Need to Learn Sales? Learn How to Pitch Anything With Help from Best-Selling Author, Oren Klaff + Celebrating 4 Clay Clark Client Success Stories + Join Eric Trump At Clay Clark’s Dec. 4-5 ThrivetimeShow.com Business Conference

Audio Transcription

Transcribed with Cockatoo

(Speaker 4)
All right, Jason, on today’s show, we’re talking about the LGBT.

(Speaker 16)
Oh, I’m getting into it.

(Speaker 4)
Are you ready?

(Speaker 13)
I’m ready.

(Speaker 4)
That’s right, folks. On today’s show, we’re going to talk about how to learn to get big time sales deals.

(Speaker 16)
Oh, you got me. I broke your frame.

(Speaker 20)
You did.

(Speaker 1)
You see, you were thinking that I was thinking something else.

(Speaker 4)
Because I broke your frame.

(Speaker 79)
True.

(Speaker 4)
I got your attention because you’re going, where is this show going to take us? And that’s what today’s guest does over and over and over again. On today’s show, we are interviewing the New York Times bestselling author of the book, Pitch Anything. Throughout Orrin Klaff’s career, he’s actually raised over a billion dollars in investment capital. And now he is a partner in a 200 million dollar private equity fund. He’s a motorcycle enthusiast.

(Speaker 4)
He’s written for the Harvard Business Review, Inc. magazine. Entrepreneur Magazine, and many other leading publications. Ladies and gentlemen, if you’ve ever struggled to pitch your ideas and to sell something, this is the show for you.

(Speaker 1)
Our exclusive interview with New York Times bestselling author, Oren Klaas.

(Speaker 11)
Some shows don’t need a celebrity narrator to introduce the show, but this show does. Two men, eight kids, co -created by two different women, 13 multi -million dollar businesses.

(Speaker 53)
Ladies and gentlemen, Welcome to the Thrive Time Show.

(Speaker 4)
How are you, sir?

(Speaker 2)
Um, better now with that introduction. That was very fine. I don’t usually get that. I usually get Wharton University saying… I’d like to next up on stage, I’d like to introduce you to a very well -respected author, Warren Klaff. Please put your hands together.

(Speaker 33)
Bueller.

(Speaker 60)
Anyone?

(Speaker 23)
Bueller. Bueller. Bueller.

(Speaker 4)
The guy’s written books about frame breaking. We’ll go ahead and introduce him with a little Golf Channel mix here. You’re awesome, man. Seriously, you are the guy who taught me about breaking frames. I have to ask you this, my friend.

(Speaker 2)
What first inspired you to write that book?

(Speaker 4)
Pitch anything?

(Speaker 2)
Yeah, well, desperation, need, frustration, pain, the end of the runway insight, you know, all that stuff. That’s what inspired me to finish the book. To start the book was really, you know, people liked the way I did things and they couldn’t figure out just how I was doing so much business, closing deals in a certain way and it looked like nothing was happening when everything was happening. And they started saying, what are you doing? Tell it to us. And then I was on a radio show and then I had one of Howard Stern’s people listening and they got in touch and an agent and in New York and stuff.

(Speaker 2)
So things happened and I don’t know, people like me and away we went. You know, you’ve sold over a million copies of the Pitch Anything book, and you’ve written for the Harvard Business Review, Inc. Magazine, Entrepreneur, and you’re an investment partner, I believe, in a $200 million private equity fund. Is that correct? Yeah, that’s right. We’re investing in companies and buying companies, so, you know, doing the Lord’s work.

(Speaker 2)
And you’re also a motorcycle enthusiast.

(Speaker 4)
Is this correct?

(Speaker 2)
Yeah, now that we can talk about. I have owned a thousand motorcycles in the last ten years. Are you serious? So it’s funny, you come to an office here and we’re closing a seven and a half million, seven and a half million dollar deal today, right? And people come here, and it’s a finance office, glass windows, and pretty normal office.

(Speaker 2)
But every once in a while, someone will open the wrong door. And they’ll go, what just happened? Because out behind here, I got mechanics, and they’re welding, and they’re putting together race motorcycles, and they got tattoos, and all the kind of TV show kind of mechanic guys working back there. And they go, I think I just walked into a different business. Same business, we have a warehouse out back where we build motorcycles and cars attached to the finance office. So yeah, motorcycles and cars absolutely have me hooked in.

(Speaker 4)
I ran a car in the Daytona 500 this year, so that was pretty incredible. Where are you located right now?

(Speaker 1)
Where do you work?

(Speaker 2)
Where’s your office located?

(Speaker 4)
I’m in a secure, undisclosed location in Southern California. Okay, so you’re there, the weather’s nice. Many would want to know, how did you get to a place in your life where you have thousands of motorcycles, you’re racing in the Daytona 500.

(Speaker 1)
Walk us through the very beginning of your career.

(Speaker 2)
Where did the Orrin Claff experience start?

(Speaker 4)
Yeah, well, I mean, one time when I was very young, the door handle on our Rolls -Royce was broken and I had to ride to school in just a regular old minivan. That’s sad.

(Speaker 2)
That’s a sad story. That’s a sad story. That’s a sad story. That was a transformative moment for me, realizing that not every car was a Rolls -Royce. No. I was always entrepreneurial growing up.

(Speaker 2)
At some point in college, I was on the East Coast. We started a software company, just myself and a buddy, and we added a couple people there. Then finally, the East Coast was not the happening place. for software and get software engineers and everything. So we moved out to California and we grew, grew to 70 people. So growing fast and approaching cresting through $10 million in revenue and we just grew ourselves out of cash.

(Speaker 2)
So, you know, at that time there wasn’t a venture group, you know, in the business in the restroom of every 7 -Eleven, you know, or every Starbucks, you couldn’t walk in and raise $3 million. By the time you finished ordering a coffee, there was nothing in software finance, you know, a couple Kleiner Perkins, a couple firms in the valley. So I went out to try and find money and then We got all these questions, let’s see your pro forma, what are your key assumptions, what are your KPIs, what does your marketing plan look like, what’s the org chart, what are the holes in the org chart, what is the forward 12 month plan, what is LTM, what are your ratios, and we didn’t have any of that, we were just running a software company. And so, in a span of two weeks, I was sort of forced to semi -produce all that stuff, but I wasn’t familiar with it, and didn’t produce it to the quality that the then market wanted, I wasn’t able to raise the money for the company that we needed to really grow it. And it kind of fizzled out.

(Speaker 1)
It wasn’t a disaster, but it fizzled out.

(Speaker 6)
It didn’t reach its true potential.

(Speaker 4)
Dr. Brick, how are you, my friend?

(Speaker 56)
I am great, thank you, Cliff.

(Speaker 4)
By the way, have you had a good weekend thus far? I have, yeah.

(Speaker 6)
What were you doing yesterday?

(Speaker 4)
Any highlights for us? So yesterday, my daughter had a football game to cheer at in UConn, Oklahoma.

(Speaker 6)
Really? Yeah.

(Speaker 4)
Do you like UConn this time of year?

(Speaker 76)
Well, it wasn’t bad.

(Speaker 16)
It’s the first time I’ve been there this time of year.

(Speaker 1)
You know what they say about UConn this time of year?

(Speaker 2)
What’s that?

(Speaker 6)
I have no idea.

(Speaker 4)
So now on today’s show, though, we’re interviewing Oren Klaff, who’s a best selling author, and he’s teaching about how to break frames. And I want to make sure this is very relevant and practical for all the listeners out there. Right.

(Speaker 6)
he’s talking about is how to pitch anything, how to sell something.

(Speaker 3)
When did it occur to you as a chiropractor that you were going to have to learn how to market and sell something?

(Speaker 4)
And because in chiropractic school, I don’t know if they covered that.

(Speaker 6)
Very little.

(Speaker 51)
When did you first discover Oh, it’s beyond it’s about more than just chiropractic care.

(Speaker 1)
It’s about selling chiropractic care.

(Speaker 4)
It probably would have been in the first couple of weeks when I was sitting in my office alone.

(Speaker 6)
Was it? Can you describe how it felt when you were in an office where you had probably the chiropractic tables, you had the decor, you’ve got the logo, got the business card, and nobody is checking you out.

(Speaker 1)
No customers are coming to find you.

(Speaker 6)
In a word, it’s depressing.

(Speaker 4)
Yeah, it was very sad time and a lot of frustration.

(Speaker 6)
So how did you, how long did it take you to figure out how to effectively market your business and how to sell something?

(Speaker 4)
Way too long.

(Speaker 77)
If you had to guess how many years or months did it take you?

(Speaker 4)
I would say I struggled along trying to figure that out for about a decade. Really? Yeah. And I think a lot of listeners out there listening right now. There’s probably a podiatrist, probably a dentist, probably a doctor, probably a lawyer, probably a contractor.

(Speaker 6)
There’s somebody out there listening right now who’s a plumber.

(Speaker 4)
And you’re really good at plumbing, chiropracting, treating patients, being an attorney. But if you can’t sell anything, it doesn’t work.

(Speaker 1)
Right.

(Speaker 4)
And Jason, you’ve seen this.

(Speaker 20)
You’ve seen you’ve managed the elephant in the room stores.

(Speaker 4)
Yep. What happens to the people who we’ve hired to work at the front desk who can’t sell anything? Well, we find people who can sell things. There it is. And if you’re out there and you want to learn, I do believe in the human capacity to learn new skills. That’s why I’m doing the show here on a daily basis.

(Speaker 4)
But you have to learn that there are fundamental processes. There are fundamental mechanics. It’s like there’s moves that work. So just like you could teach almost any child to learn to play the piano if given enough practice, and you can teach almost anybody to shoot a free throw if given enough practice, you can learn how to effectively sell something. But Oren was talking to you guys. He was sharing with you that he had a software company that was going well.

(Speaker 4)
Things were going well, but he couldn’t raise the capital needed. Because he didn’t know how to pitch anything. Right. Now that’s where most entrepreneurs dreams die. They just, if you can’t sell, if you can’t sell well, then your business goes to hell. And that’s where most business owners die.

(Speaker 4)
They die on that Hill of saying, I just don’t know how to sell anything. But Oren decided, no, no, no, no, no, no, no. I’m not going to let my dreams die there. I’m going to actually learn to sell something. And man, did he learn how to sell something.

(Speaker 1)
This guy learned how to sell and sell so well that he was able to raise over a billion dollars of capital throughout his career.

(Speaker 16)
He’s earned enough money to have thousands of motorcycles.

(Speaker 1)
He sold over a million copies of a book teaching you how to sell something.

(Speaker 4)
This guy now is the sales machine.

(Speaker 1)
But, Jason, you’ve worked with a lot of clients, I’m sure. Yeah. A lot of great people out there who, at first, before being coached by you, had struggled to sell something. Right.

(Speaker 6)
Can you talk about what happens when you have a great business plan, a great logo, a great staff, a great vision, a great dream, but you can’t sell anything? What happens?

(Speaker 4)
Well, it’s like being in a firefight. You could have the biggest gun that has the most accurate sights, the most lethal ammunition, but if you can’t pull the trigger, you’re not gonna win.

(Speaker 6)
Oof! negative just negative facts now dr breck uh give give somebody out there some encouragement somebody out there who’s listening to today’s show and they’re going i actually i don’t know if this show are you guys reading my mind right now because i haven’t been able to sell anything in years there’s a doctor out there listening there’s a dentist there’s a lawyer there’s a chiropractor there’s a a contractor what would you say to the contractors to the business owner, to this person out there listening who just can’t sell anything?

(Speaker 4)
Well, first of all, I’d say keep listening, because you can learn a new skill.

(Speaker 6)
And for me, it was just a almost an innate aversion to selling.

(Speaker 4)
And then being there we go.

(Speaker 6)
An innate aversion. Yeah. I did not like the idea of selling as a doctor you feel you think or feel I don’t know which is the more proper term. Yeah, that you shouldn’t have to sell yourself that you you you know, a lot of doctors will remove themselves from any money exchange.

(Speaker 58)
So you’re above the sales.

(Speaker 6)
You’re above the sales. Yeah. Sales are beneath you. Sales are beneath you in a way.

(Speaker 4)
But even as a kid, I mean, you know, you had fundraisers and things.

(Speaker 6)
I never enjoyed those. Really? Yeah. I didn’t. What? I did not.

(Speaker 4)
No, it wasn’t my thing.

(Speaker 16)
So I wasn’t a natural born salesman.

(Speaker 71)
I didn’t come up with ideas and, and, uh, you know, hit up my friends with, with pancakes I’d made at home or, uh, you know, knickknacks that I was ready to sell.

(Speaker 64)
This is interesting.

(Speaker 6)
I was not a natural salesman whatsoever, but you can learn a new skill.

(Speaker 78)
And so if you have a, an issue of any kind, I mean, just like Warren saying, I mean, uh, he had to, to create the performance and the, all the stats and stuff that the venture capitalists wanted at the time.

(Speaker 16)
to go and learn that.

(Speaker 6)
And you also can learn.

(Speaker 24)
So it may not be in sales, it may be in a different area.

(Speaker 1)
But definitely there are things that you have to either learn or find the people that you can bring around you and your team that have the skills.

(Speaker 16)
Jason, have you ever had an aversion to sales? I did. Yeah.

(Speaker 22)
Really? Why?

(Speaker 6)
It was one of those things where I always thought that I lived my life on the path of least resistance. It was just easier. It’s like, oh man, if I don’t have to worry about conflict, I’ll be fine. Almost like a sales pacifist. I’ll never forget. O ‘Reilly.

(Speaker 1)
The Switzerland of sales.

(Speaker 52)
But what turned me around really quick was when you guys let me know, hey, this is really important.

(Speaker 1)
This is your quota. You have to hit this mark. And one day where I realized my whole thing was I would ask people, hey, do you want to buy a membership? They go, no. And I just go, okay. And that was it.

(Speaker 1)
And I watched another employee kind of show me how the sales process works, where it’s not like a yes or no thing. It’s a no. Then you answer more questions and then you close. If you’re out there looking for the formula, there’s a great book called the soft selling in a hard world soft selling in a hard world. I just want to paraphrase I want to condense and give you the proven process for sales.

(Speaker 4)
All right.

(Speaker 6)
Step number one is you want to build rapport, build rapport, you want to inscript it out, but you want to build rapport, the process, the formula is our NBCI.

(Speaker 4)
Okay, rapport needs benefits, close, isolate objections, rapport, needs, benefits, close, isolate objections. So you build rapport, then you find the person’s needs, then you deliver the benefits supported by facts, then you do the call to action, you want to end the conversation with a call to action. And as you bring it to a close or a call to action, you want to move to the next step, what happens is, is there’s always an objection. So then you isolate the objection. You find out what the real objection is. People might say it’s too much money or it’s they don’t have enough time or they need to talk to their spouse.

(Speaker 4)
You isolate what the real concern is and then you come back and you close the deal.

(Speaker 1)
So it’s it’s rapport needs benefits close, isolate objection, isolate objections.

(Speaker 77)
Just yesterday, we’re looking for the new location to move the Thrive Time Show world headquarters as we near the end of the the lease for this building.

(Speaker 4)
And I found this I found the land here, Dr. Breckenbush. I’m gonna show on the screen right now.

(Speaker 6)
Yes, here it is. This is the land.

(Speaker 4)
So this is this is where it is. And it’s four miles from here at an undisclosed location right over there. And so we this is where it is. And you kind of look here, you kind of I’m going to put in the man. I’m sitting in the man on Google Maps. So you can look in there. of here drop it in the man there it is so we just kind of looks like almost like a golf course kind of thing but if we zoom back out very nice there now look at this this is what’s beautiful look at this this right here this would be where the where the building would be put and then this back here that’s where I put my house I think That’s the move.

(Speaker 4)
So it’s like a like a like a Disneyland of entrepreneurship. Yes. I think that’s the move right there. But I had to kind of you got to kind of pitch it. Well, sure. You’re talking to me. I’m sure you got to pitch it to Vanessa, too.

(Speaker 4)
There we go. So you’re pitching is just influencing. Right, right. So you’ve got to one, you’ve got to pitch. You gotta be able to convince the real estate agent that if you’re buying this property, because she’s representing a family, and if I buy it, I’m not going to turn the property into an abomination and an eyesore for the other neighbors because everybody around there has kind of like a one acre lots, nice houses, lots of trees. And you also have to convince, let’s say you’re wanting to buy a house, you’d have to convince maybe a banker to lend you money or you’d have to convince your team it’s a good decision to move there or convince your spouse.

(Speaker 2)
But you have sales is just influence, right? And nobody is better at teaching how to influence than today’s guest. And before we get back into the interview, I want to read two notable, actually three notable quotables from Oren Klaff. And if you’re out there online, just Google search it. It’s O -R -E -N, Oren Klaff, K -L -A -F -F, from his book, Pitch Anything. He says, frames are psychological referencing systems that all people use to gain a perspective and irrelevance on issues.

(Speaker 2)
Frames influence judgment. Frames change the meaning of human behavior. When you are reacting to the other person, that person owns the frame. When the other person is reacting to what you see, you own the frame. There are limits to the human attention span, which is why a pitch must be brief, concise, and interesting.

(Speaker 2)
Now, without any further ado, back to our interview with Oren Klaff.

(Speaker 4)
And so that wounded me. That said, I don’t know how to talk to money.

(Speaker 2)
And so I started looking around, and I said, who does? And I hooked up with some South African guys in San Diego that were running a small investment bank. And I said, let me clean the windows and sweep the floors and make pitch decks for you for next to nothing. And they said, sure, why not? We’d love to have an intern. So I was a 30 -year -old intern in an investment bank.

(Speaker 2)
But I got the skills, and then I got good at raising money.

(Speaker 1)
And then I got too good.

(Speaker 42)
When you get too good, you can actually sell things that you shouldn’t sell, raise money for things that shouldn’t have money, and you have to figure out how to use your powers for good.

(Speaker 1)
Are you watching this show, The Boys, on Amazon?

(Speaker 6)
I’m not watching this show, The Boys, on Amazon, but I probably should be watching The Boys. Educate me about The Boys. Yeah, it says superheroes gone bad.

(Speaker 49)
And they get the powers and power corrupts.

(Speaker 1)
And I think it’s the same thing with money.

(Speaker 6)
Once you know how to use money and acquire money and pitch for money, you have a power. You have to figure out how to use that power. And I spent 10 years trying to figure out what should I raise money for? What is a good purpose for this ability to raise money and sell? Dr. Breck, is there anything that you’re not willing to sell? Sure.

(Speaker 21)
really yeah like what maybe just give me one thing you’d say i’m i could but i’m not going to you’re a doctor give me just one thing you wouldn’t sell i mean are you uh you’d go nope wouldn’t do it well i mean in chiropractic uh don’t use pharmaceuticals.

(Speaker 1)
So for me, that’s, that’s part of my own philosophical balance point. Why one of the reasons why I didn’t go into medicine was talk to me about this.

(Speaker 6)
We’ll walk us through. I think there’s people out there that are curious about what is your philosophy towards medicine as a doctor?

(Speaker 1)
So I think there’s a time and a place for all aspects of health care and medicine. But personally, when I was coming to that point where I had to make a decision, philosophically, it just, I was a little bit disenfranchised with pharmaceuticals and medicine and how the whole game was played with insurance and the pharmaceutical companies and, and the doctors that were on the front lines. And so I just found myself a little juxtaposed to it all. And so it didn’t didn’t really work for me. And I find in chiropractic, it’s a lot more natural. It’s holistic, really looking at lifestyle and things that the patient themselves can do, which about 80 % of all diseases that we deal with are lifestyle and choices.

(Speaker 1)
80 %? Wow. See, I have found, and I agree with you, although I’m not a doctor, I’ve worked with a lot of doctors, and I have a real hard time, and I won’t work with doctors that pitch these mind -altering pharmaceutical drugs as a cure -all for everything, but could you explain from a medical perspective or just from a Just from your ethical perspective or from your worldview, why do you not believe in pitching mind -altering pharmaceutical drugs as the cure -all for everything?

(Speaker 4)
Because a lot of doctors do believe that.

(Speaker 49)
Right yeah and I’ve seen this personally where one drug gets researched and it works really well for one thing but then the pharmaceutical companies are kind of notorious in my opinion for spending a whole lot of money trying to figure out what that drug can also be used for rather than you know actually developing a new drug and so anti -anxiety or antidepressants are

(Speaker 1)
used for anxiety, they’re used for panic attacks, they’re used for any number of things where that’s not really their initial purpose or design and they don’t work effectively in that but as you said they do alter the way that the brain chemistry works and then there’s a real negative cascade that happens there afterwards. If you’re out there today though, I encourage you to make a list of the things you’re not willing to sell.

(Speaker 16)
A lot of people argue about the the motivation or the manipulative nature of sales. A lot of people get upset about that.

(Speaker 4)
But before we get into how to sell stuff, let’s write down a list of things we’re not willing to sell. And if you’re out there and you were willing to sell some of the things I’m not willing to sell, then that’s fine. But I’m just saying for me, like I’m not going to sell cigarettes or vaping supplies, me personally, nor will I work with clients that do sell those things.

(Speaker 20)
Now, you might be a great person out there and you might just think that you want to you’re like the Jumanji of vape. You’re like the ape of the vape.

(Speaker 16)
You just you just love to sell.

(Speaker 4)
You are like the you are. I just. passionate about vaping supplies. And by the way, Jason, have you seen some incredible vaping supplies some of the employees have brought into some of the stores? They’re nuts. Some of them, I would not feel good putting that up to my face.

(Speaker 4)
What kind of stuff have you seen? Like some of them are about the size of like if Breck and I put our fists together, it’s a box about that big with a little nozzle, all these little beeping lights. We had one guys who’s talked to him in a British accent. You turn it on, it would be like, hello. It was very serious. I’m very serious.

(Speaker 4)
I don’t know about that. So all I’m saying is you have to make a list of the things you’re not willing to sell. Because as Oren points out, once you learn how to sell something, it’s easy. And so you got to figure out what are you going to sell and what are you not going to sell. And I deal with that all the time. We have so many great listeners like you that will reach out to us.

(Speaker 4)
They’ll go to thrive timeshow . com and they’ll watch testimonials and testimonials and testimonials.

(Speaker 76)
I

(Speaker 4)
I think as of just about six months ago, we passed over a thousand video testimonials from Thrivers who are implementing the system and having success. And they’ll call us. A lot of times they’ll call us and they want to work with our coaching program on a one -on -one basis. And I’ve got a couple of things that I’m willing to do and not willing to do. One, I’m not willing to take on more than 160 clients. And people say, well, why?

(Speaker 1)
I like to know everybody.

(Speaker 75)
I like to meet them at a conference and say, hey, and know their name or know their business.

(Speaker 4)
Or I like to have that personal touch.

(Speaker 16)
I personally make every business plan. And you might say, Clavis, that’s a limiting belief. It is.

(Speaker 4)
It is. It’s a very limiting belief. But I don’t want to grow just for the sake of growing. I actually just want to have 160 clients. Also, I don’t want to work with people I don’t like because money is a magnifier. And once you teach somebody how to sell well, which is what we do, And if they’re a jerk, Jason, what happens?

(Speaker 4)
They invite other jerks or it just makes the whole thing weird. And you’ve seen some of these people where you I’m sure, Jason, you’ve seen somebody at a conference before and you’ve thought, oh, they’re not a right fit.

(Speaker 1)
Yes. Have you ever had that thought? And before I felt bad, but then after I started to learn, OK, well, you need to get those type of people out of your life in order to have a good life. I realized that that was fine. But yeah, I know there have been tons of people where you see him in the back and he’s like stewing. He’s doing he’s doing that like aggressive nod, like he’s just waiting for you to stop so he could just attack.

(Speaker 2)
There we go. So if you’re out there today, make a list of the things that you’re not willing to sell. Because once you learn the sales systems, once you learn the secret moves, you’re going to be able to sell anything to anybody if you want to.

(Speaker 1)
So be careful. It’s not worth exchanging your soul for money.

(Speaker 53)
And again, I think there’s a Bible verse I’m thinking of it’s what good is it to Lose your soul.

(Speaker 2)
Let me let me find it. Let me thrivers out there. Somebody out.

(Speaker 51)
There’s going I know that verse.

(Speaker 26)
Well, that’s great But I don’t bring a mark 839

(Speaker 2)
Reads what good is it for someone to gain the whole world yet forfeit their soul? I repeat what good is it for someone to gain the whole world yet forfeit? Their soul and now with any further ado back to our interview with the best -selling author or in class So that was the origin stories. I didn’t know how to do it. And I really, ever since then, I’m just committed to finding better and better ways to pitch, convince, and close. A lot of our listeners out there maybe are not familiar with the phrase pitch deck.

(Speaker 2)
Could you explain what that means for some of our listeners that just aren’t familiar with that terminology? Yeah.

(Speaker 1)
So, you know, pitch deck is the thing you have off the back of your house. Yeah. You go, you step out on it. And if you want to throw a baseball, uh, no, write that down.

(Speaker 4)
Right.

(Speaker 2)
Right. That’s good notes.

(Speaker 1)
So, so anytime I think you ask a bank for a loan, a, uh, private equity group to invest in your company, um, a relative to invest in you or friend to invest in you, they want to know what’s the plan. And a pitch deck basically says, What’s the big idea here? And it’s where you convince people, why does the world need another coffee machine, mouse trap, type of mouse, keyboard, SaaS software, accounting software, sunglasses, a bottle to hold hot coffee? Why does the world need another one of what you’re thinking about? What’s the plan? Is the plan realistic?

(Speaker 1)
And how does this look like other plans that worked out? The pitch deck is basically the eight nine page explanation. of why this is a good idea, why the world needs it now, how we’re going to succeed, who’s going to do the work, and how we’re going to make money.

(Speaker 6)
I have read the book, more like a brochure almost, but the book called Pitching Hacks, which was written by Naval Ravikant there. And in that book, it gives kind of a template on page 55 of all the things you should have, you know, the cover, the summary, who’s on the team, the problem, the solution, technology, marketing, sales, competition, milestone, all that. Do you have a kind of a template that you would direct our listeners to check out? Do you have kind of one that you, because you’ve made so many of these, do you have one that you say, hey, go look at that, that’s what a pitch deck should look like? Yeah, well, it’s funny. I would go up a level, right, and say the pitch deck is the unlock code.

(Speaker 6)
It’s the key to unlock a money and agreement contract from whoever it is you’re going to pitch. Dr. Breck, a lot of people see your success now. They go to drbreck . com and they say, wow, this guy is a top chiropractor. Wow, this guy’s got a ton of reviews, a ton of patients. He’s helping thousands of people.

(Speaker 6)
You’re making money, you’re profitable. And they might look at that and say, wow. But let’s go back to the beginning.

(Speaker 4)
Did you have to go out and get a small business loan to get started?

(Speaker 6)
I actually didn’t get a small business loan to get started.

(Speaker 1)
No. I had saved up money. Controversial idea.

(Speaker 4)
Right.

(Speaker 74)
Some of that was student loan money.

(Speaker 34)
So, you know, that never goes away.

(Speaker 4)
So even if you, you know, file bankruptcy or anything else, I wouldn’t necessarily say it’s a good move. Because a small business loan, if you do file bankruptcy, it actually goes away. Student loans don’t. And so you’re going to owe that money regardless. But my wife and I were married just before I chiropractic school.

(Speaker 4)
We took out a little bit more of the student loan money than we actually absolutely needed for tuition. And we just saved some of that back so that we would have some money to get started. Now, where did you go to college at? I went to Oklahoma State and then I went to Parker University. So I want to make sure the listeners out there understand how you’ve learned to pitch, and you can correct me if I’m wrong here. Sure.

(Speaker 4)
One, you say to all of our listeners, most of our listeners are all over the world. We’ve got listeners now in South Korea, New York, and Florida. You have a client, Jason, in Australia.

(Speaker 1)
Oh, yeah.

(Speaker 59)
Big David.

(Speaker 4)
Big David.

(Speaker 39)
We’ve got clients in Canada.

(Speaker 30)
I mean, all over the world.

(Speaker 6)
But what happens is a lot of people in the Tulsa area They go, OK, I hear about this Dr. Breck guy on the radio. I’ve heard that voice. I’m going to give him a try.

(Speaker 1)
I’m going to check out his website.

(Speaker 51)
So they go to drbreck .

(Speaker 4)
com, and there they are in all its glory.

(Speaker 1)
And they go up there, and they go, what’s the pitch?

(Speaker 3)
What’s the deal? What’s the no -brainer?

(Speaker 4)
What’s the hot offer?

(Speaker 11)
And I believe, if I’m correct, you offer a free first exam.

(Speaker 6)
Yes.

(Speaker 4)
And a free x -ray. Correct. And a free adjustment. Correct.

(Speaker 22)
Why?

(Speaker 1)
Well, because we have to make that introduction. We want it to be a no brainer. We want it to be an absolutely ridiculous offer that no one should refuse. I can’t think of why anybody would have reservations of checking that deal out. Right? Because it’s $1.

(Speaker 1)
No, it’s free. Yeah, it’s free.

(Speaker 4)
You’re cheaper elephant in the room. It’s $1. You’re free.

(Speaker 16)
Yeah, my first haircut at elephant in the room was $1.

(Speaker 56)
We’re gouging people.

(Speaker 25)
$1 and you’re free.

(Speaker 49)
It turns out $1 is like a lot cheaper.

(Speaker 6)
bigger than $0. It is true.

(Speaker 4)
So if you’re out there listening today, I asked you this, how are you going to pitch your thing? What is your your no brainer? What’s your hot deal? You’re going to offer your customers because if you don’t have that hot deal that no brainer offer, you’re not going to get the leads. Now in the event that you get the leads, you still have to then explain to people all the benefits that are included in what you’re paying for over there, that business.

(Speaker 4)
So Jason, if I’m out there knocking on the door of the website of Elephant in the Room, and I’m thinking about coming in the door.

(Speaker 1)
and coming in and checking out the $1 haircut, what all do I get with that first haircut?

(Speaker 39)
Oh man, so you get a complimentary beverage, you get the tailored haircut itself, shampoo and condition both of the scalp massage, essential oil, peppermint scalp massage, hot towel.

(Speaker 4)
Will you do the scalp massage?

(Speaker 1)
Because if so, I’m in. Sometimes. Oh, wow. OK, keep going. Let’s see. OK.

(Speaker 1)
So you get the face moisturizer, and then we do a full style. So however you want to do it, wet, dry look. I know you’re a fan of the wet look. Oh yeah, absolutely. But you also, while you’re going through the process of getting your hair washed, you get the awesome paraffin hand wax. And so that whole experience is like, what, 30 minutes of glory for just one buck?

(Speaker 1)
And again, it’s something where we have to pitch it to you. And I don’t feel bad about pitching it to you.

(Speaker 4)
I don’t feel bad about saying on a daily basis on a radio show that you should check out drbreck .

(Speaker 52)
com.

(Speaker 6)
I don’t feel bad about saying check out drbreck .

(Speaker 1)
com. Why? Because I know that what he does is of value and it solves a problem for you.

(Speaker 4)
And therein lies the problem is when you can solve a problem for people, you shouldn’t feel bad about trying to convince people to pay you to solve their problem. problem. Now you should feel bad if you’re trying to convince people to pay you for not doing anything, which is why I have a huge, huge moral ethical issue with people out there who are seeking to make completely passive income without offering anything of value. I see people all the time trying to start a marketing company that’s turnkey, set it and forget it, it doesn’t work. I’ve seen so many people out there trying to start a garden that doesn’t require I see so many people out there trying to start a family without investing the time with their kids.

(Speaker 4)
I see so many people getting married wanting to have a family. Passive stress -free marriage without investing the time to work through the various issues that will come up over time as your expectations and communication may be failed to meet each other’s expectations from time to time.

(Speaker 24)
You can’t have a completely passive something.

(Speaker 4)
You’ve got to offer something of value in exchange for the money that you seek. So if you’re out there today and you’re trying to pitch something, you have to say, what are the problems that I can solve for the people What are the problems that I can solve for my current customers? What are other problems that I can solve for my ideal and likely buyers? If you’re a startup, write down a list right now of all of the things that you can do to solve problems for humanity. Because people will pay you to solve problems. I mean, Dr. Brecht, do you typically push -mow your own lawn?

(Speaker 4)
I used to. I don’t now.

(Speaker 1)
The 37 acres I was looking at yesterday, I was telling Aubrey, I kept telling Aubrey, the real estate agents asking us about the property and what we think.

(Speaker 6)
And I’m telling Aubrey, I said, Aubrey, I’m gonna have to get you a new push mower. And he’s like, Dad, this would take my entire life. And I go, Yeah, yeah, but then you do every week. So it’s a Kaizen continuum improvement. But seriously, if you’re out there, and you’re saying I don’t, I don’t know what problems I could solve. I know of many successful entrepreneurs that started sincerely started by mowing lawns, right?

(Speaker 6)
You knock on the neighbor’s door. Hey, neighbor, I’d like to mow your lawn.

(Speaker 1)
And the neighbor says, Why don’t you have a company that mows it? And you say, well, I’ll do it for half of what they’re charging.

(Speaker 6)
Why? Because you probably make more money per hour than you’re making at your current job. And the neighbor’s willing to get a good deal, wants to get a good deal. And if you do it cheaper and better, you’re in the game. Now, as you get bigger, your costs will rise because you have management and different layers and insurance and all that kind of stuff. But if you don’t know what to do to start a business, if you’re a wantrepreneur out there, just write down a list of the problems that you can solve.

(Speaker 6)
And if you have a business, write down a list of the additional problems that you can solve for your ideal and likely buyers. And Dr. Breck, what did it take for you to get over the hump of feeling bad? about pitching something, of trying to sell something. When did you resolve in your mind that, hey, I am solving a problem for people, and I shouldn’t feel bad about it? I think that was actually the switch was when I wasn’t selling anything, when I was just offering them a solution.

(Speaker 1)
And that that solution comes at a cost.

(Speaker 16)
And so it wasn’t so much as it’s not a sales, you’re not a used car salesman, you’re not sleazy in any way.

(Speaker 4)
It’s just, this person has an issue, they have a problem, I have a solution. And intellectually, energetically, physically, it’s worth value. And so there’s an exchange. And that was it. You know, it’s just that switch in the mind. I think though a lot of people even struggle with coming up with a no brainer.

(Speaker 4)
Have you ever, have you ever struggled, Dr. Rick, did you struggle with the idea of coming up with a no brainer or was that pretty easy for you right away? Uh, that wasn’t so difficult. No. I mean, I think depending on what your market, what, uh, where you’re at, uh, in the marketplace, you have to differentiate yourself. You have to stand out. Um, and there’s a lot of noise.

(Speaker 4)
And so, uh, to get that initial interaction.

(Speaker 10)
it makes sense to have a no brainer. You’ve got to, I knew that the quality of our service was high, that we would wow them if we can get them through the door. And so the, the problem, the hurdle that we had to overcome was getting the client through the door. And so a no brainer like we offer does that. And then from there, we can continue to wow. Jason, I’m not sure if you’re aware of this, but early on in my career, I, one of my first jobs was trying to sell a brake

(Speaker 1)
Brakes like for a car. Yeah. I’ve got I’ve got audio of me attempting to sell the brakes. I’m going to queue it up here. And I just think you could maybe tell me where I got this wrong. A lot of times we get nervous when we’re doing sales.

(Speaker 4)
When we first start out in our sales career.

(Speaker 6)
It’s easy to get nervous when you when you go into pitch something because you don’t know the system yet. You haven’t scripted out your questions for building rapport.

(Speaker 4)
You haven’t scripted out your questions for finding the needs. You haven’t scripted out your benefits, and you haven’t documented the facts that support what you’re saying, and you don’t have a good call to action. And if there’s any objections at all, you really don’t know what to do. And so I’m going to cue up some audio of my first early sales pitches, and you can tell me what you think I may have done wrong during this particular pitch.

(Speaker 19)
Let me cue it up. What I was trying to say is that our new brake pads are really cool.

(Speaker 18)
You’re not even going to believe it.

(Speaker 10)
Um, let’s say you’re driving along the road with your family and you’re driving along la la la Then all of a sudden there’s a truck tire in the middle of the road and you hit the brakes.

(Speaker 39)
Whoa, that was close Now, let’s see what happens when you’re driving with the other guy’s brake pads You’re driving along you’re driving along and all of a sudden the kids are yelling from the backseat.

(Speaker 74)
I gotta go to the bathroom daddy And the medic gets out and says, you guys in the corner puking his guts out.

(Speaker 18)
All because you want to save a couple extra pennies. And I see I see a lot of people that who are great people in all sincerity They’re great people and just just for clarity.

(Speaker 17)
I did not start out selling breaks. I did work at Applebee’s Callahan That’s about how it sounded when I tried to pitch dessert items But a lot of us just get nervous right away. We get kind of awkward, you know, we’re not an awkward person But then we get awkward.

(Speaker 55)
We’re trying to do sales.

(Speaker 19)
We kind of get into that weird Sales mode dr. Break.

(Speaker 1)
Have you ever seen this phenomenon?

(Speaker 10)
I have experienced it.

(Speaker 56)
Yeah.

(Speaker 73)
I feel like I’ve been there.

(Speaker 1)
Yeah, it’s it’s now let me let me go ahead and keep another audio. This is other audio of me earlier in my career. I’m trying to sell it different different products. Let me queue it up here. I like your prices. There’s a problem.

(Speaker 1)
There’s no guarantee on the box.

(Speaker 2)
Heck, if something breaks down, you can call me even if I’m home watching TV.

(Speaker 33)
Callahan is guaranteed every part sold since 1925.

(Speaker 26)
Maybe so.

(Speaker 2)
But it’s not on the box. It should always be on the box. Comforting you, calling out, I’m good. I’ll never let you down. But if I do, I’m going to make things all better. Our brake pads are made with a non -corrosive polyplate.

(Speaker 2)
Son, if you’re not talking about a guarantee, skip it. My customers need to see that little label looking them right in the eye. Hey, you can get a good look at your butcher. What? Remember, shake it right. All right, you want to talk about guarantees then fellas you just ran out of time see what happens is with sales again You’re meeting somebody and you have a limited amount of time right to make your pitch sure So you’ve got a build rapport with the person be gonna find the needs find their needs find what?

(Speaker 2)
Problems do they have and then you show how you can solve those problems. Mm -hmm, and then you call them to action, right? Now, when you do the call to action, there will be an objection of some kind, and you have to be prepared to deal with that. You isolate the objection, and you call them to action again. And that is how you do it. And without any further ado, back to our interview with Mr. Oren Klaff.

(Speaker 2)
Right, so one of the problems with these templates is, you know, you take Pitching Hacks, right, and that template, and you go pitch an angel investor for your, whatever, SaaS software, you know, dating app for grandmas, that’s gonna be a huge hit. Dating app for grandmas, wow, okay. Yeah. Uh, and, and, and so, you know, you go, what’s the big idea? What’s the problem? What’s the solution?

(Speaker 2)
What traction do you have? What’s the team composed of? Who’s the competition? What are your KPIs? Uh, what’s the pro forma or what’s the financial plan? How much money, uh, do you need?

(Speaker 2)
Why are you asking for that amount of money? How are you going to use that money and, and what holes in the team you’re trying to fill and what the timeline is, right? So that’s the basic format. I’m not even looking at it, but I’m just guessing that’s what that book would have in it.

(Speaker 72)
So that’s the unlock code for an early stage investor, but too much of the world is focused on that first $100 ,000, that first $500 ,000, that first $1 million.

(Speaker 2)
That’s nothing, right? There’s a million, not a million, dozens of other kinds of deals that need to be done. So if that’s the unlock code for a little bit of money, you take that same pitch, right? And you wanna now, so you got $500 ,000 from an investor, now you wanna go lease a facility, right? right?

(Speaker 15)
In downtown Los Angeles, downtown San Francisco, downtown Boston, whatever, you know, a place there, you can do the work and, you know, have your the people that you’re hiring feel comfortable and your customers come in and, and, you know, place to work with them. And so the landlord goes, Hey, submit your application, and you give them the same pitch, right? And they go, vision, mission, big idea, plan, like, what is what is the about any of this stuff.

(Speaker 56)
So the point is the pitch that worked for the early stage investor is nonsensical.

(Speaker 71)
to a landlord trying to lease you some space.

(Speaker 70)
And you go, okay, I’m starting to figure this game out.

(Speaker 2)
I just gotta fill out the application. We don’t need a big idea to rent a facility. We just need cash in the bank, which we have. And then you go, okay, we’re doing some important work here on this dating app for grandmas and poker and hamsters or whatever it is. And the National Institute of Health has a grant in the area that you’re working in, right? And so you go take your pitch deck your pitch that got you $500 ,000 and the pieces that got you a lease and you, you know, you’re busy.

(Speaker 1)
So you pull all those pieces together and you submit it to the National Institute of Health and they go, what balance sheet, big idea, uh, holes in the management team perform a plan like, Oh, what is this? We do science here. Right? So a pitch deck is the things that the buyer needs to know in order to buy what you have.

(Speaker 4)
Maybe I, you know, pitch anything was all about, In some ways you can think about it as giving people the information they need in the order that they need it, in the amount of detail they can absorb in a way that keeps them interested so they pay attention and never get distracted.

(Speaker 6)
Then some things to do at the close.

(Speaker 4)
As you know from listening to reading the book, people want what they can’t have. People chase that which moves away from them and people only value that which they pay for. people want what they can’t have people chase that which moves away from them and people only value that which they pay for people want what they can’t have people chase that which moves away from them and people only value which they pay for. People want what they can’t have. People chase that which moves away from them, and people only value that which they pay for.

(Speaker 4)
This is so scrumptious. Is this ham shucked? Would you like some more chicken pop?

(Speaker 1)
So really, whatever’s in the pitch deck that the buyer needs, the paradox of pitching is that the moment you offer somebody your deal, what it is you have, your product, your service, your idea, the moment you offer it to them, they don’t want it anymore.

(Speaker 51)
People want what they can’t have.

(Speaker 4)
So how do you offer something to someone without in fact offering it at all? And that is the thin red line that goes through the middle of every important deal that’s ever been done. Offering somebody something important, valuable, desirable in a way that that they’re not even sure if they can get it, but they know they want it. So that’s what Pitch Anything, to me, was all about. All right, let’s get back into real estate for a second.

(Speaker 6)
We’re looking at a lot of properties.

(Speaker 4)
And just to make this real and give you some examples, is we’re looking at properties, a lot of them. And any time that I express any positive interest in any property, what do you think, Dr. Breck, that the real estate agents have been doing most of the time? most of the time, whenever I express any interest at all, in the property, what do you think the skilled real estate agents are doing? Well, you know, we’ve got three other buyers right behind you.

(Speaker 6)
And it’s a delicate dance, because they’ll say, well, hey, there’s already an offer.

(Speaker 4)
This property has been listed for a long time. And it might not sell for years. Or I mean, just last week, I had a a property that had been listed for just a month, and boom, a buyer. I mean, that’s how land deals work. I mean, they might happen, they might not.

(Speaker 4)
I mean, it’s in this time of year. If you think about, typically, real estate agents have noticed that homebuyers are really buying this time of the year, the homebuyer, during the summer. But with land, now land is a tricky thing, because when people go back to school, that’s when people buy land.

(Speaker 16)
Of course.

(Speaker 1)
And this is the time and right now. And so I’m not saying that you have to feel any pressure. I don’t want you to feel any pressure. Right.

(Speaker 4)
Um, but I do want you to know just full disclosure that I have sold a piece of land last week that had been listed for years.

(Speaker 6)
So I just want you to know, I’m not saying, right, right.

(Speaker 4)
I don’t want you to, I mean, if you like it, I don’t want you to lose it. But the moment a person puts like hardcore sales breath, like they say, here’s the deal. This land, we have three buyers right now. And if you don’t decide right now, The deal’s off.

(Speaker 11)
The moment you put that kind of pressure on somebody, it’s too much.

(Speaker 1)
Too much.

(Speaker 6)
It’s a balance though, because people want what they can have. I mean, that right there, that was some great knowledge bombs right there.

(Speaker 4)
Jason, I mean, think about that elephant in the room.

(Speaker 6)
It’s like we want to give people a great experience, right?

(Speaker 4)
And legitimately, we can accommodate approximately 4 ,000 members.

(Speaker 64)
And will you explain legitimately why that’s about our peak threshold for those particular three stores?

(Speaker 4)
That’s about as many chairs as we can fit in each shop and as many employees as we can staff to take care of them.

(Speaker 38)
And so on top of that, though, like his his first point is people want what they can’t have, you know, when our membership numbers are low, which most of the time the customers don’t know that.

(Speaker 6)
But when they were like right before that, like 3000 period, we had a lot more people who were like, Hmm. Let me think about it. Let me go home with 4 ,000 members.

(Speaker 1)
It just feels busy and you’re like, I mean, the biggest issue we have now, the number one reason for cancellation elephant in the room right now is what can’t get in. They can’t get in for a haircut. Our members, we can only accommodate 4 ,000 members. And if you don’t pre -book your next haircut, I mean, you might not be able to get in. I’ve experienced that. Because we’re booked out all the time.

(Speaker 1)
And that is a thing. So again, Dr. Brecht, what’s the balance there?

(Speaker 4)
Because you don’t want to put too much pressure on people.

(Speaker 6)
Right. But you got to let them know that as a chiropractor, what’s the most numbers of patients that you guys can accommodate over there in a given day? Well, currently we’re seeing about 65, 70. We could see probably about 80 in a day.

(Speaker 1)
But that’s about the most. That’s about the most. And people come in there and they get the impression you’re busy. Yeah. Because you are busy.

(Speaker 2)
Right. I mean, yeah, it’s a it’s a good problem, but it’s a problem when we’re standing room only and we’re doing our best to accommodate everybody that’s coming through the door. But we also, you know, have people who are trying to book first time appointments and they have to wait a couple of weeks. You know, if you’re hurting, that’s a problem. I would encourage you to put on Orrin Klaff’s book to work. Put it to work and take the time needed today to script out your five rapport building questions.

(Speaker 2)
Script out your five needs finding questions.

(Speaker 39)
The problems you can solve.

(Speaker 2)
Write down those five questions to find the needs. Script out your three to five benefits. How you solve problems and make sure you script out the facts that support what you’re saying. Dr. Breck, why should we take the time needed to script out the rapport building questions, the needs building questions, the actual benefits and the call to action quotes, as well as the FAQs, the frequently asked questions? Why is that important? Well, I love scripts.

(Speaker 2)
To me, a script is just the ideal answer to a situation that you know is inevitably going to come up. Yep. And so if you don’t have it scripted, you’re going to shoot from the hip and miss points that you would have wanted to say as soon as that conversation’s over you’re going to regret and you’ll go back and say oh I wish I’d said this I wish I would have done that and a script is just an opportunity to do that in advance and that way you don’t miss those things and you don’t have regrets when the conversation’s over and you can do that with so many different aspects but yeah you’re more likely to operate in your ideal situation if you’ve already pre -gamed, pre -planned, and worked through it, even role -played it. And now without any further ado, back to our interview with Oren Klaff. In the book, there are so many knowledge bombs there, but what I wanted to do is I wanted you to maybe see if you could tee off on one idea that broke my mind.

(Speaker 2)
You were talking about frame control. in the book, and you’re a good writer. I’m just a slow reader, so I had to listen to it a couple times. Could you try to explain to our listeners what frame control is all about, just as kind of a teaser of the kinds of knowledge bombs they can find in that book? Yeah, I mean, one example I might use is, we’ve all done this, you go to meet some friends downtown, wherever you are. and you walk into the restaurant where you’re supposed to meet, and there is a cacophony of noise.

(Speaker 2)
There’s waiters and bartenders, there’s a bar going, they’ve got TVs playing, there’s some frat boys high -fiving in the corner, and there’s a family having a family reunion, and there’s couples at tables, and the maitre d walks out, and there’s music playing, and it’s just an overwhelming stimulus. Your friends are right there, 15 feet in front of you. They’re waving their hands at you. And you’re scanning the restaurant, looking for them. You can’t see them. They’re waving their hands at you.

(Speaker 2)
And then finally, they have to dispatch someone to come and shake you. Oh, we’re right over here. Oh, now you can see them. I think that’s the good metaphor that we think about for framing. Most people come into a situation with you. They step in, and that’s what’s going on.

(Speaker 2)
too much information. There’s too much noise. It’s too loud in too many different directions. and they can’t pick out the important information out of the scene, out of the interaction with you. And the reality is, even if it’s just you and them in a conference room, on a Skype, on a phone call, it’s a similar situation. So you have to frame reality.

(Speaker 69)
You have to put a box around it that limits many, many, many pieces of information, excludes them.

(Speaker 2)
So, and it highlights just what they need to know, right? So everybody comes to a situation with a frame. You walk in that restaurant with a giant frame, you’re looking at everything, right?

(Speaker 1)
Your friends, their frame looking for you is just the front door, it’s very small. They see you walking in, no problem, right? And so frames are things that interact, they come together. When I wanna sell someone a million dollar deal, They bring a perspective, that’s their frame, an idea, values, money, situation, needs, personal comfort, things that’s going on in their personal lives. So all of that is their frame on how this should work. And you’re bringing your values, your ideas, your money, your comforts, your discomforts, your goals, things you’re striving for, your frustrations.

(Speaker 4)
And these frames don’t match up.

(Speaker 6)
It’s not like there’s a perfect match like a child’s toy. So these frames come and they bang together, right? And they crash into each other. And that’s why deals take days, weeks, months, years to come together, because the frames aren’t aligned. People aren’t seeing it the same way. You want to see a deal done in like 10 seconds.

(Speaker 6)
You know, a guy walks up to a soda machine, wants a bottle of water.

(Speaker 4)
Right?

(Speaker 6)
Oh, water’s a dollar. I have a dollar. Frames collide, interact, match up perfectly, put the dollar in, water comes out, boom. That was easy. right? Now you raise it above a bottle of water and a dollar to two people trying to do a $20 ,000 deal, $50 ,000 deal, a million dollar deal, whatever it is.

(Speaker 6)
Now the frames are very complicated and they crash into each other and they don’t fit. So the art of selling is getting someone to see the deal through your lens, to adapt their frame to yours.

(Speaker 1)
So that’s what framing is. um how much money have you helped you how much money have you raised throughout your career if you had to estimate yeah i mean billions billions he just said billions billions with a b billions i like that he started though i mean i mean it’s like no big deal if you’re out there struggling to sell anything Like the great philosopher, American poet, musician, Michael Jackson said, you are not alone. There are many, many people out there that struggle to sell and to sell well. I think, in fact, the majority of the people struggle to sell well. I’ve met so many top entrepreneurs who told me that the big change in their life that happened with our coaching program was learning how to sell something.

(Speaker 4)
Dr. Brecht, there’s gotta be somebody out there listening right now who’s like, but I just, I don’t want pressure. I don’t want to put any pressure, and I just don’t want to ask for the same. What would you say to somebody out there who’s a good person, but they’re having a little pushback about selling something? I would honestly say that’s going to be more of an issue of your passion for what you are offering. You know, if you’ve got the solution, you don’t have to really sell it. I mean, you just, as Oren’s saying, I mean, you’ve got to match up the frames to allow the other party to see you know, the value in what you’re bringing to the table.

(Speaker 4)
And then it’s just an exchange of energy.

(Speaker 23)
Money is just a different energy.

(Speaker 4)
You know, you’re bringing maybe

(Speaker 26)
it’s intellect or it’s a certain skill set or, you know, I mean, if you’re a plumber, you’ve got the fix for the broken pipe.

(Speaker 1)
You’ve got the move.

(Speaker 22)
You’ve got the move.

(Speaker 4)
And so, you know, they’ve got the money, you exchange the move for the money. And it’s their money.

(Speaker 6)
Yeah. I mean, their money is worth your move. Your move is worth their money. And so it becomes less of a pressure thing. It becomes less awkward. It’s more matter of fact.

(Speaker 6)
Jason, what advice would you have for somebody out there who’s struggling to get over the mental hump of selling something? I see a lot of people just struggling to sell something.

(Speaker 4)
Mentally, it’s like it’s a huge. I don’t know what it is. It’s like a huge mental block. Yeah. We’ll take it from the guy who used to get a bonus based off of selling my paycheck and my wallet depended on it. So for the sake of the contents of your wallet, get comfortable with sales.

(Speaker 4)
I mean, it’s just, it’s that simple. If you’re not comfortable with sales, you’re not going to be able to grow your business. And why are you in business in the first place? Dedicate this song to you, Jason to sell something. Oh, Sell something. Here we go, Jason.

(Speaker 4)
Sell something. Seriously, you, Jason, if you’re out there, you got to sell something. You have to. What if you don’t want to, though? What happens, Dr. Bird? You’ve got to remove that personal rejection of it.

(Speaker 4)
They’re not saying no to you as a human being. It may not be the right time. It may not be the right price. Your move may not be worth that money. But yeah, I mean, if you priced it right, then it is. And you’re going to get no’s.

(Speaker 4)
I mean, no’s happen, and you’ve got to get comfortable with the no. I think you just hit on something that needed to be said here. Let me cue it up here. I think there’s somebody out there that’s saying that and they’re dialogue, like I just can’t handle that kind of rejection. So I’m going to take this conversation to a different place and hopefully a place where you as a listener can receive this.

(Speaker 4)
I believe that nobody out there, whether you were born intentionally, okay? So let’s say that you were born unintentionally, or intentionally. What do I mean by that? I mean, let’s say you have no idea who your dad was. Your dad and your mom, they met, they produced a baby in the backseat of a Winnebago, they produced a baby on the back of a Honda, they produced a baby at a park, at a concert, and you don’t know who your dad is. or you don’t know who your mom is. Either way, I believe that everybody out there was created by God and there’s nobody out there who’s an accident.

(Speaker 4)
Therefore, I believe that you are somebody who has value.

(Speaker 1)
I do fundamentally believe that.

(Speaker 6)
Therefore, whether I reject you and your idea or accept your idea, whether I buy from you or don’t, I cannot diminish the value that you have.

(Speaker 1)
or add to the value. In my opinion, I believe your value, your value comes from knowing that you are intentionally designed, that whoever made this planet and made you didn’t do it randomly. So my whole mindset when I go into sales is that I don’t care if you reject me or receive what I have to say because I don’t get my self -esteem from you.

(Speaker 2)
I don’t get my self -esteem from my wife.

(Speaker 14)
I don’t get my self -esteem from my pastor. I don’t get my self -esteem from how much money I have in the bank because there’s times I’ve had a lot, times I’ve had very little, times I’ve had no money, times I’ve had a ton of money.

(Speaker 4)
And at the end of the day when I go home and put my head to bed, all I need is the air I breathe.

(Speaker 69)
right?

(Speaker 4)
That’s all I need. And as long as I’m above the ground, it’s profound, but I’m not going to sit there and lament about the last rejection I had. And the people who are the most successful, this is crazy. They actually have the most rejections. So if you think about this podcast and the fact that we actually booked Oren Klaff on the show, you might go, wow, that’s amazing. No, no, no, no, no, no.

(Speaker 4)
What’s amazing is how many times people like Oren Klaff have told me no. Thrive Nation, literally, we have had thousands and thousands of top -level entrepreneurs and success stories tell me no. And when I hear the word no, this is what I hear, like some more information. Oh, you want some more information? So when you say, I’m definitely not interested, no. I hear, is there any way you could give me some more information, just a little more?

(Speaker 4)
And I’m like, oh, okay. I view no as a request for additional information. I will call you until you cry, buy or die because I do not care about my feelings more than I care about my goals. See that is that right there. That’s something that somebody needs to hear because somebody out there. That’s a notable quote.

(Speaker 4)
This is somebody out there.

(Speaker 1)
This is what you’re thinking right now. This is what you’re saying to your wife when you go out to sell something today or this is what you’re saying to your husband or to your girlfriend or your boyfriend. This is what you’re saying to either to people around you or you’re saying internally your inner dialogue is saying this. I mean what if they say I’m no good? What if they say get out of here kid you got no future? I mean what if they say that?

(Speaker 1)
So what? So what? What if they say no? What if they say they’re going to say no, you’ve got to get a hundred no’s to get a yes. You’ve got to get a hundred no’s to get a yes. A hundred no’s equals a yes.

(Speaker 1)
It takes a hundred no’s to equal a yes. And that is how you achieve success. Somebody should write that down. It’s a hundred no’s equals a yes. And that is how you achieve success. That’s how you do it.

(Speaker 1)
There’s no other way.

(Speaker 4)
This ridiculousness to think that you and your beautiful new idea and your beautiful business and your beautiful packaging is going to somehow be so good that you don’t need to sell it. Really? Really? Okay. Henry Ford lost it all. How many times?

(Speaker 4)
Five times.

(Speaker 16)
He went bankrupt five times.

(Speaker 1)
Walt Disney.

(Speaker 47)
Walt Disney lost it all twice.

(Speaker 4)
Thomas Edison tried to invent a functional light bulb 10 ,000 times.

(Speaker 68)
10 ,000 experiments his team logged.

(Speaker 4)
Do you realize how many rejections that is? Look up the Dyson vacuum guy. That guy, it took him over a decade to figure it out. The homeboys who are running ESPN, took them over a decade to make a profit. Fred Smith, who started FedEx, it took him over a decade. Look up their stories.

(Speaker 4)
Quit celebrating when they get across the finish line and look at the messy middle. Look at the crap they had to go through to get to where they are, and it’s always rejection. And I’m telling you, by default, I don’t know people, I don’t run into the average person who deals well with rejection. Why?

(Speaker 3)
Because you think it somehow diminishes your value, and you put your value in what other people say about you.

(Speaker 1)
Jason, you just finished reading the book, The Subtle Art of Not Giving a Boop. Tell us about the core message and the subtle art of not giving a boop.

(Speaker 4)
A great book, by the way.

(Speaker 6)
It’s an amazing book, but the core message is you only have a certain amount of, let’s call them Fs, that you can give per day.

(Speaker 4)
Feelings. Feelings. Yeah, you only have a certain amount of feelings that you can give to everything that comes your way in one day.

(Speaker 6)
And it helped me because I realized I was trying to allocate my feelings well above their capacity.

(Speaker 4)
And I was not being productive. I was not happy. And then now I realize I have certain things that my life benefits from by focusing feelings on those and then everything else is forgetting. and I’m just zen the rest of the day. But if I get rejected, I’m not gonna sit there and lament. Right.

(Speaker 4)
If I get… No feelings given.

(Speaker 6)
As an example, I have tried to interview… Somebody should look this up.

(Speaker 4)
I’ve tried to interview Bill Belichick many times, the coach of the New England Patriots, and his personal assistant, his chief of staff, his right -hand man, is Burj Najarian.

(Speaker 6)
B -E -R -J -A -R -I -A -N.

(Speaker 67)
Najarian.

(Speaker 4)
And Burge has rejected me. I can’t even tell you how many times. So much so that I decided to do a show devoted to Burge Najarian and his genius. And now I come up top in Google when you search for Burge Najarian. Have I shown you that, Dr. Burge?

(Speaker 14)
But again, it doesn’t bother me. I think it’s kind of funny. Because you’re just one step closer. You’re going to meet the man. I view rejection as a stepping stone to my future success. It’s like each rejection, I’m like, oh, I’m getting closer.

(Speaker 1)
Breck, have I told you how I convinced my wife to marry me? No, I don’t think I actually did hear that story. Oh my gosh, that’s impressive.

(Speaker 52)
So I propose, and typically when you propose and you get a no, it typically doesn’t work out.

(Speaker 1)
Well, I proposed and it was kind of reluctant. She needed more information. Right, and she’s like, well, I don’t know. I mean, I got to finish college. And I’m like, She needs more information.

(Speaker 6)
And I worked for like a semester, probably a month, trying to convince her that I had the finances to do it.

(Speaker 4)
She wouldn’t have to drop out of school to do it. She could continue college if we got married, that I was the right fit, that I had a plan. And I was a disc jockey, so it was a tough sell. A lot of selling was needed there. I’ve met Vanessa. You married well above yourself.

(Speaker 4)
I upsold. You definitely did. Outkicked your coverage. Outkicked the coverage, folks. But again, there’s somebody out there in your mind And you’re saying, Clay, can we move on? No, because if you’re out there unable to move past rejection, you’re never going to win.

(Speaker 4)
Quit saying this. I mean, what if they say I’m no good? What if they say? get out of here, kid, you got no future. I mean, I just don’t think I can take that kind of rejection. That’s what people say all the time, and I just want to ask you out there, why are you letting your feelings of rejection get in the way and stand in the way of you achieving your ultimate success?

(Speaker 4)
This is your year to be your best, but you’ve got to get 100 no’s to get that yes, because that is what will lead to your ultimate success. And oh, by the way, your father -in -law won’t like your business idea. Guaranteed. Oh, by the way, if he does like it, your mother -in -law won’t. Oh, by the way, if they both like it, a customer won’t like your logo. Oh, by the way, if the customer likes your logo and the parents are on board, your brother will be mad that you didn’t hire him.

(Speaker 4)
And oh, by the way, if all those people are all copacetic and things are kumbaya, then your competitor is going to be pissed. And if by the way, if your competitor is not pissed, then you’re losing. Yeah, if you’re not upsetting some competitors, you’re not doing something right. But if you’re just fearing rejection at all times, you can’t win as a business owner. So get off the freaking field if you can’t resolve that in your mind that you can push through rejection. You’ve got to you got to deal with this entrepreneurial infection because you’re having like this entrepreneurial seizure right now where you think you want to be self -employed, but you can’t handle it if you can’t handle rejection.

(Speaker 4)
Oh, I want to be an entrepreneur. I want to I watch this Tai Lopez video about yachts.

(Speaker 6)
Of course you want a yacht. Unless you’re mentally damaged, you’re brain damaged, you’re going to want a nice car or a nice house. Wanting success is so much different, it’s very different than being willing to do what it takes to have success.

(Speaker 2)
If you see a video that talks about, it’s usually a guy with a British accent who’s on the YouTube channel and his backyard is a waterfall and he says, hello there, are you finding yourself working right now in a dead -end job? Do you want to have success and passive income?

(Speaker 6)
To you, just merely six months ago, I was… away at a job and now I am self -employed and enjoying every minute of my passive income. Click here, click here to learn my simple system, my secrets for success at my upcoming seminar. Click here to learn success.

(Speaker 4)
No, don’t click here. Get the Start Here book.

(Speaker 1)
You can download the Start Here book.

(Speaker 2)
It’s like a 500 page book. You can download it for free. Read the things in the book for free, by the way. You can go to thrivetimeshow .

(Speaker 1)
com, go to thrivetimeshow . com and download the Start Here book for free. And then also download Search Engine Domination for free. Download the book. Go to thrivetimeshow . com, download the book, get the book, download it for free, and then implement everything in it.

(Speaker 66)
Implementation is the hard part.

(Speaker 2)
You see, ideas are easy, but it’s implementation that’s hard. And why is it hard? Because you’re gonna have to make your employees actually do their freaking job. And Dr. Breck, Dr. Breck, it turns out sometimes employees don’t wanna do their job. No, they don’t. Why?

(Speaker 2)
Well, they’re the employees. They don’t look at it as a business owner. But what if I have to manage my staff today and I feel rejection, what’s going to happen? What if I fear rejection? If you fear it, yeah, you’re not going to be very productive at all. You’re not going to have a good day.

(Speaker 2)
They’re going to eat you. I mean, you’ve got to be the boss. You’ve got to get over this fear of rejection.

(Speaker 4)
And now, without any further ado, back to our interview with…

(Speaker 1)
I do this for a living.

(Speaker 4)
Our interview with Oren Clef.

(Speaker 56)
I mean if we take all the people that said hey, you know, thanks for the training Thanks for the instruction.

(Speaker 4)
We just went out and raised money I mean, I’ve worked on some deals that are multi -billion dollar deals alone but I’ve looked in the whites of the eyes of investors and and three four five hundred million dollars gotten them to wire send a check send over and so quite an extensive amount of dealing with money.

(Speaker 2)
So you’ve written a book that’s done very well. You have a massive collection of motorcycles. What inspired you to write this new book, Flip the Script? Why aren’t you just riding motorcycles all day? Why aren’t you just looking at trophies that you’ve gotten yourself or achievements you’ve done in the past? Why have you decided to move forward and to write another book, this new book, Flip the Script?

(Speaker 2)
God damn it. That is the question of all time. You know, we live by the beach here in Southern California, drive around in this stupid Lamborghini, got motorcycles, I got a little boy, five years old, so I’m late in life with a five -year -old, you know, walk to the beach. Why can’t I just leave well enough alone, right? I don’t know, you know, it’s, I’ve got an agent and she pesters me, can you write a new book? Well, and then ultimately, here’s why.

(Speaker 2)
Things have changed dramatically. They’re in the world today. We’re so reliant on tech in the sales environment. Think of the thousands of companies that have CRMs and marketing management and funnel management and funnel hacking and, you know, Zapier and APIs for marketing and website integration. I mean, any little tiny thing that you need, web forms, anything that’s in the marketing funnel has been automated and has some technology underneath it. The irony is, Once you get a lead, you know, it’s not a click to buy.

(Speaker 2)
It’s not a $2 ,500 purchase.

(Speaker 4)
It sort of gets up into $5 ,000, $25 ,000, right?

(Speaker 38)
You got to talk to someone.

(Speaker 4)
Get in a room with them.

(Speaker 2)
Oh, get out of here.

(Speaker 55)
Yeah, talk to people.

(Speaker 2)
Real people. No, no.

(Speaker 4)
We want a click funnel. We want a click funnel. is it once it’s out of the click funnel and somebody goes you know what I have a question it looks good but you know $50 ,000 I got a couple questions then the irony is there’s no technology any any technology at all will make it worse Oh, my presentation is just trying to load. I can’t get Skype to turn on.

(Speaker 65)
Dropbox didn’t move the file.

(Speaker 25)
Any technology at the point of, I would like to talk to you about this deal, makes things worse.

(Speaker 38)
And so, we’re so dependent on technology and lead management.

(Speaker 2)
Leads are abundant. and conversion is dropping and dropping and you know human to human conversion is people don’t understand it today and it and it has changed right because buyers uh have been you know by amazon uh gamified that the moment you tell them what all the features are What all the benefits are and what the price is, they go, hey, thanks a lot. I really appreciate it. There’s something we’re very interested in. If you could just send over the deck and send over the proposal. If we have any additional questions, we’ll check back with you in a week or two.

(Speaker 2)
You know, I have to show this to my partner, the management committee, the board of directors, the Shamu, the whale and Sasquatch.

(Speaker 64)
We have tied up back and he reviews all of our deals before we sign them off.

(Speaker 2)
And so there’s this sense of people that whatever it is you have can be A coupon code exists for it, or it can be gotten for less from another firm, or it can be had for free, but they’re damn sure not going to buy it from you until they’ve tried the system to get it, to find it somewhere else, or to find some information about you which allows them to lever you into a lower level. That’s how buyers behave today. If you don’t understand that, I’ll explain it like this. I’ve been increasing my running volume, you know, so I’m up to more than 20 hours, 20 miles a week, 22, 23 miles, and I’m also at CrossFit, I’m also riding a bicycle, and I’m also Methuselah, you know, older than anybody who could be possibly listening to this. So I need some equipment for recovery, and there’s this thing called Normatec. Do you know what these things are?

(Speaker 2)
Normatec? Yeah. Is that a Sky Vodka product? Yeah, no, it is. It is. It’s also these compression recovery units.

(Speaker 2)
Put your legs in them and they compress with airbags in a certain sequence that’s supposed to revitalize your equipment, your legs. Well, you’re looking good, by the way. You’re looking good. I’m looking at you right now and your face looks revitalized. I don’t see a lot of leg shots here, but your head shots look incredible. Thank you.

(Speaker 2)
Thank you. Yeah, good to hear. I’m sorry. Back to you.

(Speaker 4)
So I’m in good shape. So I needed a pair of Normatex. So I go to normatec . com and they’re 2 ,500 bucks and go, okay, you know, I need them. I can afford them. My coach told me to get them, but I go.

(Speaker 4)
So hop over to Amazon. Dr. Justin Marchegiani Yeah. Because I’m trying to do that. Oh, on Amazon, they’re $2 ,300. Okay, alright, let me get them from Amazon then.

(Speaker 2)
Amazon Prime, I’ll get them in two days. Oh, wait, let me just hop over to eBay because you know, when you—when you buy motorcycles, you’re very eBay proficient because you need parts and stuff.

(Speaker 23)
So that’s—you know, it’s only available.

(Speaker 30)
So—so on eBay, sure enough, use twice, right?

(Speaker 4)
$2 ,100. I go from $2 ,500 to $2 ,100 just by—just you know, in 60 seconds or less. Okay, I’ll just get them from eBay. I won’t get them tomorrow, but I’ll need them tomorrow. You know what, let me just check Craigslist. Yep, sure as hell.

(Speaker 4)
$1 ,900, used three times, not doing triathlons anymore, come get them. So you’re rewarded, the buyer is rewarded for, in essence, looking for a product, a service, finding out he can get it, and saying, that’s an option. Now, I’m going to stall that option, tell them, hey, it’s basically, go ahead, I just got to check with the committee, and then they’re going to go out and look. for cheaper, better, free. They can’t find it, then they come back, negotiate you a little bit better, and they get smart.

(Speaker 4)
So buyers are incredibly smart. They gamified the system, and sellers don’t have tools to deal with today’s kind of buyer. And that motivated me to help people out. So if I buy this book, flip the script, and Orin, I just want to make sure the listeners out there know the kind of financial sacrifice they’re going to have to make to buy this book.

(Speaker 1)
So I’m going on Amazon right now.

(Speaker 2)
Yeah, it’s kind of rude to be typing while doing a show. But I’m just going to look it up here. Andrew, look it up. We’re going to look up the book here. Flip the script. I’m looking for the book.

(Speaker 2)
I see the book. And I noticed that if I were to buy the book right now, I would have to part with $22 .19. Now, it’s a big shot author. Um, correct me if I’m wrong, but you’re going to get maybe what, 15 % of that, maybe 10%. I’m going to get a buck. I’m going to get a buck.

(Speaker 2)
Okay. This is this, I call, I call this, this is a new thing I’m doing. It’s called support a starving, very successful author. And for as little as $1 a day, all the listeners, if we all do it $1 a day, we can support you so you can buy another Lamborghini. And I’m trying to help you raise that money. So I want to make sure the listeners check this out.

(Speaker 2)
Cause this is going to require sacrifice or, and I can’t go buy a regrettable burrito. I can’t buy 17 energy drinks I shouldn’t have, I can’t watch half of a bunch of Netflix films, or I’m going to have to sacrifice to get this book that could change my life. ” Because your book Pitch Anything, that book changed the way I view presentations. What year did that book come out, by the way? Yeah, so that was 2009, 2010. Dude, you’re starving us, man.

(Speaker 2)
This is 10 years in the coming here. I know. We’ve been waiting on it for 10 years. Some of the listeners out there are going, hey, I’m on a budget. I can only buy one or two regrettable caffeinated beverages at a gas station per week now if I’m going to cut back the budget to buy this book. So tell us, what can we find in this book, and why should we all sacrifice the money needed to buy this book?

(Speaker 2)
If you’d like to pitch anything, this book is going to blow you back in your socks. I think Pitch Anything showed you what was possible, that you could walk into a room of a bank, an investment firm, a potential huge client, a client that was gonna make your year, no matter what size the deal was, okay? And you could say, hey guys, it’s 10 o ‘clock, I think we agreed to kick off, actually 10 .03, if you’re ready, why don’t we get this thing kicked off, I know you’re waiting for a couple people, but let’s get started, we’ll let them catch up. So we’ve been working pretty hard to get on each other’s calendar. I don’t know if we’re smart or if we’re just lucky, but we’re super busy this time of year. I know you’re busy too.

(Speaker 2)
We got a little bit of time together before you have to get back to the coal mine. We have to get back to work as well. I’ve prepared about a 15 minute presentation. I’m going to take you through it. And then we want to hear a little bit about you because as much as you’re evaluating us and trying to figure out, have we solved your kind of problem before? Are we good at it?

(Speaker 2)
What are our credentials? What are our ideas look like? What’s our pricing model? As much as you need to know those things, we need to know things about you. We like you. We wouldn’t have come here and prepared to meet with you and we’re excited to do business with you.

(Speaker 2)
On the other hand, we see some things that are red flags that we want to spend some time clearing up before we would ever take you on board. So we got some work here to do today. Let’s kick it off. Does anybody need fluids in or out? If not, let’s get started. Uh, if you don’t, you’re lost, right?

(Speaker 2)
Because otherwise you’re obsequious, you’re, you’re cloying, you know, you’re supplicating, you are, um, you know, mollifying, you are trying to impress, you’re needy, right? If you don’t do that, you just come across as needy and worse. Uh, the, the buyers will just say, Hey, I’ve seen this before, right? This, um, and, and the, you know, If you’re needy and you come across as needing their business, a couple things happen. They start to have power over you. Pitch Anything showed you that you could do this, that these frames exist.

(Speaker 2)
powerframes, right? And how to deal with the powerframes and showing you that you don’t have to walk in and say, thank you so much. We really appreciate you seeing us. I’m very excited to be here today. Uh, you know, if you need, if you, uh, uh, we’re going to give you a presentation. If you have any questions, feel free to interrupt, uh, you know, at any time and happy to answer them very, you know, you’ll find that we have the best customer service.

(Speaker 4)
You know, we try the hardest. If we, if we are able to get a deal done, you find we’re the best, um, firm and we’ll work the hardest because the The customer is always right. When you say that stuff, it encourages the buyer to think of themselves as powerful, right? As the most important party in that room, in that meeting. That’s what Pitch Anything showed, right? The buyer isn’t the most important party.

(Speaker 4)
You are the most important. What does the buyer have? They have a commodity, money. You get money anywhere, right? with a buyer has a problem and you solve their, even if it’s an investment, right?

(Speaker 1)
You saw that their problem is they have to get money out, right?

(Speaker 33)
Although it just sits there, you know, doing business.

(Speaker 2)
You’re the best at what you do.

(Speaker 4)
You work the hardest at it. You’re the most honest, ethical, forthright, you invest the most, you have done this, you’ve come to the seller’s office or come to a Skype and meeting with them because you know you can solve their problem and you’re dedicated. Nobody else is as dedicated to this specific problem as you are. They need you, right? So lots of times I will say, and the better you are at pitch anything, The better you are at flip the script, the more honest you can become. I will say to buyers, listen, I’m sorry, we got sideways here.

(Speaker 4)
I don’t know what happened.

(Speaker 54)
Let me clear this up.

(Speaker 64)
In order to do business with us, you have this problem, we don’t have it.

(Speaker 1)
You have the problem.

(Speaker 49)
In order to get this problem fixed, and we’re probably the best people to fix it for you.

(Speaker 2)
You have to take money out of your account and put it in our account. That’s the only way it works. So I don’t know why you’re saying these things, but I’m totally confused. We don’t have another way of doing business where we become partners with you or, you know, whatever.

(Speaker 4)
So that makes sense.

(Speaker 2)
You’re, you’re establishing a timeline of when you’re going to be done when you’re pitching. I love that. You know that you’re, you’re letting them know, Hey, I got 15 minutes or whatever. I love that.

(Speaker 63)
I love that you bring up that you have some red flag concerns.

(Speaker 2)
Your books, plural, really do flip the script. That’s why I was listening to your book multiple times while I was in Dallas. I just kept listening to it going, What is he saying? And it seems so counterintuitive that it must be wrong. And I have I have a question for you about this, because I’ve now discovered that it is right. But I want to ask you, this is not a political show, but I want to get your take on this.

(Speaker 2)
Do you remember the debates when Trump was debating with like Ben Carson and Jeb Bush? Do you remember that? Yeah, absolutely. And I was personally wanting to vote. I was behind Ben Carson. That was my guy.

(Speaker 2)
And Ben’s a smart guy, you know, cardiologist, knows his thing. And I remember when Trump started off the debate by thanking him for being awake. I don’t know if you remember that. Do you remember that? Yeah. Yeah.

(Speaker 2)
And I said, he’s breaking his frame. He’s doing the orange. That was absolute frame control. And those guys didn’t know how to respond. And so that’s why you have to get started with pitching. So I’ll teach you the number one frame breaker.

(Speaker 1)
Oh, do it. You can just use. So, uh, so look, when you have a call conference call with clients, you know, on a small client, big client, I have calls with, uh, you know, a hundred million dollar guys, $500 million companies all the time. They will always come late. Because they’re busy, and you’re pitching in, and it’s lucky to get them to a call, but they never dial in at 10 a . m.

(Speaker 1)
And so they’ll dial in at 10 .03 or 10 .05 or 10 .06. If it’s 10 .09, we leave.

(Speaker 2)
I mean, that’s an important lesson in frame control. You cannot be sitting on a conference line for 10 minutes and then let the buyer or the prospect dial in knowing that you sat there twiddling your thumbs. They will absolutely be in a power position over you and it won’t work. There’s nobody who would do it. They won’t do it in Silicon Valley. It’s not my opinion.

(Speaker 2)
power plays, and you just won’t have a deal. In Silicon Valley, you’re five minutes late, you’re gone. That call’s rescheduled or never, for sure. They beat to the drum of a German ticking clock. But anyway, so guys always dial in at 10 .03, 10 .04, right? And the first thing I say is I’ll go, hey, Wolfgang, you’re here for the 10 .04 meeting?

(Speaker 2)
And I don’t know why it works, but it’s just frame control 101. And they all go, Oh yeah, I’m so sorry. You know, we got a shipment that was stuck at the port. You know, it’s a hundred million dollar deal. I’m so sorry. I won’t be late next time.

(Speaker 24)
So frame control, right?

(Speaker 2)
As you’re saying, I always find a way to frame their behavior as a little bit awkward, right? In order to get frame control. If you don’t have it, then the frame will be on you and they’ll be controlling you. Can you explain why? And again, I try to give people examples that everyone can relate to. But when Trump was asked about building a wall, and whether you’re in favor of a wall or not, and the guy who’s asking him the question says, hey, you know, the head of Mexico says he’s not going to help you build a wall.

(Speaker 2)
And then Trump responds with, it just got taller. Why does that work? Like, why? Why does that work? Because some of the listeners out there are like, I know that everyone cheered, and it’s memorable, but why? Let me tell you what’s going on there and how you can apply it in your world today, okay?

(Speaker 2)
It’s in this way. You do not have to chase every conversation thread that comes up. So if the buyer says, you know, how do you compare to your other top three competitors? 99 of 100 salespeople start to go down that route, right? We would say, you know, somebody said to me, you know, how do you compare to your top three competitors? You have to break that frame.

(Speaker 2)
You can’t chase that thread. I would say we’re exactly the same.

(Speaker 4)
We all do basically the same thing. You do not have to chase conversation threads that the buyer puts in front of you. How much is it? Here’s how you break that frame. How much is it? Which is the analyst frame.

(Speaker 4)
We all know how much it is. It’s more than you want to pay and less than we want to charge.

(Speaker 1)
That’s how much it ultimately is.

(Speaker 62)
is.

(Speaker 2)
Listen, here’s what I can tell you. When we get to the price, I don’t know what you need. It’s not $400 ,000, but if you think you’re going to get it for $100 ,000, you came to the wrong place. It’s somewhere in between there for sure. I can tell you, once you figure out everything that you need, we figure out, we scribble down a price, you’re going to go, eh, that’s what I thought. This is plain vanilla stuff right down the middle of fairway.

(Speaker 2)
The pricing is not exotic. You want me to throw a price at it now? I don’t know, 250, 300, 325, right? Let’s talk for a little bit what you need. We give you a price and you go, yeah, you know, that’s normal. If you’re telling me straight up right now, you want the absolute Costco China, you know, made in Taiwan, you know, buy it today, keep the kid happy on Christmas day, but it’s broken the next day.

(Speaker 2)
If you want that version of it, that ain’t us. And if that’s where you’re headed with this, let me know so I can help you. Because I know the guys at the, it works one day on Christmas and it’s broken the next day company. John over there is a good guy. That’s what they have. And it’s like, you know, nothing.

(Speaker 2)
So if that’s what you want, just tell me. I’ll hook up with John, he’ll take good care of you. But let me know what you need so I can help. You know, I certainly am not encouraging our listeners to insult people as a way to get ahead, but I want to just throw this out. You mentioned that these moves could be used for good and bad. And if you’ll remember the elections when Trump was really behaving badly, do you remember where he kept encouraging Jeb Bush to stay awake? Do you remember that he kept encouraging him to bring some energy?

(Speaker 2)
Do you remember that in the debates? He just kept going, good job, Jeb. Like Jeb would finish saying something, he’d go, great job there, Jebby. Way to bring some energy. Like he just kept doing that, you know? So why does that work?

(Speaker 2)
I believe in frame control, and some people don’t even like the tone they’re hearing from me here. And I can assure you, you can say this stuff in your own tone. But as you get better, pitch anything and flip the script. You’ll be more direct, more succinct, shorter and more accurate. transparent, and honest. And that’s where this tone comes from.

(Speaker 2)
It comes from being honest and having values and saying, look, I’ll help you out. I’ll bend over backwards, but I will, you know, we’ll do what we can. We’ll, we’ll, you know, we won’t stop when we’re tired. We’ll stop when we’re done and all that stuff. But I won’t, I won’t, move away from my values, right? And my values are we don’t discount.

(Speaker 2)
My values are we are, you know, we spend time with our families. Our values are we’re friends with our clients and customers. Our values are when we get an argument, which we always will do. No relationship, you know, survives the dating period without getting an argument. We will always come back and work as hard as possible. The last call before we die will be the legal and we’ll do everything possible.

(Speaker 2)
We’re very easy to get rid of. Just tell us you don’t want us around. We’ll leave you alone, give you your money back, all those things.

(Speaker 61)
But the one thing I won’t do do is change my values, right?

(Speaker 2)
And—and so that is a value determination, right? Do you enjoy making other people look bad in front of other people? I don’t, right? So everybody’s experienced this, you know, in a coffee shop.

(Speaker 4)
Dr. Justin Marchegiani Yep. Dr. Justin Marchegiani Right? Where your buddy is like, hey, I told you, you know, I didn’t want—I didn’t want—I want half a packet of sugar, not a whole sugar. I want full foam and double cup it.

(Speaker 2)
Come on.

(Speaker 6)
Whereas me, I’m just like, hey, whatever.

(Speaker 4)
It’s not the coffee I wanted. But everybody has seen somebody belittle a waitress or a server, for Christ’s sake.

(Speaker 1)
I mean, those guys are making enough money to maybe get by.

(Speaker 49)
uh, you know, living with a couple people and roommates and, and, you know, probably short on healthcare and all that stuff.

(Speaker 60)
Why berate and belittle them?

(Speaker 2)
So I don’t, that’s not my value berating and belittling, belittling people.

(Speaker 1)
I have a good life.

(Speaker 11)
I don’t like to lord it over people.

(Speaker 2)
Um, you know, So if I ram you with my Lamborghini, no. So that’s a value judgment, right? And certainly, Trump has made that value judgment, and he thinks it serves him. But in business, I just try and keep it clean. I do like to hold the buyer accountable for the values that I’m committed to.

(Speaker 2)
And that’s what I think Flip the Script really shows you how to do. You decide where you are in pricing, where you are and how much time you’re willing to spend with the buyer before they decide. How willing you are to accept this. Hey, send us a proposal. So, for example, when people say to us, we don’t do proposals, right? Companies that have nothing to do, write proposals.

(Speaker 2)
We’re happy. And we write agreements for deals, right? But we’re not gonna write up a bunch of stuff, send it over to you before we, what, have a verbal agreement on a deal? What sense is that? So you don’t have to be cruel, you don’t have to insult people, but you can be honest, direct, and forthright when you’re anchored to the things that are important to you. You know, Oren, what I want to do out of respect for your time, I have two final questions for you.

(Speaker 2)
One from me and one from a thriver who has flown in here from… Daniel, did you fly in here from Amarillo or did you…

(Speaker 1)
I think your mic’s on right there. Did you fly in from Amarillo or did you guys drive here? Yes, I flew in from Amarillo. Okay, and he owns a company called Daniel’s Heat and Air. He’s a longtime listener.

(Speaker 4)
And he has a company, so I’m gonna let him ask you any sales or persuasion question he could possibly think of, and then I’ve got a question for you real quick.

(Speaker 7)
All right, awesome.

(Speaker 2)
Let’s roll. Autobots, roll out. If I buy Flip the Script right now, what’s maybe one way that book could change my life if I implement what is in your new book? Flip the Script? The idea behind Flip the Script is as simple as inception. You should never get to the point in a pitch, in a sale, in a presentation where you say, so what do you think?

(Speaker 2)
Is this something you’d be interested in? Do you have any questions? That’s not what you do at the end of a sales presentation or telling people about your products or your ideas.

(Speaker 59)
What you really want is for the prospect or the buyer or the person on their side of the deal to go, you know what?

(Speaker 2)
I love this.

(Speaker 58)
How do we get started?

(Speaker 2)
The deal should close itself when the buyer says, I love it. How do we get started? And flip the script is the process of getting somebody to that point. And that is how all of our deals close. We never go, so Mr. Jones, what do you think? Are there any questions?

(Speaker 2)
Or if we get the price right, can we move ahead today? It’s always the case. in the deals we close, where they go, hey, I’m really excited. Can you send over an invoice? I want to get started on Monday. That’s what Flip the Script shows you how to do.

(Speaker 2)
Now, Daniel, you have a company called Daniel’s Heat and Air based in Amarillo, Texas.

(Speaker 58)
Your business is growing.

(Speaker 2)
A little fun factoid here for you. He’s done more business this year during the first month of August than he did all of last year and during the entire month of August there, Oren. So he’s having big growth there with his Heat and Air company. Daniel, what question do you have for Mr. Oren Klaff?

(Speaker 4)
Okay, Mr. Warren Claff, what is the best rebuttal for a customer that just wants to know a price of a air conditioning or anything? Yeah, yeah, I think, well, the key to this is the word rebuttal, right? So we do not want to be in argumentation with our customers. So my, and I’m going to answer you quickly, but my sense is something has gone wrong to get to that point. I’m going to answer your question, but I would back you up. The reason that you’re getting that question is that

(Speaker 4)
buyer doesn’t believe that the world is changing, and he doesn’t believe that you’re the number one expert in the way that change is happening. That’s why you’re getting those kinds of pricing questions, because he wants to go out and shop it. So, how does the question go? Hey listen, for the 27405 air -cooled, freeze 23179 unit, what’s the price? $999.

(Speaker 57)
But that’s the question he’s asking you?

(Speaker 2)
Yes, that is the question. I think the answer to that is, as I’ve said before, the price, I don’t want to be snide, the price is more than you want it to be.

(Speaker 1)
and it’s less than we want to charge for something like that. It’s $9 .99, then you’ve got the $79. Then I would stack a million things on it—air filtration, HVAC, HVAC code, are you compliant?

(Speaker 2)
I would do a flash roll, as I call it in the book, where he should feel that you’re the ultimate expert. You would say, You know the price for the 23 OC is 999. They’ve got a new one this year, which has the you know HVAC 23 OC code you know that’s complying and that one’s $13 .99 you know the Pulling a permit is $23 .99 You know hooking it up and getting the you know Bluetooth wired capable You know cell phone is $23 .99 $7 .99 install like what do you mean?

(Speaker 4)
Here’s what I can tell you the price that we have is what it takes to get it working you can buy it and

(Speaker 56)
on the internet, get it shipped from wherever to your house, right?

(Speaker 4)
And you could probably get it for $8 .89.

(Speaker 1)
And if you want it for $8 .89, let me give you the name of the guy over at Air Conditioners Are Cheap, and they ship it good.

(Speaker 4)
So I don’t understand if you want the air conditioner or if you want it working.

(Speaker 55)
And in fact, it’s a little bit of a red flag for me.

(Speaker 2)
Got it. That’s right.

(Speaker 1)
I’m happy to give you a specific price. I just don’t know enough.

(Speaker 4)
Here’s what I can tell you, right?

(Speaker 2)
Andrew, you know what I’m gonna have to do right now?

(Speaker 1)
I mean, right now, you got that trigger finger ready over there. Andrew, you got the trigger finger ready, Oren. And as is tradition here, if I have an author on the show and the author has a compelling argument, I just buy that.

(Speaker 2)
I throw caution to the wind, Oren, and I just buy the book. I just say, forget the caution, forget the budget. I’m gonna spend $22 .19 on that book. And so, Andrew, are you prepared to buy the book?

(Speaker 4)
Andrew’s prepared. He’s excited to buy it. He’s using my wallet.

(Speaker 54)
Oh, that’s weird. I’m seeing somebody just bought a hundred books.

(Speaker 2)
Oh, sorry, that was my mom. Oh, thank you, Ms. Klaff.

(Speaker 42)
Hey, Oren, I appreciate you so much for being on the show, my friend, and I’ll give you the floor.

(Speaker 53)
Do you have a final word you want to share with our listeners?

(Speaker 52)
We just appreciate you so much.

(Speaker 1)
Yeah, I think today sales and conversion is so jammed up. It’s either flip the script or die. Well, I’ll tell you what, I’ve got a little sound effect I want to hit right there because that right there is hot. Wow. That’s some glory right there, Oren. Thank you for being on the show, and I hope you have an awesome rest of your day.

(Speaker 1)
Thank you. I’ve enjoyed it. The sound effects and the good questions and the guest speakers, I’m overwhelmed. appreciative.

(Speaker 6)
Hey, you take care. And Oren, we’re off and I’m going to get this show all edited. And this show is set to go out in October. OK, great. And when it goes out, we’ll send it to your people so you can promote it or not promote it to your heart’s content. But either way, I really appreciate your book, man.

(Speaker 4)
Hopefully you feel like I prepared well enough because I’m honored to have you on the show. Yeah, you prepared for sure. I appreciate it. Plenty of great things to say.

(Speaker 6)
So let it fly. All right, my friend. You take care and have a great day. Enjoy those motorcycles. OK, I will. I will.

(Speaker 6)
Thanks for the interview. I appreciate it. All right. Bye. All right. Bye, guys.

(Speaker 2)
I encourage everybody out there to purchase Oren Klaff’s book, Pitch Anything.

(Speaker 4)
That book has had such an impact on my life.

(Speaker 40)
I made my wife listen to that audiobook with me, I think three times, when I was driving to Dallas and back, because I was struggling to understand it.

(Speaker 4)
It was blowing my mind.

(Speaker 51)
I was having her take notes while I was driving. I’m like, oh, pause it, pause it, write that down.

(Speaker 4)
right that pop pop nope that right there that’s hot and my wife gets things quickly because she’s smart and i don’t um but that book i’m just telling that book right there uh is an impressive book pick it out today just get get the book today go to amazon buy pitch anything and his newest book flip the script, I would encourage you, I have not read the book yet though, I have not read the book, flip the script, I encourage you to get it, I’m getting it, I just bought a copy of the book myself, I look forward to digesting that book and breaking it down on the show.

(Speaker 6)
But again, check out Oren Klaff’s book, Pitch Anything and Flip the Script.

(Speaker 4)
And Dr. Breck, I’ll let you have the final word here.

(Speaker 2)
For anybody out there who’s afraid of selling something, what’s your final word of encouragement to help all of our listeners sell something, pitch anything and to move beyond just surviving financially?

(Speaker 5)
Like Clay had said earlier, you know, find your value in something other than the sale itself. You know, you are a valuable person.

(Speaker 50)
Yep.

(Speaker 5)
And then find the value in the product that you’re selling the service that you’re selling. Believe in the product, believe in the service, full wholeheartedly.

(Speaker 7)
Yep. And you won’t find it nearly as difficult to sell. And if you work somewhere where you can’t sell something because you did you disagree with the ethics of it. You don’t believe in the product. You don’t believe in what you’re selling.

(Speaker 25)
You know, it’s time to move on.

(Speaker 7)
It is Yeah, you you’ve got it. If I believe in something, I’m not a salesman. I’m not. I’m not a salesman. I promise you I’m not.

(Speaker 4)
But if I believe in something, I can sell anything. People will go and they’ll tell all their friends about their favorite new pair of shoes or this restaurant that they visited. You’re selling it. That’s what you’re doing. You’re out there marketing for that business because you had a great experience. Because you believe in it.

(Speaker 4)
If you don’t believe in your product, your service, you’re not going to be good at selling it. But if you fully believe in it and you’re passionate about it, you won’t find it very difficult at all. And now without any further ado, we’d like to end each and every show with a boom.

(Speaker 7)
Jason, are you prepared?

(Speaker 4)
Always. Mr. Listener, Mrs. Listener, are you prepared? Yes. Okay. And Dr. Breck, are you prepared?

(Speaker 12)
I’m ready. Here we go.

(Speaker 5)
And without any further ado, three, two, one, boom!

(Speaker 12)
It is Jen Jacobson -Brusa, and our web address is shop . belovedcheesecakes . com. We have definitely broke records, especially in the month of October, and we’re shipping 130 cheesecakes every Tuesday.

(Speaker 4)
We could ship more, but we’re just running out of space.

(Speaker 5)
We don’t have enough space. We don’t have the freezer capacity. Yeah.

(Speaker 4)
And our bakers are struggling to keep up. And we have two full -time amazing bakers. It’s a great problem to have.

(Speaker 9)
We’re super blessed. Yes. But it’s just, you know, overcoming, digging, digging, digging. Yep. We don’t use preservatives or anything.

(Speaker 5)
That’s why we can’t, when we ship them, we want to be able to add all of our fresh ingredients. to make the best possible cheesecake arrive at the best possible way, we have to ship the toppings separately.

(Speaker 9)
Our growth has been through the roof. Now, when our phone dings and there are cheesecake, that means it’s been a cheesecake sale. It used to be a real, wow, look at that, we got a cheesecake sale, oh my stars, look, where are we shipping it to? Now, It’s, oh boy, I hope I have the product available.

(Speaker 5)
I hope everything’s going to be perfect. And now our cheesecake shippings are anywhere from 125 to, I think this week, Tuesday the 28th, we will be another personal record. I think we’re pushing 140, possibly 145 cheesecakes. Are you like, so you’re up like 14 times? Is that, is that accurate, Jim? Am I getting that right?

(Speaker 5)
Yes.

(Speaker 9)
I can’t get over enough of Clay would always tell us. It’s about consistency, it’s about being at the grind and you develop your systems and you repeat them and you develop everything that works and you repeat it over and over and over. Regardless if you’re tired, you’re discouraged, it doesn’t matter. These systems work and if you continue to just put time into it and do it repetitively over and over and over, the fruit will come, the results will come and you’ll be like us. How are we keeping up with all these orders? Jen Brusa owns and operates a successful business called Beloved Cheesecakes, where she sells an amazing variety of them.

(Speaker 9)
Jen says her made -from -scratch desserts are award -winning for a couple of reasons. I just chalk it up to it’s Jesus, and it’s made with pure love, and my heart goes into it.

(Speaker 4)
Before Jen became a business owner, she had separated from her husband and was raising her three sons by herself. Jen received food stamps from her husband to help cover her expenses. She also worked as a waitress and got another job in guest services. But even then, it wasn’t enough to take care of her three growing boys.

(Speaker 39)
Overwhelmed is an understatement.

(Speaker 5)
There were times where I didn’t even think I was going to make it. Honestly, it was my boys that kept me going.

(Speaker 4)
After Jen and her husband divorced, she joined a food share co -op program where she paid $20 a month to get surplus food at a discounted price.

(Speaker 38)
That’s when she received a parcel of blackberries and started making cheesecakes.

(Speaker 4)
They were so popular, she began to sell them.

(Speaker 5)
A major blow to Oregon restaurants and bars as the state enters a third shutdown is going to take effect today and it will be the third indoor dining ban for some major cities like Portland and Salem and Bend.

(Speaker 4)
And Eugene forcing recovering restaurants to shut their doors yet again to indoor diners. Jen Jacobson is a mother of three and the owner of Beloved Cheesecakes. And she joins us right now from out in Oregon. Good morning to you Jen. Good morning. Thank you for having me.

(Speaker 4)
When you heard the news you must have thought you’ve got to be kidding me. I’ve already had to let all my employees go. It’s just me and my three kids running this operation. What are you going to do. Keep going and doing what I can with that to go orders and trying to survive that way.

(Speaker 5)
I mean that is what it is. It’s like just surviving right now. I do feel like for small businesses, you know, Governor Brown talks about being the underrepresented population of people that she cares for. I mean, we have that in common. I care for underrepresented people myself, and I think she’s oversaw small business owners, and especially in the restaurant industry, and we’re being underrepresented. now.

(Speaker 5)
Yeah. And there’s a picture of you with your three children who are helping you run your your operation. And by the way we’ve got your Web site. We’re going to give the the Web site in a moment. So people if they would like to get. In fact there it is right there.

(Speaker 5)
People would like to help her and her family out.

(Speaker 4)
Beloved Cheesecakes dot com is where you can go to see what she’s selling and she’ll ship it to you. All right, folks, we have the beloved Cheesecakes team broadcasting live here from Oregon. And they have some exciting news. They’re continuing to set records because great people like you are buying their cheesecakes. But the company started with very humble beginnings. Jen, welcome on to the Thrive Time Show.

(Speaker 4)
How are you?

(Speaker 1)
I’m doing great.

(Speaker 5)
Thanks, Clay, for having us. So Jen, for anybody who wants to verify you’re not a hologram and you are a real person, can you tell us your first and last name and your web address for your company? Yes. And who’s this handsome man next to you, for anybody who wants to look at you? My husband, Makai. Makai.

(Speaker 5)
Now, Makai, people want to look you up. How do you spell Makai? Someone says, how do you spell Makai? It’s M -A -K -A -I. OK, now we’ve got through the controversial stuff. You guys are winning awards.

(Speaker 5)
You’re being nominated for awards. Your sales records are being set. Jen, tell us about the kinds of award or awards you’re being nominated for. Tell us what’s happening there at belovedcheesecakes .

(Speaker 4)
com. Yeah, well, recently, we’ve been put in the top 150 mom and pop shops, America’s mom and pop shops and from the entrepreneur magazine. I thought it was a scam at first because you know, we get a lot of scammy emails. And then the tournament started October 6, then round one, we were made it through round one, and round two came and we made it through round two. And so what it is, is every we don’t know what it is. they’re tagging us, but they’ll just tag us on a random day.

(Speaker 4)
And it’s we’re facing off with another local or not local, but another small business in America. And this last week was round three, we faced off with a business in New York. And We made it in the top four finalists. So next week, we have no idea when beloved cheesecakes will be tagged. But well, I guess we’re going to be facing off a it’s their terminology is a local legend. So but we’re the only business in Oregon that is going to be facing off with another business somewhere elsewhere in the state.

(Speaker 4)
So for four of them, so it’s pretty cool.

(Speaker 12)
Now, I want to showcase and share your product with everybody here.

(Speaker 4)
It’s BelovedCheesecakes . com. That’s the website.

(Speaker 49)
And if somebody out there is watching this show, Jen, and they want to be an entrepreneur, they want to be successful, they want to turn their dream into reality, could you tell us about how you started BelovedCheesecakes .

(Speaker 4)
com? Because, again, now people see the momentum. They see the awards. They see just all the nationwide success you’re having. But for anybody who’s going, I want to start my own thing, how did you start BelovedCheesecakes . com?

(Speaker 4)
Um, well, how I started the whole thing was in 2019, and actually started even before that in 2015. So Makai has married in, but I came out of a domestic violent marriage with three boys. I was on a food share program, got a flat of blackberries, made a cheesecake, a blackberry cheesecake for my kids school. And from there, it was, um, you know, turned into a side hustle, God’sidentally is what I call it.

(Speaker 2)
And then I had a Kickstarter that started us, you know, funded us and we opened my boys and I opened in August 2019, eight months before the lockdown.

(Speaker 5)
And then I chose to stay open during the lockdown, I ended up meeting my husband. during the lockdown as well. And like I said, he married in and here we are. God wanted Beloved Cheesecakes. That’s his business.

(Speaker 7)
I’m his beloved. He is mine. And it’s pretty amazing.

(Speaker 4)
We have two locations. We ship nationwide. We’re in about 20 different restaurants here locally and grocery stores and bougie grocery stores, that is. Now, I met you guys at the Reawaken in Oregon, and people kept saying, Clay, you need to meet Jen. You got to meet this lady. She did not comply with the lockdowns.

(Speaker 4)
She stayed open, which, by the way, Oregon is a very tough state to stay open in. For anybody who doesn’t know, it’s probably the most progressive and liberal state out there. I mean, it really is wild, the persecution you faced. You stayed open. You were featured on Fox News and other outlets for defying the lockdowns and the mandates. We met in Oregon.

(Speaker 5)
And now, as you’re growing there, this business, we have the opportunity to work with you and help kind of coach you. And what’s fun about your business is you’re scaling it. And I really wanted to get into that part of the, I want to dive into your wisdom on scaling something. So let’s talk about scaling. What does that mean? It’s where you sell something and you sell something else and you sell another one.

(Speaker 5)
And now Makai, you’re selling eight.

(Speaker 4)
And then you sell another one. You’re selling. And the people who bought the cheesecake at belovedcheesecakes . com, they love the cheesecake so much. They tell their friends. And now all of a sudden you’re selling 16.

(Speaker 4)
And now all of a sudden, those 16 love it so much. And now we’re headed into Thanksgiving, and people are going, whoa, I think I saw you on the 700 Club. Aren’t you that lady from Entrepreneur Magazine? And now you’re selling 32. Jen, I believe, and I want to get Makai’s thoughts on this too, I believe now you’re selling so many cheesecakes that the local shipping services might not be able to even keep up with all the orders. Is that correct?

(Speaker 4)
Am I making that up?

(Speaker 7)
No, you’re not making it up. We have definitely broke records, especially in the month of May. and we’re shipping 130 cheesecakes every Tuesday.

(Speaker 4)
We could ship more, but we’re just running out of space.

(Speaker 5)
We don’t have enough space.

(Speaker 7)
We don’t have the freezer capacity, and our bakers are struggling to keep up. We have two full -time amazing bakers. It’s a great problem to have. We are super blessed, but it’s just overcoming, digging, digging, digging. Now there’s this thing called the tracking sheet and there’s a thing called a recipe. So if you didn’t have a recipe, you would not be serving up the world’s best cheesecake.

(Speaker 7)
I mean, if you just said, hey guys, girls, people, just do your best, make the cheesecakes how you feel, we’ll go off the feel method, just paint your way through this, have some fun, we’ll be creative.

(Speaker 4)
So you have a recipe to standardize the excellence and the quality, and then you have a tracking sheet, so you make sure you’re managing the numbers.

(Speaker 5)
Jim, let’s talk about the recipe.

(Speaker 7)
When you started making, I’m going to belovedcheesecakes . com, folks, and I’m clicking on the gallery button. And I’m looking here, I’m finding myself getting hungry. You’ve got what, the pumpkin spice going on, you got the Oreo thing.

(Speaker 4)
When you first started experimenting with cheesecakes, how did you know that, okay, this one’s good enough, I should begin selling it? How did you know that? Well, it was, you know, the research and development of it and testing different recipes and making sure that it was perfect and having other people sample them and making sure that this was high -end, high -quality cheesecake. And so by testing it, I do the quality control now, now that I’m not baking. I definitely taste my fillings, make sure that everything is still staying the same. And that’s the biggest compliment we get is the consistency and our quality.

(Speaker 4)
You know, we don’t do shortcuts and we still hand -zest and hand -bake. all of our citrus. Someday I would like to get an actual juicer, but we just don’t have the room for it right now. And so when you fill in these orders, you have bakers, and they all want to make the cakes. You want everyone to make the cakes to a certain quality standard. Your quality standard, Makai, is sincerely higher than that of your competition.

(Speaker 4)
I’m trying to word this in a way that makes sense.

(Speaker 41)
You’re not trying to be some diva, bougie cheesecake.

(Speaker 5)
But if like a Ford Escort was the cheapest cheesecake in the world, and a Lamborghini was like the best, you’re kind of serving a Lamborghini cheesecake, but maybe at like a Honda price. I mean, it’s not the cheapest thing in the world, but you offer that Lamborghini quality. Can you talk about that? Just what is the idea? How do you position yourself in the market? How do you see yourself, Makai?

(Speaker 5)
Do you see yourselves as like the Lamborghini of cheesecake? Or do you, how would you describe the quality that someone will receive when they get one of your cheesecakes?

(Speaker 4)
I would definitely say it’s the Lamborghini. We like to also reference Ferrari. We call ourselves the Ferrari of cheesecakes, best cheesecake in America. And I think what it all boils down to is we use real ingredients and we make real cheesecake, scratch made, handmade, every one of them. Small batch. And when I say real ingredients, you can look at our ingredients because we have to give them out to these bougie grocery stores.

(Speaker 4)
And our ingredients, I think it’s 10 or under. Um, and then other cakes that are involved, other cheesecakes from other facilities. Um, the list is ginormous compared to ours. And people all the time say when they have our cheesecake, they eat it. They don’t feel heavy. They don’t feel bloated.

(Speaker 4)
Um, they feel still light or, um, they don’t get heartburn and things like that. So we’re not using all the fillers. No, we don’t use preservatives or anything.

(Speaker 48)
That’s why we can’t, when we ship them, um, we want to be able to add all of our fresh ingredients.

(Speaker 1)
However,

(Speaker 7)
to make the best possible cheesecake arrive at the best possible way, we have to ship the toppings separately. Now, what I’m going to do now, Jen, is I’m going to open it up. We have two members of our team here on the mic. They’re not on camera, but they’re on the mic. We have Rihanna here, and we have McKenna. They’re very solid, good people.

(Speaker 7)
And they might or might not like cheesecake, but I know they like you. And we’re going to ask you a couple of questions, if we can, about growing your business, because there’s somebody watching this show today, and they’re going to be inspired by the answers you provide here.

(Speaker 4)
So let’s go with Rihanna first. And Rihanna, what question would you have for Jen, who’s been a client of ours for a long time?

(Speaker 47)
She’s a diligent person. She’s putting in the work.

(Speaker 4)
She’s making a great product. What question would you have for Jen? Yeah, so what habits would you say would be the most critical to your success? Oh, definitely. Well, keeping a schedule. And then also, we really focus on being diligent doers.

(Speaker 4)
So I tell people when we do group interviews that we’re not just we’re in these restaurants, not because they came to us, we’re in these grocery stores, not because they came to us, but we’re diligent doers.

(Speaker 1)
And we’re calling them one grocery store, it took us a year to get in.

(Speaker 46)
And that’s from us being diligent and calling them.

(Speaker 4)
Even with the rejections of nose, we still continue to call. So that is one habit is to continually follow through call do the be a diligent doer. Now, I have a follow -up question, then we’ll go to McKenna here. And I’m not asking you to put your financial numbers out there for the world to hear, but I do want to ask you this question. Makai, when we met in Oregon, I just remember hearing that you would not lock down. And I knew, well, boop, boop, boop, boop, we can help you.

(Speaker 4)
Because there’s a certain defiance you have to have. By the way, there’s a great documentary series called Defiance. Ones, one of my favorite documentaries of all time, called The Defiant Ones. And it is mind boggling. But you have to be a little bit defiant in terms of you have to stand up your principles and be focused if you’re going to be a successful entrepreneur.

(Speaker 45)
And I knew when you guys stood up to the lockdowns, I knew you would do very well as business owners.

(Speaker 44)
From the time that we met in Oregon to now, How much growth have you had?

(Speaker 5)
Are you selling one extra cheesecake a month? Are you one time bigger? Are you 10 % smaller? Is it getting worse? Is it getting better? How would you describe growth, just to give people a context of kind of the growth you guys are having over there at belovedcheesecakes .

(Speaker 5)
com?

(Speaker 4)
It’s easy. It’s been significant. Just last year to this year, and you were just talking shipping, we were excited when it wasn’t a holiday week or a holiday month, and we would ship 10, 15 cheesecakes on a Tuesday. We thought we were big stuff. But as of August, well, we’ve been really playing around with Facebook ads on our advertising and marketing because all about that marketing. Our growth has been through the roof.

(Speaker 4)
Now, when our phone dings, and there are cheesecake, that means it’s been a cheesecake sale. It used to be a rule.

(Speaker 43)
Wow, look at that.

(Speaker 5)
We got a cheesecake sale. Oh, my stars. Look, we’re so we’re shipping it to now. It’s, oh boy, I hope I have the product available. I hope everything’s going to be perfect.

(Speaker 4)
And now our cheesecake shippings are anywhere from 125 to I think this week, Tuesday the 28th, we will be another personal record.

(Speaker 43)
I think we’re pushing 140 possibly 145 cheesecakes.

(Speaker 7)
Are you like, so you’re up like 14 times? Is that is that accurate? Jim? Am I getting that? Yeah. Yes.

(Speaker 7)
Yeah. And I’ll tell you this, folks.

(Speaker 26)
What we’re going to do right now, we’re all going to come into an agreement right now.

(Speaker 7)
If you’re looking for a holiday gift, and I know you are, and someone says, I’m not looking for a holiday gift. OK, if you’re Scrooge and you’re not getting a holiday gift, we’ll pray for you too. But if you are watching this show,

(Speaker 4)
right now and you’re looking for a great gift for mom or dad or somebody, I want everyone to go to Beloved Cheesecakes and at least consider buying an incredible cheesecake from BelovedCheesecakes .com. com. And again, you guys are having exponential, massive growth. McKenna, you have a chance to work with great clients. What question would you have for Jen about scaling from a small business to a regional business to now a national brand? Whoa, I have you muted.

(Speaker 4)
That’s terrible. Back to you.

(Speaker 30)
Yeah, how has implementing the tracking sheet ultimately helped impact your business as well as scaling it?

(Speaker 4)
Oh, the tracking sheet has been an absolute lifesaver. We asked every single person how they hear about us. And in the beginning, when we first started working with Clay, we were, um, we had ads on a radio station, we had ads in magazine. And when we started using the tracking sheet of how do you hear about us, we saw where our marketing dollars were going and not getting any, um, no fruit from it. And so. Being able to track how everybody heard about us, being able to see our numbers, you know, so then we can push like, okay, we’ve got to have sales this week, we had a loss last week or whatever.

(Speaker 4)
The tracking sheet has been an absolute game changer for us. Do you have a follow -up question about tracking sheets, McKenna? We’ll go back to Rhianna.

(Speaker 42)
Do you have a follow -up question for Jen?

(Speaker 39)
Because, again, somebody watching this show, you are highly motivated, highly caffeinated, maybe even agitated.

(Speaker 41)
You want to have success, and you’re maybe saying, wow, can I do it?

(Speaker 5)
I know that, I know, I mean this sincerely, I know you can do it. I know Jen is doing it. Any other question you have for Jen there, McKenna? What was the most surprising thing that you found through tracking? I think, like I said, We, you know, we had our ad, we have a really conservative, awesome radio station here in the area, and we were spending money with them monthly. And I think finding through the tracking sheet and asking people how they hear about us, not.

(Speaker 5)
fruit from that was really surprising and shocking and sad because we also want to support another local business here. But when you’re a small business, your dollars, every dollar counts on where you’re spending it. And so I think wouldn’t you think that’s like, I would just say I’d love to add to that. I’m asking for objective reviews. Yeah.

(Speaker 4)
At the very beginning, when we started working with Clay, we thought this might be a little ridiculous, this little obnoxious pestering people. Hey, we’d love to have an objective review. Your opinion really matters to our business.

(Speaker 1)
But then fast forward to where we’re at, 2200 or plus five -star reviews.

(Speaker 5)
And to hear when you ask people, hey, how’d you hear about us? They’re like, oh, I want a dessert. And I Google dessert. And bam, you came right up. Best dessert. Or a company in Vermont says, where’s the best key lime cheesecake?

(Speaker 5)
They find us. Now we build a relationship where we send them cases of key lime cheesecake all the way from Oregon into Vermont for her restaurant. I want to show people this, too, just to hammer what you just said, because what you said, Makai, is pretty powerful. If you Google search Oregon cheesecakes, you guys now come up as the top search result. And I have run into so many people that have come to me and they’ve said, hey, Clay, I heard about Beloved through this, through that, looked them up. They always say that part.

(Speaker 5)
They go, I heard about Beloved through this and that, and I looked them up, and they were great. But they always say I looked them up.

(Speaker 4)
So what does that mean to look it up, to look them up? I’m looking it up. What does that mean? I’m looking it up. It’s usually somebody Googling something. And then they find something.

(Speaker 4)
And because you stood up against the lockdowns for a while, the only thing that ever came up was like some toxic news story. And so we’ve had to work through that. So it’s been pretty awesome to see. Rhianna, again, BelovedCheesecakes .

(Speaker 40)
com is the topic, scaling a company.

(Speaker 1)
What question or questions would you have for Jen about how to scale, how she has scaled her business, BelovedCheesecakes . com. Yeah. How have you dealt with the criticism and the rejection that comes with scaling your business? It’s pretty easy. I think it’s free entertainment, to be honest.

(Speaker 1)
I don’t pay much attention to it. And I’m very vocal here in Oregon.

(Speaker 5)
I stand for our freedom and Jesus and America. And so what people that are hating on us or criticizing us, we are also fighting for their freedom of speech. I mean, they are they have the freedom to have their opinion, their thoughts, their beliefs. And so when they hate on us, it’s like, that’s okay. That’s your opinion. We’re allowed to have our own opinions and beliefs.

(Speaker 4)
And so I don’t take it to heart at all. Behind you, you have all these signs, these wonderful, encouraging signs. You and I share, I think, a similar worldview in that we’re always putting out signs and things on the wall. You’ve decided to not apologize for your faith at BelovedCheesecakes . com. As you’re hiring people through the process of the group interview, aka interviewing a lot of candidates, how has that helped your business, Jen, interviewing a lot of people and just knowing that, hey, not everybody’s gonna fit into a culture where I’m putting up Bible verses on my walls?

(Speaker 4)
The group interviews is probably one of my most favorite things about running Beloved Cheesecakes and learning the group interview from having you as my coach. I just had my first walkout last week, actually. And I always start with, Hi, I’m Jen, the owner founder of beloved cheesecakes. First and foremost, we love Jesus. Secondly, we love America, you do not have to know Jesus to work for us. But if you do not like America, you will not like working for us.

(Speaker 4)
It doesn’t offend me if you leave, I just have to tell you who we are. And I had a gal get up and she’s like, Yeah, I don’t think this is gonna be a good fit for me. And which is totally fine. And I’m like, we’ll still serve you cheesecake. We still love you.

(Speaker 33)
Um, but you just have to know who we are.

(Speaker 4)
So I just, and then right at the beginning, everybody knows there’s no question. And clearly they come in our shop and they see that as well. I want to show this real quick. This is a copy of a book I’m editing for pastor Jackson Lawmire right now. Uh, and it’s on my desk and I don’t have to hide this book. I don’t have to go, Oh no, Someone’s coming in my office.

(Speaker 4)
I should hide the book or this is on my desk right now This is uh, rich dad poor dad the guy to investing I just had was I was just on the rich dad poor dad podcast this week. I don’t have to hide this book and say Oh no, someone’s coming to my office.

(Speaker 5)
I don’t have to live in duality. Mark Batterson just sent me his book. This is the pastor of one of the largest churches in America. He’s in Washington, D .

(Speaker 4)
C. I just interviewed Mark on our show this week. I don’t have to hide the book like it’s contraband. I don’t have cognitive dissonance. I’m not trying to appeal to everybody. And if you’re watching today’s show and you feel stuck because you’re being held hostage by crazy, toxic, nefarious employees, Folks, we can help you get unstuck.

(Speaker 4)
Jen, what would you say to anybody who has not been to one of our workshops? Because I think, and maybe I’m wrong, but I think when you came to our workshops, I think you kind of felt like you’d found your tribe or like you’d found home. How would you describe the business workshops? Business workshops, it’s not a motivational workshop. That’s why I first tell everybody. It is action -packed, and you are going to learn the skills and the things to do in your business that will help grow and scale your business.

(Speaker 4)
And I think everybody should go I tell everybody about your business conference all the time. And just if they want to, they don’t even have to have you as a business coach, but just to go and learn the steps to grow their business and also to have that boldness and courage and to stand up for what they believe in and their values, their personal values into their business and not be afraid of that.

(Speaker 1)
So here’s what I’m doing today on today’s show.

(Speaker 4)
Someone says today.

(Speaker 39)
Well, just between now and December 4th and 5th.

(Speaker 4)
So between now and December 4th and 5th, kind of get some mojo going. Uh, if you’re, if you’re watching today’s show or you watch the show, whenever you watch it between now and December 4th and 5th, if you will go to belovedcheesecakes . com, and you will buy any cheesecake at all. You buy any cheesecake at all for the holidays, for yourself, maybe you’re trying to pack on 45 pounds before the holidays, that’s great, but you just go to BelovedCheesecakes . com, you buy a cheesecake, buy multiple cheesecakes, if you’ll just text me a screenshot to verify your purchase. So you say, what do I do?

(Speaker 4)
Go to BelovedCheesecakes . com, you buy a cheesecake, and you wanna text my cell phone number, this is my cell phone number, we’ll keep that very private between you and me and everybody, that’s my cell phone number, 918 -851 -0102. If you’ll just text me a proof of purchase, I’m going to enter you in for a chance to win a backstage pass to the upcoming conference featuring Eric Trump, featuring Mel K, featuring yourself, featuring Michael Levine. So again, you say, I want to go to the Business Workshop. How do I do it? Go to thrivetimeshow .

(Speaker 4)
com. You say, I want to have a great cheesecake. How do I do it? Belovedcheesecakes . com. Now, if you’ll just buy anything at all from belovedcheesecakes .

(Speaker 4)
com and you’ll text me a proof of purchase to my cell phone number, that number is 918 -851 -0102, 918 -851 -0102. You’ll be entered in for a chance to win a backstage pass to the upcoming event So my final question Jen is if somebody’s looking at buying one of your products and they’re going okay I’ve never bought a beloved cheesecakes product before.

(Speaker 38)
What’s the one?

(Speaker 1)
What’s the move if someone goes to your gallery? They go to the shop. What is the one thing that everybody should check out? What’s the one product buddy? I think everybody should get the ultimate sampler It’s one slice of everything that we have and you can seasonals at Christmas time You’ll have the pumpkin and the white chocolate peppermint in that And we tell everybody that beloved cheesecakes is a great gift to give to your loved ones. has everything.

(Speaker 1)
So that’s what we say. Look at that. Look at that. Don’t look at it too much, folks, folks. Look at it. Go to BelovedCheesecakes .

(Speaker 1)
com. I’m going to do it again. I’m going to BelovedCheesecakes . com. Fingers on the home row. Feeling the flow.

(Speaker 1)
Working it. Finding the shop button. Clicking the shop button. Finding the ultimate sampler. Where is it? It’s over here to the left.

(Speaker 1)
I click the ultimate sampler, and there it is. What is it? Half price? It’s only $89? Come on. This is incredible cheesecake.

(Speaker 1)
So again, Jen, thank you so much for your time. Makai, I appreciate you allowing the Ferrari of cheesecakes. to be available for just $89. Makai, I’ll give you the final word, final 30 seconds. What say you, sir? I’m glad you said that, because I can’t get over enough of Clay would always tell us, it’s about consistency.

(Speaker 1)
It’s about being at the grind. And you develop your systems, and you repeat them. And you develop everything that works, and you repeat it over and over and over. Regardless if you’re tired, you’re discouraged, it doesn’t matter. These systems work. And if you continue to just put time into it and do it repetitively over and over and over, the fruit will come, the results will come, and you’ll be like us.

(Speaker 1)
How are we keeping up with all these orders? Thank you guys so much for carving out time.

(Speaker 2)
I know you have more orders to ship.

(Speaker 1)
Have a great day.

(Speaker 4)
We’ll talk to you soon. Thank you. Bye -bye. Hi, I’m Aaron Antus with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen.

(Speaker 4)
In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and And then I met Clay and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15 -year career, I really thought I knew what I was doing. I’ve been managing a large team of sales people for the last 10 years here with Shaw Homes. And I mean, we’ve been a company that’s been in business for 35 years.

(Speaker 4)
We’ve become one of the largest builders in the Tulsa area, and that was without Clay.

(Speaker 29)
So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen.

(Speaker 1)
The interesting thing is our internet leads from our website has actually in a four month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us. And it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening.

(Speaker 1)
One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry.

(Speaker 4)
I’ve listened to all the experts in my field.

(Speaker 10)
Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry.

(Speaker 37)
But the thing that I found working with Clay is that he

(Speaker 24)
comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing, and Clay really brings that perspective for me.

(Speaker 36)
It is very valuable time every week when I get that hour with him.

(Speaker 4)
From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic, and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town.

(Speaker 4)
And so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35 -year history of Shaw Homes, this is probably the best thing that’s happened to us.

(Speaker 1)
And I know if you give them a shot, I think you’ll feel the same way.

(Speaker 35)
I know for me, the thing I would have missed out on if I didn’t work with clay

(Speaker 1)
is I would have missed out on literally an 1800 % increase in our internet leads.

(Speaker 34)
Going from 10 a month to 180 a month.

(Speaker 4)
That would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Klay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to Klay and his team. I guarantee you’re not going to regret it because we sure haven’t. Okay, Aaron Antis, guess who’s joining us for the December 4th and 5th, 2025 Thrive Time Show Business Growth Workshop? Santa Claus?

(Speaker 4)
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. And yes, Dr. Stella Manuel will be there so you know it will go well. Yes, we have Mel K in the house. Pastor Phil and Tammy Hotsenpiller will be hosting this event at their beautiful church right there in sunny Anaheim, California.

(Speaker 1)
Yes, folks, make this a December to remember.

(Speaker 25)
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 gonna 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. How do you get tickets? Go to thrivetimeshow . com. Again, how do you get tickets? Go to thrivetimeshow .

(Speaker 1)
com and request tickets today. I’m Ron Burgundy. the promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand?

(Speaker 1)
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, and we get to tap into that knowledge. That’s gonna be amazing. Now, think about this for a second. Nothing is over until we decide it is!

(Speaker 1)
Was it over when the Germans bombed Pearl Harbor? German? Forget it, he’s rolling.

(Speaker 4)
The lineup continues to grow, and this is how we do our tickets here at the Thrive Time Show. If you want to get a VIP ticket, you can absolutely do it. It’s $500 for a VIP ticket. We’ve always done it that way. Now, if you want to take a general admission ticket, it’s $250 or whatever price you want to pay. And the reason why I do that and the reason why we do that is because we want to make our events affordable for everybody.

(Speaker 4)
I grew up without money. I totally understand what it’s like to be the type of person So if you want to attend, it’s $250 or whatever price you want to pay. That’s how I do it. And it’s $500 for a VIP ticket. Now, we only have limited seating here.

(Speaker 4)
There’s a lot of togetherness and closeness, camaraderie. So again, if you want to get tickets for this event, all you have to do is go to Thrivetimeshow . com. Go to Thrivetimeshow . com. When you go to Thrivetimeshow .

(Speaker 4)
com, you’ll go there, 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 1)
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.

(Speaker 33)
918 -851 -0102.

(Speaker 1)
I know we have a lot of Spanish -speaking people that attend these conferences. And so to be bilingually sensitive, my cell phone number is 918 -851 -0102. I think you’re attacking me. Now, let’s talk about this. Now, what kind of stuff will you learn at the Thrive Time Show workshop? So, Aaron, you’ve been to many of these over the past seven, eight years.

(Speaker 1)
So let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn here, OK? OK. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? brand out there.

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

(Speaker 1)
We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people.

(Speaker 4)
Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors.

(Speaker 32)
And most people struggle with managing people.

(Speaker 4)
Why does everybody have to learn how to manage people? Well, because, first of all, you either have great people or you have people who suck. So it can be a challenge. Learning how to work with a large group of people and get everybody pulling in the same direction. 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 how to find great people.

(Speaker 4)
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 4)
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 4)
Now, let me tell you how the format is set up here. Again, folks, this is a two -day interactive 15 -minute workshop. Think about this, folks. It’s two days. Each day, it starts at 7 a . m.

(Speaker 17)
, and it goes until 5 p .

(Speaker 31)
m.

(Speaker 4)
So from 7 a . m. to 5 p . m. , two days. It’s a two -day interactive workshop.

(Speaker 4)
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 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 4)
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. And what’s awesome about this is we literally answer every single question that any person asks. 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.

(Speaker 3)
And then we take a 15 minute break to stretch.

(Speaker 1)
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. You could meet Dr. Stella Emanuel.

(Speaker 27)
You could just grab a coffee.

(Speaker 13)
You could find some alone time. You could get lost in the bathroom. You could try to go and get a photo with one of the speakers. You could try to photobomb a photo where someone else is getting a photo with the speakers.

(Speaker 4)
You could go attempt to find your phone, wallet, and your keys. 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 1)
And when Inc.

(Speaker 4)
Magazine reports that 96 % of businesses fail by default, by default, you have a 1 out of 1 ,000 chance of succeeding in the game of business.

(Speaker 1)
But yet the average client that you and I work with, we can typically double this.

(Speaker 30)
No hyperbole.

(Speaker 4)
No exaggeration.

(Speaker 1)
I have thousands of testimonials to back this up.

(Speaker 29)
We have thousands of testimonials to back it up.

(Speaker 26)
But when you work with a homeowner.

(Speaker 29)
when I work with a business owner, we can typically double the size of the company within 24 months.

(Speaker 28)
And you say, double? Yeah, there’s businesses that we have tripled.

(Speaker 24)
There’s businesses we’ve grown 8x.

(Speaker 11)
There’s so many examples you can see at thrivetimeshow . com. But again, this is the most interactive, best business workshop on the planet.

(Speaker 26)
This is objectively the highest rated and most reviewed business workshop on the planet. Eric Trump, the man that runs the Trump organization.

(Speaker 11)
You say, Clay, I still I’m not going to get a ticket unless you give me more. OK, fine. We’re going to serve you the same meal both days. True story. We have we cater food.

(Speaker 26)
And because I keep it simple, I literally bring in the same food both days for lunch. Who’s with me?

(Speaker 4)
Let’s go.

(Speaker 27)
It was an incredible Mexican restaurant.

(Speaker 11)
That’s going to happen. Someone says, I want more. This is not enough.

(Speaker 26)
Give me more.

(Speaker 3)
OK. I’m not going to mention their names right now because I’m working on it behind the scenes here. We just continue to add more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, you want a life changing experience, you want to learn how to start and grow a company, Go to Thrivetimeshow . com. Go there right now. Thrivetimeshow .

(Speaker 3)
com. Request a ticket for the two -day interactive event.

(Speaker 8)
Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California. Great weather. Make this a December to remember. Eric Trump, the man who leads the Trump organization. It’s going to be a blasty blast. There’s no upsells.

(Speaker 8)
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 event. It’s like I picked the wrong week to quit smoking. Don’t do the smoke your way to thin conference.

(Speaker 11)
That is it.

(Speaker 4)
I’ve tried it. Don’t do it. Chain smoking is not a viable. I mean, it is life changing.

(Speaker 25)
It is life -changing.

(Speaker 4)
If you become a jade smoker, it is life -changing. It’s not the best weight -loss program, though. Right, not really. So if you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow . com. Again, that’s Aaron Antis.

(Speaker 4)
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. You dragged me here. Yup. I was here in 2018, and it changed my business, and I built another business, and now I’m here to do it again with this business. Yeah, I’m a brand strategist, and it’s been really easy to go to a lot of events like this and just leave really in your head what to do.

(Speaker 4)
Already, there’s the strategic, step -by -step, My name is Erica and it has been amazing being here at the conference. I’m learning so much.

(Speaker 3)
Everything is perfect for me. Clay Clark, man. He is one character. That’s a good word for him. Character. Yeah, that is it.

(Speaker 3)
Good, driven, smart, and I’ve never met a guy who was so hyper all the time. is doing so much good and then I met his mother and she just says she just she just lets him be clay clark i mean so you know he’s endorsed by his mother and he’s doing magnificent work. So it was a great meeting you out there and all the people that he surrounds himself with. His Clay Clarke starts his days at five o ‘clock in the morning. Oh, it’s incredible.

(Speaker 3)
Yeah. He’s, he’s like, he’s, he’s a machine. He’s a machine, but his, you know, I could, I have problems with my company starting at nine o ‘clock. Yes. Hundreds of people showing up at 5 .00 AM in Tulsa, Oklahoma. Man, he’s a leader of a leader.

(Speaker 3)
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, 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.

(Speaker 3)
You guys are incredible warriors. You guys are incredible, incredible warriors. So…

(Speaker 4)
Thank you, my friend. 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.

(Speaker 4)
In the last two and a half days, we have bettered our entire month of February in the last two and a half days. And the phone’s blowing up. Everything’s just blowing up. You’re right. It is like a rocket ship. So we’re pinching ourselves, actually.

(Speaker 4)
not what they say. We’re going to move into action mode here. So for anybody out there, if you say, I would like to go to Mar -a -Lago. Now, Jackson, you know this just in, they raided Mar -a -Lago. You know about this? This just in.

(Speaker 4)
And so some people say, you know, that wasn’t cool. I didn’t like that. But you know, so a lot of people out there, we want to kind of stick it to The New York Times.

(Speaker 24)
We want Eric to become the number one best selling author in America.

(Speaker 3)
And we also, we kind of also want to go to Mar -a -Lago and check it out.

(Speaker 4)
We’ve never been there before.

(Speaker 3)
So what we’re going to do is for anybody right now, if you go to Amazon right now and you buy a copy of Eric Trump’s book, Under siege my family’s fight to save our nation.

(Speaker 4)
So you go to Amazon right now you buy a copy of the book And you just text a screenshot of your proof of purchase to my cell phone number, 918 -851 -0102. So text my number, 918 -851 -0102. So again, step one, you go here to amazon . com. You buy a copy of the book Under Siege. Then you just text a screenshot of your purchase, your proof of purchase.

(Speaker 4)
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. Mar -a -Lago right there just for your viewers. It’s the most exclusive private club in the world. $2 million to get into.

(Speaker 4)
It’s just base membership fee. And I promise we’re going to make your night absolutely incredible. The play goes, listen, why don’t we do this? Why don’t we put it out to all the amazing Reawaken 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.

(Speaker 4)
Even though we’re number one on Amazon right now, we just hit number one this morning. New York Times is going to do everything they can to keep you from being number one bestseller. You know that. I know that. You know the games that they’re willing to play. But Clay goes, why don’t we do a couple of things?

(Speaker 4)
First of all, love having dinner with Clay. He’s a great guy. Second of all, why don’t we bring one of the amazing people that I guarantee you I’ve been in front of at all these events. Why don’t we bring a couple to dinner at Mar -a -Lago? And I said, absolutely, consider it done. So I said, they have to text you, Clay.

(Speaker 4)
They can’t text me, because we’ll be getting 1 ,000 of these. But yeah, go buy a book.

(Speaker 1)
Text Clay.

(Speaker 3)
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 3)
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 3)
Folks, that is my cell phone number. So we’ll keep that private between you and me and everybody. And then when you text that to me, you have a chance to win a backstage pass to the actual in -person business workshop. That’s a business growth workshop, December 4th and 5th, featuring Eric Trump in Anaheim, California. and you have a chance to win dinner with Eric Trump and myself at Mar -a -Lago. Now, someone says, when does this contest end?

(Speaker 3)
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. That’s my birthday.

(Speaker 3)
No, no. So we’re going to run it until October 14th. October 14th. It has to be a presale. This just in. It has to be between October 14th.

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

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

(Speaker 4)
And I want to tell you some big news.

(Speaker 24)
of buying the book.

(Speaker 4)
One, I’ve read the book. It’s incredible. If you’re a father out there and you want to learn about mentoring your kids, it’s a great book. If you want to learn about American history, it’s a great book. If you want to make America great again, it is a great book. It’s a book you got to have.

(Speaker 3)
Now here is just a quick editor’s note. You do not have to buy a copy of Eric Trump’s book under siege to be entered into the drawing. Just text the number. All you have to do is just text the number 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 drawing, 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. You are donating a portion of the proceeds to support Charlie Kirk in his continued mission there. Could you tell us about that briefly there, 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 Cash Patel is a very good friend of mine and was a very good friend of Charlie’s. You watch everybody else up on that stage every single day as they got to the bottom of exactly what happened, and they brought justice to what happened, or are trying to bring justice to what happened. And it’s kind of unthinkable. But you know St. Jude, and I talk a lot about St. Jude in this book, because fighting pediatric cancer has always been a cornerstone of my life.

But Charlie truly, truly, truly was the epitome of being under siege, not only in the movement that he helped create, but obviously in how his life was savagely taken. My book came out three days, two and a half days before Charlie’s assassination. You better believe he would have been the final chapter of this book as just another illustration of what these people will do at any cost. to try and win because it’s who they are. It’s the not -so -tolerant left.

And we can never let our voices be extinguished, Clay. You stood on that stage as well as anybody I’ve ever seen stand on a stage. You did our Reawaken 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 rooftops. They don’t want us to go out there with a bullhorn and have loud, independent thought.

When they see these beautiful arenas full of kids and they’re cheering, they’re celebrating, they’re holding American flags, they don’t want that. And so they want to silence us. They want to silence our voice. That’s why they killed Charlie. That’s why they tried to kill my father. That’s why they sent 112 subpoenas to me.

That’s why they wanted me in jail and my father in jail and Don in jail. That’s why they made up the hoaxes. They wanted to see us destroyed and gone with no voice, with no money, with no company, with no political aspirations, gone. And we can’t allow that to happen. And so we need to make sure that turning point continues. We need to make sure incredible patriots like you continue to spread you know, 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