Business Coach | “A Life That Works Runs On Schedule Not Emotion. Choose Mentors Over Media.” – Jim Rohn + Join Eric Trump At Clay Clark’s Dec. 4-5 ThrivetimeShow.com Business Conference (Anaheim, CA) + 2 Success Stories

Audio Transcription

Transcribed with Cockatoo

(Speaker 4)
A life that works runs on schedule, not emotion. If you wait to feel like doing what’s important, you’ll wait forever. Successful people design their days before emotion wakes up. They decide the schedule, and then they honor it. Discipline first, feelings later. Think of time like currency.

(Speaker 4)
You can spend it, invest it, or waste it. Spend it carelessly, and it’s gone forever. Invest it in learning, building, connecting, and it compounds. Every hour has a return. The question is, are you earning or burning it? Most of life’s frustration comes from over committing.

(Speaker 4)
We say yes too quickly and then wonder why we’re exhausted. But here’s the truth. Every yes is a no to something else. You can’t add without subtracting. So if you want time to build a better life, you have to cut what doesn’t serve it. Learn to pause before you promise.

(Speaker 4)
Learn to schedule before you start and learn to protect your quiet hours like they’re gold because that’s where reflection happens. and reflection refines everything. It means choosing mentors over media, over noise, reflection over reaction. Most people guard their money more carefully than their thoughts, but your thoughts create the conditions that make or lose money in the first place. What you let into your head shapes what comes out of your mouth, what drives your decisions, and what fills your days. That’s why I always say, stand guard at the door of your mind.

(Speaker 4)
Be as selective about ideas as you are about food. You wouldn’t eat poison by accident. And remember, you can’t think high while living low. The quality of your thoughts must match the quality of the life you want.

(Speaker 5)
Robert Kennedy, I go by Bob, web address is surface -renew . com. I would say we’re a very niche remodeling company. We went from being stuck to more than doubling in size. And we’ve learned so much over the last few years. We didn’t learn everything on the first conference.

(Speaker 5)
We’ve made mistakes even since then, and Sean has helped guide us. We can easily grow 30 % a year, even though we’re at about a $2 million in sales on our refinishing. Knowing what we know now about marketing, about hiring, about training, about having processes in place, we can easily grow 30 % a year. We pay for your services. I mean, it is insane what we get for it. And that’s not even talking about the coaching, just the services that you provide in terms of content and the website, creative design.

(Speaker 5)
It’s just at least give it a shot. I mean, I’ll be honest, Ryan and I were very skeptical way back in 2019 when we first started, too, because that was a lot of money for us at the time. And now it’s like we can’t imagine not spending that money because it’d be just downright stupid for us because we get so much more back. than we ever invested in it.

(Speaker 3)
We just, we couldn’t be where we are today without a coach.

(Speaker 5)
Can you maybe describe, have you been to a couple of workshops or one or two workshops or just for people out there that maybe have yet to attend one of the workshops? Oh, we’ve been to a bunch.

(Speaker 54)
We started probably what, 2019, Ryan, was it probably?

(Speaker 5)
Yeah. And we really didn’t know what to expect, but it instantly was the kind of workshop we talked about because we’ve also been to others and we hated because we just basically paid to go to a sales presentation. When we showed up at yours, we were just like, man fire hose. It was like, holy, you gotta keep it clean on here. But it was a lot of material. It was the stuff we were looking for.

(Speaker 5)
And so we’ve been to, I don’t know, probably 10 or 12 of them, you think? Better than double. And that’s not even doesn’t do it justice. When we were there one time, we talked to you about this. We came to this conference, your first conference and went with the coaching because we knew we were in trouble.

(Speaker 5)
We were stuck at about 900 ,000 in sales. And unfortunately, about 300 ,000 of that was from one customer for like three years in a row that was going away. They were done. They were flipping. Basically, they flipped apartment complexes, essentially. So we were looking at our sales falling down to more like the 600 range.

(Speaker 5)
And instead, we’ve steadily increased ever since we started. This year, we should finish just somewhere right around 2 .1 or 2 .2 million in sales. $1 ,700, what we get for that is just, it’s insane. It’s a flat fee every month. We don’t call up Sean and say, hey, we need a design for a truck wrap. And all of a sudden we got to pay another $500.

(Speaker 5)
It’s just, we just get this awesome design for a truck wrap or for a one sheet or whatever it is we need.

(Speaker 3)
It’s just great. Thrive Nation, on today’s show, we are joined by some diligent doers. Guys, it’s an absolute pleasure to work with these guys, to serve these folks. The website they have, you can verify they’re a real company.

(Speaker 27)
It’s surface -renew .

(Speaker 3)
com. That’s surface -renew . com. One more time.

(Speaker 2)
Surface -renew . com.

(Speaker 53)
Bob, welcome on to the Thrive Time Show.

(Speaker 3)
How are you, sir? Thank you.

(Speaker 5)
Doing great. Appreciate you having us.

(Speaker 48)
Now, Bob, for anybody out there that wants to verify you’re not a hologram and you’re a real person, can you share with us your first and last name and one more time that web address?

(Speaker 3)
Robert Kennedy, I go by Bob. Web address is surface -renew .

(Speaker 26)
com.

(Speaker 3)
Now, this will help your website actually rank higher.

(Speaker 5)
So I encourage all the listeners to go to your web address, that’s surface -renew . com. As our listeners are headed over to the website there, tell us a little bit about what are the kinds of services or results or the solutions that you provide to your ideal and likely buyers? Well, we’ve got a couple lines. Our primary line is tub and tile refinishing. So instead of tearing out a tub, for example, like someone’s got a pink tub, we’ll go in, repair it, we’ll spray a new coating on it, and turn it into a nice white shiny tub for them.

(Speaker 3)
And then we also do natural stone restoration. So somebody’s got a travertine shower, we go in there, our guys go in and clean it real well and seal it, because people don’t know natural stone is very, very difficult to maintain. Those are kind of our main lines.

(Speaker 4)
Can you tell us, I mean, what industry would you describe you’re in?

(Speaker 3)
Some people say I’m in the painting industry, I’m in the landscaping industry, I’m in the remodeling industry. What industry would you describe yourself as being in?

(Speaker 5)
Really under the home services umbrella when you talk about strategy, but actual service that we provide, I would say we’re a very niche remodeling company. Niche remodeling. Now, how did you guys get started in this particular niche? Well, it’s actually that’s a great story too. I actually started because I have my own property myself.

(Speaker 2)
I was going to make my millions in real estate play at one time and I had a great apartment complex and I couldn’t find anybody to come do this service for me. I called six people that were in the phone book at the time, two called me back, one showed up to do the job and he said it was too hard and walked away.

(Speaker 52)
So I just Went to Chicago, trained with a guy.

(Speaker 2)
2008, Ryan joined up with me.

(Speaker 5)
Sam, you came along, what, 2010, 2011 -ish?

(Speaker 3)
2011.

(Speaker 5)
And ever since then, we’ve all three been working together.

(Speaker 2)
And it just kind of, it took off kind of by accident.

(Speaker 3)
So who are your ideal and likely buyers?

(Speaker 5)
when we talk about the d be apartment complexes an when we get one sale and because they, you know, 3 in these apartment complex Every one of them has at least a bathtub, has a kitchen countertop, and has a bath vanity. And what regions of America do you provide service for? We serve the central Arkansas market, which would be kind of like your Little Rock Metro, where basically we serve almost the whole state from here. We’ve got Northwest Arkansas, which is that blooming area up around Bentonville.

(Speaker 3)
And then just recently, we’ve got over into Tulsa, because we love Tulsa so much coming to your shows that we’re like, you know what, we want to come over here and do some business over here. Tulsa’s going great. We think it’s our future, actually. So for people out there that are watching this, we’re going to get really specific into practical, actionable steps. But before we do that, I want to ask you, you guys have been to some workshops. And a lot of people, I ran into a guy at the last conference, Darren, who’s been attending our conferences for over 13 years.

(Speaker 3)
So one of my clients, Brett, up there in Idaho, Brett’s been a client for 18 years.

(Speaker 4)
So a lot of people have been familiar with our program over the years.

(Speaker 5)
Can you maybe describe, have you been to a couple of workshops? or one or two workshops, or just for people out there that maybe have yet to attend one of the workshops? Oh, we’ve been to a bunch. We started probably what, 2019, Ryan, was it probably? Yeah. And we really didn’t know what to expect, but it instantly was the kind of workshop we talked about because we’ve also been to others and we hated because we just basically paid to go to a sales presentation.

(Speaker 5)
When we showed up at yours, we were just like, man, fire hose. It was like, holy you, I got to keep it clean on here. But it was a lot of material. It was the stuff we were looking for. And so we’ve been, I don’t know, probably 10 or 12 of them, you think? And they’re all great.

(Speaker 5)
I mean, the great part is Sam came along with us about what, two years ago or so. And it was awesome because we were sitting there going through this stuff and you’re presenting the different things you’re emphasizing in each one.

(Speaker 3)
And Sam was just like, man, we’re doing that stuff. That’s pretty cool.

(Speaker 41)
He kind of put it together.

(Speaker 4)
for Sam, who’s our operations manager, about where all this crazy stuff sometimes that Ryan and I would come back from conferences with, why it mattered.

(Speaker 50)
Now, I think you, and maybe I’m wrong, but I think you won the Robert Kiyosaki signed book.

(Speaker 3)
I think we did. I did. That was awesome. You want it? OK, yeah. Robert Kiyosaki, I’ve been chasing him around to get him on my show, on the Thrive Time Show podcast for well over a decade.

(Speaker 3)
And I use what was called the Dream 100 system. So Chet Holmes, I’ll pull it up on the screen here. Chet Holmes invented this system or created the system, documented it, called the Dream 100 system. And someone says, who’s Chet Holmes? He wrote this book called The Ultimate Sales Machine. It’s got a red cover on it.

(Speaker 3)
And Chet Holmes was mentored directly by Charlie Munger. Somebody says, who’s Charlie Munger? Charlie Munger was Warren Buffett’s number two. So this is the guy who worked directly with Warren Buffett the most of his working life. So this guy, Charlie Munger, worked directly with Warren Buffett. And anyway, Chet Holmes worked for Charlie Munger.

(Speaker 3)
And one of the things he noticed that Warren Buffett’s companies or Berkshire Hathaway implemented masterfully was this system called the Dream 100. And so whenever I wanted to interview Robert Kiyosaki, I made a massive list of all the guests I wanted to interview someday, you know, Wolfgang Puck, John Maxwell, Robert Kiyosaki, the founder of Netflix, the founder of Square, insert the name of the big companies, and the founder of Hobby Lobby. Put them all on a big old whiteboard. I like to do the big whiteboard. And then I just consistently follow up each and every week. Most often, I get rejected.

(Speaker 3)
Mostly, I get told no.

(Speaker 1)
But I just keep going because I know that over time, eventually, these folks will warm up to the broadcast.

(Speaker 5)
And eventually, they’ll say yes to being on the show. Let’s get into the Dream 100 and how you’re implementing that at Surface Renew. How are you implementing the Dream 100 system at Surface? Renew? Well, you know, Sean’s our business coach. He really, because we tried it before, Clay, to be honest, we had we had these three lists of like three 100 apartments and different markets and we didn’t do well.

(Speaker 5)
Sean got us focused and we went and we kind of scaled it down. We called it our little dream 25 test. We picked out 25 apartments in Little Rock that would be great customers for us. 15 in Tulsa we thought would be great customers for us. And then we made a schedule and we just started. The three of us would split it up.

(Speaker 5)
And we’d go out and do visits. And we went to do visits. We took out a dozen donuts. Typically, sometimes it was brownies or other things that people might want in the office. And we just stopped by. We handed out one sheets.

(Speaker 5)
We talked to them in the office. We tried to figure out who they were using. Talked about our warranty. We have a no -brainer of half off on the first. And plus, our purple cow would be the fact that we do a three -year warranty in the apartment business. No one else comes even close to that.

(Speaker 5)
One year is the best out there. And we just got started getting to know people and then to supplement that we used our CRM we use go high level. And as we collected info from these people on the visits we dropped them into an automation and go high level where it.

(Speaker 3)
Every week sends them an email, like an informative email or might be a holiday greeting. And then every other week it texts them out, a reminder about our warranty and that we’re here, don’t forget about us kind of thing. And it just took off. I mean, we were shocked how well the system worked for us when we focused and got to know people and become top of mind for those at that time when we started 40 different customers. So step one, if you’re watching this right now, you want to make a list of your ideal and likely buyers. You mentioned apartment complexes.

(Speaker 3)
Make a list of your ideal and likely buyers. Step number two, you have to consistently reach out to your ideal and likely buyers. Could you talk about that for a second? Because my understanding is you guys, for six months, have been dropping things off consistently between Little Rock and Tulsa, very consistently.

(Speaker 5)
I think a lot of people will do a drop -off once and then move on to a new idea. They’ll drop off something once. They get discouraged. Can you talk about the process of reaching out at consistent intervals over a six -month period of time? Yeah, and that’s been the key for us because as I told you, we’ve done it in the past, but we thought, let’s get our name out as far and wide as we can. And that did not work.

(Speaker 5)
We focused on those, went to those people and got to know them. In fact, I think our best story, Sam’s got a win that we got a new complex, Sturbridge Townhomes. And I can’t remember how many times, it’s just like, Sean told us yeah we’d worked on it for years but when we focused on this Sam would go in there at first they were kind of like hey thanks for the donuts that’s really nice yeah what do you do again you know and then he’d be in there again and about you probably went in there at least a dozen times and finally around the 10th or 11th stop they started to get interested. You could tell they had, you got a three -year warranty? Yeah, you do half off? Yeah, we might give you a try when it comes up.

(Speaker 5)
And man, finally, it was literally a six -month process.

(Speaker 3)
We just picked up Sturbridge Townhomes and they’re thrilled with the first job we did for them. I feel like they’re gonna be a lock. And every customer is worth about 13 ,000 in annual sales to us.

(Speaker 5)
So every single one of these Dream 100 wins translates to another 13 ,000 in sales for us each year. It looks like you guys have, I’m looking at my stat sheet over here, but it looks like you’ve increased your weekly sales by 12 % by doing the Dream 100. Is that accurate?

(Speaker 26)
Am I getting that right?

(Speaker 3)
Oh, no, that’s definitely right.

(Speaker 5)
I got just short of 109 ,000 in sales that are directly attributable to the Dream 100. we started it on April 1st. 109 ,000. I believe in the background, one of your teammates was saying they went to a place a dozen times before they got any fruit. At least a dozen times. And it was great because it was a textbook Dream 100 thing where you just, you come in and somebody’s really not interested.

(Speaker 3)
And then over time, just showing up and wear them out with kindness and interest, they all of a sudden want to, you know, they start to like you. And you can ask them, you know, to give you a shot to try to use us. Why don’t you try to use us? And they do finally. What do you say to somebody watching this show, they’re a doctor, like one of my clients, he’s a dentist, and he has to market to other pediatricians. So he’s a pediatric dentist, and he has to market to pediatricians.

(Speaker 5)
One of my clients is an orthodontist. She has to market to dentists. So one of my clients is a home remodeler, and he has to market to real estate agents and developers. What do you say to somebody out there that’s thinking about implementing the Stream 100 system? Consistency. I think if I could stress anything that what we’ve learned from Sean is consistency.

(Speaker 51)
Constantly getting in front of ideally the decision makers, handing out things like we did gifts.

(Speaker 5)
Like one time, instead of going for donuts, we tried something different.

(Speaker 50)
Ryan came up with a little pocket knife and we had just some little corny little note with it, you know, that we wrapped up in it and sent it out to them.

(Speaker 5)
Just all those different things that would different approaches that would make people remember you, that when it came time for them to need your service, you would pop into their mind. Yeah.

(Speaker 4)
Oh yeah.

(Speaker 3)
Even these, yeah, these awesome little, oh, you can’t already see it. There we go. These awesome little bathtubs. We’d fill them with candy with a label on there with the company and our three -year warranty and hand them out at trade shows and walk them into apartment complex offices. And the ladies in the offices just loved them.

(Speaker 26)
Now, Chet Holmes has this notable quotable here.

(Speaker 5)
He says, implementation, not ideas. Implementation, not ideas, is the real thing.

(Speaker 50)
to success.

(Speaker 5)
What do you say to somebody watching this that keeps moving from one new idea to the next? What do you say? Well, that was us. We’re okay. I’m okay. I can’t throw these guys under the bus.

(Speaker 5)
That was me. I’ve done that before. And the difference it made this time around by the consistency, I mean, we did, we planned, we’d sit and talk about it. Usually on Wednesdays, Tuesdays and Wednesdays, Tuesday was our sales meeting.

(Speaker 3)
We’d go over, who are we going to hit tomorrow?

(Speaker 4)
We’d split it up between the three of us. We get out there, we get in front of those same people every week and get to know them, get as much of our sales material in their hands as possible.

(Speaker 3)
It’s just the whole consistency thing. That’s what it comes down to. Now, how many years ago was it or when did you first come to one of our workshops?

(Speaker 5)
2019, I want to say, was the very first one. I think we came in the fall of 2019. From 2019 to now, 2025, what kind of growth have you had over these past six years? Because you’ve been diligently implementing search engine optimization, the Dream 100, and you’re implementing one system at a time. From 2019 to now, what kind of growth have you experienced? better than double.

(Speaker 5)
And that’s not even doesn’t do it justice. When we were there one time, we talked about this, we came to this conference, your first conference and went with the coaching because we knew we’re in trouble. We were stuck at about 900 ,000 in sales. And unfortunately, about 300 ,000 of that was from one customer for like three years in a row that was going away. They were done.

(Speaker 3)
They were flipping. Basically, they flipped apartment complexes, essentially. So we were looking at our sales falling down to more like the $600 range. And instead, we’ve steadily increased ever since we started. This year, we should finish just somewhere right around $2 .1 or $2 .2 million in sales.

(Speaker 2)
And again, somebody out there, they are there right now.

(Speaker 3)
Somebody out there is going, man, I’m stuck at $900 ,000 a year. And you said, what number are you at this year?

(Speaker 5)
What year are you? Or I guess, what are you projected to end this year at? I would say 2 .2 million. So what do you say to the guy who hasn’t been to a workshop, who hasn’t implemented this stuff? What do you say to someone watching this right now who feels stuck? Yeah, Ryan was just saying go that’s that’s the simplest answer.

(Speaker 5)
Yeah, because here’s what I liked about the workshop and I speak for Ryan and Sam I know on this too is, it was not, we don’t need someone to pump us with false motivation get us excited so that we go home and, and just kind of get all these ideas and then just do the same thing. learn to make change at your show and come back to our shop.

(Speaker 3)
Easy change. Come back to our shop and implement those changes. That’s what makes the show work is that it’s easy to implement practical ideas for any small business. And if it hadn’t been for that, I don’t know how we would have got over the million mark. We were just spinning our wheels there for three years in a row. Now, somebody out there is watching this, and they’re not used to the rhythm of entrepreneurship.

(Speaker 3)
So I’m going to walk all the listeners through this. At the time we’re recording it, today’s show, it’s Tuesday. And so in my calendar, Sean knows this. My team knows this. I have gaps in my schedule that are specifically blocked out to interview clients. So every week, anybody who watches the Thrive Time Show podcast, you’re going to see a success story coming out every week.

(Speaker 3)
And I don’t have to talk to Sean. Sean doesn’t have to talk to me. He just knows these are gaps in my schedule that I’ve blocked out specifically for the purposes of doing client success stories. Another example, we do a morning meeting. Every single morning at 5 .50, I meet with my staff. Every single morning at 5 .50, I meet with my staff.

(Speaker 3)
I don’t have to ask them. They don’t have to ask me. Every single morning at 5 .50, I meet with my staff. Every Wednesday, I do the group interview. Every Wednesday at 5 .30, I do the group interview. Every Friday at 5 .30, I do the group interview.

(Speaker 3)
I don’t have to talk to my staff. My staff doesn’t have to talk to me. There’s a rhythm to it. There’s a cadence. There’s a cadence.

(Speaker 34)
There’s a rhythm.

(Speaker 3)
At 7 o ‘clock, we have our morning huddle. Every single day, morning huddle. Why do we do it? Every day, we do a morning huddle.

(Speaker 5)
Why? We want to prevent drifting. We want to make sure things are happening. We want to keep the morale high. Can you talk about the importance of having a coach or an implementer in your life on a weekly basis to make sure that things are not drifting and that things are staying on course and on track, as opposed to drifting into new ideas? Well, I think what Sean does that’s great for us is keeps us focused or pulls us back into focus.

(Speaker 5)
When you have like 26 guys and gals, there’s a lot of issues that come up. And then when you’re dealing with every one of those people is basically call it two customers a day. So there’s a lot of different crises and issues that could come up. And you can get lost in that if you don’t have somebody that’s telling you focus. He’s really, Sean is really big on putting processes in place so that there’s answers that these are techs, our leaders can come get without having to come to me or to Ryan or Sam every time that a crisis comes up. I think that’s why the biggest takeaway for us, plus just the fresh ideas.

(Speaker 3)
You know, like I said, we had tried to dream 100 and just thought, well, maybe that just won’t work for our business. We’re different. It won’t work for us. And then Sean’s little tweak on it taught us that, yeah, actually, it can work really, really well for us. So just the fresh ideas, the staying focused on what’s important and not getting lost in the weeds. Another thing I find is people, I think, oftentimes view updating their website as an event and not as a process.

(Speaker 3)
So I’m going to teach all the listeners out there these five variables that make you rank on Google, right? One, you’ve got to get video content. And you have to keep doing it, because Google’s constantly scraping the internet to figure out who’s the most relevant website. I, images. In a business like yours, we want to get before and after and images of your work. S, search engine content.

(Speaker 3)
Every single week, we’ve got to add search engine content. M, have to get those Google reviews. We just have to. get them. those Google reviews. And then finally, every single week, people might not know this behind the scenes.

(Speaker 3)
I don’t talk about it a lot at our conferences, but we do a diagnostic test on every client, every website, every week. We’re doing this where we’re using a tool called SEMrush and a tool called Moz. And imagine you take your car to the repair shop and you plug your car in and it runs a diagnostic to tell you what’s wrong with your car, why the check engine light is on. We do that with every website on a monthly basis, constantly, every week we’re doing this. So we’re constantly updating your website adhere to all of the search engine updates. And I think people don’t know that.

(Speaker 3)
They don’t recognize that. And it’s very similar to me.

(Speaker 5)
A website optimization process is very similar to growing a garden. We get all excited to plant the garden. fired up to plant the garden, but we have to pull the weeds on a weekly basis to make sure that that garden is producing fruit and it isn’t being choked out by weeds. Can you talk about the consistency every week of really trying to get video testimonials and images and search engine content and more Google reviews? What kind of impact has that made on your business, ranking high in the search results and then now having a good online reputation? especially if you talk organic growth, like growth that we aren’t paying advertisers for, those factors are the biggest growth factors for us.

(Speaker 3)
And I really think they’re probably the biggest part of our growth as well. Every Monday morning, we have a tech meeting, and every Monday morning, our techs all hear about that, about getting videos, before and after videos, before and after pictures, they’re attached to our invoices, our system supports that. And We talk to them about getting Google reviews because it turns out there was a study apparently that you put out that we quote most every Monday morning, an unofficial study that you’re 60 times more likely to get a Google review if you ask for one. So we talk about that. as being the limiting factor. Oh, let me tell you a true story.

(Speaker 3)
This is a sad story. It’s a good story, but sad story. Good now, started off sad. One of our clients, they have a beautiful restaurant out there on the left coast. Most of our clients are not in Oklahoma. This client, huge restaurant out in the West Coast, beautiful build out, the world’s best food.

(Speaker 3)
I mean, this food is incredible. And our first meeting, I look at their website. I look them up. And they’ve got like a 2 .4 rating on Google. And the reviews are toxic, Bob. I mean, it’s ex -employees ripping them.

(Speaker 3)
It’s competitors ripping them. It’s the occasional mistake that everybody makes ripping them. And nobody’s leaving good feedback. It’s just constantly, like one lady left a complaint that she was complaining that the restaurant didn’t serve sushi. and when the restaurant is, in fact, not claiming to sell sushi. So they just had, like, complaints from people that were, and it was bad.

(Speaker 5)
And I go, I’ll tell you why people aren’t going there. A, they can’t find you. And B, if they do look you up, I don’t know how many women are excited to go on a date with their husbands or men are excited to take a woman on a date or whatever to a restaurant that has a 2 .3. I mean, who wants a 2 .3? Can you talk about that, the importance of maintaining that online reputation? Oh, it’s huge.

(Speaker 5)
Because if you don’t actively seek Google reviews, those are the only Google reviews you’re going to get the unsatisfied customers.

(Speaker 3)
And there’s all these happy customers out there that think we’re doing great, we have to ask them and get those reviews. Because we have those reviews like you’re talking about the you know, the occasional where we just can’t make someone happy. We didn’t provide the service in some cases, ex -employees, but we also have a ton of Google reviews from real satisfied customers. Not all of them fives, by the way. We have a lot of four -star reviews, but we still love them because I think it just makes it look more realistic that, yeah, people are in fact really leaving reviews and they’re saying, these guys are good, but only Jesus gets five stars. So that’s hilarious.

(Speaker 3)
OK, now I’ve got five final questions for you coming in hot.

(Speaker 5)
Chet Holmes, bestselling author of The Ultimate Sales Machine, he once said, best buyers buy more. They buy faster and buy more often than other buyers. These are your ideal buyers. Have a special Dream 100 effort dedicated to just the dream clients. What do you say to somebody out there that’s not doing the Dream 100 system? Well, if you want sales, I mean, it in inexpensive.

(Speaker 5)
It’s just insanely realistic to be able to increase your sales.

(Speaker 3)
It’s a surefire way to increase your sales.

(Speaker 41)
You just do like we did if you don’t believe because 100 is kind of daunting to do a visit.

(Speaker 3)
100 apartment complexes every week is pretty daunting. We just took it down to 25 and started with that. Do something that’s manageable that you can actually get in front of people and be consistent with. Chet Holmes writes only 3 % of any market is in the buying mood now. What?

(Speaker 5)
Only 3 % of any market is in the buying mode now. So many people you’re reaching out to on that Dream 100 list, they’re not going to buy this month. But maybe in, just do the math, in 30 months, they are going to buy because only 3 % are people. What are your thoughts on that to somebody out there that says, wow, I went to a place and it seemed like they weren’t interested at all. What do you say to somebody who’s struggling maybe to grasp that idea? Oh, we talked about that.

(Speaker 5)
I’ve got it kind of broke down here. We didn’t like gain everything, you know, in one month, I got a broke down, you know, we went, like, May, this was after we got to see people in like, April, and maybe got nowhere, we got a few clients in April. But like, every month, we just steadily, like you said, just one or two people were looking at those people we hit. So we picked up like five in May, three in in June, two in July.

(Speaker 3)
And that’s how it’s just progressed all the way through October. We just, you know, Like you said, there’s somebody that’s unhappy with their current vendor. In our case, that’s usually what it is that makes them a winner. buyer. And when we hit them on the right day, and if we hit them enough, eventually we are going to hit them on the right day where they’re ready to buy from us. Next question I have here for you.

(Speaker 5)
The ultimate sales machine, Chet Holmes, writes, the missing ingredient for nearly all of the 1 ,000 plus clients that he worked with directly to improve their businesses was pigheaded discipline and determination. He writes, we all get good ideas at seminars, and from books, and radio talk shows, and from business building gurus. The problem is that most companies do not know how to adapt, how to identify and adapt these best ideas to their business. Implementation, not ideas, is the real key to success. What do you say to somebody out there that doesn’t have a business coach, somebody like Sean or our team, to guide them down the path and help them implement? Well, I think you’ve at least got to consider, and I can tell you what We pay for your services.

(Speaker 5)
I mean, it is insane what we get for it. And that’s not even talking about the coaching, just the services that you provide in terms of content and the website, creative design.

(Speaker 3)
It’s just at least give it a shot. I mean, I’ll be honest, Ryan and I were very skeptical way back in 2019 when we first started, too, because that was a lot of money for us at the time. And now it’s like we can’t imagine not spending that money because it’d be just downright stupid for us because we get so much more back. than we ever invested in it. We couldn’t be where we are today without a coach. Final two questions for you.

(Speaker 5)
We charge you $1 ,700 a month for everybody watching this. That’s what we charge, 1 -7 -0 -0. And we provide photography, and videography, and web development, and search engine, and coaching, and the conferences. And all that stuff is included. How would you describe the return on investment that you’ve seen paying that $1 ,700 a month? I don’t know if I could even quantify it.

(Speaker 5)
But like I told you earlier, we went from being stuck to more than doubling in gonna we’ve learned so mu the last few years. We didn’t learn everything on the first conference. We’ve made mistakes even since then, and Sean has helped guide us.

(Speaker 2)
We can easily grow 30 % a year, even though we’re at about a $2 million in sales on our refinishing.

(Speaker 4)
Knowing what we know now about marketing, about hiring, about training, about having processes in place, we can easily grow 30 % a year.

(Speaker 3)
30 % a year, I think you’re putting me on the spot for math. Let’s call that $600 ,000 in sales a year. How do you compare $600 ,000 to $1 ,700 a month? That’s a pretty good return. It’s powerful. Final question I have here for you.

(Speaker 3)
When I started growing my first company, DJConnection . com, I was 20 years old. I looked up one day, and I had 40 employees. And I’m going, well, I probably need to hire a mentor. Full disclosure, I haven’t owned that company in well over 10 years. But when I was building DJ Connection at the time, I knew I needed to get a mentor or something.

(Speaker 3)
And the mentor that I went with, I’m not being disparaging of the guy, but I paid money. And I thought it was going to be a flat couple thousand dollars a month. Well, every time I called the guy for help, help, I got another charge. So he told me, he said, Clay, if you ever need something, you call me. And every time that I called him, there was another bill. He was charging me per hour, per call, per email.

(Speaker 3)
And then he would always recommend something. He’d say, Clay, you got to make your website better. And I would say, OK, great. Who do you recommend?

(Speaker 5)
And he would say, oh, I recommend this service. Well, Bob, I had to go pay that service. You know, so every time that I would hop on a call with him, the call would result in me needing to hire another vendor, another provider. And every time I had another question, it cost me more money. What’s it meant like to you from a peace of mind perspective, knowing that when you call us, when you’re working with us, when we’re coaching you, you’re paying a flat monthly rate to grow your company and everything, the photography, the video, the ads, all that’s included, all that, that putting it all together is included in that flat monthly fee. Oh, it’s huge because we can plan then.

(Speaker 5)
And that’s a big, you know, a huge part of business as you know, is, you know, making sure that you can control your fixed expenses. so that you’re not, don’t have money just going out the door that you haven’t planned on. $1 ,700, what we get for that is just, it’s insane.

(Speaker 3)
It’s a flat fee every month. We don’t call up Sean and say, hey, we need a design for a truck wrap.

(Speaker 17)
And all of a sudden we got to pay another $500.

(Speaker 1)
It’s just, we just get this awesome design for a truck wrap or for a one sheet or whatever it is we need.

(Speaker 40)
It’s just great.

(Speaker 3)
Now, folks, if you’re watching today’s show, what I want you to do right now, this will help our guest out a lot. Go to surface -renew . com. That’s surface -renew . com. And if you learned something on today’s show, share today’s show with your friends, family on social media.

(Speaker 3)
If you learned something on today’s show, share today’s show with your friends and family on social media. But more importantly and most importantly, go to surface -renew .

(Speaker 1)
com because that does help the website rank higher if you share a link to the website.

(Speaker 6)
So go to surface -renew . com and share a link to the website. I really do appreciate you taking time for being here with us. I do appreciate your whole team, Ryan and Sam, and the whole team behind the scenes that makes it happen. Thank you so much for being diligent doers, and we’ll talk to you soon. Awesome.

(Speaker 6)
See you, Clay. Bye -bye. It’s been tremendous. I can’t say enough about it. Carter keeps me accountable. He keeps me focused on working on the business and implementing things that we need to work on to keep growing the business.

(Speaker 6)
When we first started with you, I had four employees, and now I’m up to 10 employees. And it’s all because of the work we’re getting. We’re getting more and more work. Clay, I was suffocating. I was, like I said, I was doing the business since 2009, and everything was going through me. And at a point, it’s,

(Speaker 6)
it’s a breaking point. And that’s where I think businesses just cave in and give up. And I found you on rumble and I started listening to you. And I think I told myself that it’s possible. This, this guy’s system is possible and I can see hope and I could keep the business going. And I just encourage people.

(Speaker 6)
If you’re on the fence, get off the fence. and try it.

(Speaker 44)
What do you have to gain?

(Speaker 6)
Everything. There’s a proven path. There’s a way to get through it and there’s hope and the vision becomes clear. You’re not stuck.

(Speaker 2)
I would join and learn from them and implement, be a diligent doer.

(Speaker 49)
Just, you know, does it happen in one day?

(Speaker 2)
No. Does it happen in one week? No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning. You’ll see some improvement and you’ll get hope and your vision will clear up. It’s Jpool, and my web address is absoluteheatingcooling .

(Speaker 2)
com.

(Speaker 33)
We’re pretty much a suburb of south of Seattle, and so we service the West Seattle to Lakewood area and from the water, Puget Sound water, all the way to Maple Valley.

(Speaker 2)
I’ve been in the industry over 20 years. I started my business in 2009. We’re basically a family -owned heating and cooling company, and we provide quality installation, repair, and service on all heating and cooling systems, gas fireplaces, gas hot water tanks. Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my own. I pretty much equate it to, I’m an HVAC technician having entrepreneurial seizures because I didn’t know the difference between working in and working on it.

(Speaker 2)
Give up hope. There’s a path out, out of your misery, and that’s joining the Thrive Time and reading books and learning and being a doer.

(Speaker 3)
You know, prior to joining Thrive Time, I wasn’t a reader, and now I am.

(Speaker 2)
And I just started out with telling myself, I love to read, I love to read, I love to read. I didn’t start that day reading, but it just kept soaking in, and I picked up a book, and I started reading. And that gave me hope and a vision, and that’s what people need. We’re a family HVAC company. We do residential and light commercial. We specialize in quality installation, quality repair, and quality service.

(Speaker 2)
How much of an impact has it made on your business having your website updated and reinvigorated?

(Speaker 6)
Oh, tremendously.

(Speaker 3)
We, we had a website through another contractor. And we barely got any leads, I probably could count them. And we had it up for over a year or more. And I can count on one hand how many leads we cut off it. And now we’ve been with you going on 10 months. And we we get leads.

(Speaker 3)
It’s amazing. On today’s show, we’re interviewing a client who is having success because he’s putting in the work. And this just in, nothing works unless we work, right?

(Speaker 6)
Nothing works unless you and I put in the effort. And so I’m super honored and excited to interview a diligent doer, a person who says, look, just show me the proven path.

(Speaker 3)
I’ll put in the work.

(Speaker 6)
He’s the man with the plan.

(Speaker 2)
And he’s on today’s show.

(Speaker 3)
Jay, welcome on to the Thrive Time Show.

(Speaker 2)
How are you, sir? sir?

(Speaker 3)
I’m doing awesome.

(Speaker 2)
Thanks, Clay.

(Speaker 6)
Now, Jay, for people who want to look you up and verify you’re real, can you tell us your first and last name and your web address so people can go look you up?

(Speaker 3)
Yeah. It’s jpool, and my web address is absoluteheatingcooling .

(Speaker 2)
com.

(Speaker 3)
And where are you guys based, or maybe what markets do you, what areas of the marketplace do you service? We’re pretty much a suburb of south of Seattle. And so we service the West Seattle to Lakewood area and from the water, Puget Sound water, all the way to Maple Valley. And how long have you been in this particular industry? I’ve been in the industry over 20 years. I started my business in 2009.

(Speaker 3)
And what are all the services that you guys provide? So maybe we can have a little bit of a context. We’re basically a family owned heating and cooling company and we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks. Now, I’m going to pull up something on my screen. And you can analyze this. And you might rebuke it and say, Clay, you’re out of your mind.

(Speaker 3)
But I’m going to pull it up so the listeners can follow my logic or lack thereof. But if we go to usdebtclock . org, which I encourage people not to do, but if you go there, you’ll see the US population is sitting at 342 million right now. And there are just 9 million self -employed people. So you have less than 2 .5 % of our population is self -employed. And for anybody who doesn’t like quick math, let me break it down.

(Speaker 3)
If 10 % of our population was self -employed, 4 million, but it’s not 34, it’s 9 million. So you have 2 .5 % of our population is self -employed. And then Ink Magazine is, Ink Magazine, this is Ink Magazine, Ink Magazine is reporting now that 96 % of businesses fail. Who’s saying this?

(Speaker 2)
Why are they saying this? Because it’s true. And so what happens is, Jay, I meet entrepreneurs all the time who come to our conference or they listen to our podcast and they say, Clay, I don’t think it’s possible to grow my company. I don’t think it’s possible to get unstuck.

(Speaker 3)
And I think we get used to being stuck. I think we get used to it. We almost endure it. We almost go, well, I’m just going to be stuck here. Could you share with the listeners, how much have you been able to grow this year since you and I’ve been able to team up? Tremendously.

(Speaker 3)
Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my business. I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures because I didn’t know the difference between working in and working on it.

(Speaker 6)
You know, we have a wonderful listener I just talked to moments ago and maybe you could say something to her or maybe people out there. She says, look, I’m so overwhelmed. And we haven’t had the opportunity to really guide her down a path. I mean, we’re just getting to know this person, and she’s like, I’m so overwhelmed. I just feel like I’m swamped. I feel like I’m stuck.

(Speaker 6)
I almost feel like giving up. But she’s got a lot of money invested in the thing. What do you say to somebody who hasn’t gone through our system yet, so they’re not where you are, and they maybe feel stuck? Don’t give up hope. There’s a path out, out of your misery.

(Speaker 3)
And that’s joining the Thrive Time and reading books and learning and being a doer. You know, prior to joining Thrive Time, I wasn’t a reader. And now I am. And I just started out with telling myself, I love to read. I love to read. I love to read.

(Speaker 3)
I didn’t start that day. but it just kept soaking in, and I picked up a book, and I started reading. And that gave me hope and a vision, and that’s what people need.

(Speaker 6)
You know, it’s interesting you say that, because there was a client of mine, I won’t mention his name, but he was telling me, you know, I really don’t like to read books, let alone write them.

(Speaker 3)
I don’t like to read books, and I definitely don’t want to write them. And now this particular individual, I’ll be vague about what he does and what industry he’s in, but now he writes books and he sells thousands of them. And he had to tell himself, okay, if you’re telling me you know how to turn an idea into a book, And he said to me, well, why would somebody want to read my book?

(Speaker 6)
And I go, because you have a problem that you can solve. And I know that you uniquely can solve the problem.

(Speaker 2)
So you could write a book that will teach people how to solve the problem, and people will pay for the solution.

(Speaker 3)
So with your company now, you’re in the industry where you solve problems. What kind of problems do you solve for your company? Well, on the technical level or on the business level? On the technical level. Like, what kind of problems?

(Speaker 6)
When a customer calls you, what problems are they typically having? you know, lots of times that they don’t have no heat or they don’t have no cooling. And so they want us to come out and diagnose the problem and be forthright and not go there with the idea, I’m going to find a reason to upsell them on a new system when in reality, they just need a part replaced, or they just need a general tune up, a precision tune up. And that’s what we provide. So what we do, and we work with every client, is we basically want to attack 13 areas of business improvement all at one time.

(Speaker 3)
And the first area is knowing your goals. And I always sit down with a client, we try to figure out, you know, where are you now versus where do you want to get to? And I don’t want you to share on today’s show your, you know, specific financial numbers, but as far as knowing your goals, how much did that help you initially, just having somebody working with you on a weekly basis that was aligned with your goals? you achieve those goals? Tremendously. I learned about tracking my numbers.

(Speaker 3)
I learned about accounting.

(Speaker 6)
I wasn’t doing any of that.

(Speaker 1)
And so Talking to Carter, who’s my coach, he’s helped me to understand those things and to realize those goals and put the numbers down and look at them every day to keep working for that.

(Speaker 3)
This is powerful, folks.

(Speaker 33)
And again, someone says, well, this doesn’t seem like a super complicated, circular, emotional -based interview.

(Speaker 6)
This seems very literal. That’s what it is.

(Speaker 2)
Box number two, you got to know your break -even numbers.

(Speaker 3)
You got to know how much somethings do I have to sell to break even. And again, I’m not asking you to share your specific numbers, but how much does it help you to know, hey, we got to sell at least this much to pay my mortgage or my utilities or just to break even? Well, it gives you peace of mind that you can make your, your employee wages paid, a peace of mind that you’re going to be able to pay your rent, a peace of mind that you can buy equipment so you can install it the next week. And for people out there that don’t know your industry, would you also refer to your industry as HVAC? Is that what people call HVAC? Oh, yeah.

(Speaker 3)
Like I said, we’re a family HVAC company. We do residential and light commercial.

(Speaker 6)
We specialize in quality installation, quality repair, and quality service. Now I talked to a gentleman today who happens to be in California, true story, who does what you do in the California area.

(Speaker 2)
And I hear all the time, people will say, because i’m in california you don’t understand it’s tough out here in california it’s tough in one of our great clients they’re in new york and i remember telling talking to this client they’re in new york and they go you don’t understand what it’s like to be a new york business owner it is tough and what i find is no matter where people live they always will find that that is the exact

(Speaker 3)
that they’re going to give themselves if they want to. Or I find people, no matter where in the country they live, they’ll make that kind of the motivator. They’ll say, in spite of the fact that I live in this city or this state or wherever, I’m going to have success. Do you feel like the success you’re having is accelerated because you live just outside of Seattle? I mean, is Seattle booming? Is that what’s driving your success?

(Speaker 3)
Oh, yeah, Seattle area and the suburbs are suburbs are highly densely populated. But you know, what’s generated our success is the integrity and the honesty that we deal with the customer, people are craving for contractors to be truthful. And when you are, and you deal with them on that level, they become your relational customer.

(Speaker 48)
I believe in that.

(Speaker 3)
I believe in that. Now, box number four, we have to figure out your unique value proposition. I want everybody to go with me right now. We’re going to go to the website, absoluteheatingcooling .

(Speaker 48)
com.

(Speaker 3)
Everybody put it in your web browser right now. Search for it. Find it, absoluteheatingcooling . com. Everybody go there right now. I’m going there.

(Speaker 2)
You’re going there. Everybody’s going there, absoluteheatingcooling . com. What we have to do with your business, Jay, and for every business, is we’ve got to make your website look first class. And it doesn’t mean that your website is done. We’re not done improving it.

(Speaker 2)
But we have to get it done, and then we have to keep perfecting it until it’s perfect.

(Speaker 6)
So I want to get your thought here.

(Speaker 3)
With your website right now, how much of an impact has it made on your business having your website updated and reinvigorated? Oh, tremendously. We, we had a website through another contractor. And we barely got any leads, I probably could count them. And we had it up for over a year or more. And I can count on one hand how many leads we cut off it.

(Speaker 3)
And now we’ve been with you going on 10 months and we get leads. It’s amazing. You’re getting leads. And again, if you’re watching this show and you say, I feel discouraged. I feel like I’m frustrated.

(Speaker 3)
I’m telling you, Jay can do it. You can do it.

(Speaker 2)
Next box, box number five. You got to improve that branding. Your website, your print pieces, your auto wraps, everything has to be awesome or nothing. Awesome or nothing. Great or nothing. Jay, how much has it helped you knowing that, hey, frankly, I mean, full disclosure, You’re paying us $1 ,700 a month, and that includes everything.

(Speaker 2)
So we guide you down the path, but knowing that you have a team. How much, I guess, has that helped you knowing that you have a team that’s going to do everything that we’re asking you to do from a branding perspective?

(Speaker 3)
Website, photography, video, search engine, video, online ads, all of that’s included in that flat monthly fee. But it’s been tremendous. I can’t say enough about it. Carter keeps me accountable. He keeps me focused on working on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees.

(Speaker 3)
And now I’m up to 10 employees. And it’s all because of the work we’re getting. We’re getting more and more work. Amen, and that’s why we do it. Now again, money’s a magnifier. So if you’re watching this show right now and you’re a jerk, if you have a lot of money, you’ll become a huge jerk.

(Speaker 3)
And one thing I have found in my life, I mean this, I mean this, I mean this, Jay, I have seen people in my life in a four year period of time, five year period of time, go from a humble, coachable person to a massive jerk. And it hasn’t happened once or twice or three times. It’s happened a lot because money’s a magnifier. And so money just allows you to give more. if you’re a giver. It allows you to take more steroids if you want to take steroids.

(Speaker 6)
It allows you to be cold to people, really cold. If you’re a person who wants to be cold, it allows you to be really cold. If you’re a person who wants to be nice and giving to the community or the people around you, it allows you to do that to a greater extent. As your company has grown, what has it done for you? And again, I’m not fishing for those numbers, but what has it done for you knowing that, wow, we’ve got a little extra money now.

(Speaker 3)
We’re able to pay the bills. We’re not in panic mode. What’s that done for you, just your mindset? or you and your family and what you’ve been able to do? First of all, it’s been able to give me, it’s been able, I’ve been able to give more to my church. Second of all, I’ve been able also to bless my employees by buying them some stuff.

(Speaker 39)
And one example was you brought up Mike Lindell and we bought bedsheets for everybody and pillowcases for everybody.

(Speaker 3)
And I know that’s kind of quirky sounding, but I totally got into it. It was a blessing. That’s the kind of stuff. I’m just telling you, folks, once you grow a successful company, it’s going to allow you to give more, to be more. OK, now box number six, you have to have a three -legged marketing stool. Now, we’re kind of pacing ourselves.

(Speaker 3)
I want to respect your time. But a three -legged marketing stool is you have to have a proven turnkey system in place that allows you to gain more customers without needing to do the following five things, without needing to go viral. Hello. Because if your business model is based upon you going viral, then you have to think about going viral. Two, it doesn’t require you to geographically travel the earth. Jay, you don’t have to circumnavigate America in order to generate leads.

(Speaker 3)
Three, you don’t have to be a genius. You don’t have to be a genius. What if your marketing plan involved you being a genius and traveling around all the time and going viral? You wouldn’t have time freedom or financial freedom.

(Speaker 6)
Four, it’s profitable. What does it profit you if you have a marketing strategy that makes everyone around you poor and it allows you to gain customers but you don’t actually do it profitably? I mean, if you have to pay your employees nothing and you don’t have any profit left to pay your partners, what’s the point of it? And the fifth thing, your marketing system. It needs to be something that allows you to create time freedom and financial freedom.

(Speaker 3)
Jay, if you had a marketing system that required you to be up at night till 10 o ‘clock every night responding to things and posting things and going viral for things and constantly reaching out to people on social media, you wouldn’t have much in the way of time freedom. So I want to get your thoughts. What’s it meant for you and your wife and your family to have a turnkey marketing system that generates you leads day in, day out? has been tremendous. One part of the marketing leg was working our dream list with property management companies and with HOA associations and churches, just consistently reaching out to those. in places once a week.

(Speaker 3)
Now, all of a sudden, we don’t have a low period and a high period. Because of reaching out to those places, we’ve been able to fill the low with service work and keeping our employees employed. It’s tremendous.

(Speaker 2)
Now, you have this thing called the Dream 100 that you do. And I want you to talk about that. Chet Holmes, the best -selling author of The Ultimate Sales Machine, he’s the one that came up with the system. It’s The Ultimate Sales Machine, written by Chet Holmes. Incredible book. Chet Holmes, may he rest in peace.

(Speaker 2)
But he talks about making a list of your ideal and likely buyers and relentlessly reaching out to them to tell them, hey, we exist and we can solve problems for you. Could you tell us a little bit more about your Dream 100 system and how you do that? Because you do it very well. Well, I watched your video on your tower of power.

(Speaker 3)
And then I just implemented the plan. And that was for a three or four week stretch. We just sent them a one sheet. about us. And then after that, we would show up with a little gift bag and talk about just opportunities that hey, we’re just there to help you. And if there’s ever a time you need an HVAC company to work on any kind of your systems, like fireplaces or heating and cooling, we’ll be there.

(Speaker 3)
And we’d love to get your packet so that we’re all signed up and ready to go. And all you got to do is call us. It’s been tremendous. Now, again, you are doing it. You’re following the systems.

(Speaker 42)
That’s called the Dream 100 system.

(Speaker 2)
That’s one part of the system.

(Speaker 3)
Box number seven, for sake of time, we have to have great sales systems. You’ve got to have sales scripts, recorded calls, one sheets. That’s like a marketing brochure. You have to have pre -written emails and a tracking system. We do all that. We’re doing all that.

(Speaker 2)
Have we done all of it? No.

(Speaker 6)
Are we building all of it?

(Speaker 47)
Yes.

(Speaker 3)
We’re getting there. And again, Jay, if you had to describe the growth you’ve had, you’re stuck in an elevator with somebody, and they go, come on. How much growth have you really had?

(Speaker 39)
If you had to describe it, I mean, have you, you said you went from what?

(Speaker 3)
You said a couple tech or four techs to – Four to 10.

(Speaker 27)
Yeah. In 10 months.

(Speaker 3)
It’s been 10 months. Yeah. Powerful. I’m telling you folks, you can do it. If you’re watching this and you feel discouraged right now, you can do it. And to quote the guy who follows Adam Sandler around in his movies, you can do it.

(Speaker 3)
Yes. Rob Schneider. Yes. You can do it. Okay. Box number eight.

(Speaker 3)
You have to determine a sustainable customer acquisition cost. So how much does it cost you to gain a new customer? You have to track that.

(Speaker 1)
If you don’t track it, again, you must measure what you treasure.

(Speaker 2)
You will slack where you don’t track. What am I saying? You have to measure what you treasure. You will slack where you don’t track. It is so important. So again, we track all the numbers.

(Speaker 2)
So we know that, Jay, you’re getting business from your Dream 100 marketing. You’re reaching out to people that don’t know you, and you’re saying, Hello. We would love to serve you and provide services for you, and we know it’s working because we track. What would happen, Jay, if you didn’t track weekly, every single week? with Carter and our entire coaching team?

(Speaker 3)
We would be lost. We wouldn’t know how much money we’re spending on advertising. Prior to that, we were spending probably $150 a week on Google advertising. And now, because we’re implementing your processes, we’re getting Google reviews and video reviews, and you guys are doing the HDL content on our website, we’re down to like five bucks now a day. $28 a week spending on Google ads, which is tremendous. And I want to backtrack one thing, Clay, when we talked about the previous one, is we didn’t have hardly any maintenance agreements signed up with our customers.

(Speaker 3)
And so we slowly been working on that. And then we have stand up crew meetings at seven And in that we do some job role shadowing where we try to help our techs work with objections, overcoming objections with customers.

(Speaker 46)
And that’s been tremendous.

(Speaker 3)
And that has increased our maintenance program big time. Plus we incentivize our technicians with money to talk to our customers to sign up with the three options of a maintenance agreement. Again, you’re doing a daily huddle. We teach that. We teach that, folks. That’s something we teach.

(Speaker 3)
I’m telling you, if you have a business and you hate yourself, don’t do a daily huddle. So we’re moving on to box number nine. You have to create it. To build an organization, you have to be organized. Yes! So to build an organization, you have to be organized.

(Speaker 1)
You can’t spend your entire meeting looking for passwords and documents.

(Speaker 2)
You’ve got to save things properly, file nomenclature, saving passwords in the right place. I can’t tell you how many clients I meet with wonderful people. They’re going, you know, I haven’t updated my website in four years. I say, why not?

(Speaker 6)
They say, I can’t find the passwords.

(Speaker 3)
So you’ve got to have systems and processes. Box number 10, you’ve got to manage people. This just in, you can’t just hire people. It requires teamwork to make the dream work. Jay, you’ve got those daily huddles going, those daily standing meetings. How much has that impacted you, having those daily standing huddles where you get on the same page with everybody before you start your day?

(Speaker 3)
They’re huge. They create a teamwork atmosphere. Everybody knows what needs to happen and what needs to get done. And everybody knows what we need to get done to be profitable so that we can then pay our employees more money. That’s important. Again, folks, there’s so many things that Jay is doing.

(Speaker 3)
He’s doing it well. I’m just super excited for Jay to be able to encourage everybody out there. Box number 11, you got to have a repeatable, sustainable weekly schedule. There’s always one more job, one more opportunity, one more crisis. You got to build a schedule. And Jay, you’ve done that.

(Speaker 6)
You’re doing that.

(Speaker 2)
It’s always something we’re working on. Box number 12, Again, I mentioned it earlier, it requires teamwork to make the dream work. You’ve got to have a system in place for hiring, inspiring, training, and retaining. You have to have a system in place to hire, inspire, train, and retain. Once again, you have to have a system in place to hire, inspire, train, and retain. If you cannot find good people, train good people, yes, even in Seattle, someone says, you can’t find good people in Seattle.

(Speaker 2)
Oh, yeah, you can. People say, you can’t find good people in California. Oh, yes, you can. Could you talk about the hiring process, the hiring systems, and how much that’s impacted you being able to now find good people, hire, inspire, train, and retain good people? Sure. Before Thrive, I would interview people one at a time.

(Speaker 2)
And that was a waste of my time. Because sometimes I’d interview four people and there went four hours of my life. And then I learned about the group interview. And so we started scheduling that. And it’s been incredible.

(Speaker 3)
You can find the A players in those kind of situations. And that’s so beneficial to us. And plus, I don’t waste four hours, I only I’m only concentrating on one hour. And it’s been super beneficial. I got to also when I went down to the Thrive Time conference last month, I got to watch you do the interviews.

(Speaker 3)
And you just made it so easy and understanding. And I was putting too much stress on myself. And I followed your advice. And then I read the little sheet of paper you handed out. And I’m talking about Adam Sandler and his, I put that into my interview process. It just lightens it up a little bit.

(Speaker 3)
It lightens it up a little bit. I’ll say this for anybody out there watching. We had 31 people that were supposed to be at our interview on Wednesday night, 31, which is more than 30, by the way. And you would think, wow, how are you going to interview 31 people at the same time?

(Speaker 2)
And I’m counting. And I, seven people showed up, but not, but of the seven that showed up, we only had two that I could count that mentally showed up. What am I saying? Only two of those seven even showed up anywhere close to on time. So, and these aren’t like early morning interviews. These aren’t late night interviews.

(Speaker 2)
This is 5 30 PM. So I’m just telling you folks. You got to do this process for hiring people. My final question I would ask you for anybody out there, my final two questions. For anybody out there that is not a client, that is not paying our team $1 ,700 a month to help them start and grow a successful company, could you describe what kind of impact has it made on you, your business, your family? Like I told you earlier in the interview, Clay, I was suffocating.

(Speaker 2)
I was, like I said, I was doing the business since 2009, and everything was going through me. And at a point, it’s a breaking point.

(Speaker 3)
And that’s where I think businesses just came in. in and give up. And I found you on rumble, and I started listening to you. And I think I told myself that it’s possible this, this guy’s system is possible. And I can see hope. And I could keep the business going.

(Speaker 3)
And I just encourage people, if you’re on the fence, get off the fence and try it. What do you have to gain? Everything. There’s a proven path. There’s a way to get through it and there’s hope and the vision becomes clear.

(Speaker 6)
Final question is, how would you describe the conferences? Because I never know how you guys are going to react. People like Dr. Zellner show up, or Tim Tebow, or Eric Trump. We bring in a lot of people. The room is filled with clients who are successful. So we bring up client success stories.

(Speaker 3)
And the way it works is we do 30 minutes of teaching, and then I do a 15 -minute Q &A. And those questions are based upon the questions that attendees are writing on the whiteboard. So I never know how it’s going to go. I know we’re going to cover the systems. But how would you describe the conferences?

(Speaker 45)
they’re incredible, they’re full of energy.

(Speaker 6)
And then when you have a break, you can talk to people that are in the business too and learn from them. And also sometimes give some advice that, hey, I went through that. And so I started doing a calendar and it’s helped me keep on task. And I started doing a to -do list and it’s helped me to keep on task.

(Speaker 44)
And there’s hope, there’s a way to get out of it and to move on.

(Speaker 6)
I’ll give you the final word.

(Speaker 16)
Final 30 seconds.

(Speaker 6)
Anybody watching this right now?

(Speaker 2)
Maybe someone feels down in the dumps.

(Speaker 3)
They feel like they are stuck with their business. What do you say? No, you’re not stuck. I would join and learn from them and implement, be a diligent doer. Just, you know, does it happen? in one day?

(Speaker 3)
No. Does it happen in one week? No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning. You’ll see some improvement and you’ll get hope and your vision will clear up. Jay, thank you so much for your time, for your energy, and for anybody out there, if you learned anything on today’s show, I want you to share this show with a friend.

(Speaker 3)
Surely you shall share. If you’re watching this right now and you learned something, share it with a friend. And I would encourage you to check out that website, absoluteheatingcooling . com.

(Speaker 38)
Jay’s a real guy.

(Speaker 2)
He has a real business, a great family. That’s absoluteheatingcooling . com. And by the way, folks, a little search engine tip. It does help Jay’s website rank higher. Thus, it will benefit him in the short term and the long term if everybody goes to visit that website.

(Speaker 2)
So everybody right now, go with me now. AbsoluteHeatingCooling . com. That’s AbsoluteHeatingCooling . com. Jay, it’s an honor to know you, sir, and we’ll talk to you soon.

(Speaker 2)
Thanks, Clay. It was an honor to talk to you. Bye -bye. I’m Glenn Shaw, owner of Shaw Homes in Tulsa, Oklahoma. Started the company in 1985. At that time, it was one employee doing everything, me. I met Aaron Antus in 2007.

(Speaker 2)
The top three things that Aaron did for Shaw Homes was He brought in processes that helped us be able to repeat over and over. He brought in unique hiring skills. He was able to find the right people for the right seat on the bus. And Aaron brought sales techniques that we weren’t familiar with up until that time. When Aaron came, we were selling about 80, 85 houses a year. And during the 16 year period, we saw sales get up over 400.

(Speaker 2)
Before I met Aaron, the only sales manager we had was myself, and I was completely unable to perform that job. And so Aaron brought major changes and great results with him. In the many years that I was building houses before Aaron, I was great at selling if somebody wanted to buy. But they had to be knocking on my door asking me to sell them a house before I could actually make that sell. I had no sales techniques and no ability to generate sales. Aaron coming in as a natural salesperson just absolutely transformed that and made the sales experience better for the company and better for our buyers.

(Speaker 2)
Prior to Aaron, I would work all week. For the company, I’d sit in a model home over the weekend, and I had a salesperson or two, but I was actually out there all weekend working that. Since hiring Aaron, I was able to take my weekends off, even reduce my workload during the week. I went from working 60, 70 hours a week to almost a normal work load. So I’ve been a member of the builder 20 program in the National Association of Home Builders for 25 years, 20 years. And during that time, I’ve seen a lot of sales managers with the other companies that have been involved.

(Speaker 2)
And in my opinion, Aaron is smarter and sharper than any sales manager of any builder that’s ever been in our group.

(Speaker 3)
Now, some markets They don’t have to try to sell, they just sell themselves. But with the ability to sell, and to train and hire, Aaron was better than any of those sales managers that were in my program. Well, I remember when I considered hiring Aaron many years ago, the thought of spending the extra money was a little scary, but in hindsight, it was one of the best things I’ve ever done. It freed my time, increased our sales, and at the end of the day, increased our profitability beyond my wildest expectations. Years ago, I was concerned that if I didn’t do whatever a customer asked me to do, it might be the last house I sold.

(Speaker 3)
And so over time, we were able to move away from unlimited customization to pre -designed options. The problem that we were having in those days is that the customer would tell us what they wanted, but they didn’t really know what they wanted. And we would deliver exactly what they told us to do, and they wouldn’t be happy with it. So as we became more standardized, we give lots of options, but we don’t customize. And in the end, that allows us to sell more homes for better margins than spending countless hours trying to customize in just every avenue of the sales process. We get weekly reports on sales, on profitability, on production.

(Speaker 3)
And it provides all the manageable tools that I need to review the company from a 10 ,000 -foot level. All right, Thrive Nation. On today’s show, what we’re going to focus on is how to grow a successful company.

(Speaker 13)
So what I’m going to do is I’m going to pull up a graphic that is the theory of how to grow a successful company. But vision without execution is hallucination.

(Speaker 3)
And so if you go to thrivetimeshow .

(Speaker 27)
com forward slash millionaire, you can download a book that I have written called A Millionaire’s Guide, How to Become Sustainably Rich.

(Speaker 43)
You can download it for free at thrivetimeshow .

(Speaker 3)
com forward slash millionaire, but you have to actually implement that which is in the book.

(Speaker 26)
And so on today’s show, we’re joined by a very successful person in the home building business, a great friend of mine, a man by the name of Aaron Antus.

(Speaker 3)
Aaron Antus, welcome on to The Thrive Time Show. How are you, sir? I’m doing great, Clay. Thanks for having me on. Hey, so I got to ask you this for people out there that want to prove you’re not a hologram. First off, what’s the website for your company so people can verify that you are, in fact, a real business?

(Speaker 3)
You bet. It’s shawholmes . com. S -H -A -W -H -O -M -E -S . com. shawholmes .

(Speaker 3)
com. I’m pulling it up. shawholmes . com.

(Speaker 32)
Pulling it up.

(Speaker 3)
That’s the website, shawholmes . com. And when you and I met, before we met, you had been already very successful as a home builder. You turned your dream of being a home builder guy into reality.

(Speaker 1)
Yeah.

(Speaker 42)
And so how many homes had you sold?

(Speaker 3)
Or what kind of sales had you done? in your career as a home builder guy before you and I even met? Before we met, probably about 750 million in sales prior to meeting you. And then you did the year we first started working together, what were the sales totals that year? We were at like $19 million. $19 million.

(Speaker 3)
And then when you ended 2022, obviously we’re in 2023, and so we’ll see how this year ends. But as far as ending 2022, how much sales did you do last year at the end of 2022? 2022, we were at like $84 million. OK, so from $19 million to? $84 million. $84 million.

(Speaker 3)
So you’re doing some things right here. And what we’re going to try to do is kind of demystify the plan here. OK, so here we go. Establishing revenue goals. Yep. When you and I first started working together, we started off with a 13 point assessment.

(Speaker 3)
um, your goals. I’m not going to ask you to share your goals on the air, but why is it important that you have goals? Well, I mean, goals are sort of your guideposts that, you know, you, you set something out there in front of you and you start chasing after it. And without that, you’re just kind of floundering in mediocrity. You don’t have any reason to get up in the morning and really get after it. And so, you know, I think goals are, you know, it’s, you can have Lots of different types of goals.

(Speaker 3)
And we’ve talked about a lot of this. We’ve talked about, you know, having financial goals and having, you know, fitness goals and having friendship goals and just all these different areas. I know you’ve got the F6, you know. So that’s kind of something that, you know, we touched on very early on. You asked me, like, is the goal, is one of your goals more income or is it more time? And so I said, well, really, at this point, it’s more income.

(Speaker 3)
And then later, it became more time. So it’s changed over the time I’ve known you since 2016. We’re going on seven years. And the income went up considerably. So now it’s turned in the last couple of years towards more time. Now, the breakeven numbers, again, I’m not asking you for the numbers on the show, but you guys have a lot of fixed costs.

(Speaker 3)
I mean, if you go to shawhomes . com, you’ve got framers, you have plumbers, you have tile people, you have so many skilled people, you have a full -time sales team, you have an admin staff, and if you don’t sell a house. You still have the service of the land. You still have all the overhead. Why is it important for every listener out there to know their break -even point? How many deals they need per month just to break even?

(Speaker 3)
Well, yeah, because you’re going backwards real quick. And it doesn’t take very long, if you’re at the beginning of your businesses, doesn’t take very long for you to be in a place where the creditors are knocking at your door and you can’t pay your bills.

(Speaker 41)
And all of a sudden, you’re going to lose all your, for us, all of our trades, all of our suppliers are going to start backing up.

(Speaker 3)
So, you know, you’ve got to know what that number is that lets you tread water so that, you know, okay, this is the worst case scenario, everything above that, at least I’m into the profit zone. So, you know, you go out of business pretty quick. Most businesses don’t last more than just a few months if they get below that breakeven number, so. Now, folks, again, these might seem like simple steps, but they’re all the linear steps you have to take to create time, freedom, and financial freedom.

(Speaker 36)
And if you want to grow your company, this is how you do it.

(Speaker 40)
Box number three, though, is you have to know the hours you’re willing to work.

(Speaker 3)
Now, your incredible wife is here off camera for accountability. So at any point, she could yell like, amen, or boo. But you guys are on the same page with the hours you’re willing to work. And you guys, as a couple, I want to brag on both of you, you guys both committed to sacrificing time and energy and a lot of things to where you’re at in life. And then as you had your children, you raised them, you decided to devote time to raising said kids. And now that your kids are older, you’re devoting time to raising these kids.

(Speaker 3)
So it’s not like you advocated being a parent while also growing a company.

(Speaker 15)
You did both well.

(Speaker 3)
Let me get your thoughts on sitting down with your spouse, if you’re watching this today, or your significant other, and making sure you’re on the same page about how many hours per week you’re willing to work. Well, yeah, I mean, you don’t want to grow a business to make a whole bunch of money just so you can split it in half later. Oh. Because that’s kind of what happens when you don’t work out those details ahead of time. And so my wife and I have been married 25 years.

(Speaker 13)
We’ve been together for four before that.

(Speaker 15)
And so yeah, 20, sorry, 26.

(Speaker 3)
Did I just say 25? 26. I hate to do this to you. I just got in trouble. Your wife just turned 27 on Thursday, and what you said is 100 % false.

(Speaker 13)
OK, so the unique value proposition here.

(Speaker 3)
Now let’s talk about this. Whether it’s, you know, growing a home building company or a dog training business or a haircut chain or a carpet cleaning franchise or whatever business we’re involved in helping to grow. you have to sit down as a listener out there, as a business owner, and you’ve got to figure out what makes your company unique. Absolutely. So I want to ask you, what makes Shaw Homes unique in the marketplace with other home builders? Yeah, we have more furnished and decorated model homes than any other builder in the market.

(Speaker 3)
So a lot of times, people, when they walk into a home and they’re trying to decide if they like the floor plan, the layout, whatever, They usually most builders in our market have an empty house that they walk into. It’s just kind of echoes when you walk through it, there’s no furniture or anything. And we completely, as you can see in this little video here, we completely furnish and decorate it, make it beautiful. We are the most award -winning builder in the state of Oklahoma. That’s true.

(Speaker 15)
We’ve won like five times as many awards as any other builder in the market.

(Speaker 3)
So definitely that is one of our big, you know, you know, takeaways. And I’m going to throw you under the bus real quick, and I don’t mean to do this super passively aggressively. It’ll just be more of a subtle passive aggressive. When I met you, you guys had all these awards, but no one knew. That’s true. It was like this weird, bizarre thing where you had all these awards.

(Speaker 13)
I remember talking to you, and I’m like, what makes you guys different?

(Speaker 37)
And you’re like, you know, we do a good job.

(Speaker 3)
And you’re being nice about it. You’re a good salesperson. But I said, well, I mean, tell me about the awards. And you’re like, well, we got this award, that award, this award. Like 45 minutes later, it’s like that award. this award, I need to shave now, this award, that award, I need to go brush my teeth, this award, that award, I want to go mow the lawn now, this award, that award, I think I’m retiring, this award, my kids are turning 18, I can see it, this award, you’re just going, and this award, and that award.

(Speaker 3)
And so we put those on the website and that helped. And the other thing you guys were, we needed to change was all these people were saying great things, but we didn’t have video reviews of them saying it on camera. Right. So it was like your online reputation didn’t match your real world reputation so much good momentum there and so many people love you guys and now you guys have, would you say, 100 video reviews? Oh gosh, I would say more than that.

(Speaker 3)
We’ve got, yeah, we have a lot. You can just keep scrolling and scrolling and scrolling. And this is actually all that’s on this page. If you go to our YouTube channel, we have way more than this. So, yeah. So again, and this is all the stuff you’re going to grow a successful company, folks.

(Speaker 3)
Step one, you got to figure out your revenue goals.

(Speaker 13)
Step two, you got to figure out your breakeven goals.

(Speaker 3)
Step three, sit down for an hour of power. Sit down with your spouse. Make sure that you guys are on the same page of your hours. You’re willing to work. Step four, unique value proposition. Figure out what it is that makes you unique.

(Speaker 39)
in -depth guide that you can download for free at thrivetimeshow .

(Speaker 3)
com forward slash millionaire if you get stuck.

(Speaker 16)
Next box, you gotta improve your branding, your website, your one sheet, in your case, model home presentations, business cards, social media branding, everything that a customer sees needs to be first class.

(Speaker 3)
And I was talking to a guy named Ronnie Morales today and it’s Morales Brothers. I think you met him at a conference. He told me this and I’m not slamming Ronnie. Ronnie, if you’re listening, I’m not slamming you. This is the real thing. Ronnie said he listened to our show for seven consecutive years before ever reaching out.

(Speaker 3)
And now he’s reached out, and he’s up 57 % in about eight months. That’s awesome. And we’re going to put his story on part two of today’s show, because he’s in Texas, and he’s seven years behind you. Yeah. But he’s doing a great job. What do you think that thing is where people have bad branding and we’re not aware of it?

(Speaker 3)
Someone hasn’t brought it to our attention? What causes bad branding? You know, the number one thing I hear business owners say is, well, you know, I don’t really need good branding because I sell everything by word of mouth. Oh, yeah, baby. I’ve got such an incredible reputation that everybody just comes to me by word of mouth. Yeah.

(Speaker 3)
And then it’s like, okay, yeah, but how much business did you do last year? Well, not very much and I’m really unprofitable, but I’ve got great… out there and I get a lot of word of mouth. So when people switch over to starting to improve branding, I know you helped us a lot with that in just creating a lot better looking website, creating a, you know, we’ve got an office environment now that is, when people walk into our model home, they are blown away. We truly wow our customers when they come to our model homes. It’s a one of a kind experience in the state of Oklahoma.

(Speaker 38)
And the process of that, you know, just going through branding it so that it looks really top -notch.

(Speaker 3)
And, you know, that includes everything from, you know, marketing to all of your senses and everything else. So it just really brought us to another level. And when the customer comes in and experiences us after having walked through other builders’ homes, they usually come in and go, you guys are just on a whole nother level.

(Speaker 37)
It’s sights, sounds, smells, experiences, everything that your customer sees, they’re grading you on.

(Speaker 3)
And you might not know that they are even judging you because they’re not filling out the form. And I have a funny story to share with you that’s kind of sad.

(Speaker 20)
I was working with a fitness guy years ago, and I’m not going to tell you what studies he’s in or what studies he focuses on.

(Speaker 3)
I know you want to know, but I’m not going to tell you.

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

(Speaker 3)
He did not want to. And he tells me, Clay, honestly, I’m just doing the call because my wife wants me on the phone. I don’t really get leads from social media. I don’t get leads from marketing. I get all my leads word of mouth, like you were saying. And I said, well, let me just do this.

(Speaker 3)
Let’s just, um, this first month working together, let me get all the passwords for your Facebook, your Google, your YouTube.

(Speaker 13)
And I’m just, as the first month we are, we just, with every single client, we optimize your YouTube, your Facebook, your Instagram, your Twitter, your, you know, all that.

(Speaker 3)
Yep.

(Speaker 36)
We log on.

(Speaker 3)
This is a fitness guy. He was spending like 400 bucks a week, every week on ads. Yeah. And he hadn’t known, he wasn’t aware that every time a lead came in, it got stuck in Facebook and went to an email address that he wasn’t checking. So think about this.

(Speaker 3)
And it’s like 15 to 20 leads a week for years this guy had. That’s not good. And so I’m going, you’re spending $20 ,000 a year on ads that you’re not getting anything from. And are you aware that the phone number on your site rings to a phone that’s no longer a real phone? And I’m serious, this was real. And then he had before and after photos where somebody had had the idea of let’s get before and after photos.

(Speaker 3)
You know where you interview someone before they start working out? Yeah. But then they never completed the thought. You know what I’m saying? I do. Where it’s like they interview him about getting in shape, but then they never actually like aired the part where they’re in shape.

(Speaker 3)
Oh, no. So it’s just sort of like an interview with people that are not in shape. And again, he’s a busy guy, busy entrepreneur. That kind of stuff is very common. It’s kind of laughable if it’s not your company. But OK, next box.

(Speaker 3)
You’ve got to determine your customer acquisition costs. How much does it cost you to get a customer? So Aaron, you guys run ads on Google, on Facebook, on retargeting ads. You have massive signage. There’s a lot of stuff you do. Why is it important to know how much it costs you, at the end of the day, to get an actual new buyer of a shawl home?

(Speaker 3)
Well, because if you want more of those, you know what it costs to go generate more of those. You know, it’s a cost where it’s like, OK, well, you know, I’m down in sales this month or this quarter or whatever, and I need four more sales to make it a good quarter here before the end of the quarter. And it’s like, I know I can go put money into that and it’s going to cost me X number of dollars per customer to get there. And so then it’s just a matter of do I want to spend that money to get to that point? So, you know, for us, it’s a pretty high number because it’s a it’s a big ticket item. But for some people, it might be very small to get that You know each guy

(Speaker 3)
but for us.

(Speaker 35)
You got to know what the number is, because ultimately, that goes into the price of your product and whatever you sell.

(Speaker 14)
We’re doing homes. That is one of our line item costs in our homes.

(Speaker 3)
That’s a cost. Yeah. Now, if you go to any of the businesses that I’m involved in, you go to eitrlounge . com forward slash staff. I put in the password here. Once I put in the password, I have all of the documents needed to run the company.

(Speaker 3)
And they’re all saved. So the checklist for the manager, the opening checklist for the assistant manager, the bathroom cleaning checklist, everything needed to grow the companies all in one place. And therefore, the business, everybody who works there knows where to go to find those documents. This is the kind of stuff that fires me up and it makes other people crazy. Oh, yeah. So with the conferences we do, if we ever do a conference that’s out of town, I have a checklist of stuff I print out.

(Speaker 3)
I know it seems kind of crazy for people, but this is real. I print it out and it’s like, OK, socks. I’m gone for four days. I want to have 12 pairs of socks. Why? Because it could be hot.

(Speaker 3)
I don’t know. Could get wet. I don’t know. I have a list of deodorant and socks and shaving. And I have a laptop and a backup laptop. And I have patch cables and XLR cables.

(Speaker 3)
And we bring three. You’ve seen all this stuff. But it’s multiple monitors, backup monitors.

(Speaker 13)
Backups for everything.

(Speaker 3)
When you guys build a Shaw home, you’re not moving off a guesswork. There’s blueprints. There’s plans. There’s systems. So houses don’t fall down. There’s somebody out here listening right now that doesn’t have systems in place.

(Speaker 3)
They don’t have checklists. They don’t have it. And so they have to think about everything all the time, because if not, they forget a step. What would you say is the importance of having taken the time to have built these systems now? It is the night and day difference between running around like your hair is on fire every day, constantly playing firefighter, or you know, you hear people say, I’m up to my armpits in alligators, you know, it’s because you don’t have systems and processes. And every time at Shaw Homes,

(Speaker 3)
every time that we have a problem come up, we automatically go, okay, what step in our system did this fall apart in? And what’s broken in that step and how can we fix it so it never happens again? So we go fix the process.

(Speaker 27)
We address the problem for the customer, but then we go back after that and we go, how do we fix the process so we don’t repeat this problem?

(Speaker 3)
And the business owners that are running around with their hair on fire all the time, it’s because there’s no systems, no processes. Everything is urgent. Everything is hair on fire. And it is a case chaos world that you live in. And if you’re going to build homes for a living and build a lot of them, you cannot live in that chaos world. Now, this next box, I get excited about all these boxes.

(Speaker 3)
This is what I get excited about. This right here is what I care about. OK, the next box is management and execution. You have people on your team, and I’m just going to give some examples. And I hope this benefits somebody out there listening. You have people on your team.

(Speaker 3)
It’s their responsibility every time that you do a new house, they go out there and they design or they get the blueprint on the website. They get the new design of the home, because people want to see floor plans. So somebody’s job is to get those up there. Somebody gets photos of every house that you guys are building. Somebody gets videos of every house. Somebody puts them all up for sale.

(Speaker 3)
Somebody answers the phone every day. Somebody calls the leads every day. Every day. Somebody cleans the bathroom every day. Somebody builds the houses every day. Now, this is what I find, and I’m sure none of our listeners can relate to this.

(Speaker 3)
Some of our listeners fire people, and then nothing happens. So work with me on this. There’s listeners out there that I talk to every day because we do free 13 -point assessments. So I talked to two or three people a day who go to thrivetimeshow . com. They want to schedule a consultation.

(Speaker 3)
And the other day, you heard me talking to Jordan. I said, Jordan, go ahead and keep setting those.

(Speaker 13)
He’s setting a point with someone who’s definitely not a good fit.

(Speaker 3)
And you could tell he had a little question if that was a good fit. And I said, I would rather you set an appointment with somebody than not, because I don’t know if who’s a good fit or not. But the idea, though, is I sit down. I was talking to a guy the other day. And he was like, the reason why my team did not get Google reviews or videos reviews this week is because we fired a guy. And I go, cause I’m just asking him, you know, where are we stuck?

(Speaker 3)
What’s your biggest limiting factor? I have a big process.

(Speaker 34)
I go through my evaluation.

(Speaker 3)
I said, who calls the leads? He’s like, well, normally I have a person that calls the leads, but we just fired her. And I mean this, I’m going, how long have you been in business? This guy’s been in business for over 10 years and he’s reaching out for help. Good person. We’re trying to help him.

(Speaker 3)
I think it’s going to be a good fit. But so I said, so basically, everybody follows the systems until they don’t work there anymore, and then no one does the systems. And you go back and forth vacillating from things being done to not being done. And one of my favorite things about working with you guys is that you’re honest people. What does that mean? You do your best to do what you say you’re going to do, and you hold yourself and the employees accountable.

(Speaker 3)
Absolutely. But what would happen if every week you If somebody wasn’t performing, you remove them from the position, and then the houses weren’t built for the week because something wasn’t going well, or because maybe a salesperson wasn’t performing at the peak, you let them go, and the next thing you know… What would happen if you managed your company that way? It would be a disaster. I mean, I can’t just fire my superintendent without having somebody already ready to take over all of those responsibilities, because I’ve got materials showing up at the job site today, tomorrow, and the next day. trades showing up who need some supervision, need to know what they’re supposed to be doing.

(Speaker 3)
If I fire that guy with no warning, somebody else has to come fill in that position. So, you know, for us, we try to never have that gap happen. And, you know, sometimes it’s like, you know, that you’re going to need to fire somebody and you can see the right answer. the wall. But you want to get the next person up and ready to go before that happens. And you guys have a weekly meeting.

(Speaker 3)
So we talk a lot on this show from an employer perspective. But how frustrating would it be to be an A -player employee, and you’re working for a C -player boss? You know, a boss that doesn’t have a staff meeting, that’s not organized, that doesn’t pay people on time, that’s constantly emotional. I see that a lot. And so management is a learned skill. And thankfully, you know, when I first met with you, you’d already really mastered, in my opinion, managing people.

(Speaker 3)
But this next box is where I thought we needed some help, was to build a system for constantly recruiting new people, because certain people work for Shaw Homes for three years or four years, and then they want to go move, they want to have a baby, they want to stay home, they want to get a new job. And even though you have low turnover at Shaw, certain people get to their expiration date, and it’s time for them to move on to something else. And because we didn’t have a process in place at Shaw at that time to consistently bring in a pipeline of new people, it made it difficult to do the management that was needed. Can you talk about the importance of implementing a human resources program for hiring, inspiring, training, and retaining good people? It’s huge. I mean, that was definitely an Achilles heel for us, and you helped us.

(Speaker 3)
You helped us a lot with that. You know, putting in a, you know, where every single week I’m seeing, you know, potential candidates that could come work for us and their job shadowing and seeing what it’s like to work in our company every single week. It does multiple things. It helps the people who work there to know, hey, there’s other people who desire to come work here. And, you know, if I’m not doing my job, I might get replaced. So there’s a little bit of that.

(Speaker 3)
And then it’s also a thing of, you know, the people who are shadowing get to see the job being done by people who are happy doing their job. And it helps them to want to come be a part of Shaw Holmes. I’ve got a very long list of people. right now in every single position that would be excited to come work for us. If I did all of a sudden find myself with an opening, you know, because occasionally people leave with no notice or whatever, you know, something happens, family emergency, whatever. Right.

(Speaker 3)
And you have that, oh, I need to replace somebody immediately. And the great thing about it is I have a whole bunch of people that I could plug into that position very quickly because every single week I am interviewing. Now, the next box here is you got to do your accounting. And in order to earn millions, you have to automate your accounting. What does that mean? You have to have a system in place for making sure you price your products and services correctly and that you pay yourself first, that you set aside a set amount of money to pay yourself and your staff.

(Speaker 3)
And all these things work together. And what I find is people ask me, often just not knowing. They come from a place of a good heart. They don’t know. They say to me, Clay, what is the most important step in growing Shaw homes. I’ve heard Aaron on the show.

(Speaker 3)
He’s a great guy. Clay, I’ve heard PMH OKC on the show. Clay, I’ve seen Oxyfresh on the show. What was the most important thing they did? And to me, that’s like asking a hiker, what was the most important step you took to get to the top of that mountain? Well, it was the one we took there an hour ago.

(Speaker 3)
I took a left step. So it’s like asking a baker, what’s the most important ingredient? Is it milk? Is it sugar? Is it eggs? It’s like asking a farmer, what’s the most important thing, feeding the animals or watering them?

(Speaker 30)
What’s the key to your success?

(Speaker 3)
There’s just certain questions that I understand people want to know, but all of this has to work together, and nothing works unless you do. So I have three final questions for you. For anybody out there that’s thinking about scheduling a consultation, a free consultation with Thrivetimeshow . com and myself, obviously, they’re stuck with me if they fill out the form. I’m the only person that does 13 -point assessments. I’ve seen it since 2005.

(Speaker 3)
We help people decrease their costs, increase their time. freedom, and profits. What would you say is the benefit of scheduling that 13 -point assessment? Well, actually, the 13 -point assessment was very eye -opening for me. You asked me a lot of tough questions that I probably should have been asking myself and wasn’t. And so as we went through the questions, I was like, I think at every question you asked me, I was like, oh, that’s a good question.

(Speaker 3)
I was like, hang on. Let me think about that for a minute. So I find that it kind of helps open your eyes to, you know, Hmm, these are some things that I know I have some areas of weakness. And then there were, I think, a couple of the questions where I was like, oh, I know the answer to this one. I got this one. No problem.

(Speaker 3)
But it helps you sort of identify. I walked away having identified areas of strength and areas of weakness, even though that really wasn’t the purpose of the phone call, necessarily. It helped me to see that. And then I was like, Hmm, I think I have a need in a couple of these areas, and I didn’t really know what to do for myself. I didn’t have the answers. You know, in part three of today’s show, part two, we’re going to show the Ronnie Morales story.

(Speaker 3)
On part three, we’re going to do a testimony with Myron. And Myron just bought his first Lamborghini today, and he’s super fired up. And so Myron’s about six years down the path. We’ve been working with you for about eight years, whereas Ronnie’s been with us for less than a year. And it’s at a certain point that we have to take action. Knowledge without application is meaningless.

(Speaker 3)
What would you say to somebody who’s like, you know, it’s $1 ,700 a month. And, you know, I’m spending that much right now on random ads and that much money on, uh, random regrettable purchases at the gas station. And, you know, a lot of iTunes I’m downloading, I’m spending $1 ,700 a month on various things. And I don’t know if I can afford it because I’ve just bought another vehicle that I can’t afford, but I’m leasing it. You know, what would you say to anybody who’s kind of on that fence? I mean, I would say you need to do it.

(Speaker 3)
I mean, it is made a, it has been a game changer for us. I don’t know why you would sit there and think $1 ,700 a month is too much money to spend. Go find that.

(Speaker 13)
money somewhere.

(Speaker 3)
Go empty out your sofa cushions.

(Speaker 33)
Go sell the stuff that you have in your house that you’re not using.

(Speaker 3)
I mean, go get whatever you need to do to get to that place. You need to find that $1 ,700. And I will say this. that cost was very quickly replaced with the extra money we were making. And I’ve seen, I’ve actually seen, because I’ve been around you for a long time, I’ve seen a lot of your clients come in and right off the bat, they’re real nervous about, am I going to be able to, you know, because maybe they’re a smaller company or whatever. And they’re like, I’m wondering if I’m going to be able to handle this $1 ,700 a month.

(Speaker 3)
And then I see them six months later and I’m like, how’s it going now? And they’re like, Man, we’re just hitting record after record. I have referred several business owners to you. And they’re doing great. That are killing it. And that, you know, I’ll give one example.

(Speaker 3)
I won’t name the person. But I did send one of my very good friends to you who was on the verge of losing his business because he just wasn’t able. He had bought another one of the shops of what he does. He opened it, and it was not profitable.

(Speaker 32)
And it was going to take under both of his shops.

(Speaker 3)
And I sent him over to you. And I remember about three months later, I asked him, how’s it going? And he goes, man, we just had a record -breaking month. This was amazing. And by the way, he said, first, he just hit another record -breaking month, just so you know. Yeah.

(Speaker 3)
And I know right now, not only does he have way more income, but he has a lot more time freedom, because he’s been working with you for many years now. And so that was, it changed his life, just like it changed my life. I would say, if you’re thinking about doing a 13 -point assessment, stop thinking. Dial the phones. Pause this video. Make the phone call.

(Speaker 3)
Reach out to Clay. Get it started right now. Now, final question I have is, I think people look at oxyfresh . com, and they go in. 500 locations now. And they look at Elephant in the Room and they go, there’s five brick and mortar locations now.

(Speaker 3)
They look at Shaw Homes and they go, you know, these are big success stories. I don’t know. I can do it. What would you say to somebody out there that just feel like they might not have the, like all this stuff they’re going to learn is going to be over their head, too complicated. What would you say? I would say the information, the ideas are easy.

(Speaker 3)
It’s the application that is difficult for people. The ideas that you share, there’s nothing that’s like, oh my God, I don’t have a PhD, therefore I can’t do it.

(Speaker 31)
I feel like it’s all very, very simple stuff.

(Speaker 3)
But it is a lot of action to get traction. And you’ve got to get the action going. And I think if somebody has diligence and discipline or can learn diligence or discipline, they’re going to do extremely well. And it’s not about education. It’s about action. Now, Aaron, I got one thing I want to say, and then we’re going to wrap up today’s show with a boom.

(Speaker 3)
Because boom stands for big, overwhelming, optimistic momentum. And that’s what’s required to have success. People watching this are going, Aaron, he looks like a normal guy. Well, that’s true. They say, well, he sounds like a normal guy. Sounds like an all right guy.

(Speaker 3)
That’s true.

(Speaker 30)
But the one thing you can’t quite picture on the show, and I want to just give that gift to you folks who are watching, is Aaron smells tremendous.

(Speaker 3)
If you had smell -o -vision, if you could just get up there and just smell that it’s incredible and it’s really it’s it’s his aroma that allows him to achieve massive success so unless so if you’re out there and you’re going what’s the secret sauce it’s not a sauce it’s more of just a smell so uh i don’t know if you qualify to have the kind of success he has unless you smell like he smells it’s a really tremendous smell okay let’s do this thing with the boom here we go three two one boom well thrive nation we have an opportunity all the time we have Okay, Aaron Antis guess who’s joining us for the December 4th and 5th 2025 thrive time show business growth workshop 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

(Speaker 29)
dr stella man you well will be there so you know it will go well yes we have mel k in the house pastor phil and tammy hodson pillar will be hosting this event at their beautiful church right there in sunny anaheim california yes folks make this a december to remember Make this a December to remember and join us at the two day interactive business growth workshops. For over 20 years, folks, I’ve been hosting business growth workshops, where we’re going to teach you marketing, sales systems, human resources, accounting, social media marketing, branding, sales training, search engine optimization, accounting, workflow development, financial management, all this and more.

(Speaker 15)
How do you get tickets?

(Speaker 28)
Go to thrivetimeshow . com.

(Speaker 3)
Again, how do you get tickets? Go to thrivetimeshow . com and request tickets today. I’m Ron Burgundy. We need someone to run the companies for him. And so the man that runs the Trump organization for Donald J. Trump as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump.

(Speaker 3)
Eric Trump is here to talk about. time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. 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.

(Speaker 26)
You are talking about one of the greatest

(Speaker 3)
on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand?

(Speaker 17)
I mean, look at it.

(Speaker 13)
And this is the man behind the business for the last pretty much since 2015. He’s been the man behind it. So you’re talking, we’re into nine going into 10 years of him running it.

(Speaker 3)
And we get to tap into that knowledge. That’s going to be amazing. Now think about this for a second. Nothing is over until we decide it is. Was it over when the Germans bombed Pearl Harbor? German?

(Speaker 23)
Forget it.

(Speaker 3)
He’s rolling. And it ain’t over now.

(Speaker 27)
a VIP ticket now we only have limited seating here with 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 thrive timeshow .

(Speaker 3)
com go to thrive timeshow . com when you go to thrive timeshow . 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 i just texted my number it’s my cell phone number my personal cell phone number we’ll keep that 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.

(Speaker 3)
It’s 918 -851 -0102. 918 -851 -0102. 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. Zero tip. That is not actually bilingual.

(Speaker 3)
That’s just saying one for a one. It’s not the same thing. 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 3)
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? Oh, yeah.

(Speaker 26)
We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there like the Trump brand.

(Speaker 3)
You want to get that brand? It’s like, how do I actually make people know what my business is and make it a household name? 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.

(Speaker 3)
So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people. throughout your career and thousands of contractors, and most people struggle with managing people. Why does everybody have to learn how to manage people?

(Speaker 3)
Well, because first of all, people are either have great people or you have people who suck. So it could be a challenge. Learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. 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. 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.

(Speaker 3)
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 everything time management? How do you manage your time? How do you get it?

(Speaker 3)
get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop. Now, let me tell you how the format is set up here.

(Speaker 3)
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. and it goes until 5 p .

(Speaker 25)
m.

(Speaker 3)
So from 7 a . m. to 5 p . m. , two days. It’s a two -day interactive workshop.

(Speaker 3)
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 And you go in there and they talk in vague generalities and they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing.

(Speaker 3)
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. And then we take a 15 minute break to stretch. And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett.

(Speaker 3)
You could meet Mel K. You could meet Amanda Grace. You could meet Dr. Stella Emanuel. You could just grab a coffee. You could find some alone time. You could get lost in the bathroom. You could try to go and get a photo with one of the speakers.

(Speaker 3)
You could try to photobomb a photo where someone else is getting a photo. the speakers. You could go attempt to find your phone, wallet, and your keys. Now that’s a good idea.

(Speaker 25)
It’s going to be great. And then you’re in the company of hundreds of entrepreneurs.

(Speaker 3)
So there’s not a lot of people in America today. In fact, there’s less than 10 million people today, according to US debt clock, that identify as being self -employed. So if you have a country with 350 million people, That means you have less than 3 % of our population that’s even self -employed. So you only have 3 out of every 100 people in America that are self -employed to begin with. And when Inc. Magazine reports that 96 % of businesses fail by default, By default, you have a 1 out of 1 ,000 chance of succeeding in the game of business.

(Speaker 3)
But yet, the average client that you and I work with, we can typically double this. No hyperbole, no exaggeration. I have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. And you say, double?

(Speaker 3)
Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples. see it thrivetimeshow . com. But again, this is the most interactive best business workshop on the planet.

(Speaker 3)
This is objectively the highest rated and most reviewed business workshop on the planet. Add to that Eric Trump, the man that runs the Trump organization. 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.

(Speaker 24)
We have we cater in the food and because simple.

(Speaker 3)
I keep it simple. I literally bring in the same food both days for lunch. Who’s with me? Let’s go! This is an incredible Mexican restaurant. That’s going to happen.

(Speaker 3)
I want more. This is not enough.

(Speaker 23)
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.

(Speaker 22)
So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, You want a life -changing experience. You want to learn how to start and grow a company. Go to Thrivetimeshow .

(Speaker 12)
com. Go there right now. Thrivetimeshow .

(Speaker 11)
com. Request a ticket for the two -day interactive event. Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California.

(Speaker 8)
Great weather.

(Speaker 10)
Make this a December to remember. Eric Trump, the man who leads the Trump Organization.

(Speaker 8)
It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now, you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. You think that’s going to change your life?

(Speaker 8)
I promise you this will be 10 times better than that.

(Speaker 10)
It’s like I picked the wrong week to quit smoking. Don’t do the Smoke Your Way to Thin conference. That is, I’ve tried it, don’t do it.

(Speaker 8)
Yeah, chain smoking is not a viable, I mean it is life changing. It is life -changing.

(Speaker 21)
If you become a jade smoker, it is life -changing.

(Speaker 8)
Not the best weight -loss program, though. Right, not really. So if you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow .

(Speaker 20)
com.

(Speaker 1)
Again, that’s Aaron Antis. I’m Clay Clark, reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop in beautiful Anaheim, California. I’m Vince Suzuki, also from Sarasota, Florida. He dragged me here. 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. I’m a brand strategist and it’s been really easy to go to a lot of events like this and

(Speaker 1)
say strategic, step -by -step, real life. I’m so excited that Eric Kamp is here, and that is going to be epic.

(Speaker 9)
Hi, my name is Erica, and it has been amazing being here. Conference, I’m learning so much.

(Speaker 1)
Everything is perfect for me. Clay Clark, man, he is one character. That’s a good word for him, character. Yeah, that is it. Good, driven, smart.

(Speaker 9)
And I’ve never met a guy who was so hyper all the time.

(Speaker 19)
He’s doing so much good.

(Speaker 1)
And then I met his mother and she just says, she just lets him be Clay Clark. I mean, so, you know, he’s endorsed by his mother and he’s doing magnificent work.

(Speaker 7)
So it was great meeting you out there and all the people that he surrounds himself with. His Clay Clark starts his days at five o ‘clock in the morning. Oh, it’s incredible. Yeah. He’s, he’s like, he’s, he’s a machine. He’s a machine.

(Speaker 7)
But his, you know, I have problems with my company starting at 9 o ‘clock. He has hundreds of people showing up at 5 a . m. in Tulsa, Oklahoma. Man, he’s a leader of a leader.

(Speaker 8)
He’s a fantastic young man. No, he is.

(Speaker 3)
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.

(Speaker 18)
And to General Flynn, thank you.

(Speaker 17)
You guys are incredible.

(Speaker 3)
You guys are incredible warriors. You guys are incredible, incredible warriors. So thank you, my friend. Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s the greatest.

(Speaker 3)
I met his goats today. I met his dogs. I met his chickens. I saw his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs.

(Speaker 3)
So this guy’s like the greatest marketer you’ve ever seen, right?

(Speaker 1)
His entire life, Clay Clark, his entire life is marketing. 4 ,000%. from February to February. Now, I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this.

(Speaker 1)
I’m pinching myself, and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. So, 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 1)
I learned at the Academy, King’s Point in New York, Acta non verba. Watch what a person does, 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?

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

(Speaker 3)
And we also, we kind of also want to go to Mar -a -Lago and check it out. We’ve never been there before. So what we’re going to do is 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 Fighter, to save our nation. So you go to Amazon right now, you buy a copy of the book, and you just text a screenshot of your proof of purchase to my cell phone number, 918 -851 -0102. So text my number, 918 -851 -0102.

(Speaker 1)
So again, step one, you go here to Amazon.

(Speaker 3)
.com, com, you buy a copy of the book Under Siege, then you just text a screenshot of your purchase, your proof of purchase. You text my number, 918 -851 -0102. You have a chance to win a dinner at Mar -a -Lago with Eric Trump and myself, and there’s more. And by the way, Mar -a -Lago right there, just for your viewers, it’s the most exclusive private club in the world. $2 million to get into, just base membership fee.

(Speaker 3)
And I promise we’re going to make your night absolutely incredible. Clay goes, listen, why don’t we do this? Why don’t we put it out to all the amazing reawakened people, all the people who supported us all around the country, all around, you know, at every one of these conferences who adore your family. You know, we’ve got to beat the New York Times. The New York Times is going to do everything they can. Even though we’re number one on Amazon right now, we just hit number one this morning, New York Times is going to do everything they can to keep you from being number one bestseller.

(Speaker 3)
You know that. I know that.

(Speaker 1)
You know the games that they’re willing to play.

(Speaker 16)
But Clay goes, why don’t we do a couple things?

(Speaker 1)
First of all, love having dinner with Clay.

(Speaker 3)
He’s the greatest.

(Speaker 1)
Second of all, why don’t we bring one of the amazing people that I guarantee you I’ve been in front of at all these events.

(Speaker 3)
Why don’t we bring a couple to dinner at Mar -a -Lago? And I said, absolutely, consider it done. So I said, they have to text you, Clay. They can’t text me, because we’ll be getting 1 ,000 of these. But yeah, go buy a book. Text Clay.

(Speaker 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, because I think sometimes I’m a poor communicator, and I need to work on communicating more effectively. So you go to Amazon. That’s step one, OK? Yes.

(Speaker 3)
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. Folks, that is my cell phone number.

(Speaker 3)
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. have a chance to win dinner with Eric Trump and myself at Mar -a -Lago. Now, someone says, when does this contest end? Now, Eric, your birthday was hijacked, OK?

(Speaker 3)
So your birthday was hijacked. January 6th is this man’s birthday.

(Speaker 1)
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. No, no. So we’re going to run it until October 14th. October 14th.

(Speaker 1)
It has to be a presale. This just in. It has to be between October 14th. That’s why we’re clarifying. So between now and October 14th. Now, folks, let me just clarify this real quick here, so make sure I’m leaving you with some good clarity here.

(Speaker 1)
One, you buy a copy of Under Siege on Amazon. That’s the step one. 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.

(Speaker 1)
You have a chance to have dinner with Eric Trump at Mar -a -Lago. And I want to tell you some benefits of buying the book. One, I’ve read the book. It’s incredible. If you’re a father out there and you want to learn about mentoring your kids, it’s a great book. If you want to learn about American history, it’s a great book.

(Speaker 1)
If you want to make America great again, it is a great book. It’s a book you got to have. Now here is just a quick editor’s note. You do not have to buy a copy of Eric Trump’s book Under Siege to be entered into the drawing. Just text the number. All you have to do is just text the number 918 -851 -0102 and you will be entered into the drawing for a chance to win a copy of Eric Trump’s book Under Siege.

(Speaker 1)
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. is all and now back to the interview also eric a final question here for you are donating a portion of the proceeds to support charlie kirk uh 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 you know, Cash Patel is a very good friend of mine, and was a very good friend of Charlie’s. I mean, You watch everybody that’s up on that stage every single day as they got to the bottom of exactly what happened, and they brought justice to what happened, or are trying to bring justice to what happened.

(Speaker 1)
And it’s kind of unthinkable.

(Speaker 3)
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.

(Speaker 15)
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.

(Speaker 3)
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.

(Speaker 1)
You did our reawakened events all across the country, which you funded out of your back pocket, because you believed in America. You believed in a greater country.

(Speaker 15)
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