The Perpetual Conflict of the 3Ps of Business | Navigating the Endless Conflicts Related to PAY, PRICING & PROFITS + Join Eric Trump At Clay Clark’s Dec. 4-5 ThrivetimeShow.com Business Conference

Audio Transcription

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(Speaker 3)
You could be anywhere doing a lot of different things, but you chose to be here.

(Speaker 7)
Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multi -million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands. This started from the bottom, Now they’re here. It’s the Thrive Time Show, starring the former U . S.

(Speaker 7)
Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zillner.

(Speaker 1)
Two men, eight kids, co -created by two different women, 13 multimillion dollar businesses. Client on today’s show, we’re talking about how to grow a business profitably. Now, let me, let me tell you this idea. By default, many business owners, they have what I call suicidal empathy. Suicidal empathy. It’s where they care so much about the feelings of the customers.

(Speaker 1)
They feel so much. They care so much about the feelings of the employees that they themselves as a business owner suffer from suicidal empathy. suicidal empathy. Let me try this again. If you’re running a business today, there are three P’s. Three P’s.

(Speaker 1)
These three P’s are always in a conflict. They’re always in a fight. They’re never going to solve the problem. They’re going to always fight. As long as you own a business, these three P’s will be in perpetual conflict. P number one, the price.

(Speaker 1)
The customer always wants a lower price. Two, the pay. The employees, they always want to make more pay. And third is nobody cares about it, but you as the owner, you have to be profitable. And so Matt, I want to get your thoughts on this today. I’m pulling up Oxifresh .

(Speaker 1)
com. There are 500 plus locations. Some of the Oxifresh locations are very, very good at making a profit. Other ones are learning how to become more profitable.

(Speaker 2)
Matt, how big of a struggle is it for the average business owner to deal with those three Ps, the price, the pay, and the profit? It’s hard, especially as a small business, like when you’re not really at a point where you’re At your threshold like every vehicles at its capacity like when you’re growing right? There’s a lot of like as they say growing pains because yeah you want to pay your employees more but you’re not making enough yet are they worth it yes right also with a customer are you willing to discount it because you’re trying to grow and get those jobs because you know they’re going to come back so you’re willing to kind of bend a little bit more than you maybe should i mean i’m certainly one that does that for a long time and some of those realizations made me a good company because i was just kind of spinning my wheels but yeah i mean it’s really hard. And even when someone tells you to not do it, it’s hard to get it out of the way, right? Even when just like my employees pay. Yeah, I think these are huge, huge things that require like almost

(Speaker 2)
almost like a, a seasoned veteran to like slap you out of it gets you on the right path.

(Speaker 1)
I think it’s It’s a hard thing to do. So let’s say you’re talking to an Oxyfresh owner right now or a business owner right now, and they’re doing a lot of revenue, a lot of revenue or a decent amount of revenue. So we’re assuming that revenue is already coming in. And you’re going to sit down with an Oxyfresh owner because you sell Oxyfresh franchises or any other business. Let’s talk about the three areas where we can really become more profitable. So the first area I want to focus on is tracking your numbers.

(Speaker 1)
and not wasting money on non -effective advertisement. Tracking your numbers and not wasting money on non -effective advertisement. If you’re watching this right now and you’re already doing this, hang in there for a second. We’re going to put a lot of meat on the bone here.

(Speaker 2)
Matt, why is it important to track all your numbers and to make sure you’re not wasting any money on non -effective advertisements? Well, I mean, you wouldn’t just people money for no reason, right? I mean, especially in a business. The reason you would companies, certainly in marketing companies, because you’re doing it on the not the hope, right? You’re doing it on the expectation that your business is going to grow. If you find out that that company is not actually growing your company, then you’re sinking your money into something that’s not helping.

(Speaker 2)
You would be better off spending it on nothing or certainly just transitioning that money to something that you know is already making you money. It’s one of the mental problems that small business owners have. They don’t know where their money comes from and they start assuming things and then they cut things that are actually good, right? It’s a huge, huge problem. starts and stops with your ability to track your market on an individual customer basis. You can’t go to any part of the tool and look at a customer and find out where it came from with a click of a button.

(Speaker 2)
That means it’s not efficient enough for you to track on a normal basis.

(Speaker 1)
You can’t do it. So I’m not looking for you to name necessarily specific vendors. or something, but I’m saying what are the most wasteful forms of advertising that you see Oxyfresh franchise owners attempt to do? Or maybe what do you see as the most fruitful forms of advertising?

(Speaker 2)
There’s somebody watching this right now and they’re going, man, I am sowing a lot of seeds into a very wasteful advertisement bucket. Yeah, things like roadside billboards, things like radio and TV. The answers to our marketing questions are sitting in our own behavior. Where would you go to find a service -based company? It’d be online, either through Google or through things like Angie’s List or HomeAdvise, but mostly Google. If you do not concentrate on the highest track where your customer is going to be, you’re going to have a hard time.

(Speaker 2)
We’re going to have to turn into a full -time sales team. For us, paying for things that are going to be like a roadside billboard, like a radio ad, like a TV thing. They’re very expensive. The average user, to me, Clay, I think that’s a prompt. Like a radio ad is a prompt for someone that needs our service. They’re not calling the company on the radio, right?

(Speaker 2)
Like it’s a big problem. So that’s a big one. But let’s focus on things that are really good. Again, to the counter of that, why wouldn’t you be where your consumers are typically going to ask? If you’re not on Google and you don’t have a presence on Google, I would stop everything you’re doing and try to do that because that’s where the majority of your customers are searching if you’re in a service -based company. That takes a little bit of time, it takes effort, and it takes money.

(Speaker 2)
all those things. If one of those things are gone, you can’t really be an effective company on Google. So yeah, don’t waste money on things that aren’t making you money. And listen to people around you.

(Speaker 1)
Like our franchise will tell you not to do things. It seems obvious not to waste money on advertising that doesn’t work, but I think a lot of people do spend money on advertisements that don’t work. Matt, is there any other area or areas that you see, again, that we are working with 500 plus locations. Some locations are super profitable. Others are on the way to becoming profitable.

(Speaker 2)
Any other thing you would give wisdom where you’d say, wow, just stop spending money here and start spending money here?

(Speaker 33)
Well, can I do not money?

(Speaker 2)
Can I do time real quick? One thing that’s really important is people will actually just start doing things because they think it’s important. I’ve had a couple of franchisees in the last six or seven months say, I’m really excited. I started doing door -to -door sales residentially. I don’t know if there could be a more waste of time because you’re actually fighting for $240 tickets, but all your time spent. If you have the willingness to go door -to -door residential sales, go door -to -door commercial sales.

(Speaker 2)
It’s the same process, but the ticket price is 800 times better, right?

(Speaker 1)
So that’s a waste of time and money. Now, let’s talk about this next bucket here. Labor. I find that in a small business, if you get to a place where you don’t do merit -based pay and you begin to, for convenience, move people to where everyone’s getting a salary regardless of their outcome, when you move away from outcome -based pay quickly, you will see the wheels come off. Bucket number two, let’s talk about that for a second. Paying people regardless of whether they generate value or results.

(Speaker 1)
Can you talk about that for a second?

(Speaker 2)
Because I think that pay is an area where a lot of small business owners and maybe even oxy -fresh franchisees, if they’re not intentional, could be throwing massive amounts of money away. Yeah, I’m a perfect example of this. I fought the system for a long time. I thought I was doing myself a service by paying my guys more just to show up, and it The moment that I turned my business into an device taste structure, my everything was better. My customer satisfaction through the roof, my upsell percentage went through the roof. The amount of reviews I got through the roof.

(Speaker 2)
It’s because I wasn’t, I stopped listening to excuses from employees of why they weren’t doing things. And I put it solely on their paycheck and everything turned into a positive for me. It also allowed me to get back from the decision -making and say, Hey, you deserve this amount of pay because this is what you produced. Instead of saying, Oh, you know, like I had a lot of move outs this month and I didn’t have a lot of opportunity for upsells. It’s like, Nope, I’m done with it, right? It does not benefit you to pay your employees more if they’re not producing.

(Speaker 2)
You will create a bunch of entitled employees that will not do anything more than just show up, and it will hurt your business a lot, right? I did that personally for a long time. Any other area as it relates to employee pay, specifically within the context of maybe an Oxifresh or another service business where you’d say, wow, from a pay perspective, if you’re going to become profitable, you need to stop wasting money here. Yeah, going along with that, I would say, I think people waste money because they’re not setting realistic expectations up front. So they hire someone off like rainbows and butterflies situation, but they’re actually like, still stuck in the gutter trying to build their business, right? Be very honest, tell your employees what you can pay them, give them the ability for incentive, whether you’re creating things for them to do on a daily basis, or you’re actually just building it into their pay, do not just pay someone to show up.

(Speaker 2)
Or Clay, if you’re going to do that, hire a part time Person if you’re not ready don’t hire a full -time person if you got three days work for us at least in the beginning How often do you see a situation where a new oxy fresh owner or a new business owner? They mean well, they hire somebody they mean well They’re paying them, you know, 17 an hour 18 an hour 21 an hour 14 an hour whatever and they don’t have enough jobs How often do you see that? Well, absolutely every time if you hire a full -time person and you’re three months in the business you spent the last month and a half growing, like getting all of your stuff established, like your insurance and your vehicles, and you started getting reviews and stuff like that, but you’re not actually operating yet. Yeah, you’re going to run into that literally every time. Where I see it the most is where people enter the franchise and they already have someone in mind, like a friend or somebody like, I’m going to start this company and I got someone really, really excited about.

(Speaker 2)
Well, if they are who you, who they say they are or who you’d say they are, don’t hire them right away because you just hired a stud and your business can’t support a stud yet. You need to grow your business to support a stud, right? You need to hire someone that can give you two or three days, be very financially efficient, paying them, lay out the real expectation. So your business is not just getting crushed with full -time pay when you have a 25 % schedule full. It’s a huge, huge problem. I tell people that like one of the first things I talk about when we come to employees, Right?

(Speaker 2)
If you have someone in mind you want to hire, do not hire them right away.

(Speaker 1)
Because either you’re going to fire them or they’re going to fire you, one or the other. Third bucket is waste and fraud. And we’ll go back to these buckets again. But waste and fraud, I find in small business, there’s a lot of waste and fraud. In big business, there’s a lot of waste and fraud. What am I saying?

(Speaker 1)
As an example, one of the companies I’m involved in, we do dog training, right? One of the companies I’m involved with, we do haircuts. These are just real businesses. And I’ll find that when you allow People didn’t work without accountability.

(Speaker 32)
They will say they sold something they didn’t sell.

(Speaker 1)
Shocking. Salespeople will say, no, I sold this package, but they did not. They will say, look. I gathered 10 objective reviews from 10 clients this weekend.

(Speaker 11)
And then you look and no, they did not.

(Speaker 1)
They gathered two. They say, I sold 10 memberships. No, you did not. You sold two. They say, I got 10 reviews. No, you did not.

(Speaker 1)
You got two. They’ll say, I drove 27 miles that I need to be reimbursed for. I drove 27 miles from here to there. And you go, you drove 27 miles to go 10 miles? They said, I drove 27 miles. They say, Clay, I’m giving it 110%.

(Speaker 1)
I said, what are you doing now? And he go, Clay, I give 150 % to this job every day. And I go, what now?

(Speaker 11)
I just asked you how you drove 27 miles to drive 10. They go, I can’t even believe you would question me. I give 150 % to this business.

(Speaker 1)
I’m going to. A, that’s not possible, and then B, back to the 27 -mile thing. How did you take 27 miles to go 10? Matt, I see waste and fraud. I see people turning in reimbursements for things unrelated to the company. I see people using the company card to buy gas for their boat, for their life, for anything other than the company.

(Speaker 1)
I see waste and fraud as a huge expense in business. Matt Klein, maybe I’m a negative guy with negative experiences.

(Speaker 2)
Matt, what say you? If you don’t know where your people are spending your money, they are going to steal from you. It might be in little bunches or they might figure out a way to do it incrementally through long periods of time. But I would put the onus on them. If my employee is getting paid per Google review, they must submit that to me before payroll, in a screenshot, in our text thread of our company. If it’s not there and they forget to do it, they’re not getting it.

(Speaker 2)
right? I’m not chasing down their reviews. They know exactly. I train them how to find their own reviews. They tell me, they screenshot, they put it in a text thread and then do payroll. I know exactly how many reviews they got and they get paid for it, right?

(Speaker 2)
Upsells are a great thing. Employees cannot do a downsell without getting approved from me. So they go to a house and it’s a $300 job and the customer doesn’t want to do a SOFA. they have to verify that with me before they can actually remove that. And there are scenarios where they do that, because if you don’t, you can down, down sell something that upsell and then become, you know, that’ll make you rich. So, yeah, I mean, you should be able to put the checks and balances in place.

(Speaker 2)
You should GPS your vehicle, like my vehicles can’t on on Sundays because I don’t do jobs on Sundays.

(Speaker 1)
It’ll alert me and I’ll ask them what they’re doing and it’ll show me if they’re moving their back of their house or they’re actually going to the store. Now that’s a new move, Matt. I haven’t heard about that move. Tell us more about that move.

(Speaker 2)
That’s a beautiful movement. Yeah, any cheap company now that you can put restrictions, right? When should the car be on? It’s an ODM or OTM sensor. It’ll tell you when the car’s on, it’ll tell you how fast they’re going, it’ll tell you slower they’re going, it’ll tell you how aggressively they take corners, it’ll give you a percentage score on their driving, and you can actually put that on their payroll too, right? Or you can dock them and say, hey, you know, you’re a dangerous person, I can’t have you.

(Speaker 1)
So you get to leave my job because I want you on the load to lease them out, or you just fire them. um right you should not you know like if you can’t i had a guy i fired him he’s an excellent employee just drove like an absolute idiot you know like you shouldn’t have multiple road incidents in one month and uh i gave him his last chance something else happened all the numbers suggested he was the worst worst driver he was the worst driver it became an issue for me so we fired him it was very simple Now, Matt, the final question I want to ask you on today’s show is people that buy an Oxifresh, one of the things they’re getting is they’re getting a proven system. I mean, you guys have a call center that’s first class that answers the phone and schedules appointments. You guys have ongoing education or resources for people. You have the call center, like I mentioned. You have a template or a proven system for almost everything.

(Speaker 1)
I mean, online ads, you have branding materials. If someone wants an auto wrap, you already have a designed auto wrap. If someone wants to launch an online ad, you already have that. What kind of ongoing support do you provide to franchisees?

(Speaker 35)
If somebody out there is watching today’s show and they want to become a franchisee, let’s say someone buys a franchise from you at Oxifresh .

(Speaker 1)
com.

(Speaker 2)
What kind of ongoing support do you make available for the franchisees that maybe need it or who are seeking additional guidance and or coaching? Yeah, beyond legal advice. and accounti everything from technolog support to just general and who you need to get o activities need to be. An on you to make sure they ‘r it well or not. Well, all zone out your schedule an employees aren’t being i You know, we are a business out of a box with support up and down. You’re going to have a franchise coach for six months so that you can get used to your behavior and what it should be.

(Speaker 2)
And then, you know, after that, it’s really kind of reactive.

(Speaker 18)
What do you need?

(Speaker 2)
When you need it, we’ll help you.

(Speaker 1)
So, you know, we were the very, very top of franchise satisfaction for many, many years. If I’m watching this right now and I say, man, I want to learn more about buying an Oxyfresh franchise, what do I do? I’m going to pull up the website and maybe you can walk us through kind of what happens when somebody fills out the form here. So we go to Thrivetimeshow . com forward slash Oxyfresh. I fill out the form.

(Speaker 1)
I go to Thrivetimeshow . com forward slash Oxyfresh. I fill out the form. Matt, what happens next once I fill out the form?

(Speaker 2)
Tell us what happens next there, sir. So what you want to do is fill that form out, that form that’s going to kick you into our kind of my Candidates, you’ll immediately get a text message and an email and a brochure that talks about Oxfresh. That’ll allow you to book a call with me so that we can get on, have an introductory call. I can learn about you. We can start that discussion.

(Speaker 1)
But that’ll at least get you in the process to start receiving information from me and book a job or book a call with me so we can start discussing the business and how that might fit into your life. Very simple. Matt Klein, I really do appreciate you carving out time for us. Any word of encouragement you might have for anybody out there that has a business right now that it’s doing some revenue, but it’s not producing profit? Somebody out there that has a business where they got a lot of revenue, not a lot of profit. Maybe they’re struggling with suicidal empathy.

(Speaker 1)
Maybe they’re not.

(Speaker 2)
What do you say to somebody out there that’s very busy, but not making a lot of profit? Yeah, I mean, you’ve got to figure out why and fix it. I don’t think you want to own a company or do something that’s not helping you. I’ve certainly been in that boat. I think you should, on a yearly basis, at minimum, be looking at what your numbers are and how you can fix them. You should probably be doing it on a quarterly structure, but at least on a yearly schedule.

(Speaker 2)
If you’re not looking back and seeing where you’re bloated, it’s just going to become a bigger problem for you. You’ve done all the work, right? You’re marketing, you’ve got your employee business, you’ve got your insurance.

(Speaker 1)
If you’re not trying to figure out how to make more on what you’re spending, then I think you’re spinning your wheels a little bit. Matt, you’re a beautiful man and we have you on the show every week, frankly, just because you’re a beautiful man and you also know a lot about carpet cleaning and carpet franchises and growing a business and all those sorts of things.

(Speaker 2)
But I just want to say on behalf of the listeners out there, just thank you for looking the way you do.

(Speaker 18)
Well, man, I really appreciate it.

(Speaker 1)
See ya. Bye -bye. Okay, folks, on today’s show, I want to talk about this topic that I believe plagues a lot of people in various areas of their life, and it’s called suicidal empathy. Suicidal empathy. What am I saying? It’s where you, if you own a business, there are three Ps that will always be in conflict.

(Speaker 1)
There’s always these three Ps always fighting. is every customer wants to pay less. Oh yes, every customer, this just in, wants to pay less of a price, every customer. Two, all employees want to make more pay. And three, oh yes, nobody cares about your profit if you’re a business owner. Let me try that again.

(Speaker 1)
If you are a business owner out there today, nobody cares about your profit. Two, all the employees want to make more money, more pay. And three, the price, every customer wants to pay less of a price. Another form of suicidal empathy. You want to get in shape. Oh, yes, you do.

(Speaker 1)
We want to get in shape. Ah, but you don’t want to be sore. You don’t want to not eat your favorite foods anymore. So you have this empathy. You say, Oh, self, you deserve whatever it is that yourself wants to eat. And then therefore there’s this empathy you have for yourself.

(Speaker 1)
This, this like self love, treat yourself. Don’t worry about itself. People around you say, don’t worry about it. Just eat your wherever you want to eat. There’s this weird thing where like, we know what to do. But the emotions get in the way and they kind of cloud our judgment.

(Speaker 34)
Another example would be saving money.

(Speaker 1)
You want to save money. You know you need to save money. We know we need to save money. But then you’re like, well, you know, I can just splurge because Christmas is coming up and I can just splurge on this. And then all of a sudden it becomes a pattern and then you get stuck. And so here to talk about this topic and everything related to suicidal empathy and how not to let it plague your business is my friend, a man who’s had success.

(Speaker 1)
As a professional athlete, true. A man who’s been a member of the SWAT team, true. A guy who’s built a successful business, true. A guy who’s become a doctor, true. A guy who’s become a best -selling author, true. A guy who’s become a movie producer guy, true.

(Speaker 1)
A guy who’s made his own product line, true. And every one of those things he’s done has required him to say no to things he wants to do to focus on the big goal. It’s required a massive amount of self -discipline. So that’s what we’re talking about.

(Speaker 33)
Dr. Sherwood, welcome on to The Thrive Time Show.

(Speaker 3)
How are you, sir? You do it, Clay.

(Speaker 1)
Thanks for having me. Those three Ps, those are awesome. So let’s talk about those Ps for a second. As a business owner, why is it that nobody cares about how much profit you make as a business owner? Nobody even has a clue or even a perspective of profit, because they’re always thinking about themselves. As you mentioned, the employees are thinking about how I can make more pay, and the customers are thinking about how I can pay less.

(Speaker 1)
Because the problem is, they think they deserve it.

(Speaker 3)
They don’t understand that other people in the equation as well. And it’s like having an equation one plus one, but pull out the one, you know, it’s all about one. Right. And so it’s crazy. And what happens is as a business owner, this before you try to make you a P you try to please, you try to employees, you try to please the customer. And guess what happens?

(Speaker 3)
Your profits go in the toilet because you’ve disrespected yourself. You disrespected your business. You disrespected your expertise. And frankly, in the process, you’ve disrespected the person who wants to pay less and the employees who want to make more. Because if they don’t understand the value that you have, being employees to be there, or the customers that come there don’t understand the value they have, they need to take their P, their pay, and go somewhere else. I really believe that because it’s that important.

(Speaker 3)
And I’ve had to set our value up there a lot. And I’ve had a lot of people in my lifetime say, I’m not going to pay that much.

(Speaker 1)
I’ve stopped trying to care, because my job is to give them the greatest performance possible and the greatest return on investment. So I’m going to set the bar high like that. So again, I mean, there’s three Ps. And they’re never going to go away, by the way. I mean, if we will get to a point, it’s like every day the light and the dark have a battle, if you follow this analogy. Every day, if I’m the dark, I’m not talking about a spiritual answer.

(Speaker 1)
I’m just giving an example. If the sun comes up, then the darkness goes away. And then when the darkness takes over, the sun goes down. And so we don’t have a situation where the sun is out to shine.

(Speaker 5)
And it’s still dark.

(Speaker 1)
Another example, some of you watching this right now, you love winter. Oh, you love winter. And if you’re a big winter fan, guess what? The people that love the summer are losing right now. Another example, if you love the Steelers and your Steelers just had a football game versus, let’s say, the Broncos, and the Steelers won, then guess what? The Broncos lost.

(Speaker 1)
And so there’s no way to make sure that everybody that leaves that stadium is 100 % happy with the outcome of the game. It’s not possible. So we get into these three P’s. P number one, the price. Every customer wants to pay lower prices. I’m not attacking you if you want lower prices.

(Speaker 1)
We all want it. Dr. Sherwood, what’s the balance in that?

(Speaker 3)
Because you want your customers to be happy, but you also have to be profitable. What is the balance or is there a balance? I think there’s a balance somewhere. You have to know your customer base.

(Speaker 1)
We are based in Oklahoma. I’ll give you a great example of this. We’re based in Oklahoma, so we’re kind of in a market survey, and we don’t need to be at the bottom of the line in Oklahoma. We need to be toward the top. because we’re one of the best establishments around that set the bar high for greatest return on investment. In other words, they’re going to get great performance out of what they do with us.

(Speaker 1)
At the same time, we’re multi -state licensed and we have a lot of people that we deal with in California and Florida. And in California and Florida, they look at us like we’re absolutely bottom dollar cheap. They can’t believe that we charge as little as we do. But again, I’ve had to make the decision to try to find the balancing line there. to meet both of those groups. I can’t charge so much like a California or a Florida price structure because the demographic is different there than here.

(Speaker 1)
So I have to find the balance there somewhere. So it’s a difficult task, but ultimately, you can’t go so low that you provide an utter blanket disrespect of what you do with the excellence they’re in. Now, your website we used to send people was Sherwood . tv, Sherwood .

(Speaker 3)
tv, but now you’re working on some new stuff.

(Speaker 25)
What’s the new domain you want to send people to today?

(Speaker 1)
Yeah, DrMarkSherwood .

(Speaker 32)
com.

(Speaker 1)
Pretty cool website. DrMarkSherwood . com.

(Speaker 3)
I’ll put a link to it on the show notes as well. Tell people, again, if people are going there, ultimately people are looking for the solutions that you guys provide there. But what are the solutions that you provide over there at DrMarkSherwood . com? Well, you can see right there under the Resources tab, we’re trying to give people the opportunity to live younger, longer, and stronger.

(Speaker 3)
And obviously we want to give people the, you mentioned product lines, I want them to have the Kingdom product lines so they can have good selections of, you know, meal replacements, good selections of cereals, bars, et cetera, et cetera, et cetera, things like that. And then we also provide services that we can run blood tests, things of that nature as well, that try to get them to the place where I need to have, you know, where they can get resources. And so the Kingdom health store we put in there, they got all kinds of the kingdom line stuff that you’re familiar with. I mean, you use kingdom fuel, that’s awesome.

(Speaker 1)
And I know we just delivered some there like a week ago or so. And that’s great. But but these things will help to have the tools necessary to have a longer, stronger and younger life. Now, again, there’s three P’s.

(Speaker 31)
P number two, we talked about the price.

(Speaker 1)
P number two is pay. All employees want to get paid more money. They do. Oh, yes, that’s just it. You’re watching this show right now and you’re an employee. You want to get paid more money.

(Speaker 1)
However, if we continue to pay you more and more and more as an employee, then the prices have to go up. Then the customer gets upset. So, talk about the balance of that, because I think there’s a lot of business owners out there that don’t know how to handle it, and therefore they commit suicidal empathy. It’s where they actually destroy their business out of their desire to make the customer happy with the lowest prices, and to make the employees happy with the best pay. They themselves don’t make any money.

(Speaker 3)
Talk about the balance there. You have to understand what you do, that buy -in to the purpose. and your passion about what you do. If they’re not called to be there, they’re not called to work there, and they don’t consider it a blessing to be there, they don’t need to be there. They’re the wrong employees. And employees that work there, it’s not about equal pay.

(Speaker 3)
It’s not about what’s fair. It’s about how much they deliver. It’s about how good they’re doing and what they do. In other words, if I got employees that are really turning the, you know, they’re really doing the job because I don’t this is me and I’ll give the same way. I don’t put up with playing on Facebook and having bad days and bringing your baggage from your home to work. I mean, it’s all the same thing.

(Speaker 3)
We all have baggage and stuff we deal with, but I want them to come there and go to work and they’re going to give everything they got. And the better they perform, how’s that for a P, the better they’ll get paid. And so I don’t mind paying people for performance that bring in business, which increase profitability. But I’m not going to pay people more to decrease profitability just because they might get their feelings hurt. So two people come in the same time. They might start the same, the same pay.

(Speaker 3)
But one of them really excels.

(Speaker 1)
I’m going to give that person more money faster than the other person who doesn’t excel. So you get rewarded for your good work. That’s kind of how I balance it. Now let’s shift gears. We talked about the three Ps in business. But let’s talk about now health for a second.

(Speaker 1)
Somebody says, man, I want to get in shape, but mom, mom, mom, mom likes to make a fresh pie for the holidays. So you show up to visit mom and mom says, oh, it’s good to see you. Would you like a pie? Would you like a pie, a whole pie? You want to eat that whole pie? And you go, mom, I’m on this diet.

(Speaker 1)
I’m trying to lose weight. I’m changing the way I eat. I’m avoiding, you know, unnecessary calories. I’m not eating pie anymore, mom. And mom’s like, oh, come on. I spent all night making the pie, you know, and your mom, you know, maybe your mom, maybe your mom doesn’t sound maybe your mom sounds like this.

(Speaker 1)
Good Lord. I can’t believe I made you this pie and you won’t even eat the pie. What is wrong with you? I can’t believe I made you out of myself.

(Speaker 3)
Good Lord.

(Speaker 1)
I made the pie and you’re like mama come on I just I don’t want to have the pie you could you believe it would you put in your dad’s like Son, just eat the pie. Swear to God, just eat the pie. What is wrong with him? I can’t believe it. It’s like he moved into a city.

(Speaker 1)
Now he won’t even eat anymore. And the mom, you know, she’s your mom wants you to eat that pie. And you’re like, I don’t want to eat the pie. And your uncle, your uncle is like, I think you should just eat the pie. If you just eat the pie, we could be done with this conflict. Just eat the pie.

(Speaker 1)
Just eat the pie. Eat the pie. I don’t know if I want to eat the pie. So you have this empathy. And you’re like, fine, I’ll eat the pie. And mom’s, well, mom, you have seconds.

(Speaker 1)
What is wrong with you?

(Speaker 3)
And so they almost, people around you, they want you to eat a bad diet. What is that all about? Why is that? Well, I think that miserable culture wants miserable company. Our world right now, especially this country, we’re the worst health we’ve ever been in the history of the world. I mean, we’ve shown the world what not to do in regard to health.

(Speaker 3)
We have so much, yet we act so like gluttonous and eat so poorly. And you’ve watched me personally get, you know, get hammered with that very idea right there. Come on, you guys have a bite and you don’t. Oh gosh, you know, you just make some stupid remark, you know. But this is how you handle the first time through. You say, mom, I appreciate that so much.

(Speaker 3)
Let me have a bite of that, right? This is tactical. This is important. I hope you’re listening to this, folks. You’ll make changes.

(Speaker 1)
This is how you do it, man.

(Speaker 31)
So you say, give me a bite of that.

(Speaker 3)
That’s great.

(Speaker 31)
And you pick around.

(Speaker 3)
You’re really slow. And you talk. And you eat slow. And you talk.

(Speaker 30)
And about 30 minutes later, you’re about 3 quarters of the way through with that first piece of pie.

(Speaker 3)
And you keep talking. Want something to drink? Yeah. And you keep talking. And about 45 minutes later, you’re that was really good, mom.

(Speaker 1)
I appreciate that.

(Speaker 3)
You want another one? No, I’m full for right now.

(Speaker 28)
But if you don’t mind, I’d be glad to take some home with me.

(Speaker 3)
Would that be all right, mom? Oh, let me bag a whole leg pie up for you right now. I’ll do it. And then what you do is this. This is important. After the conversation shift to something else, you say, mom, remember that shaved broccoli salad you used to make a long time ago?

(Speaker 3)
Gosh, I miss that so much. That was the best salad ever, Mom. Man, do you think you’d give me the recipe to that?” You know what she’s going to say? You know what? I’m going to make that for you.

(Speaker 3)
Make it in two bowls for you. I’m going to give you some broccoli salad. You shift the conversation. Next time you come over, she might have her pie, but she’s going to have you a big old bowl of broccoli salad. That’s how Mom communicates, right?

(Speaker 2)
That’s what you do.

(Speaker 3)
When you get home with it, don’t give that pie to your neighbors.

(Speaker 1)
Casually, get rid of it.

(Speaker 3)
You don’t need to eat it to feel bad. That’s not the point. How often do you find that as a health consultant, health advisor, that people are stuck where they’re at with their health because they’re in an environment where choosing to eat healthy or be healthy is not normal? I would say that’s the majority of the time because I don’t think it’s normal to eat. Our culture has made it such that it’s not normal to eat and or be healthy. But I would submit that it is normal to eat healthy and be healthy.

(Speaker 3)
But the more our culture has shifted from what used to be wrong to now becomes right in various ways. We’ve seen this. There used to be no way to know how we would do that. But now it’s acceptable. What was wrong is now right. What was right was now wrong.

(Speaker 3)
And so the more that’s happened, the more it’s bled into our daily lives. And so I think that’s the main thing. right there that gets people off. And in every group, man, somebody’s got to be the leader.

(Speaker 29)
Somebody has to step up and be the leader.

(Speaker 3)
You’re at a restaurant. Don’t let somebody else order for you. Order your food. And if you order healthy and they don’t invite you to dinner again, that’s their problem, not yours. That’s their loss.

(Speaker 1)
But when you do that, when you become the leader, that person who chooses to do right within that group, you become a person that did something that people don’t forget. And that gives you the opportunity to bring about at least a spark of change in someone else. So I find that it’s always beneficial to be that change agent. Brent, if you’re out there watching the show today and you say, you know what? I want to turn my life around.

(Speaker 13)
I want to really optimize my health.

(Speaker 1)
Dr. Sherwood, tell us about the solutions you have here in the final 60 seconds we have you today. Tell us about the solutions that you have available right here at drmarksherwood . com. Well, they can go to the clinic, obviously, which is down on that page if they want to. And they can register for our free webinar. which is one, it’s every Tuesday, second Tuesday of the month, it’s free.

(Speaker 1)
Get on there and ask my wife and I questions, and if you wanna schedule an appointment and become one of our 25 ,000 clients, you can. That’d be great, we’d love to have you. We’ll teach you all we know, and you’ll get great. If you wanna go to the supplement store, you get all those Kingdom products, the bars, the cereal, the Kingdom Fuel, which you see right behind Clay right there. That’s great, there’s all kinds of resources for you there. Bottom line is, we gotta lose excessive fat tissue, Maintain the amount of muscle we need to have, and it doesn’t need to decline.

(Speaker 1)
Maintain mobility. Reduce the biological age of our bodies. And give us more life in the years, as opposed to just years in the life. Dr. Sherwood, thank you so much for your time. Again, I’m going to put that website one more time for anybody out there that hasn’t seen that website before. That’s drmarksherwood .

(Speaker 1)
com.

(Speaker 3)
I’ll put a link on the show notes.

(Speaker 28)
Again, thank you so much, sir.

(Speaker 14)
I really do appreciate you.

(Speaker 5)
and we’ll talk to you next week.

(Speaker 10)
Sounds great, Clay. Thank you, man.

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

(Speaker 10)
He’s doing so much good, and then I met his mother, and she just says, She just lets him be Clay Clark. I mean, so he’s endorsed by his mother and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with.

(Speaker 5)
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 10)
But his, you know, I got, I have problems with my company starting at nine o ‘clock.

(Speaker 16)
Yes.

(Speaker 1)
Hundreds of people showing up at 5 .00 AM in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man. No, he is. Santa Claus? No, we will not be joined by Santa Claus, but we will be joined by Eric Trump, the son of the 45th and now 47th President of these United States.

(Speaker 1)
And yes, Amanda Grace will be in the place. And yes, Dr. Stella Manuel will be there, so you know it will go well. Yes, we have Mel Kaye in the house. Pastor Phil and Tammy Hotsenpiller 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.

(Speaker 1)
For over 20 years, folks, I’ve been hosting business workshops where we’re gonna teach you marketing, sales systems, human resources, accounting, social media marketing, branding, sales training, search engine optimization, accounting, workflow development, financial management, all this and more. How do you get tickets? Go to thrivetimeshow . com. Again, how do you get tickets?

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

(Speaker 1)
I mean, who else has been able to create a brand like the Trump brand? I mean, look at it.

(Speaker 19)
And this is the man behind the business for the last pretty much since 2015. He’s been the man behind it.

(Speaker 27)
So you’re talking, we’re into nine going into 10 years of him running it.

(Speaker 26)
And we get to tap into that knowledge.

(Speaker 1)
That’s going to be amazing. Now think about this for a second. Nothing is over until we decide it is.

(Speaker 25)
Was it over when the Germans bombed Pearl Harbor?

(Speaker 24)
Germans?

(Speaker 1)
Forget it, he’s rolling. And it ain’t over now! And it’s $500 for a VIP ticket. Now, we only have limited seating here. Whoa. There’s a lot of togetherness and closeness, camaraderie.

(Speaker 1)
So again, if you want to get tickets for this event, all you have to do is go to thrivetimeshow . com. Go to thrivetimeshow . com. When you go to thrivetimeshow . com, you’ll go there.

(Speaker 1)
You’ll request a ticket. Boom.

(Speaker 9)
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.

(Speaker 1)
Just text my number. It’s my cell phone number, my personal cell phone number.

(Speaker 23)
We’ll keep that in mind.

(Speaker 22)
private between you, between you, me, everybody. We’ll keep that private.

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

(Speaker 1)
Zero tip. That is not actually bilingual. That’s just saying Quan for a one.

(Speaker 12)
It’s not the same thing.

(Speaker 1)
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. So let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn here.

(Speaker 1)
OK? OK. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh, yeah. We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand.

(Speaker 1)
known out there, like the Trump brand, right? You want to get that brand out there. 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.

(Speaker 1)
This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top. and 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.

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

(Speaker 1)
When you start with the people who have a great attitude, they’re teachable. they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization. We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management.

(Speaker 1)
How do you manage your time? How do you get more done during a typical day?

(Speaker 21)
How do you build an organization if you’re not organized?

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

(Speaker 1)
It’s two days. Each day starts at 7 a . m. and it goes until 5 p . m. So from 7 a .

(Speaker 1)
m. to 5 p . two days, it’s m. , two days, it’s a two -day interactive workshop. The way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question -and -answer session.

(Speaker 1)
So, Aaron, what kind of great stuff happens during that 15 -minute question -and -answer session after every teaching session? I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them, and you go in there, And they talk in vague generalities and they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing. And what’s awesome about this is we literally answer every single question that any person asks.

(Speaker 1)
And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch. And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett. You could meet Mel K. You could meet Amanda Grace.

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

(Speaker 20)
You could go attempt to find your phone, wallet, and your keys.

(Speaker 1)
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. But yet, the average client that you and I work with, we can typically double the size. No hyperbole, no exaggeration.

(Speaker 1)
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 19)
Yeah, there’s businesses that we have tripled.

(Speaker 1)
There’s businesses we’ve grown 8x. There’s so many examples. see it thrivetimeshow .

(Speaker 18)
com.

(Speaker 1)
But again, this is the most interactive best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet. Add to that Eric Trump, the man that runs the Trump organization. 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.

(Speaker 9)
True story. We have we cater in the food and because simple.

(Speaker 1)
I keep it simple. I literally bring in the same food both days for lunch. Who’s with me? It’s an incredible Mexican restaurant. That’s going to happen. Someone says, I want more.

(Speaker 1)
This is not enough. Give me more. OK. I’m not going to mention their names right now, because I’m working on it behind the scenes here. But we just continue to add. more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, you want a life -changing experience, you want to learn how to start and grow a company, go to Thrivetimeshow .

(Speaker 13)
com.

(Speaker 1)
Go there right now.

(Speaker 16)
Thrivetimeshow .

(Speaker 15)
com.

(Speaker 17)
Request a ticket for the two -day interactive event.

(Speaker 16)
Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California.

(Speaker 15)
Great weather.

(Speaker 8)
Make this a December to remember day. Eric Trump, the man who leads the Trump organization. It’s going to be a blasty blast.

(Speaker 5)
There’s no upsells.

(Speaker 10)
Aaron, I could not be more excited about this event. I think it is incredible.

(Speaker 5)
And there’s somebody out there right now you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. I think that’s going to change your life. I promise you this will be 10 times better than that. Looks like I picked the wrong week to quit smoking. to the two -day interactive Thrive Time Show Workshop in beautiful Anaheim, California. I’m Vince Cizewski, also from Sarasota, Florida.

(Speaker 5)
You dragged me here. Yep.

(Speaker 10)
I was here in 2018 and it changed my business and I built another business and now I’m here to do it again with this business. Yeah, I’m a brand strategist and it’s been really easy to go to a lot of events like this and just leave really in your head like what to do next and already there’s the strategic, step -by -step, real -life implementation that we can do to our business and I’m so grateful to be here and very excited that Eric Camp is here and that is going to be epic.

(Speaker 14)
Hi, my name is Erica and it has been amazing being here at the conference.

(Speaker 3)
I’m learning so much.

(Speaker 13)
Everything is perfect for me.

(Speaker 5)
But Clay Clark, man, he is one character. That’s a good word for him, character. Yeah, that is it.

(Speaker 10)
Good, driven, smart.

(Speaker 6)
And I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother, and she just says, she just lets him be Clay Clark. I mean, so he’s endorsed by his mother. And he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with.

(Speaker 6)
His client Clark starts his days at five o ‘clock in the morning. Oh, it’s incredible.

(Speaker 12)
Yeah, he’s he’s like, he’s he’s a machine.

(Speaker 6)
He’s a machine.

(Speaker 4)
But his you know, I got I have problems with my company starting at nine o ‘clock. Yes. Hundreds of people showing up at 5am in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man. No, he is.

(Speaker 4)
And the greatest thing that’ll come out of all of it, aside from winning the presidency of the United States, we’ll get to that in a second, was an everlasting friendship between Clay and I, because I’m telling you, there’s not too many people in the world that have this man’s backbone and his tenaciousness and his perseverance. And so, buddy, I love you. And to General Flynn, thank you. You guys are incredible.

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

(Speaker 5)
So… Thank you, my friend. 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. 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. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say.

Transcribed with Cockatoo