loses 20 -13.

(Speaker 6)
And you go, so what was the score? And you go, I don’t really keep score. For me, it’s just about having a good time. Is that really important?

(Speaker 47)
We’re going to be at the next game, though.

(Speaker 6)
I mean, get out of here. You have to track. And, Steve, again, why don’t people who are entrepreneurs want to track?

(Speaker 2)
Why do entrepreneurs track their numbers? And why do entrepreneurs not track? Because they don’t want to be found out. They don’t want to get their fakeness figured out whenever, for whatever reason. They’d rather just live in that darkness of, you know, because their wife’s probably wondering this and their family’s probably wondering this, like, are you making any money? They’re like, oh, we’re working on it.

(Speaker 2)
I don’t want to talk about it. Yeah, they don’t. They don’t want to talk about it because they’re… focusing on the things that don’t matter. And if you try to tell them to focus on the things that do matter, then you’re going to piss them off. Okay, so let’s talk about this. How many realtors have reached out to you in the past for help?

(Speaker 2)
Because you’re a mortgage guy. And they see you driving a Lamborghini. They see you having big success.

(Speaker 6)
How many of people have reached out to you realtors have reached out to you for help?

(Speaker 2)
and then they don’t want to talk about their numbers.

(Speaker 3)
They do not want to talk about their action steps. They don’t want to talk about the numbers.

(Speaker 2)
They want to talk about how they feel.

(Speaker 21)
They want to talk about their big vision.

(Speaker 3)
They want to talk about how they want to change the game of real estate forever.

(Speaker 2)
They want to talk about their real estate app that they’re developing. They want to talk about their logo and their branding and their marketing, but they don’t want to talk about the numbers. Steve, as a percentage, how many, as a percentage of all the realtors who’ve reached out to you, How many realtors do you think have reached out to you, and as a percentage, what percentage of them have not wanted to talk about things that matter? All of them.

(Speaker 6)
How many have reached out to you? Countless, in all of them. There’s 4 ,000 realtors.

(Speaker 47)
in Tulsa clay 10 % of them do it for a living so I mean there’s a lot of like seriously you’ve had probably Like I quit counting like I just I can’t you know, there’s a graveyard out there behind my office.

(Speaker 6)
And what do they want?

(Speaker 2)
Just bodies. And what do they want to talk about?

(Speaker 6)
If they don’t want to talk about their numbers, the number one thing, step one down the proven path is know your numbers.

(Speaker 2)
Tillman Fertitta, the owner of the Rocket says step one, know your numbers. What do they want to talk about?

(Speaker 6)
New ideas. I have a new idea. I have this new idea. I got a new idea.

(Speaker 8)
I have this new idea.

(Speaker 6)
What kind of new ideas? Just take us down that. It’s an idea festival. Take us to crazy town. What kind of ideas have you heard?

(Speaker 2)
No, let’s look for headshots, for boosters, for what?

(Speaker 42)
If I just had a better logo, I could sell more.

(Speaker 2)
There it is.

(Speaker 45)
If I had better pic, I was like, you mean that 1985 picture of you that’s on your business cards?

(Speaker 2)
You wanna change that? When you had a full head of hair? Yeah, are you sure about that? No, you know, everything that doesn’t matter. Like, if I say, well, why don’t you make more calls? They’re like, but I’m working on the font on my logo.

(Speaker 2)
Yeah, but if I, I can’t, I can’t really make more calls because I’m busy.

(Speaker 3)
They don’t wanna talk about how many times they’ve actually sold something.

(Speaker 2)
Oh, look at that.

(Speaker 57)
This is my new sound effect.

(Speaker 2)
Nice.

(Speaker 3)
This was given to me by Clint Howard with Tulsa Fitness Systems.

(Speaker 56)
This is my newest sound effect.

(Speaker 2)
You gotta do it just right. I’m not sure what the sound is before the cha -ching. Listen, listen. It’s like a dog bark, and then it’s a ching. It’s like winding up. It’s like the cartoons where he swallows a whole machine.

(Speaker 2)
Exactly. That’s the old school drawer. But they don’t want to talk about how many times this happens, because it never happens. Was that the ringer on your bike as a kid? Yeah. Let me tell you this, sincerely though.

(Speaker 3)
I’ve worked with so many realtors, And I don’t understand it.

(Speaker 2)
I sit down with them and in our first meeting I say, we have got to go over how many deals do you need to achieve? How many deals do you need to close to achieve your goals? How many deals do you need to close? And they don’t want to talk about it. And it gets weird, and I said, listen, my job as a business coach is to help you grow, okay? And I have to know the numbers.

(Speaker 2)
We have to go over this. Now, once you know how much profit you make per job, as a carpet guy, do you make about a 20 % margin? Is it a 30 % margin? What’s kind of the margin -ish? Yes, we shoot for about 20 to 30%. All right, so when I started DJConnection .

(Speaker 6)
com, we made approximately $167, 167, $167 per event.

(Speaker 1)
Why 167?

(Speaker 6)
I don’t know. There was like a whole bunch of variables and the average event was about $600 and we would somehow make about $167 per show.

(Speaker 3)
All right?

(Speaker 2)
So if it was $200, we’d be making about a 33 % profit margin, but for some reason we couldn’t, we didn’t, whatever. But I knew that. So when we would go out there and do 80 events on a weekend, Steve, 80 times one, Steve, you’re a mortgage guy, you’re a math guy. If I take 80 times 167, That’s a $13 ,360.

(Speaker 3)
Now, Steve, talk to me about this.

(Speaker 2)
Do I have to pay taxes when I make a profit as an owner? You should. Oh, come on now. Come on. It’s a good idea.

(Speaker 6)
As a pro business tip, don’t pay the taxes and see what happens. So I earned a $13 ,360 a week at the peak, but I had to pay taxes.

(Speaker 2)
Steve, how many times have you sat down with somebody who wants to get a mortgage to buy a house and they’re self -employed and they haven’t been paying those taxes? Yesterday that happened twice it happens. No seriously. No for real.

(Speaker 6)
They say I make thirteen thousand three hundred and sixty dollars a week and you go Are you paying taxes on that and they go?

(Speaker 38)
Well, I filed an extension.

(Speaker 6)
You see I haven’t filed my taxes for last always exactly the same thing It’s like hey, I need to get those. Let me get let me get those. Let me get those for you and then later there’ll be a text. Let me I have this. You have the text.

(Speaker 2)
Listen, OK, this is exactly what I want you to read. This is what all of them do.

(Speaker 6)
I haven’t even read this because I knew the hubby and I were just chatting based on the model we decided on. They’re looking at a new house. Yeah, yeah. We won’t be comfortable paying for the house. And we have to before we pay off our truck. So we’re going to go through 2020 and tackle that, pay it down, save some more money, and then then we can afford our dream home comfortably.

(Speaker 6)
I want to thank you for your time.

(Speaker 48)
We look forward to building our dream home.

(Speaker 2)
Now, the real truth is that her husband works in the construction business. Therefore, and he’s self -employed. So he doesn’t pay taxes.

(Speaker 6)
I she said, can you get me the list of stuff that you need?

(Speaker 52)
And I said taxes for 17, 18.

(Speaker 8)
you know, because 19 hasn’t been filed yet.

(Speaker 2)
And then I need W2s, whatever. And the answer is, we’re going to hold off because we have to save money. But really what she’s saying is, yeah, well, we haven’t filed our taxes or I have a huge loss or whatever, because every time another guy every Friday is bringing me his taxes every Friday, every Friday, he’s bringing his taxes this Friday.

(Speaker 6)
But that’s been going on since October. You know what I mean? Because he can’t just say, hey, I’ve been really irresponsible and I actually haven’t filed my taxes for the last three years and I think I owe the IRS a bunch of money. So now that I know I’m going to have to file those taxes in order to qualify, I’m really hurriedly going to find a CPA because I don’t actually have a CPA because I don’t file my taxes. And I want to find a CPA quickly who will help me validate my lie so that I can get a house. correct though.

(Speaker 6)
That’s what they want to do. But I’m probably not going to qualify for the same amount of house because now I owe the IRS $300 ,000. And because my wife is unaware that I don’t pay

(Speaker 4)
taxes, I can’t bring myself to tell her that.

(Speaker 2)
So I’m going to complain to her about the lack of responsiveness of the mortgage guy and say the reason why I can’t get approved is because the mortgage guy won’t call me back. So you’re not advocating that. Two weeks ago, I have a guy that wrote me an apology letter. He dropped his actual tax returns off through my door with an apology letter. I’d like about a page -long apology letter about how he’s so sorry that he fabricated the first tax returns that he gave me. This happens almost every time.

(Speaker 2)
Yeah, because he thought that I didn’t have a way to verify that the taxes he gave me aren’t the same ones he filed with the IRS. And I don’t care. I’m not Mr. Judgey over here.

(Speaker 8)
I’m just trying to tell you, here’s what I need. in order to like get you approved. So step one, though, you’ve got to know your numbers. You have to determine the number of deals you need to break even in the number of deals you need to achieve your goals. Now, after you’ve done that, step two, this is going to irritate somebody, Dr. Breck. This is going to bother somebody, somebody who wants to be a entrepreneur.

(Speaker 8)
They’re not going to like this. No, they’re not. But I’m going to give it to you. You’ve got to figure out the number of hours you’re willing to work and when you’re willing to work those hours. Dr. Breck, why do you have to figure out how many hours a week you’re going to work and when you’re going to work those hours? Absolutely.

(Speaker 8)
Cause I, I personally could work far more hours and I could make more money.

(Speaker 2)
And, uh, if that were my goal, then, uh, you know, I can work myself into an early grave. Um, patients want to come in at all kinds of odd hours. Um, and I try to be very available, but I’m not entirely available at all hours. And so, um, yeah, there are times when people want me to, uh, adjust them on a Sunday.

(Speaker 8)
Um, and I don’t, uh, see patients on Sundays.

(Speaker 2)
There are people who would love that.

(Speaker 8)
I had office hours on Saturday.

(Speaker 2)
and I don’t and so I had a mentor early on that just said to me when it relates to chiropractic the patients will come when you’re open they’ll find a way if they want to you know, get on treatment, they understand the value and they want to feel well, then they’ll find a way to come when you’re open.

(Speaker 8)
If that’s Monday through Thursday, if that’s, you know, Monday, Wednesday, Friday, you name it, you set your hours.

(Speaker 2)
If they see it as a value, they’re going to find a way to get in when you’re open.

(Speaker 27)
And I’m not going to argue with you, but I do want to point this out for the listeners out there.

(Speaker 2)
You are very good at what you do.

(Speaker 28)
And you already work hard by default.

(Speaker 2)
So you’ve had to set a boundary. I work very hard for the time that I’m there, but I do set a boundary so that I can protect that time for my family. But you personally have had to dial it back, let’s say, and set a boundary, because by default you work very hard.

(Speaker 5)
Yes. But most people, not you, most people though, most people, they don’t need to dial it back, they need to dial it up. These people are out there praying for success and praying for blessings and being unwilling to work at least 40 hours a week. Well, if you have a regular TV show that you watch, you’re not working hard enough.

(Speaker 2)
Okay, let me hit play on this. T .

(Speaker 30)
D.

(Speaker 2)
Jakes could not be here today, but I want to cue up this audio clip here of what T . D. Jakes has to say about contrasting exceptional people to ordinary people. Let me cue this up. And by the way, if you’re listening today and you’ve chosen to be ordinary, you can choose to be exceptional.

(Speaker 1)
Let me hit play here.

(Speaker 6)
So exceptional is having a conversation with ordinary. And exceptional and ordinary always have a conflict. Anytime exceptional people dwell in the midst of ordinary thinking people, there’s always going to be conflict. Okay. So let’s talk about this, Steve.

(Speaker 2)
Um, somebody out there says, I want to invent the mousetrap and I kind of want to work like 10 hours a week. You know, why? Again, it seems like the kind of person that wants to invent something to get rich overnight is also the person who wants to work 10 hours a week. Can you please explain the level of diligence you’ve had to put into building a mortgage company from zero revenue to 251 million dollars of revenue. Please explain about the number of podcasts that you’ve had to record to get to the top of the Google search results. Please explain about the number of reviews you’ve had to get.

(Speaker 2)
Please explain about the dream 100 marketing. Please explain about the level of diligence you’ve had to put into growing your company. Most mortgage guys get up at nine. I get up at four in the morning because by the time most mortgage companies start, we’ve already like it’s lunchtime.

(Speaker 5)
You know, like we’re So in those mornings, we have done things like record a podcast so that we could use the content to get top in Google. We definitely got to 263 reviews on our Google listing and then Google took them all away. And now we’re back to 610. And the reason why they were taken away, just so we get it, is if somebody goes out there and claims fraud on an account, it sucks. But Google occasionally will remove reviews. And that’s happened to me with Elephant in the Room.

(Speaker 5)
I lost over 1 ,600 reviews overnight for our downtown location. This can happen. I mean, Google giveth and Google taketh away. But I think there’s somebody out there right now that needs to write down step two. How many hours per week are you willing to work? Let me cue up this audio.

(Speaker 5)
This is what TD Jakes has to say for somebody who’s listening today who’s praying for money. My mentality is we need a miracle. I believe in God for a car. I believe in God for a house. I believe in God for a coat. I believe in God for a house.

(Speaker 2)
I believe in God to send my kids to private school. I hate to tell you this. There are atheists that send their kids to private school. There are drug dealers that have a car. That’s not a miracle.

(Speaker 2)
You don’t need God. You need a good job. You need to come to work. You need to save your money. You get you a car. You don’t need to call on heaven and provoke the angels to get a car.

(Speaker 2)
That magical mentality. Steve, we live in Tulsa, Oklahoma. How often have you met somebody who’s a little weasel? They’re not being successful.

(Speaker 8)
They’re not doing their job. They’re not getting to the top of Google because they’re not, I mean, to get to the top of Google, there are only four variables that impact your rank.

(Speaker 54)
One, it’s having the most canonically compliant website.

(Speaker 8)
Two, it’s having the most mobile compliance. Three, It’s having the most original HTML text content, the most original relevant content, and for the most reviews. And when you tell somebody the proven path, they get upset because they don’t want to put in the work. And then they say, and Steve, tell me if I’m making this up. Then they say, well, I was just praying. And Jesus has told me that this is my year.

(Speaker 8)
This is my year.

(Speaker 2)
Why are you talking like that, Carl? This is my year. Breck, you’ve seen this. Well, especially with 2020. Everybody’s got this new vision.

(Speaker 6)
Oh, come on. But also, you know, to go back to what you’re saying is, you know, especially coming off the heels of T . D. Jakes, you know, the Bible is very clear about the law of sowing and reaping. And so if you’re not out sowing seed and you’re not doing things, then you can’t expect a harvest. It’s all about sowing and reaping.

(Speaker 6)
This is huge. Whether you’re in the Industrial Revolution or prior to, and you’re actually physically sowing and reaping in a field, if you don’t put seed in the ground, there’s not going to be a harvest. who’s not taking action and they say, well, Steve, Jesus has just told me that I don’t want, I shouldn’t have to strive for success. My success is all downhill this year. It’s my, you hear people that said they don’t want to work too hard. They don’t want to force their success.

(Speaker 6)
How often have you heard this kind of jackassery? Unfortunately, it’s like all the time. I’m right every day, especially if you have some success because people will approach you and ask you whether it’s through Facebook messenger or Instagram or text or they see you at the grocery store and they want to like, Hey, can I just get five minutes of your time? I want to talk to you about, and then it’s just the same. It’s literally like it’s a different face, but it’s like the same person.

(Speaker 2)
And they’re like, they don’t want to do the work. That’s why I tattooed that favorite Bible verse on my bicep that says lazy hands make for poverty, but a diligent hand brings wealth. So I say, Hey, you should go read Proverbs 10, four. because what you’re trying to do is be lazy. Oh, and you’re going to be in poverty if you’re lazy. And if you want to be diligent and work your butt off, then you’ll make some money.

(Speaker 2)
That’s how if you’re a Christian and you believe that, that’s how God rewards you. He rewards your diligence, not your laziness. Just like T . D.

(Speaker 3)
Jake said, you don’t believe in God for a car.

(Speaker 2)
You can work your butt off, get a job, and pay for your own car.

(Speaker 3)
You don’t need to be praying that God gave you a car.

(Speaker 2)
God gave you a brain and two legs, so get up off your lazy ass and go do some work, and you can buy your own car.

(Speaker 3)
So step one, determine.

(Speaker 2)
You got to know you got to know the numbers.

(Speaker 3)
You got to know your numbers.

(Speaker 2)
Step two, determine the number of hours per week that you’re willing to work.

(Speaker 3)
And step three.

(Speaker 2)
Now, here we go. You’ve got to have great branding. And Nathan, I want to talk to you about this. with Complete Carpet. We’ve worked with you now for how long? A little over two years.

(Speaker 2)
What kind of growth have you had in the past two years? We have over -tripled. Did you say tripled? Yes, I said tripled as in two times. Did you say tripled? I think it sounded like tripled when I said it.

(Speaker 2)
Is that like switching your company into sport mode? I believe that’s like sport mode and taking both the buttons off. So you, when we started working with you, we’ve gone through all these steps, but one is branding. We got to make sure your website looks great.

(Speaker 3)
What would you say to somebody out there who has a nasty website, but their husband built it?

(Speaker 2)
It’s a nasty website, but their cousin built it. It’s a bad looking thing, but they made it themselves and therefore they’re sort of unwilling to change it.

(Speaker 3)
I talked to a guy just the other day, sad story, Steve, you would like this story. He’s a guy who’s not making any money. And I pointed out to him, on our 13 -point assessment, I said, on a scale of 1 to 10, if Tesla is like a 10, like a beautiful website, and a 1 is like a 0, bad, how highly would you rank your website?

(Speaker 2)
And Steve, he tells me 10. And I’m looking at it, and it is nasty. And I said, can I be candid with you? He goes, well, why would I want to do a coaching call with you if I don’t want you to be candid? And I said, OK, well, on a scale of 1 to 10, 10 being the best, your site’s a 1. but you think it’s a 10.

(Speaker 2)
Are you kidding me? Do you realize how many hours I’ve spent on this thing? That’s why it’s a 10, because he did it. So I want everybody out there to ask yourself, on a scale of 1 to 10, how highly would you rank your website?

(Speaker 6)
And what would you say, Nathan, for somebody out there who is a entrepreneur, they have a nasty -looking website, but they don’t want to change it because their wife, their husband, their cousin, their neighbor, somebody built it?

(Speaker 4)
Unfortunately, you’re going to stay poor.

(Speaker 2)
And if what you’re doing doing would get you where you want to go, you’d already be there.

(Speaker 3)
That’s why you need help for somebody out there.

(Speaker 2)
So let’s talk about the branding for a second.

(Speaker 8)
Elon Musk says that branding is just perception. Stevie says branding is just perception.

(Speaker 1)
Let’s think about this for a second.

(Speaker 2)
It’s just perception.

(Speaker 8)
He says brand is just a perception and perception will match reality over time. Sometimes it will be ahead, other times it will be behind.

(Speaker 3)
But brand is simply a collective impression some have about a product.

(Speaker 5)
Steve, what happens if you have nasty branding and you are unable to notice that it’s nasty because your wife built it, your husband built it, your cousin built it, what’s going to happen to your company?

(Speaker 3)
It’s going to suck. Well, you’re gonna have trouble selling things, you know, probably gonna be difficult for you.

(Speaker 1)
I let the awkward pause occur because There’s somebody out there that needs to hear this.

(Speaker 2)
Breck, I’m sure there was a time in your life where your website was not great. It was terrible. And no one could find it. Before I met you guys, yeah, my website, my web presence as a whole was just terrible. I mean, there’s not a better word for it. Now, what if it looks good, but it’s not findable by the search engines?

(Speaker 8)
What if it looks great, but it’s not?

(Speaker 45)
It didn’t look good, and you couldn’t find it.

(Speaker 2)
I mean, if you type the exact web address in, you probably wouldn’t find it.

(Speaker 55)
This is really encouraging advice, though, because The reality is, if you have a website that’s not doing that well, that means if you change it, you can start doing well.

(Speaker 8)
Oh, absolutely.

(Speaker 6)
This can really bring you up. If it was already perfect and you’re not doing good, well then what can you change?

(Speaker 3)
But if it can be improved, and then you can improve it and become better, oh my goodness, then the sky’s the limit at that point.

(Speaker 6)
I see people, and Steve, you’ve seen these people because you’ve actually referred some of these people to us.

(Speaker 2)
This is what happens.

(Speaker 3)
Steve, you’ll pull up in the parking lot driving a Lamborghini.

(Speaker 2)
or your wife’s Lexus SUV in sport mode or this just in. He’s in sport mode. He’s locked in. Wait, how does a Lexus in sport mode compare to a Lamborghini? Oh, wow. Yeah, true.

(Speaker 2)
Tell us this. Is that like a Lamborghini running on gravel and diesel? It doesn’t work. It doesn’t compare. Does the Lamborghini have a Chevelle mode? No.

(Speaker 2)
So you… They’re nothing alike. People will see you pull up in the Lexus SUV or your Mercedes or your Bentley or a Lamborghini.

(Speaker 6)
They’ll see one of your cars that you have or they’ll come to your nice house and either way they’ll show up and they’ll go, Steve, how are you growing your business? And you go, well, you know, I’ve been working with a coach for about five years, five years now. And Clay and I meet every week and he’s been taking me down this proven path. And he and Dr. Zellner have built 16 multi -million dollar companies, between the two of them, in all different industries.

(Speaker 2)
And if you follow the proven path too, you too will have success. And they go, well, give me his number. And then they reach out to me. And then we’re on the phone.

(Speaker 8)
And I say, hey, your website currently is ranking low in the search engine results, because it looks good, right? But it’s not built on WordPress, and it’s not canonically compliant. What percentage of the time does somebody with a good looking website that doesn’t rank high because it’s not canonically compliant, argue with you or me about the way search engines work. Yeah, that’s the problem. Every time I do, every time they want to argue about, I think that’s like, which is why I only want 160 clients, by the way. Some of y ‘all are making me crazy, Steve.

(Speaker 8)
That’s like, you know, I don’t know if it’s a skill or if it’s learned or what, but it’s like if I don’t have an ego about crap I don’t know about. But for some reason, some people do. They get a big ego about crap they don’t know about just because, I don’t know, they feel like they work for it. I don’t understand. And then they read like one half of one chapter of one blog about search engines. And now they’re an expert.

(Speaker 8)
And they say, Steve, well, apparently Google just did a update update, and it doesn’t work that way anymore. Every time, Breck, you’ve heard this, I’m sure.

(Speaker 2)
Well, sure. But one of the things I was going to say is, you know, when you talk about brand and the overall impression and how that all ties together as your perception of a business, as a company, of an individual, it’s about congruence. And so, you know, people don’t like incongruence. And so one of the things I love about you, Clay, is when I go to the Thrive Time office or I go to the studio, there’s a similar aesthetic, there’s the same feeling, there’s the same, you’re not different when you’re on the radio, you’re not different when you’re in person or at the, you know, the conferences workshop. Yeah. You’re the same person, you’re unapologetic for who you are.

(Speaker 2)
And there’s that same congruent thread throughout all of it. And I think that’s one of the things that drives people, customers in particular crazy is when they have a certain impression. And then you know, a certain expectation, and you don’t You don’t meet that each and every time. It’s inconsistent. And they start to see hypocrisy within the company or the service or the product. One time you get a great product, the next time you don’t.

(Speaker 3)
That’s the kind of thing that doesn’t help your business. It doesn’t drive it forward. It only hinders it. So on a scale of 1 to 10, I want you to rank your website right now, your branding, anything people can see, right? Anything people can see or touch about your company, your business card, your website, your print pieces, marketing commercials, rate them on a scale of 1 to 10, with 10 being the best, 1 being the worst. And if you need to fix them, do it.

(Speaker 3)
But again, step 1, know your numbers. Step 2, know the number of hours you’re willing to work per week and when you’re willing to work those. Three, improve that branding. Step four, Nathan, I want you to talk about this. You’ve got to have a three -legged marketing stool. There’s got to be some way that you market to people that is somewhat turnkey, some way that doesn’t involve you personally networking to bring every single deal in the net.

(Speaker 6)
There’s got to be a three -legged marketing stool.

(Speaker 2)
Nathan, why do you have to have that? a turnkey marketing system that doesn’t involve you and your incredible wife, Tony, personally going person -to -person, house -to -house, passing out business cards. Well, one, cause there’s only two of us. And if I want to do more than two jobs a day, then I’m going to have to have other ways of bringing stuff in. I tried some of the, uh, networking groups where you have to meet up every third Thursday or every second Thursday at 5 AM or 7 PM for lunch. And those are just five people.

(Speaker 2)
I can only connect to those five or 10 people. Whereas online, if you get on and put a ad on front, I think last week we had a nine. 900 impressions on how can I touch 900 people in a week easy? I put an ad on Google and I can come up at the top area or in the maps and I’m now I am in front of thousands of people on a weekly basis instead of a couple hundred that I can touch what are your Marketing moves that you do over there a complete carpet Like what are the actual moves that we do now with you on a weekly basis? I get customers. Absolutely We do Google AdWords and that way you can get something that’s dynamic They’re searching directly and we can be in front of people that want us right now we also connect with customers we want reviews because just having an ad that’s only going after search but if somebody’s just wanting to find you they see you they want to know well how reputable you are having a good I think we’re a 470 plus 5 star 469 469 mmm can I ask you a question about that oh yeah I have 610 reviews and you have 469 so does that mean I’m like a hundred and forty one times better than you don’t know the math exactly on clay is I don’t know the math

(Speaker 2)
looks at it I’m just trying to figure out like I kind of want to call out Nathan at this point and say dude I think you should this sport mode has really affected your attitude I just think you should try to pass me so I’m gonna have to stop working every third Thursday and start No, you only have 469. I have 610. I’m just saying I’m kind of kicking your butt. So I want to make sure that everybody out there understands this idea. You have to have a three legged marketing stool that works. It’s got to be a turnkey system.

(Speaker 2)
So let’s break down the moves for complete carpet. Every single week, you have to do the following four things every week. Get video reviews every week. Get video, if you want to dominate on Google, V -I -S -M is how you do it. Somebody should write this down. V -I -S -M, where there is no visim, your digital dominance will perish.

(Speaker 2)
Okay, V -I -S -M.

(Speaker 3)
V, get a video review. I, add optimized images. S, add original search engine content. And M, get more freaking reviews.

(Speaker 1)
V, get video reviews.

(Speaker 6)
I, optimize those images.

(Speaker 2)
M, get more freaking reviews. V -I -S -S, add search engine content. M, get more reviews. Again, somebody should write this down. V, get video reviews.

(Speaker 54)
I, get images optimized.

(Speaker 2)
S, add search engine content. M, get more reviews.

(Speaker 3)
Why do you have to do it every week?

(Speaker 14)
You know, two of those things aren’t mutually exclusive, because I get asked this all the time.

(Speaker 2)
Like, how do you get a video review from somebody? And you’re standing there with a customer. One, do a good job. I mean, don’t ask people for reviews if you haven’t done an amazing, awesome job. But hey, I know I sucked, but do you? Real quick, let me let me say this.

(Speaker 2)
This happened. Happens a lot. Let me give you an example. Maybe two months ago, I’m in a meeting with a guy and his company sucks and he wanted to become a client. It sucks. I mean, Breck, I’m serious.

(Speaker 24)
This company sucks.

(Speaker 2)
I think you have a sound effect for that.

(Speaker 32)
Well, let me say this.

(Speaker 2)
I went online and I was I was him up and all of his reviews are bad. I mean, bad, bad, bad. And I said, hey, we got to fix your online reputation. And so please explain to me the origin of these complaints.

(Speaker 8)
I just want to know.

(Speaker 2)
Because people are writing all over Google. They’re like, I paid dude $25 ,000 to remodel my house.

(Speaker 6)
and he never finished, and he’s never called me back, and he still has my $25 ,000.

(Speaker 47)
If you know his whereabouts, please have him.

(Speaker 6)
And it’s like on Houzz, on HomeAdvisor, anywhere that you can leave a review, somebody is leaving a review. And Steve, I’m sure you’ve seen this kind of thing. Passionately.

(Speaker 1)
They’re passionate.

(Speaker 2)
And they are pissed. Sure. And he says, I want to find a way to bury those. And I said, is it true?

(Speaker 1)
He says, oh, yeah, yeah, yeah.

(Speaker 2)
But I want to know, what’s the best way to get good reviews and to bury the bad ones? I’m being serious, though. Start doing good work. Have you ever seen this scenario, Dr. Breck? What you do, I want you to, the next time this happens, just for my – What it happened with, I got a bad review. For my own satisfaction, the next time this happens, because I know it probably happens like once a week or something.

(Speaker 2)
Oh, yeah. Could you just say, excuse me, can you just put out your hand, and then they put their hand out like this, just slap it.

(Speaker 53)
That’s what I want you to do, and then video that, and then we can use that forever.

(Speaker 2)
This is what you need, sir. Bam, slap your head. Tough love. Yeah. But you’ve got to do this. And people say, well, how do you get a video review?

(Speaker 2)
Don’t suck. Don’t be terrible. I see. This is an example. I used to work with a pastor back in the day. Incredible.

(Speaker 2)
He says, Clay, my church isn’t growing. I’m like, well, I’m gonna walk you through the linear path. But I want you to know growing a church is not a spiritual thing. Oh, this hurt his head. Mm hmm. And he said, what?

(Speaker 2)
I’m like, it’s not. But his wife was passionate that he become a client. she knew that they were stuck. So I said, well, what I’m gonna do is I want you to rate your preaching. By the way, there’s three moves to grow your church as it relates to quality. I know somebody out there’s a pastor and they need to write this down.

(Speaker 8)
One, your sermon has to be awesome, excellent.

(Speaker 2)
Two, your praise and worship has to be awesome.

(Speaker 13)
Three, your youth and kids ministry has to be awesome.

(Speaker 3)
Again, the youth ministry and the kids has to be awesome.

(Speaker 2)
The preaching from the pulpit has to be awesome. And the praise and worship has to be awesome. To grow a church in America today. And he says, could you come watch me preach?

(Speaker 8)
I said, I will do it.

(Speaker 39)
I’ll watch you online.

(Speaker 52)
I’ll watch it.

(Speaker 1)
So I watched him online.

(Speaker 2)
And at no point does he have a point. And at no point does he bring passion. I’m being serious. And I wasn’t at the, I was not at the kids service. I didn’t watch the kids service. But you had seen enough.

(Speaker 2)
But I saw the praise and worship, and that was terrible, too. I saw the kids’ service.

(Speaker 4)
The kids came out crying.

(Speaker 2)
I said, on a scale of 1 to 10, how highly would you rank your sermon?

(Speaker 3)
He goes, what do you think? I want to know you first. He goes, well, because I’m led by the Lord, it’s a 10. I mean, that’s hard to argue that. There you go. There you go.

(Speaker 1)
It’s a different spirit there.

(Speaker 8)
No, but seriously, that’s what he says.

(Speaker 3)
And I’m telling you, it was like a 1. And I said, do you write a sermon? Do you write outlines? He goes, I just do whatever the Lord wants me to do.

(Speaker 2)
I’m more in the flow. I said, so you literally do not. He during his survey, it was abundantly clear that he was making stuff up. He just he was just swinging it. Yeah. And he says, I was just in the flow.

(Speaker 1)
Can I go off on something here?

(Speaker 8)
Sure.

(Speaker 2)
This is one of my personal pet peeves. And I know that hopefully I don’t offend anybody, but God is there for you not to hide behind.

(Speaker 4)
You need to like if you’re going to do good work, do good work so that people wonder why you’re so good.

(Speaker 3)
And then they begs the question.

(Speaker 2)
But so many, especially in the business industry, Yes, don’t hide behind a little ikthus on the side of your van or that Christ is my source of that some other thing is what did you call it an ikthus that little fish symbol that has been called an ikthus. Yeah, it actually has a title. Yes, it actually has a title I’d like literally like just learn with an ikthuses and it’s not an igloo Go ahead. Sorry, but Don’t hide, do such good work that it begs the question why you’re so good. Don’t hide behind and say, hey, I know my work is okay, but God, God, I do it before God.

(Speaker 2)
No, do it so well that people wonder what’s behind you. So the marketing game, we go back to the marketing. I said, hey, listen, pastor, I can get people in your church by getting you to the top of the Google. If you type in the name of your city and church, I can make you top.

(Speaker 3)
I can make your website look great. I can improve the video quality in your sermon. I can do all that. But if people come to your church and don’t come back, I can’t do anything about that. There’s got to be the content. And then he says, well, I’m not going to sell out and do what these modern pastors are doing.

(Speaker 3)
It’s about the word. I don’t I don’t want to help more people. I don’t want to reach a lot of people. Think about the craziness of that idea. So, again, if you’re out there today and you’re cleaning carpet or you’re growing a church or you’re selling mortgages or you’re doing chiropractic care, we create a three legged marketing stool. And again, for for complete carpet, we dominate in Google.

(Speaker 3)
Okay, we dominate the word we did the VSM we talked about that every every single week we do that. Then every single week we run AdWords and retargeting ads. And every week we do Facebook ads. That’s how we grow. It’s not that difficult. Okay.

(Speaker 3)
But once you get leads, you’ve got to be awesome. Well, and I want to on the other side of this for the business owner out there saying, Hey, I’m going to start doing this. What will happen when I start doing this? I want to give you an awesome story that will be hopefully an encouragement for you. We started doing this. We’ve done it for two years and about three or four months ago had one of our guys come in.

(Speaker 3)
job and the guy scheduled online because he knew our reputation with the 400 plus reviews and saw the video reviews online.

(Speaker 2)
I heard that’s like 100 more than you have.

(Speaker 3)
He shows up there and the husband had scheduled it and the wife was there, he wasn’t even there. And so my guy goes up there and the wife comes out and says, hey, do I have to stay? And he’s like, um, well, he gives our general thing. I need to have a form of payment. I need to wait up, lock up your house and call somebody if problem, but no, you don’t have to stay. So she tipped him 40 bucks.

(Speaker 3)
She gave him the keys to the house and the first time customer first haven’t met us before.

(Speaker 1)
And she said, you know, I’ve read your reviews.

(Speaker 2)
I saw your video things. I know you’re going to take good care of him. I want to go see a movie. And so she left. And he called me up, he said, boss, the customer just left me with the keys and a tip before I’ve even done the work. Because of all these things we’re talking about, she already knew.

(Speaker 2)
Now it was up to us to honor that commitment, to show her that we could be as good as she thought we were going to be. But you guys should have robbed her to show her, you know. I’ve heard I’ve heard that’s not a good business move. That doesn’t work out well. No, just say you locked it, but you really stole her TV. You know, let me say, and I want to give you one more thing on that note right there.

(Speaker 2)
Tell your employees. Never take from the customer because they’re leaving a pile of cash right in their living room saying, hey, if you do this work, I’ll give you all this money. Don’t take extra outside of the stuff they’re doing. It’s already there. They already called you to do something great for their, for your business. Take the pile of cash they’re already offering.

(Speaker 2)
Don’t take the pile of cash plus 1%. If you’re out there today and you feel like you are stuck, you can schedule a 13 point assessment with us.

(Speaker 27)
Um, last week we had over a hundred people reach out. Julia and Luke I think scheduled four appointments last week for me and that means there’s like 4 % of the people that we filled out a form to kind of apply that they set an appointment for me.

(Speaker 1)
One person is a good fit and we have a wonderful listener who is selling her company right now and another

(Speaker 7)
great listener who is selling his company, two clients that are selling their companies, which creates two openings. But if you’re not willing to plow down the proven path, don’t reach out to me.

(Speaker 2)
Do not call me. If you do not want to go down the proven path, don’t call me. Don’t reach out to me.

(Speaker 7)
If you have an idea and you’re not willing to put in the work, don’t call me. Don’t reach out to me. Don’t waste your time. Don’t waste my time.

(Speaker 2)
And don’t create this resentment when you reach out to me and I tell you that your idea is crazy. If you want to start an idea, Go to 360 Degrees North, go to One Million Cups, go to TED Talks, go somewhere, go to some entrepreneur incubator. But please do not call me unless you have a real product or a real service that you’re selling to real people on the planet Earth that they actually are willing to exchange real money Now, speaking of real entrepreneurs that actually solve a problem for real customers on the planet Earth, it is now time to call Randy Attrican, the founder of PMHOKC.

(Speaker 1)
He’s been a client here for the past nine months, and his company has grown by over 70 percent.

(Speaker 7)
Think about this.

(Speaker 1)
As a result of following the proven path that I have written for Randy Attrican and his company, PMHOKC, his company now has done more sales during the first four days of January than they did all of last year during the month of January. And now, without any further ado, let’s call Randy.

(Speaker 3)
Will he pick up?

(Speaker 1)
That is the question. Randy Antracan, how are you, my man? Good, man.

(Speaker 2)
Appreciate you having me. Hey, can you tell the listeners out there what you do for a living? Tell them about the name of your company and where you’re based. Yeah, we’re out of Oklahoma City, now Tulsa as well. Our business is called PMHOKC, which stands for Perfect My Home.

(Speaker 2)
And we basically do any type of construction outdoors. So a strong emphasis in outdoor living, you walk out your back door, whatever you see, that’s kind of what we do. Okay, we’re going to talk about a lot today. I want to tap into your wisdom about this, but let’s do this.

(Speaker 14)
I want all the listeners, do a Google search right now for P -M -H, P -M -H -O -K -C.

(Speaker 10)
What does P -M -H stand for? Perfect My Home.

(Speaker 20)
Okay, so everybody do a search right now for P -M -H -O -K -C.

(Speaker 10)
Do a search. Okay, great. There you’re going to see the highest rated outdoor living company in Oklahoma City right now. and you’re going to see a ton of video reviews. A ton. I mean a massive amount of video reviews from real customers.

(Speaker 10)
Real customers. I’m going to queue up one of them, Randy. I want to play this for the listeners because I think that somebody out there needs to understand what I’m talking about. Let’s do a Google search here for PMH OKC. I’m searching right now. I’m finding the video.

(Speaker 10)
Let me just play this audio clip.

(Speaker 2)
This is phenomenal. Let me play it for you real quick. Here we go. What is your name and where are you from? My name is Terry Tilly and I am from Texas but we live here in Guthrie, Oklahoma now.

(Speaker 7)
How did you hear about PMH OKC? Actually on Facebook. I was just, I had been doing some Google searches for patio covers and pergolas and such. And then all of a sudden, Facebook found out and started posting different things. And so I saw quite a few different companies that offered them.

(Speaker 1)
But I saw that you did solid covered pergolas.

(Speaker 2)
And I knew I wanted something that was going to give us more shade and more protection from the rain.

(Speaker 7)
and the elements.

(Speaker 6)
And so then I started researching and you guys had really wonderful reviews.

(Speaker 2)
What was your best experience while working with PMH OKC?

(Speaker 7)
The guys that actually built the pergola, well even the guys that delivered the materials, they were all so sweet. Very nice, very friendly, you know, yes ma ‘am, thank you ma ‘am, you know, they were so, so sweet. So I would have to say just that the crew, they were all very polite, they were on time, they were here when they said they were going to be here.

(Speaker 2)
And they got it done really quickly. What the crap? Randy, you have people that are on time.

(Speaker 7)
They’re showing up on time to get the pergola installed on time, to get the outdoor kitchen on time, to get the chimney built on time. What the crap? How much did you have to pay that woman to say those words? $1 million.

(Speaker 8)
No.

(Speaker 2)
No, I mean, that’s what we focus on. You know, people seeing a real person say that is priceless, because we get the same thing over and over again. Every time we quote a job, we show them those type of videos, and it just gets us all kinds of jobs. Can you talk about, as a percentage or in whatever way you want to describe it, how do your sales, we’re recording this show right now on January 5th of 2020. This show will come out in March, but can you maybe describe your sales this year in the first five days of January versus all of last January, the sales numbers?

(Speaker 7)
Yeah, our last January was $126 ,000, and we’ve already done over $150 ,000 in the first four days. What? Repeat that again, please. We had about $126 ,000 last year, all of January, and we’re over $150 ,000 already in the first four days. A lot of that’s from work that we started doing several months ago. with reviews and SEO.

(Speaker 2)
That’s crazy. And because we’re five days in right now, I don’t know, but I would speculate that we’ll probably end up doing 10x growth this month. Do you believe that, or what do you foresee happening for the rest of the month of January? Oh yeah, I’ve got $600 ,000 on my goals for it because we’re about to hit two big trade shows too. One of them is the biggest one of the year, so I’m expecting huge things. We’ve got so many things in the pipeline, it’s crazy.

(Speaker 2)
We’ve got probably a quarter million that’s about to close already.

(Speaker 7)
We haven’t even gotten today started. I want to make sure the listeners are getting this idea here. We’re talking about how to 10X your growth and how to turn your accounts receivable into bank deposits that are believable. So, Randy, in your industry, it can be a dangerous dance with the devil, and it’s called accounts receivable. It’s when you go out there and do a great job, and Dr. Breck, I’m sure you deal with this too, it’s where you do a great job as a chiropractor, a great job as an outdoor living company, and then people don’t pay you. Does that ever happen to you, Randy?

(Speaker 7)
Yeah, it has. About three weeks ago, we were owed about $200 ,000.

(Speaker 2)
It’s just this time of year, people slow pay. They give you all the excuses in the book. It just comes down to really getting in their face and getting it. You know, with me and you and our coaching, we’ve got that down to 40 ,000, but we just had to get really aggressive. So let’s talk about this in our, in our twisted world that we live in. Um, uh, Randy, what are some of the excuses that you’ve heard from people?

(Speaker 2)
And I want to, I want to deal with this because if you’re not careful, you’ll feel bad as an entrepreneur collecting money that

(Speaker 44)
you’re owed.

(Speaker 2)
Somehow customers can flip it where you feel bad for collecting money that’s owed to you. What kind of excuses have you heard? I just want to write these down.

(Speaker 13)
Most of them are, I just forgot.

(Speaker 8)
Probably the main excuse I get is people saying, oh, well, I just missed you.

(Speaker 2)
I got home and I forgot to write your check.

(Speaker 35)
Or another one that we’ve gotten was that They haven’t gotten paid yet.

(Speaker 2)
Well, no, that’s not really my problem. You know, some of these bills are three, four weeks overdue. And, you know, I, I shook hands with you, not with your builders.

(Speaker 3)
So, um, most of, most of it’s just, most of it’s just, uh, you know, things, stupid, petty excuses.

(Speaker 51)
Like I forgot, I’m going to, um, read off some excuses.

(Speaker 48)
that I have here in front of me.

(Speaker 2)
And I would like for you to tell me if you’ve ever heard this before, Randy, OK? So I’m going to write off the excuses that I’ve heard before, OK? One is, can you mail me an invoice? Could you send that invoice to me? You ever heard that one? Yep.

(Speaker 45)
So you’ve heard that.

(Speaker 2)
Someone says, can you send me an invoice? They know how much is over.

(Speaker 43)
Could you send that to me?

(Speaker 7)
My accounting department needs it. Have you ever heard this one?

(Speaker 2)
Yeah.

(Speaker 8)
Could you mail it to me again?

(Speaker 2)
I must have got lost in the mail. You ever heard about that one? It is in the mail.

(Speaker 50)
Yeah.

(Speaker 2)
this week. Okay, so now how about this one? This is this is powerful. Um, it my wife is going through an illness right now in her body. It’s, it’s a bad deal. And it’s a could be a tumor could be a cyst.

(Speaker 2)
Could be something I just want some prayer. And I’ll pay you.

(Speaker 7)
So you ever heard that one where they flip it now all of a sudden, you’re praying for them? Have you heard that one?

(Speaker 2)
Yeah. And they make you feel bad for even asking.

(Speaker 1)
If you ask again, you feel even worse.

(Speaker 7)
Oh, Rick, have you heard that one? yeah, absolutely. Have you heard this one? Well, we have a vacation coming up right now to Disney, and I would hate to let the kids down right now, but I’ll get back with you after my trip.

(Speaker 2)
Have you heard that one? Yes. Oh, after? I can pay after the trip. Now, here’s another one. This is a good one.

(Speaker 7)
You hear this in Oklahoma a lot.

(Speaker 1)
I know as a believer, you know and I know when we’re just coming together and we’re just believing for my husband to get a pay raise, for my wife to get a pay raise, for money to come through.

(Speaker 2)
Right now we’re just waiting for the money to come. Have you heard that one? In a version, yeah. A similar version. What are other excuses you’ve heard? Because I want to bring these up because there’s somebody listening right now who is owed an incredible amount of accounts receivable and we’re trying to help them turn that into bank deposits that are believable.

(Speaker 2)
What other excuses have you heard?

(Speaker 7)
Well, a lot of people will just avoid my phone call. But I mean, yeah, that’s probably the main thing is people just completely avoid your phone call altogether.

(Speaker 2)
And then whenever you get a call back, they just like, oh, I missed your call or, you know, I’ll send an email to them and it’ll, you know, I have a little system that says that they’ve opened it or not. And just boldface lie to you. I saw somebody at the Christmas party.

(Speaker 6)
Freaking off pissed me off. I’ll go to the Christmas party. This person says me at my Christmas party I don’t know how they got to the Christmas party They’re not a client anymore, and they said I have been true as soon as we saw each other I have been trying to reach you. I love that one the entire time that their Christmas party this person owes me money It’s when our coaching program you we don’t work with you if you owe money, okay, so they basically they associated They called their credit card company and reversed charges on the last month after the month, and then I called them on they go Oh, I was on the phone

(Speaker 2)
but I’m gonna put that back well one that’s fraud when you call your company and say that you didn’t authorize those charges but then they said they’ve been trying to reach me for over a month for over a month Randy have you ever heard that I’ve been trying to reach you I’ve been trying to reach you Oh yeah, yeah.

(Speaker 6)
We get that all the time. So how did you collect your money this past month? How did you take your accounts receivable from nearly $200 ,000 down to $40 ,000? How’d you do it? What kind of words did you say? Help somebody out there.

(Speaker 3)
There’s a listener out there right now. You’ve got a ton of money owed to you and somehow you feel bad about collecting the money. Help set a listener free, Randy. We call them like 20 times a day and got basically borderline disrespectful with them And I mean, we just blew their phone up and then whenever they did call and give us those excuses We just basically had to be very frank with them and say hey, this is this is a past due for six weeks We’ve got to get a payment. We’re gonna I mean, I always just threatened them with a lien on their house and that usually works and There it is.

(Speaker 7)
Now, what is it for me up there who doesn’t know what a lien is?

(Speaker 1)
Can you kind of explain?

(Speaker 2)
I’m not asking for the technical mumbo jumbo, but can you kind of explain, Steve, what a lien is on your house and why that’s not a good thing to have one on your house? Yeah, well, you could have a mortgage lien on your house, which is not necessarily a bad thing.

(Speaker 8)
But what he’s talking about is they call it a mechanic’s lien. And so what happens? A contractor maybe comes and does some work on your house, puts a roof on, does a beautiful pergola like OKC.

(Speaker 2)
What is this PMH OKC? And then they don’t pay. And if the contractor wants to and you’re not paying them in a timely manner, they can go file a mechanics lien on the property. And essentially, it locks it up to where you can’t really do anything with your property until you pay them. But it’s only for a period of time. So it can’t be it’s not like on there for for life or anything, but they couldn’t sell their house until they get the money.

(Speaker 2)
this. Most people are, you know, I mean, most people don’t think you’re serious. And then if you do that, you can let me give a business owner out there a super tip that it really will help to free you up. This is great. But before this happens, do not accept post dated checks. If they say they’ll pay you later for the work you’re going to do today, say that’s all right.

(Speaker 7)
I will do the work later than when. Oh, there we go. The money. Okay, so that’s a great tip from Nathan there with Complete Carpet. Dr. Breck, have you ever had people owe you money? Well, we also use physician’s liens.

(Speaker 7)
And so, you know, there’s oftentimes where patients pay up front or it’s an insurance situation, but then with like a personal injury case where we know we’re going to do all the work and we’re not going to get paid until the case has closed and then settled, which may take years, we do a physician’s lien to make sure that our name gets on that check because we have had patients who receive the check, cash it, that was meant for their care, and they never paid the bill. And so without that physician’s lien, there’s really no recourse that we have. I want to talk about this, Randy, because you do such a great job at this. We talk about this so often on the show, but one, you’ve got to know your numbers. You’ve got to know the number of deals you need to break even, the number of deals you need to achieve your goals. Two, you’ve got to determine the number of hours you’re willing to work per week to make that success possible.

(Speaker 7)
Three, you’ve got to improve that branding. Four, you’ve got to have incredible marketing in place that works.

(Speaker 2)
And then you’ve got to have a systemic sales process. And you’ve got to wow your customers. But after you wow the customers, you’ve got to collect that money.

(Speaker 7)
You’ve worked with other contractors, Randy. I’m sure you’ve met other contractors in your industry. Yes. Why is accounts receivable such a big issue in your industry? Well, there’s a lot of people that are in business that shouldn’t be in business. And as you know, in business, cash flow is king.

(Speaker 7)
And, you know, a lot of people don’t operate the way that we operate.

(Speaker 2)
Meaning, you know, some of us that do really well, you know, the tornado put a lot of people in business a long time ago. And, you know, most of those people, you know, should never have been in business.

(Speaker 7)
And so, yeah, they’re good at their trade, but bad at business.

(Speaker 2)
And so you get sucked in with their bad bookkeeping. And, you know, I see it all the time. I see people living beyond their means.

(Speaker 7)
I was guilty of that in 2003, and then 2008 punched me in the face when the market crashed. There’s so many people that are driving around in nice cars, but they don’t pay their contractors. You see it, and it just sends mixed messages to people that work for them that are driving to Escalade or going to Disney World or whatever. They don’t have all their bills paid. And so I think it’s just bad business owners. So I want to go down this path.

(Speaker 7)
And I’d like for you to mentor our listeners out there, because you’re one of the most coachable clients I’ve ever worked with here. Knowing your numbers, why do you and your wife put the time and effort into knowing your numbers?

(Speaker 2)
Well, you measure what you treasure.

(Speaker 6)
And what gets documented gets improved.

(Speaker 31)
And if you don’t know where you were, you don’t know where you’re going, it’s really hard to put a measuring stick on your success.

(Speaker 6)
And I’m a huge tracker. Even before I met you, I loved tracking numbers.

(Speaker 2)
But even more since I’ve met you, just looking at overhead and setting budgets for each department within your business. It’s so crucial because you can make so many little tweaks and just make a huge impact by small little two millimeter shifts in your business. I think by default and maybe you don’t agree Randy but by default your payroll your fixed expenses are going to grow at the same rate of your gross revenue aka you’re not going to be profitable. Do you agree with that that by default that’s what happens? Your gross revenue fixed you said your gross revenue will grow with your payroll?

(Speaker 7)
I mean did you agree by default that your payroll will grow with your payroll? at a rate that keeps up with your overall gross revenue if you’re not careful? I mean, do you agree that by default, basically your fixed expenses are going to drift upward if you’re not intentional? Oh, absolutely. Yeah. I mean, we had to cut $20 ,000 a month in overhead just last month because it was getting away from us.

(Speaker 7)
Well, we’re in a seasonal business, and so in the summer we’re doing $400 ,000 or $500 ,000 a month. and you get to December and you’re $250 ,000, statistically the worst month is December, but your overhead’s $100 ,000.

(Speaker 2)
That’s not good. You have to you know, you have to set your overhead to one of your worst months of the year, and then you can just rake it in on the good months. But like you said, if you’re not careful, it gets away from you, and you’ll assign someone for every task in your business versus just making several tasks for one person, several jobs for one person to take over, which is kind of what we did. We cleaned house last week and really fix some of those issues. Steve have you ever seen this before that the fixed expenses will gradually just drift upward or do you believe that they by by default you tend to become just you tend to drift into becoming more profitable? No you definitely don’t drift into becoming more profitable.

(Speaker 7)
Thank you. Yeah I mean you know you just just as he said the you you look at

(Speaker 2)
one day and you’re like, holy crap, how did we get all this expense, and then you gotta go chop it sometimes, and then, because I think, you know, a nickel turns into 10 cents, and that turns into 25, and the next thing you know, you’re spending money that you didn’t realize you’re spending.

(Speaker 6)
Everybody does that even, just the other day, I told my wife, I said, I think Amazon could literally just charge us, you know, $37 a day, and we would, We wouldn’t even know like they could charge it and then like not even send anything to us because if you’re not watching it or inspecting it, you know Just can kind of get away and that’s if you have a whole bunch of really honest people that work for you I mean just imagine if you have somebody who’s not honest and they’re doing things I mean then they can it can sneak up on you and next thing you know, you’re Just this past week, I was working with one of our clients, and he found that $750 was spent by some other company.

(Speaker 8)
Somebody else got his credit card, I guess, and was using it for other things on Facebook.

(Speaker 1)
I don’t know what you can buy on Facebook, but other ads or other marketing or something was being done where his card was being used without his permission.

(Speaker 2)
Crazy stuff there. Crazy stuff. Me and my wife met yesterday for a budget meeting, and we noticed our fuel main card was $700 more this month.

(Speaker 28)
We looked at that stuff every single month, and we just let this guy go last week.

(Speaker 6)
But we noticed this, and it was his truck.

(Speaker 2)
Well, he was filling up two times a day. Um, and one of them was for like $112 and the truck only holds like 50 bucks. So it was like 50 bucks. And then $112, he ripped us off like $700 a month. I would not have known that if I had not have been tracking my numbers and looking at all of my overhead. This is so important.

(Speaker 2)
This is so important.

(Speaker 7)
Now, the final two teaching moments I want to give the listeners out there. Um, you’ve got to determine how many hours per week you’re willing to work. Um, Randy, what time did you work? up on Friday? I wake up at 3 a . m.

(Speaker 7)
every day except for Sunday I wake up at 5. Steve, what time do you wake up most days? 4 .20? That’s hilarious. I just figured that no one that ever smokes pot will wake up at 420 a . m.

(Speaker 7)
That’s your ultimate joke. That no one that no one knew about until right now.

(Speaker 1)
420 in the afternoon.

(Speaker 7)
That’s hilarious.

(Speaker 49)
They’ll get up at 420 in the afternoon.

(Speaker 7)
That is so funny that you mock potheads with what time you wake up. Yeah. I love that.

(Speaker 2)
OK, so let’s talk about this, Randy.

(Speaker 7)
The diligence.

(Speaker 2)
Your dad taught you a lot about diligence.

(Speaker 7)
We’ve talked about this in the past.

(Speaker 2)
What did your dad teach you about work ethic and diligence? From a very young age, we threw a paper out. I would say I was about eight years old. We were kind of poor, not like poor poor, but we were paycheck to paycheck. My dad started a paper out when I was young, and I went with him every single day. When I say every single day, it was like Christmas I mean, any day of the year, we were out throwing paper out.

(Speaker 7)
And so, I would work for a Coke and a candy bar for about five years.

(Speaker 2)
That was my payment, a Coke and a candy bar. And then, you know, after school, he had a masonry business. He would, you know, at the end, I felt like he was dragging me out there, but I didn’t realize what he was teaching me. He was teaching me hard work, and I mean, he would push me.

(Speaker 7)
He would push me in the back to walk faster if I walked slow.

(Speaker 2)
I mean, that’s the kind of the upbringing I brought and now, you know, it’s easy to look at that and be like, oh, you know, I had a rough childhood, but I don’t really think that now. I mean, I think that my dad was training me for, you know, a career like what I have right now. And I would say that probably my biggest strength is my work ethic nowadays. What time did you and your dad wake up to throw the ball? It was about 3 a . m.

(Speaker 2)
It’s pretty close to that.

(Speaker 6)
I mean I’ve always kind of been a morning person and then you know the fire department really retrained my mind when I was doing that. We had a really weird work schedule so we was up all times of night so that kind of plays into factor as well.

(Speaker 4)
You were a firefighter?

(Speaker 1)
Yes for Edmonds for several years and I tore my Achilles after that. How long were you a firefighter?

(Speaker 2)
About five years.

(Speaker 8)
So let’s make sure we get this. I wanna make sure we’re getting these data points here, these ideas.

(Speaker 2)
One, your dad woke you up at three in the morning, every morning for a long, long time. Two, you have done more sales in the first five days of this month than all of last, the first four days of this month, than all of last January. So in all of last January, you did less sales than you’ve done in the first four days of this January.

(Speaker 1)
Is that correct?

(Speaker 3)
That is correct.

(Speaker 6)
Okay, and so if you listen to this show a lot, and I know you do, and you’re going, I’m implementing the marketing, I’m doing that, I’m doing the branding, I’m doing all that, but I suck.

(Speaker 2)
Then it’s not going to work. So I want to talk about this for a second, because we started working together, what, about nine months ago, seven months ago? How long ago did we start working together?

(Speaker 7)
Yeah, it was about April. So nine months ago, we built a little business baby in nine months, but the business has done great. But again, if I’m in a meeting teaching you about getting reviews and you suck, then you won’t want to get reviews. But you don’t suck, which is why you can get reviews. And as we demonstrated with that earlier audio testimonial, your customers like you. Talk to me about how you get your team to get things done on time and on budget, when most contractors can’t see

(Speaker 7)
to figure that out. I mean, Steve, before we get Randy’s answer, have you ever had a contractor that couldn’t get it done on time or on budget? Never. Are you kidding me? They’re trained to not do it on time. Dr. Brecht, that sort of ambidextrous idea of being on time and on budget, I have struggled to ever find contractors that can get it done on time.

(Speaker 7)
on time and on budget. I find people that can get it on time but not on budget.

(Speaker 2)
I’ve not found either to be true.

(Speaker 7)
I mean, very rarely do they ever come in on time and never on budget. Nathan, have you ever seen this here with Complete Carpet? I’m sure you’ve interacted with other contractors. Have you ever noticed that, I mean, have you ever had a hard time with contractors being done on time and on budget? The number of times that we’ve had to change a carpet cleaning because the painters are still in the house a week later. I mean, if I had a penny for every one, that would be it.

(Speaker 7)
Every time I had to reschedule. All right. So, Randy, how do you do it? How do you do the trick of being on time and on budget? Well, it starts with actually long before you actually get to the job. Every morning we have an 8 a .

(Speaker 2)
m. morning huddle, and every single morning we have a printout of every single job, and we’re looking at all those jobs, and there’s an accountability there with that. If there’s something that needs to be done, we need to put a name on it. Who’s going to own that right now? And we’re going to talk about the next morning. It’s the carrot and the stick as well.

(Speaker 2)
So if we put your name on it and you’re responsible for that, it doesn’t get done. You’re either getting written up or you’re going to have some consequences for that, sometimes even monetarily. So it starts with that. And then just a really good CRM program, staying on top of schedules and times and texting people ahead of time. We have a system of when we update customers, so we like to push updates rather than them pull it from us. You know, I think the home builder, what was his name?

(Speaker 2)
The guy that you coach up there. Shaw Holmes. Yeah, Shaw Holmes. So, he said something pretty similar to that, too. And I actually learned a little bit from him whenever he was talking at the conference several months ago. And we started doing that.

(Speaker 7)
updating customers every Tuesday and Thursday, and that just completely changed a lot of things for us in a good way. But yeah, it’s more of the carrot and the stick. You’ve got to have good people. If your people are not on board with your system and process, then they’re not going to do it. If you just let people run wild, they’re just going to do whatever they want, and that’s the way we ran our business for the good part of 13 years. We had no system at all.

(Speaker 7)
and no accountability.

(Speaker 2)
When you rebrain your business to scale, to put your systems on paper, you have a little bit of a learning curve and a little bit of growing pains, but you just have to build that system for your team. I have a Bible verse I want to read to the folks out there listening. This is Proverbs 29, 19. One that I have never read on this show so far, because I’m maybe ignorant of much of Proverbs. I’ve read Proverbs multiple times, but every time I go through it, I go, oh, wow, that’s good. You know, this should be in the Bible.

(Speaker 1)
And then I go, it is in the Bible.

(Speaker 48)
Oh, wow, I should read this more.

(Speaker 2)
Proverbs 29 .19 reads, servants cannot be corrected by mere words, though they understand. They will not respond. Again, Proverbs 29 .19.

(Speaker 1)
Let me read the original version again.

(Speaker 6)
Servants cannot be corrected by mere words, though they understand. They will not respond. Let me try again. Let me do the new, Steve, let me do the, this is the new employer’s version of Proverbs, okay? Employees cannot be corrected by mere words, though they understand. They will not respond.

(Speaker 6)
Randy, if you don’t have a carrot and a stick, if you don’t have something bad that happens when somebody doesn’t get their crap done, why won’t they improve?

(Speaker 2)
Well, because they don’t care about your business like the way you care about your business, and most people are there just for a paycheck. and that’s the truth. they’re just not gonna, maybe they don’t even know that they’re doing something wrong. A lot of people, I think, walk around thinking that they’re doing a good job, but they don’t have the same expectations that we have. I mean, I know I have super high expectations, and I’m never, never content with where we’re at, even as good as we are. There’s always things that we’re looking to improve, but some people just don’t think the way that you think whenever you’re running your own business.

(Speaker 2)
They just look at it as a paycheck. Steve, Proverbs 13, 24. I’m not going to ask you to memorize the verses.

(Speaker 7)
I’m just firing them out at you here. I’m going to read this to you, and I’d like for you to get your take on this. It says, Proverbs 13, 24, whoever spares the rod hates their children, but the one who loves their children is careful to discipline them. Let me translate that to business owners. Whoever hates their employees won’t correct them.

(Speaker 2)
Correct.

(Speaker 7)
Steve, talk about this.

(Speaker 3)
There’s so many people who say, I don’t believe in negative reinforcement. I just want to do positive reinforcement.

(Speaker 2)
I have a carrot -rich environment with no discipline.

(Speaker 3)
Steve, why will that destroy your company?

(Speaker 2)
Well, I mean you’re you’re doing them a disservice because just as Randy just said people are walking around thinking they’re doing a good job Yep, and then one day you blow the hammer down on them and fire them and they’re just like out of left field surprise because they thought they’re doing a good job and then they hate you because you fired them so they’re gonna hate you anyway, so they might as well hate you while you are hard on them and make them get better I just got a text from a guy that worked first for a little while and you know this is very common because this always happens it always happens like six months a year three months sometime after they leave after I’m like Terrible to them and they think I’m a terrible boss as they’ll text and say that was the best place I ever worked and I wish I could have got my act together and thank you so much for investing time in me and I feel like if you’re not doing that then you’re just weak and you’re not doing yourself a favor and you’re not doing your your team a favor if you can just sit there and give them carrots all day and you think it’s blue skies and rainbows and unicorns and everything’s like wonderful. When it’s not, you’ve got to tell people when they’re doing wrong, give them an opportunity to correct. And then if they’re not changing what they’re doing, then you can, you know, kick them down the road or do whatever. But you’ve got to give people an opportunity to respond to that coaching and to get better. But if you don’t tell them you’re doing a disservice.

(Speaker 2)
Let’s think about this here. Randy with PMHOKC is doing so many things so well. Step one, you got to know your numbers. Step two, determine the number of hours per week you’re willing to work. Step three, improve that branding.

(Speaker 7)
Make sure your branding looks great. Go to PMHOKC . com and see great before and after photos, great examples of outdoor living. Randy, what kind of images can we find up on PMHOKC . com right now? Fireplaces, outdoor kitchens, pergolas, pavilions, pools.

(Speaker 7)
Retaining walls privacy walls fire pits. I mean really anything outdoors We take professional photos on most of our projects So, you know photos say a thousand words and that’s why we put a lot of effort into them fire pits TV cabinets Oh, man, privacy walls decks. They’ve got like a million by the way They ready you ship those outdoor TV cabinets the cedar cabinets anywhere in the u .s. s. Right Anywhere in the u .

(Speaker 7)
s. . And there’s a beautiful picture of him and his family, too Install lucky orange on your website You can tell where people are clicking on the website, and everybody clicks right there on Randy’s face. Sorry, there’s an extra 15 clicks just now. All right. So step number one, know your numbers.

(Speaker 7)
Step two, determine the number of hours per week you’re willing to work. Step three, improve that branding. Make it look world class and not like an ass. Step four, create the three -legged marketing stool, or you’re a fool. Create a turnkey marketing system that works. Step five, you have to create a systemic sales process.

(Speaker 7)
Randy, you have great scripting.

(Speaker 3)
You’re installing call recording there. Can you talk about what’s going to happen if you delegate your sales to a member of your team and you don’t know what they’re saying and there is no script in place? What will happen? Well, number one, you’ll notice that your sales will continue to drop. I was doing my own sales for a long time and I was the only one, so at that point you just have to be self aware of your own, you know, your own abilities. But when you have a team underneath you, you don’t know, you know, this person comes in interviews and they look great.

(Speaker 2)
They’re the shawless. They’re the tallest, uh, penny. And you’re like, Oh, I got it. But then they don’t sell. I’ve seen it hundreds of times. I mean, we’ve went through tons of salesmen and, uh, you know, these, uh, you know, the ones that are, you know, coming in and saying that they’re going to close all these jobs.

(Speaker 2)
They never do. And you wonder why will then, you know, you go figure out why, and they’re on their phone. They’re looking at their Apple Watch. They’re not following a script. They’re cutting the customer off. A sales script is so important.

(Speaker 7)
Even if you’re doing face -to -face sales, you still have a script. That’s the thing. You follow a system.

(Speaker 32)
and, uh, you know, we have that system.

(Speaker 7)
We definitely have a system over the phone and, uh, we do listen to calls and, uh, we found out a lot of things that people were doing.

(Speaker 32)
Um, you know, a lot of it was just simple stuff, just like talking over the customer or not, you know, not, uh, not being friendly or, you know, eating food whenever they’re talking on the phone.

(Speaker 7)
I’ve seen that tons of times. It just bothers me.

(Speaker 2)
But yeah, I mean, you will never be surprised on what you will find whenever you track what your team is doing, because a lot of times you don’t know it, but your wallet will know it eventually because your sales will drop. Hey, you know, jumping back to your Proverbs verse, the verse before it, 29, 18, says, where there is no vision, people cast off restraint. And honestly, in this case, giving people a path will help them to stay restrained.

(Speaker 3)
Giving them a way to stay on, which is what Randy’s talking about, is giving them that guidance to say, here’s how we’re going to do our business. And they can stay in that path. Otherwise, they’ll be checking their phone. They’ll do another study.

(Speaker 6)
This is the power of coaching, in my opinion, from my experience, is that now you know the proven path. It’s up to you to go down the path.

(Speaker 3)
But now, at least, you say, I want to go up to the mountain.

(Speaker 6)
I want to go to the mountaintop of success. Very few have gone up there. What’s the path? And you have somebody who’s gone up the path, who’s made a path for you.

(Speaker 3)
And that’s why our coaching program works.

(Speaker 2)
I want to talk about this next move, step six.

(Speaker 8)
You’ve got to install a human resources and recruitment system.

(Speaker 2)
I want to get everybody’s take on this.

(Speaker 8)
What would happen, Randy, if you were not doing that group interview right now? I would be losing a lot of my time like I was before I was doing it.

(Speaker 2)
We’re constantly hiring because we’re growing.

(Speaker 8)
I would set so many appointments and I would say one out of every five would show up. True. You know, so I’m basically designating 30 minutes out of my entire week for the group interview. So good. And even that is, yeah, and even that is a system because we have everything systemized where if I happen to not even be there, I could have my team do it. But the main benefit was just, it’s just the vetting process through a system and then saving the time.

(Speaker 8)
for the appointments that you were gonna have during the week.

(Speaker 2)
Steve, you used to read resumes, you used to do one -on -one interviews, you used to lose hours and hours a week scheduling one -on -one interviews with people that didn’t show up. From your estimation, how many hours per week has the group interview process saved you? Well, the thing that I did before is I would only interview at certain times. So that saved me, I mean, a lot of time, because if you end up hiring a person a month or every couple months, you spend, Any business owners done this you you have an interview because you’re hiring a receptionist so you sit in your conference room for nine hours and You know 60 % of the people don’t even show up and 40 % of the ones that did were late or they’re weirdos or whatever So right, it’s just for me and I told you this about the group interview process just gives us peace of mind I just know that if this person who’s in our call center who sucks and Or is great and then suddenly sucks.

(Speaker 6)
I have multiple people that are available in two days that are gonna be coming to the group interview and then I don’t have to worry about it and then I can take One hour of my time.

(Speaker 2)
Yep and spend it, you know getting rid of the jackassery because you know half the people that say they’re gonna be there or probably a larger percentage in half don’t even show up and And then there’s a certain percentage of them that show up late.

(Speaker 8)
And then there’s some that show.

(Speaker 46)
What’s that?

(Speaker 6)
What do you do to the late? I tell him I just I mean, I used to just tell him to kick rocks, you know, come back next week and figure it out. But I don’t know.

(Speaker 2)
them come in and sit down, and then I just don’t hire them, because, like, why would I? You can’t even, I mean, I’m getting your best right now. Like, you want a job, so I’m getting your best, and if your best is 10 minutes late, then there’s too many people out there that can at least get there on time that I can hire, and I don’t need to immediately start having attendance issues with somebody before they even start, so. Breck, what would happen if you stopped group interviewing consistently? Well, yeah, I mean, the last time that we did like a ad campaign for a particular position, there were like 250 applicants. Did that mean 250 hours?

(Speaker 2)
Yeah, if I’m going to try to interview those people, I mean, which was the old system that we did, you know, even if we read through all the resumes, you know, the hours of slaving over that, which again, we’ve talked about is, you know, mostly fiction, right? 80 % of people are lying. Quinn, Inc. Magazine, 85 % of people lie on resumes. Yes. So, I mean, even the waste of time reading the resumes and then narrowing that down to say, Even a fourth of them.

(Speaker 2)
We’re still wasting a ton of time trying to find one position out of this haystack Whereas, you know, we’ve implemented the group interviews. We got 250 invitations for the group interview right sent out From those the respondents and those who showed up on time those who were prepared, you know We got it narrowed down to a very short list and then the last position I actually had to fill I didn’t it didn’t come from an immediate interview. It was from someone from a preview and they were just on my short list. So I was ready to, you know, I knew I liked them.

(Speaker 7)
We just didn’t have a position at the time. I was ready to hire them on the spot. We had a lady at the conference a few months ago who wanted to debate with me during lunch. She was saying, well, I just think it’s unethical to not read all the resumes. And I go, so you actually read all the resumes per week, like 50 of them. And she says, well, I skim them.

(Speaker 7)
Well, that’s unethical to skim. I mean, what in the world? I mean, let’s just – It’s also unethical to lie on your resume.

(Speaker 2)
Right. The restraint that you show sometimes is amazing to me because that’s why I would be in jail. I would just slap literally the crap out of some of the people. That’s why we only take on 160 people. I’m telling you, I heard T .

(Speaker 2)
D. Jakes one time talk about why he doesn’t do one -on -one marriage counseling. He says, if I keep doing one -on -one marriage counseling, I’m going to need marriage counseling. You guys are making me crazy. I love working with guys like Randy with PMHOKC because he’s a diligent doer. The final two steps I want to cover today.

(Speaker 2)
is the quality control loop. You’ve got to install the quality control loop. You’ve got to have a follow -up process to make sure people are happy, which, by the way, is how you get reviews. Randy, there’s a lot of contractors who are not you who I’ve said, hey, what we’ve got to do is get reviews. And they go, oh, I don’t want to call my former customers. And I say, well, why?

(Speaker 2)
Well, you know, some of them aren’t that happy. Randy, talk about this.

(Speaker 3)
Why do you like calling your previous customers to ask for reviews?

(Speaker 1)
Well, I mean, when you do a good job and you have happy customers, it’s a lot easier.

(Speaker 2)
I will tell you that.

(Speaker 3)
But, you know, I think that there’s a lot of people that I think when you get down to doing it, it’s not as bad as you think it is.

(Speaker 2)
A lot of people will brag on your stuff. We’ve gotten actually returned business from it. They’re like, oh yeah, I’ve been meaning to call you, and we’re going to have this. I’ll even ask for referrals while I’m on the phone with them. But, I mean, I think it’s just a fear that most people have that you just have to kind of get past.

(Speaker 14)
I mean, there’s really not a ton I could say other than just do it, you know? You just got to do it. Now, step eight. Nathan, I want to get your take on this.

(Speaker 48)
And, Breck, I want to get yours as well.

(Speaker 6)
Steve, I do not want to get your take on this.

(Speaker 38)
No, I’m just kidding.

(Speaker 6)
But I want to get your guys’ take on this and I want to get Randy’s take on this. Pricing yourself for profitability. I have found that the most diligent clients I’ve ever worked with all, at some level, have a problem with pricing themselves high enough to be successful. Meaning the kind of person who’s usually very diligent, committed, honest, and focused, that person usually tends to undercharge for their services. Usually. And I find usually the guy who sucks, The guy who’s looking for luck.

(Speaker 6)
The guy who’s hoping and wishing and praying for success. The guy who’s lazy. Loves to overcharge people I have found this to be Normally the so I want I want you to do is I’m trying to teach diligent people to price properly The first time that I hire you to clean my carpet Nathan. What’s this special you have a complete carpet?

(Speaker 2)
We’ll clean all the carpets for only $99 even if it’s a huge house even if it’s a huge house I just did that to my house 99 bucks. Yep, okay? So you do that because you want people to hire you or to use you again talk to me Have you ever had a problem? raising your prices high enough to be successful? That is actually one of the first things we did when we started with the coaching was to say, okay, let’s do a performa. Let’s see how much are you making per job and say, if you scale this, are you going to grow or are you going to scale loss?

(Speaker 2)
And how much have you grown in the past two years? In the past two years, we have actually increased three times as much as we did in 2016. How much of that growth do you attribute to coaching?

(Speaker 6)
100 % of it because I’ve been in business for 19 years, and if I could have already done it I would have and let me tell you this someone says well clay That’s just you doing you paint your painting to say that let’s listen to this listen I have right here on my drum.

(Speaker 2)
He’s actually paying you to say that I’m gonna grab this off my dresser.

(Speaker 47)
I’m gonna grab this off my drum This is and this is a letter that just came in and I’d like for you to read it by the way I have a drum.

(Speaker 2)
I have a drum next to my desk here that survived the flood

(Speaker 14)
All right, Steve, ready?

(Speaker 3)
Here we go.

(Speaker 2)
Get ready to read it. Read it. All right. This is from Michael Levine Media.

(Speaker 6)
Yes. Dear Brother Clay. Greetings. Once again, I want to thank you sincerely for the privilege of speaking to your Thrive Time live annual convention in Tulsa.

(Speaker 2)
For the second year in a row, I had the extraordinary experience of watching your community expand and grow in a way that is, well, let’s just say impressive.

(Speaker 6)
You have taught me much in our several years of friendship, Clay, and I truly consider you an American hero for what you’re doing in turning the tide away from the entitlement mentality, strangling our rapidly decaying nation.

(Speaker 3)
I’m happy to come back to Tulsa at your invitation, but wanted to thank you sincerely for your courtesy and generosity.

(Speaker 2)
It is one of the highlights of the year. I look forward to speaking with you soon. Warmly, Michael Levine. And it has his phone number on here. I’m going to write it down now real quick. I want to make sure I want to make sure the listeners are getting this idea real quick.

(Speaker 3)
Michael Levine is the PR consultant of choice for 43 New York Times bestselling authors.

(Speaker 4)
34 Grammy Award winners and 58 Academy Award winners. All right? He’s a New York Times bestselling author.

(Speaker 6)
And let me explain to the listeners out there how I met Michael Levine.

(Speaker 2)
I read his book, which is over there with the blue cover on the bottom right shelf there. I read his book and I called him. I called his company, his LCO. The gorilla PR book? Yes. Okay.

(Speaker 2)
And he said, his assistant said he’d be happy to meet you at the such and such hotel for $25 ,000. You can have him for three hours. Oh, it was cheap then. And I said, yeah, because I needed to know how to get in the media and the news. I needed to learn that skill a decade ago.

(Speaker 8)
I did not know how public relations worked. And that was one of the missing chinks in my it was like it was a gap in my in my skills. Can I say something about that? Because I heard this story before. I don’t know if anybody’s if you’ve shared this, but. called him or text him or something or email.

(Speaker 8)
I called his team. Yes. The day before. Yes. To confirm and what did he say?

(Speaker 2)
Well, he let me know that he doesn’t respond to text messages because he’s dyslexic.

(Speaker 8)
So he was irritated.

(Speaker 1)
One that I had reached out to him via text because he’s dyslexic.

(Speaker 8)
So he couldn’t read it.

(Speaker 2)
And then the second thing he said that was blew my mind is he said, if I said I would be there, I would be there.

(Speaker 8)
Essentially, why the F would you want to have to confirm? Right. That was one of his O’s in conference.

(Speaker 2)
And you think you’re being thorough, and you’re like, hey, just confirming our appointment, and he’s like… F you. What?

(Speaker 38)
Do you think I’m that guy that you have to confirm with?

(Speaker 1)
Like, are my words that good?

(Speaker 46)
And by the way, the more super successful people I meet, the more I found that to be true.

(Speaker 2)
These guys will book an appointment with you a year in advance and they honor it. But again, I say this, I had to pay him $25 ,000 to be coached in PR for three hours. I’ve hired bruceclay . com for $8 ,000 a month for many, many months to learn how search engines work. And they didn’t actually code the sites. They didn’t build the sites.

(Speaker 2)
The guy who wrote Search Engine for Dummies, Bruce Clay, by the way, go to bruceclay .

(Speaker 45)
com, and for eight grand a month, you too can have a good time.

(Speaker 6)
So I mean, I’m just telling you, I’ve paid for coaches.

(Speaker 2)
Dr. Breck, talk to me about this pricing thing.

(Speaker 8)
Have you ever found yourself underpricing?

(Speaker 2)
Absolutely. I think it goes back to the beginning of the conversation where you were talking about, you know, you’ve got to know, you know, your hours, you’ve got to know, you know, where your profitability is, you know, the price of your product, the number of hours you’re willing to work the, you know, the, in my case, the services that are going to render a certain profitability. You know, if you’re not priced, right, then all of that changes and shifts. And so you do have to know your numbers.

(Speaker 1)
And that was one of the first things that I did with Tim Redmond, my coach, yep, under the thrive time show.

(Speaker 6)
And that was, he challenged me to go out and contact my other competitors in the area and just kind of see where is the marketplace? Where are people pricing themselves? And I wanted to be a great value, but I also didn’t want to be the cheapest guy on the block. And I was. And so we, one of the first things we did was we did raise our prices two years ago.

(Speaker 6)
How much have you grown since working with coaching? We’ve doubled. Doubled? You doubled?

(Speaker 2)
Yeah, and this last year, we’re still growing. And how much of that success do you attribute to being coached on the proven path and then the accountability of doing it? 99 % of it. You know, I mean, we had a couple of things in play, but no, I mean, it’s very much the coaching that’s allowing it to happen. There is a proven path, and if you walk the path, you’re going to get to the promised land. Let me tell you how much I attribute my search engine knowledge to Bruce Clay.

(Speaker 2)
All of it. Was it worth $8 ,000 a month? Yes. Do I pay it now? No. Why?

(Speaker 44)
Because I know how to do it.

(Speaker 7)
But I paid $8 ,000 a month. Steve, I’m paying $100 ,000 a year just to be taught how search engines work. It’s worth it. $96 ,000. This just in. Steve, I appreciate you for correcting me on the show.

(Speaker 7)
Thank you so much. I know my 12 -time tables. No, I appreciate you for correcting me. Hey, kids don’t learn those numbers. Steve, I want to get your take on this. Pricing yourself.

(Speaker 7)
How often do you see people undercharging for the services that they offer? I always see the diligent people underpricing.

(Speaker 2)
How often do you see a hardworking guy underpricing his services? I mean, all the time.

(Speaker 7)
I mean, I think people just are…

(Speaker 2)
I mean, I think there’s a certain honesty to it, is that they want to take care of someone.

(Speaker 7)
I charge people based on I mean, we’re highly regulated, so we have to like set our margins. I can’t just like charge an unruly client more money or do anything like that.

(Speaker 2)
But I mean, yeah, you can definitely you have to kind of find out where that ceiling is on what people are willing to pay. and then kind of like stay below that.

(Speaker 3)
That’s how we set our, for like every market, we set like whatever our underwriting and processing fees are.

(Speaker 2)
And we found that kind of the number needs to stay under 1 ,000. So we’re at 975.

(Speaker 43)
But if we could charge 1 ,400, and that’s what the market called for, that’s what we do.

(Speaker 42)
And you’ve grown from a startup, you guys did $251 million of mortgages this past year.

(Speaker 2)
at Total Ending Concepts. How much of your growth do you attribute to the mentorship you’ve received from either Dr. Green or myself? I mean, I’d say all of it, just as you say with Bruce Clay, because I think I’m a pretty Self -motivated and driven guy that I work hard I get up early and I do all that stuff but knowing what to do That’s so big is like a bigger piece of it is like knowing What to focus on like when we started three years ago on the dream 100 and pursuing Shaw Holmes Yeah, which has been a big part of our of our growth that’ll go into 2020 I wouldn’t I wouldn’t have done that without a coach. I don’t know what the Dream 100 is.

(Speaker 41)
Just search Thrivetime Show Dream 100 and we have multiple shows on it.

(Speaker 2)
Randy, I want to end the show here. I want to ask your take on this. Pricing for profitability. Have you ever, early on, struggled to price high enough or to put your prices in a good spot?

(Speaker 3)
Have you ever struggled with having too low of margins? Yeah.

(Speaker 2)
When I first started, I kind of went the Sam Walton method. I underbid everybody and that’s how I was going to get all my work. You quickly realize that that method is not a method for sustainable growth. That’s when branding really takes over. When you brand yourself over a long period of time, just like that Google review, I got that job because of branding with Google reviews. My price – she even told me my price was higher than other people.

(Speaker 2)
So you have to shop your competitors. You need to know what your other competitors are charging. So we do that.

(Speaker 6)
We do that every single week.

(Speaker 1)
We’re calling some business asking that.

(Speaker 3)
But you also just have to track it because before I started tracking profit, my profit was a lot lower than I actually thought it was.

(Speaker 8)
You felt like there was just a hole in the business.

(Speaker 38)
But it really just came down to you weren’t charging enough.

(Speaker 8)
If somebody is out there and they’re wanting to know your numbers, Randy, as a percentage, how much have you grown in the last nine months? Do you know a percentage or approximate figure in your mind of how much you’ve grown in the past nine months? 70%.

(Speaker 2)
Seventy percent. Seventy percent.

(Speaker 1)
We’ve grown 70 percent.

(Speaker 6)
Steve, you have been a client for five years.

(Speaker 8)
Yeah.

(Speaker 3)
Nathan, you’ve been a client now for how long? Two years.

(Speaker 1)
Yes.

(Speaker 39)
Two years.

(Speaker 2)
And Breck, you’ve been working with Tim almost about three years, probably. Two years. Two years.

(Speaker 3)
OK, two years. And I would just encourage you out there, if you are stuck and you don’t know what to do, I’m gonna give you three.

(Speaker 8)
I’ll give you five action steps you can take today.

(Speaker 3)
One, you can implement everything you’ve heard on today’s show.

(Speaker 2)
All right.

(Speaker 8)
Two, you can book a ticket to a conference. You can book a ticket right now. Go to thrivetimeshow . com. Book your tickets to the highest rated and most reviewed business workshops.

(Speaker 1)
Do that.

(Speaker 2)
It will change your life.

(Speaker 7)
Three, you can reach out and apply for one -on -one coaching. See if that’s a move. Four, we have the online school available for $19 a month. You can learn all this via video. There’s so many options you can take. Or move five.

(Speaker 7)
This is the move I’m probably the most passionate about. You can go to PMHOKC right now. and you could buy yourself a Cedar TV, outdoor TV enclosure, and you could turn on that TV and watch other people be successful. Oh, yeah. Watch their dreams.

(Speaker 6)
I’m going to a lot of school. I like the multiple choice options. Yes. But I really like that. All of the above, minus the cedar cabinet. So I think you should do all of the first four.

(Speaker 2)
I still think you should get a cedar cabinet and watch other people’s dreams.

(Speaker 6)
No, I’m serious though.

(Speaker 7)
We want people to buy a cedar cabinet and they’re cool to have, and we say you should go to PMHOKC and buy this because this is a great way to relax with your family and watch a football game.

(Speaker 3)
No, no, no, to watch The Voice.

(Speaker 2)
Yeah, when you’re enjoying your success.

(Speaker 6)
No, you have to watch The Voice.

(Speaker 2)
I’m going to change it. If you do the first four options, other people can buy a cedar cabinet to watch your life. There you go. Or you could go to Complete Carpet right now as move number six and pay to have them travel to wherever you’re. We have a lot of listeners in Australia, a lot of listeners in Canada. What’s the travel fee for you to come up to Canada and clean the carpet?

(Speaker 2)
Oh, see, that is such a special process that they’re going to have to one on. Like we can’t just blast that out there because otherwise everyone would want it.

(Speaker 3)
So call for a quote.

(Speaker 40)
Yeah, call for a quote.

(Speaker 2)
Breck, if one of our listeners lives in a different state and they want an adjustment, what do you charge for that? Again, you’re going to have to call for a quote because I’ve got to find out the licensure in that state. But there are some new laws with like sports teams. Yeah. So, you know, if we’re affiliated with your sports team, you know, maybe we can do that crossing state lines. But otherwise, each state has its own licensure.

(Speaker 39)
So we have to kind of work that out.

(Speaker 2)
Randy, what is your what is your final what kind of encouragement would you have for the listeners out there who have been stuck for 12 years as a chiropractor, 15 years as a carpet guy or years as a mortgage person? What advice would you have? Well, I think just the main things that we’ve implemented, the group interview, you’ve got to get started doing that. You’ve got to start doing Google reviews. You’ve got to start tracking your numbers. And like you said, you measure what you treasure.

(Speaker 2)
And if you don’t know where you are, you don’t know where you’re going. And then I would reach out for coaching. I mean, it doesn’t matter who you use. Every business needs a coach. I recommend Clay, but those things have really changed our business. There’s accountability there with that coaching.

(Speaker 2)
And that’s why we’ve hit 70 % growth. Hey Randy, can I ask you a question? When people have to build a pergola or a pole or cedar, I mean, any of that stuff that you’re doing, in their backyard or construction on their house. It looks like you guys do a bunch of stuff. Do people ever have to get a loan to pay for that? Do they have to get cash out of their equity of their house?

(Speaker 8)
Do they have to borrow money? I hear some networking occurring here.

(Speaker 1)
Do you like to do that?

(Speaker 2)
Yeah, I’d say about half of them.

(Speaker 12)
Well, you know, there’s a there’s a company called Total Lending Concept, so they’re actually the highest and most reviewed lender in the state. Isn’t that a company that you’re in charge of or involved with? Kind of. You know, I just I found them on Google.

(Speaker 2)
They have 610 reviews.

(Speaker 13)
If you ever have that, you know, I hear that they work 24 -7, too.

(Speaker 12)
So, you know, maybe you’re off on Sundays, but this is good.

(Speaker 2)
You know, if you needed a quote or this is what it’s like to be in a room with entrepreneurs. Or if you guys happen to track in some mud, then we’ve got, you know, all of you guys, you guys can talk offline, but then seriously, you guys should be referring each other because Randy’s expanding the Tulsa, Oklahoma. And Steve, you do a lot of loans in Tulsa and Oklahoma City. And so there’s a little connection for you.

(Speaker 12)
I’ve heard contractors are more with a good adjustment.

(Speaker 38)
Absolutely.

(Speaker 12)
Steve, I’ll give you Randy’s number when we get off here.

(Speaker 2)
I’ll do it. I’ll do it. And with that, we want to end each and every show with a boom. Steve, are you prepared to end with a boom? Yes.

(Speaker 12)
Remember, these mics are hot, so be careful. Here we go. 3, 2, 1, boom. All right. Let’s just say that you’re out there listening today, and you have a website for your business.

(Speaker 2)
The question I would have for you is, are you getting the most number of leads possible? Are you ranking high? Or are you ranking low in the Google search engine results?

(Speaker 1)
Again, I ask, are you ranking high?

(Speaker 12)
Or are you ranking low on the Google search engine search results? Take a moment today and do a Google search for the keywords that you want to come up top for and see where you are ranking. We have Josh Sperl, a CPA from Canada, and we have Dr. Timothy Johnson here from Tuscaloosa, Alabama.

(Speaker 13)
Josh Sperl, how in the heck are you?

(Speaker 5)
Doing pretty good, Clay yourself.

(Speaker 2)
I’m doing well, man. Doing well here. We’re not broadcasting from the man cave studios as normal. So we got a little bit of background noise there to contend with. But we’re here.

(Speaker 18)
And I wanted to see if you could share with the Thrive Nation approximately how long you and I’ve been working together, and how that’s impacted the number of inbound leads that you’re generating as a result of your Google search engine ranking and internet marketing. Well, we’ve been working together, Clay, now for almost a year.

(Speaker 8)
It was about a year ago I came out to my first conference, and then we started with a coaching program shortly after that.

(Speaker 1)
And, you know, our Google leads have gone from, you know, something that we would generate, you know, maybe one or two or three leads a year to, you know, we’re talking about three to nine leads every single week.

(Speaker 2)
And now we have Dr. Timothy Johnson in the box from Alabama, Tuscaloosa.

(Speaker 12)
Yeah, so I’m at Southern Eye Consultants. It’s in Tuscaloosa, Alabama.

(Speaker 2)
We heard about you on the podcast, and I had a lot of trepidation at first about getting involved, just making sure it was legit. But all my expectations have been exceeded. What concerns did you have about R &D? or lack thereof? I was just concerned about back -end upselling, what I was getting into. That’s what I found my entire career.

(Speaker 2)
Had you guys been to, Dr. Tim, had you been to other workshops or had other industry coaching before? Because I had hired a lot of them, frankly, and I just found I spent I would be lying if I said hundreds of thousands. It’s been more than that. Oh, we hired somebody to do our website right before we found you. Yeah. And it was three or four months of your coaching service, and we still haven’t launched that website yet.

(Speaker 2)
Oh, beautiful, beautiful. So if somebody out there’s thinking about filling out the form, if someone’s thinking about emailing us to info at ThriveTimeShow . com, it’s info at ThriveTimeShow . com, and they have a little bit of hesitation, Just a little bit, I don’t know, just a little bit.

(Speaker 4)
What advice would you have for them? Dr. Tip, first of all, come to one of the conferences, you’ll see that he may dress like Bill Belichick, but he… My wife’s a Pats fan, so that was a real selling point. Nice. She thought you were a hobo, but I said, no, he’s just Bill Belichick. She goes, okay, you can go.

(Speaker 4)
Nice. But it’s also month to month, so try it, and if you don’t like it, cancel. That deserves a mega point. So again, has your sales gone up? Have you increased your sales? I mean, where’s your financial, I’m not asking for the hard number here, but as a percentage, how much are you up since you started with the program, what, four months ago versus now?

(Speaker 4)
Our sales have gone up 20%. We’re looking to scale Southern Eye Consultants and just the number of patients who come in because they found us on Google has gone up a lot. I text you once a week to say you paid for yourself just in somebody walking in. Oh, it’s so good. It’s so good. Member of our team will call you they’ll go over it with you.

(Speaker 4)
They’ll break it down.

(Speaker 2)
You’ll understand what you need to do to improve I’ll give you the final words here guys. So start with you a captain Spurl Josh Spurl CPA As captain Canada and as a man who’s been to two workshops now We got an audience picture a half million people listening here. What would what is the advice that you would tell them? I think they’ve got to come out to a workshop. It’s the best one that I’ve ever seen. I find that most of the workshops I’ve been to, you’re sitting around all day for one good idea, and you’re getting a good idea every single hour at these workshops.

(Speaker 2)
Dr. Tim, what is the word of encouragement, maybe discouragement, maybe the motivation, maybe the verbal tasering? What advice would you give for the listeners out there today? I’d say the worst idea you can do is not starting now. Just call and start now, and you’ll be better off for it. You heard them right there. Thrive Nation, go to info at thrive timeshow .

(Speaker 2)
com.

(Speaker 1)
Email us to info at thrive timeshow .

(Speaker 22)
com.

(Speaker 2)
Allow us to do a free 37 point analysis of your website. We’ll tell you what’s wrong. We’ll tell you how to fix it. If you’re not ranking high enough in those Google search engine results, it will literally cost your company millions and millions and millions of dollars. But don’t take my word for it. Go to thrive timeshow .

(Speaker 2)
com and click on the testimonials button and as of the time of this recording we have over 1 ,000 video Reviews from my clients. I’ve had from 2008 up until now from conference attendees You you’re just you’re just an email away from a game -changing us becoming a game -changing person success story. Email us today at info at thrivetimeshow . com. And we like to end every show and every shameless testimonial session with a boom.

(Speaker 13)
And so now without any further ado, three, two, one, boom.

(Speaker 2)
It’s been tremendous.

(Speaker 30)
I can’t say enough about it.

(Speaker 37)
Carter keeps me accountable.

(Speaker 25)
He keeps me focused on working on the business and implementing things that we need to work on to keep growing the business.

(Speaker 36)
When we first started with you, I had four employees.

(Speaker 2)
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 35)
play.

(Speaker 34)
I was suffocating.

(Speaker 2)
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. 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.

(Speaker 2)
And I just encourage people, if you’re on the fence, get off the fence and try it. Uh, what do you have to gain? everything There’s a proven path. There’s a way to get through it and there’s hope and you know, and the vision becomes clear Okay, aaron antus guess who’s joining us for the december 4th and 5th 2025 thrivetime show business growth workshop Santa claus. No, we will not be joined by santa claus But we will be joined by eric trump the son of the 45th and now 47th president of these united states And yes, Amanda Grace will be in the place.

(Speaker 2)
And yes, Dr. Stella Manuel will be there so you know it will go well. Yes, we have Mel K in the house.

(Speaker 33)
Pastor Phil and Tammy Hotson -Piller will be hosting this event at their beautiful church right there in sunny Anaheim, California.

(Speaker 2)
Yes, folks, make this a December to remember. Make this a December to remember and join us at the two -day interactive Business Growth Workshops.

(Speaker 1)
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 13)
Go to thrivetimeshow . com.

(Speaker 31)
Again, how do you get tickets?

(Speaker 2)
Go to thrivetimeshow . com. I’m Ron Burgundy. He needed 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. Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build.

(Speaker 25)
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.

(Speaker 2)
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 29)
I mean, who else has been able to create a brand like the Trump brand?

(Speaker 13)
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 10 years of him running it.

(Speaker 2)
And we get to tap into that knowledge. That’s going to be amazing. Now think about this for a second. Nothing is over until we decide it is. Was it over when the Germans bombed Pearl Harbor? Germans?

(Speaker 2)
Forget it, he’s rolling. And it ain’t over now! 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.

(Speaker 2)
So again, if you want to get tickets for this event, all you have to do is go to thrivetimeshow . com. Go to thrivetimeshow . com. When you go to thrivetimeshow . com, you’ll go there.

(Speaker 2)
You’ll request a ticket. Boom. 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 that in mind.

(Speaker 2)
private between you, between you, me, everybody. 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.

(Speaker 2)
I know we have a lot of Spanish -speaking people that attend these conferences. And so to be bilingually sensitive,

(Speaker 7)
my cell phone number is 918 -851 -01.

(Speaker 2)
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. Now, let’s talk about this.

(Speaker 2)
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 you tell me what you’re going to learn here. OK? OK.

(Speaker 2)
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. You want to get that brand? It’s like, how do I actually make people know what my business is and make it a household name?

(Speaker 2)
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. We’re going to teach you search engine optimization, how to come up top in the search engine results.

(Speaker 2)
We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people.

(Speaker 30)
throughout your career and thousands of contractors.

(Speaker 2)
And most people struggle with managing people. Why does everybody have to learn how to manage people? Well, because first of all, people are, you either have great people or you have people who suck. So it can 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 2)
When you start with the people who have a great attitude, they’re teachable, 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.

(Speaker 2)
How do you manage your time? 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.

(Speaker 2)
Now let me tell you how the format is set up here. And again, folks, this is a two -day interactive 15. Think about this, folks. It’s two days. Each day it starts at 7 a . m.

(Speaker 29)
and it goes until 5 p .

(Speaker 30)
m.

(Speaker 29)
So from 7 a .

(Speaker 2)
m. to 5 p . m. , two days.

(Speaker 28)
It’s a two -day interactive workshop.

(Speaker 2)
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. So, Aaron, what kind of great stuff stuff happens during that 15 minute question and answer session after every teaching session? 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. I’ve paid many thousands of dollars to go to them. 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.

(Speaker 2)
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 27)
And what’s awesome about this is we literally answer every single question that any person asks.

(Speaker 2)
And it’s very specific to what your business is. 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. And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett. You could meet Mel K. You could meet Amanda Grace.

(Speaker 2)
You could meet Dr. Stella Emanuel. You could just grab a coffee. You could find some alone time.

(Speaker 11)
You could get lost in the bathroom.

(Speaker 26)
You could try to go and get some coffee.

(Speaker 2)
with one of the speakers. You can try to photobomb a photo where someone else is getting a photo with the speakers. You can 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.

(Speaker 2)
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 25)
But yet the average client that you and I work with, we can typically double this.

(Speaker 2)
No hyperbole, no exaggeration. I have thousands of testimonials to back this up.

(Speaker 17)
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 24)
Yeah, there’s businesses that we have tripled.

(Speaker 23)
There’s businesses we’ve grown 8x. There’s so many examples.

(Speaker 16)
see it thrive timeshow . com. But again, this is the most interactive best business workshop on the planet.

(Speaker 11)
This is objectively the highest rated and most reviewed business workshop on the planet.

(Speaker 7)
Add to that Eric Trump, the man that runs the Trump organization.

(Speaker 15)
You say Clay, I still I’m not going to get a ticket unless you give me more.

(Speaker 11)
Okay, fine. We’re going to serve you the same meal both days. True story. We have we cater food. And because I keep it simple. I literally bring in the same food both days for lunch.

(Speaker 11)
Who’s with me?

(Speaker 15)
Let’s go! Come on! It’s an incredible Mexican restaurant.

(Speaker 2)
That’s going to happen.

(Speaker 11)
Someone says, I want more.

(Speaker 4)
This is not enough.

(Speaker 3)
Give me more. I’m not going to mention their names right now because I’m working on it behind the scenes here.

(Speaker 11)
But we just continue to add more and more success stories.

(Speaker 22)
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.

(Speaker 1)
You want to learn how to start and grow a company. Go to Thrivetimeshow . com. Go there right now. Thrivetimeshow . com.

(Speaker 1)
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 12)
Great weather make this a December to remember. Eric Trump, the man who leads the Trump Organization.

(Speaker 1)
It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event. 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.

(Speaker 21)
I promise you this will be 10 times better than that.

(Speaker 20)
It’s like I picked the wrong week to quit smoking.

(Speaker 1)
Don’t do the Smoke Your Way to Thin conference. 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. If you become a jade smoker, it is life -changing. 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 .

(Speaker 9)
com. Again, that’s Aaron Antis. I’m Clay Clark reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop in beautiful Anaheim, California. I’m Vince Suzuki, also from Sarasota, Florida. He dragged me here.

(Speaker 11)
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. 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 stuff.

(Speaker 2)
I’m very excited that Eric is here and I’m going to be epic. My name is Erica and it has been an amazing year. Conference, I’m learning so much. Everything is perfect for me. Clay Clark, man, he is one character. That’s a good word for him, character.

(Speaker 2)
Yeah, that is it. Good, driven, smart.

(Speaker 1)
And I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother, and she just says, she just lets him be Clay Clark. I mean, so he’s endorsed by his mother, and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. Clay Clark starts his days at five o ‘clock in the morning.

(Speaker 1)
Oh, it’s incredible. Yeah. He’s like, he’s a machine. He’s a machine. But his, you know, I have problems with my company starting at nine o ‘clock. He has hundreds of people showing up at 5 a .

(Speaker 1)
m. in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man. 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.

(Speaker 1)
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 You guys are incredible, incredible warriors.

(Speaker 2)
So thank you, my friend. Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s the greatest. I met his goats today.

(Speaker 1)
I met his dogs.

(Speaker 2)
I met his chickens. I saw his compound. 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.

(Speaker 2)
1 ,000 % from February to February. Now, I can better that. 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. In the last two and a half days, we have bettered our entire month of February in the last two and a half days.

(Speaker 2)
And the phone’s blowing up. Everything’s just blowing up. You’re right.

(Speaker 1)
It is like a rocket ship.

(Speaker 19)
We’re pinching ourselves, actually.

(Speaker 1)
I learned at the Academy at King’s Point in New York, acta non verba.

(Speaker 2)
Watch what a person does.

(Speaker 1)
not what they say.

(Speaker 2)
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 9 1 8 8 5 1 0 1 0 0 2 so text number, 918 -851 -0102. So again, step one, you go here to amazon . com. You buy a copy of the book Under Siege.

(Speaker 2)
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. And by the way, Mar -a -Lago right there, just for your viewers, it’s most exclusive private club in the world, $2 million to get into just base membership fee. And I promise we’re going to make your night absolutely incredible.

(Speaker 2)
Clay goes, listen, why don’t we do this? 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. We’ve got to beat the New York Times. 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.

(Speaker 2)
You know that. I know that. You know the games that they’re willing to play. But Clay goes, why don’t we do a couple of things? First of all, love having dinner with Clay. He’s the greatest.

(Speaker 2)
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?

(Speaker 1)
Why don’t we bring a couple to dinner at Mar -a -Lago? And I said, absolutely, 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.

(Speaker 1)
And we’ll set up a dinner. 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?

(Speaker 1)
Yes. You buy a copy of the book, Pop Quiz. What book? Under Siege. You buy a copy of Under Siege, and then you screenshot a picture of that, and you text my phone number. It’s 918 -851 -0102.

(Speaker 1)
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. 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 1)
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 1)
That’s my birthday. No, no. So we’re going to run it till October 14th. October 14th. It has to be a presale.

(Speaker 2)
This just in. It has to be between October 14th. That’s why we’re clarifying. So between now and October 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 2)
Step two, you text a screenshot of that purchase to my cell phone number, 918 -851 -0102.

(Speaker 1)
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. 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. 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 918 -851 -0102 and you will be entered into the drawing for a chance to win a copy of 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 win a backstage pass at the upcoming Thrivetimeshow . com two -day interactive business workshop. Again, you do not have to buy a copy of the book to be entered into the draw.

but it would be great if you’d buy a copy of the book because that would make sense however that is all and now back to the interview also eric a final question here for you are donating a portion of the proceeds to support uh charlie kirk uh in his uh continued mission there could you tell us about that briefly there and then we’ll let you get back to what you’re doing today sir Yeah, well, I was on with Benny Johnson. 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 you know, Cash Patel is a very good friend of mine, and was a very good friend of Charlie’s. I mean, you watch everybody else up on that stage every single day as they as they got to the bottom of exactly what happened and they brought justice to what happened or trying to bring justice to what happened. And it’s it’s it’s kind of unthinkable. But, you know, St. Jude and I talk a lot about St. Jude in this this book because it’s been, you know, fighting pediatric cancer has always been at, you know, 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. 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 roof to roof. 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 that 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