Clay Clark | Feeling Stuck? Learn How to Get Unstuck & How to Turn Your Business Goals Into Reality from December 4-5 2025 ThrivetimeShow.com Business Conference (Featuring 7 Success Stories)

Audio Transcription

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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.

Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s bunny, Dr. Robert Zunder. Two men, eight kids, co -created by two different women, 13 multi -million dollar businesses.

We started from the bottom, now we’re at the top.

Started from the bottom, now we’re at the top. Teaching you the systems to get what we got. Colton Dixon’s on the hoops. I break down the seeds, bringing some wisdom and the goods. As the father of the squad, so if you see my wife in camps, please tell her it’s the C and Z up on your radio.

And now free.

Dr. Stella and Randy. Can we get Randy Antric in real quick here? And you might say, you know, why do I bring up doctors and people that renovate homes? I’m trying to make sure, you know, these principles apply to 95 % of the people here, but it’s the application that matters. It’s how you implement, how do you apply.

So I’m gonna bring up Randy here. Have you guys ever met, Randy, have you ever met Dr. Stella? Dr. Stella, Randy, Randy, Dr. Stella? Not yet. Not yet. See, I don’t want to pull that thread too much, okay?

So, all right. Some people are like, I don’t want to talk about that at all, in fact, but, okay, we’re going to keep going. So, okay, I’ll let you. You’ll get your time in just a moment to talk about it. Okay, so, Randy, I’m going to have you read the questions on the board here. Let’s start at the bottom, and then there’s like an eraser napkin thing, and then I’m going to have you kind of erase as we go.

First question, let’s go for it.

Should I get married before I get rich?

Who asked that question? Who asked that question? Where’s that?

Anybody?

Okay, yeah, okay, yeah, I mean, I’ll just, I’ll answer. The thing about, if you look at the Forbes list of the wealthiest people, you’re not gonna find any Christians on the top 100, usually. There’s not there. And it’s because, at the end of the day, there’ll be certain sacrifices you have to make for your family or your faith that will get in the way of a business. Does that make sense to you? So if money’s all you want, then you have to give up a lot of family time to do that.

So there’s a lot of opportunities I miss out on because financial, because I care more about my kids than money, if that makes any sense. There are decisions you have to make, you know. So all I can say is as you’re building a business and you’re focused on building that business and growing that business, you will have to make trade -offs. In my case, I started the DJ business before I married my wife. But then when I married my wife, she served as a helpmate, as a loyal support system, as a great accounting mom. as a source of wisdom, and now she serves as sort of a person who’s not in the daily business, so she can see patterns and trends from the outside, and she’s able to provide wisdom and wise counsel, and so I would say I would definitely have been wealthy if I wasn’t married to my wife.

But I could say I don’t know that I’d be wealthy from what really matters in terms of having a great family. And my wife’s the one who led me to the Lord. And so there’s just a lot of, so I don’t know that I would have been wealthy by any standard that matters beyond financially. So I would just say. I don’t think the two are necessarily related. I think you could be wealthy and then get married or be wealthy and build something together.

But I just think it’s important that as you’re building wealth, just put God first. Okay, so next question.

What do you got?

How to create an executable marketing platform? Tracking wall.

Okay, so that would go to page 22 61 of the book page 2 6 1 and these are questions that Sean was asked and so Sean put those on the board so we can have those you’re gonna have to measure what you treasure you’re gonna slack where you don’t track the reason why I gave you this big old book is because you can read all this stuff when you get home these are all these systems and processes page 2 6 1 there you go Sean you got it pulled up there page 2 6 1 if we can 2 6 1 feeling the flow working it okay Whoa, so much going on. I’m sure you’re doing a great work. Okay, so what you wanna do though, if you have a business, is you gotta find a way where you’re tracking your leads in a way that’s not in the junk drawer. Does that make sense to you? You can’t track your leads in some customer relationship management software that you don’t see. So if you’re gonna use a software, great, but make sure you can see it.

It needs to be the dashboard. It’s like the way you drive your car, you’re looking out the rear, the front, you know, you’re looking at the dashboard. You’re not looking out the rear view mirror. When you’re driving, you’re looking out the windshield. You wanna make sure your numbers operate in that way and they’re not a rear view. So Randy, you look at your numbers every week.

If you didn’t have some kind of financial dashboard, what would that do for your business?

Well, I look at it like a pontoon boat in a lake. If you don’t have the engine on, you’re just going to start drifting. and that’s exactly what happens.

There it is. OK.

Next question.

What are the emotional trade -offs of a successful person? Okay, I’m gonna go to page six of the book, page six, I believe, and then I’m gonna have Dr. Stella kind of comment after I fire through these here. There’s emotional trade -offs that you have to make, and I’m not saying that they’re good, I’m not saying they’re bad, they just are. Sean, maybe just scroll to page six and do it that way. Okay, and then go down to page six. So I always tell people, if you have a business, it’s kind of like, if you’re a business owner, you’re kind of like a duck.

Back to that whole duck thing Amanda was talking about maybe. This is my duck. I call these emotional tradeoffs of a successful person. That’s the duck. Okay. So if you’re going to be an organized person, that’s what people see on the above the surface.

Below the surface, you have to have a to -do list. When people see, wow, your organization holds people accountable. Below the surface, they’re not gonna see that you’re probably irritating people all the time as you follow up on an item for the 407th time, okay? Reading, people say, man, you’ve read a lot of books. That means you spent a lot of time by yourself when other people were sleeping or doing something else. So you end up, people say, I get labeled a lot by people that know me well.

They’re like, you’re antisocial. No, I’m reading a book, and that involves you not reading it with me unless you wanna sit on my lap, and we can do that. So that’s how it is. Sales. If you have sales, it requires a lot of rejection. So, Candle Queen, you’re gonna do a lot of sales.

You have a great product.

I’m not prophetic, but I am speaking life into your world.

It’s gonna happen. You should put it down. Today’s the day. It’s gonna happen. It’s gonna be a massively successful company. Had the same conversation with the grill gun guy, the grill blazer, the guy who did the flamethrower.

He wrote it down in his book, and I said, Bob, starting today, that is the day, day number one of your massive success. It’s going to happen for you. You’re gonna be successful. The story about, hey, I’m an engineer, and I’ve never sold anything. That story ends today. The story about becoming a best -selling business guy, that happens today.

And Bob did it. And Bob was battling cancer, and he still did it. Bob was battling a lot of things. He had never been an entrepreneur up into his 50s, but he did it. So again, you just got to accept that rejections are part of the deal. Failure is a prerequisite to success.

Failure is a prerequisite to success. Failure is a prerequisite to success. Time freedom. involves saying no a lot. That’s why I’m so honored, again, that Pastor Phil would let us be here. Is Pastor Phil here?

Pastor Phil, are you here? Is he in the coffee shop? Is Pastor Phil around? Pastor Phil, thank you. Let’s hear it for Pastor Phil. Thank you, Pastor Phil, wherever you are.

Pastor Phil choosing to let us be here means that he spent days. He didn’t have to be here. Full disclosure, he didn’t make a dime for hosting us. He didn’t charge me a dime. Pastor Phil did this out of his own schedule to be here. I want to thank the video crew, Alex and the whole team back there, Erica.

Great job, guys. Thank you, everybody. Seriously, thank you. And again, if you’re going to have time freedom, you have to say no to a lot. And so for someone to say yes, that’s really a big thing for someone to say yes. So time freedom.

Mentoring. When you do mentor people, who’s ever mentored someone who screwed you? I just had that one. That was fun.

It would be kind of vague.

But you ever had to co -sign for somebody, and then they figured they proved to you why they needed a co -signature? You ever had that happen? That’s always good. I don’t know what it is, but I need someone to co -sign. You co -sign, now we know why you needed a co -signer. Okay, now I understand.

Okay, that’s good. Saving money requires delayed gratification. Back to my buddy who lost 90 pounds. I’m like, you don’t eat anything till 12?

Never.

Do you like it?

No.

But it’s a metabolic window thing, and I don’t want to break my fast, a .

k . a. breakfast, and so I just eat between 12 and 8. Are you happy? No. Are you happy with the results?

Yes. What do you do? I miserably eat meat every meal. And he was, I mean, it was almost like a bitter, angry person who wasn’t happy, but he looked great. Adam Sandler is a great guy. Rogan talking about…

Who’s seen the movie Zohan with Adam Sandler? And Joe said, you looked jacked in that movie. And he said, and I was never more miserable. I kind of liked being fat, Joe. I liked being fat. And Joe’s like, well, you look good.

He’s like, oh, but I felt bad. So some of you like fitness, some of you don’t. Some of you do, some of you don’t. But it’s all about trade -offs, right? Trade -offs, trade -offs. It’s making sure, what are you willing to give up for what do you want to get?

Saving money, delayed gratification.

And time management, you have to have a calendar. You have to have a calendar. Dr. Stella, any of those points that you look at and go, yep, that’s true. Any of those you want to comment on the trade -offs? They’re all true. But there’s something I want to add about emotional trade -offs.

When you’re doing a business, you’ve got to believe in it. Because there are always going to be people looking at you like, why are you selling that? You’re grifting, you know? So you’ve got to believe in what you’re doing and believe what they do. Like, for example, our products, we have products that help people stay healthy, help people stay alive, kept a lot of people alive. But whenever I post something about it, grifters will be grifters.

So if you let that emotional thing hit you, then you will stop sharing the information that somebody really needs. So in those situations, you’ve got to truly believe in what you’re doing and believe in what you’re selling, because if you don’t believe it, you can’t sell it to anybody else. And if you believe it, then when you talk to people and they give a kickback, you stretch like Bob Yolo’s and then talk to the next person that needs to hear about it and don’t get discouraged. You know what I’m saying? So you got to believe that what you’re doing is helping people.

That is why I do this, because I know that what I’m doing is helping people. So call me the names you want to call me. That doesn’t matter. That’s just an emotional hoopla.

Emotional hoopla.

Next question. Okay, next question. Here we go. How to diagnose cells pipeline problems. Page 241. sales pipeline problems.

What’ll happen is when you have a business, it’s a funnel or it’s a workflow. So you generate leads via marketing, and then why didn’t they buy? A lead comes in, why didn’t they buy? Why didn’t somebody buy? What happened to the lead? Did we not call them back?

Were they not happy? Example, right? So that person who didn’t book their wedding that I’m still slightly bitter about, I remember just going, well, how come you don’t wanna buy? And they’re, well, I don’t understand, I’ll do your wedding for a dollar. And it just came down to, she goes, you’ve done every wedding that I’ve ever seen and I’m happy, I just don’t want you to do mine because it’s, everyone, I want mine to be different. And I’m going, I could be different, I could change my face, I’m down.

You know, cause it just, I couldn’t handle the idea of why it didn’t close. Now my typical sales team members who were not me, they would usually go like six for 10. Yes, they wouldn’t go. And so I would have my top guys shadow me so they could figure out why people were buying from me and they weren’t buying from them. And we distilled it into our final big three reasons. There was three reasons why people didn’t buy a DJ service and why they won’t buy from you either.

There’s three reasons. People say, I don’t have time. You know, now’s not a good time to buy. I need to think about it. I got to talk to my wife. People like that.

Got to talk to my wife. I see a lot of men. I got to talk to my wife. You got to talk to your wife about pumping gas. Got to talk to my wife before I pump gas. She’s probably watching right now from a helicopter.

Have you seen that culture? Have you seen that yet? And it’s sincere for some people. Got to talk to my wife before I get pizza. Got to talk to my wife. You got to talk to your wife.

Got to talk to my wife. And there’s some people that actually live like that. And there’s some women. Got to talk to my husband. You got to talk to your husband before you use the restroom. Got to talk to my husband.

But usually it’s just a smoke screen. But there’s about 10 % of our population that lives in that helicopter police state world, okay? So that’s, okay, so again, that’s a thing of, okay, I don’t have the time, now’s not a good time. The next is, I don’t have the money. It’s a smoke screen for a lot of people. They just say, I don’t have the money.

I don’t have the money. Trying to book a haircut. I don’t have it. Now’s not a good time. They don’t have the money. Trying to book a DJ.

Now’s not a good time. I don’t have the money. No time, no money, okay? The third is no need. I don’t have a, I don’t see a need. So, in your business, you’re selling Pergolas you’re selling hot tubs.

You’re selling in your case. You have a product where you allow you but you have a product They’re just telling where people can join with you and sell medical health products You don’t have a company where you’re selling medical health health care products So let’s talk with you at Randy when you sit down with somebody and they’re thinking about hiring you to install a pool in their backyard aka a $200 ,000 purchase and they say you go.

Well, hey, did you guys want to what package? Did you want to go with they tell you well your budget would be this your cost will be this much Did you want to pay a deposit on a debit card or a credit card? And they go, I got to think about it, or we got to pray about it, or I don’t have the time. How do you process those objections? Well, it’s like a roof leak. Where water comes out is not where it comes from.

So what someone usually tells you is not really the truth. Most customers are going to lie to you on the reason why they’re not buying.

So you just have to ask more leading questions and open -ended questions. Don’t ask them a yes or no question. Get them talking. And when you get them talking, you will find the answer of why they’re not buying. And we have entire chapters and sections of the books devoted to teaching those systems. But essentially what you do, and someone says, I don’t want to buy.

You do this. It’s called the deal wheel. And it’s not like I’m not taking advantage of people. You’re not screwing people over. You’re just trying to find the real problem. And so you would say, OK, well, what’s your main concern?

And then they would say, I don’t have the time. And you’d say, well, let me ask you, if timing wasn’t a problem, what’s the main reason you were interested in it? a pool? Or what’s the main reason you did come in for a haircut today? Or what’s the main reason you did come to the conference? Or why did you whatever?

And you’re trying to find the real problem, and then you try to solve that problem, okay? That’s what you’re trying to do. Dr. Stella, a lot of people have asked me what it is that you do. Tell us about your thing that you do here. Tell us about kind of what you’re doing. And again, the reason why I’m letting Dr. Stella share this is because I believe in Dr. Stella.

But if you choose to team up with her, great. If you choose not to, great, too.

And if you decide to buy a pool from Randy, great, awesome.

If you don’t, fine, too. If you choose to hire Sophia for cleaning, you’re great.

If you don’t hire Sophia to clean, you’re a bad person. I’m just kidding. Okay, so let’s go ahead. Darcelle, tell us about your thing. Yeah, so over the past five years, like a lot of you knew, we went viral talking about Ability to treat kovit with hydroxychloroquine and ivermectin until today. I’m still like the highest prescriber of ivermectin hydroxychloroquine in america I have not checked but it can probably be worldwide too So we still tell people today that we’re still in a time when their virus is going on and everybody should have hydroxychloroquine ivermectin in their medicine cabinet then over the past five years I went from health care to which is technically sick care to true healthcare, where we’re producing products to help people stay healthy and deal with different issues that have happened over the past five years messing up people’s immune system.

So this year we started something really great It’s called the ambassador program because I know that a lot of people that take our products they would tell their friends and families They’ll go on our websites and take the products.

So we started a direct sales channel to market our products So like if you’re sitting here if you join our ambassador program You can get a 20 % commission for everybody that buys through you and you buy through yourself and you bring other people to buy through you and we found out that we can actually both to do wealth care and health care. Because I think one of the easiest way, I don’t know whether Cleo would agree with this, but one of the cheapest ways to start your own business is actually direct sales. So if you can, with $200, $150, you can practically start your own business. And if you use all these principles that Clay is teaching today, you can produce big residual income without owning your own office. And I’m going to interrupt you real quick here, and then I’ll come back to you. I just want to be clear.

The reason why I bring up a lot of different people at these conferences is because everyone has their own way of making financial freedom. And I want you to leave here with a path. I don’t want anyone to leave and go, That was good, but it doesn’t apply to me. So I’m trying to let you see, you can talk to Dr. Stella, perhaps you say, I’m going to team up with Sophia and Karima and take over the cleaning world. Ah, you know, maybe you say, you know, I could see myself maybe advertising a product with Dave and Stacey. Maybe I could work with Randy on something.

Maybe I could open a business like Randy’s. Maybe I could, I just want to make sure, I want to make sure these final 30 minutes we have with each other, I don’t want anyone to leave and go, I don’t know what to do. Does everyone feel like you have somewhat of a path? Anybody here going, I have no path? Anybody here say, I have no path? You have no path?

No path, okay. So if you could do this for me, during the break, okay, if you could come up here during the break, we’ll take a brief break here, and I want you to write on the board what you’re good at and your things. I don’t want anyone to leave without a path. Okay.

And then we’re going to keep firing through these questions because I don’t want anyone to leave and go, that was a bunch of great information that doesn’t apply to me.

Okay. I don’t want it to feel like something that doesn’t connect. I don’t want it to feel like a general education platform. Okay. So Randy, we’ll do a couple more questions on the board and are still, you’re going to hang out with us the rest of the day. Okay.

Next question. Why is meta time mandatory for growth? A meta time just means meta means above. You could call it something else if you want to, but it just means planning time. And so I’m going to listen on the way home today to the And the Writer Is podcast. It’s on YouTube.

You can pull it up. I listen to it while I’m driving. I don’t think anybody in the world is interested in this unless you’re a songwriter or you want to be. But I love the process of that songwriting. I like it. I also used to watch Bob Ross as a kid.

Remember Bob Ross? Happy Trees, so this show is kind of like my version of Bob Ross now. Bob is obviously no longer with us, but learning how people, and Sean, click on videos there, videos, yeah. And so for me, the process of learning how songs are produced is very, very interesting to me. And so it’s just like Bob Ross, Happy Trees. And that reflection time, a lot of what he teaches is not at all related to business, But it reinforces principles, iterations, and concepts, and where songs come from, and how you edit them, and the process, and the diligence, and the focus of putting together something.

And these songwriters, they all, like Ed Sheeran talks about how he wrote songs that nobody liked, you know? And then he figured out how to write songs that people liked. And then he figured out that it was really expensive to travel with a band. Has anybody here ever seen Ed Sheeran live? Sean, look up Ed Sheeran live real quick on YouTube, and we’re gonna listen to this while we take a break here. But Ed figured out that traveling with a band is very expensive.

Why? Because there’s a drummer, there’s a bassist, there’s a guitarist, there’s lights, there’s all that stuff. And Ed figured out, and do Ed… Yeah, there you go, shape it. Well, do a different one. Let’s go down real quick here.

So Ed, keep going. Yeah, this castle in the hill is probably good. So Ed figured out if he could just bring his acoustic guitar and a mic and a pedal, a loop pedal and a couple things, he could perform and then keep all of the money and not have a bunch of mouths to feed, and he can be more profitable. And so Ed Sheeran now does stadium performances with 40 ,000, 60 ,000, 20 ,000 people, but there are literally no other performers on the stage with Ed. Even Ed’s a musician. he figured out how to make his business model work by trying all the things that didn’t work to ultimately find what did work.

Or another example is a guy named Andy Grammer. He wrote the song called Fresh Eyes. Andy couldn’t figure out why people hated his music, so he became a street performer in Vegas, and he performed, and he figured out that everyone hated his music, Because when we recorded it and he put it out on like Spotify, he couldn’t figure out why you hated it. But he performed live, you know, you were going to Vegas, he was a street performer, and people were like, boo, you suck, I hate the, hey, depressing guy, stop with your sad music, man, you know, and he’s going, well. So he figured out, people don’t like the songs I write. So he, it tells in the interview, he says, you know, I figured out if I started doing covers of songs that people did like, they liked the songs that they already liked.

So I’ll do covers. And then he figured out, if I start writing songs that kind of sound like the songs people like, then they’ll like that. And that’s where the song Fresh Eyes came from and other songs, and now he’s a very successful songwriter. So again, I learn a lot, but you have to block out time for self -reflection. Who here goes on a daily walk where you think? Anybody do a walk?

Who here lifts weights while you think? Who here has some kind of way that you clear your head on a daily basis?

You just gotta do that, okay? So we’re gonna take a little five -minute break. I’m gonna hit play on this particular song, and then I’m gonna have you, man, write your question on the board or what you do. I wanna make sure everyone leaves the path, and then we’re gonna come back to answer our final questions. We’ll end probably right at about 435 -ish, okay? So we’ll come back here in five minutes.

So here we go. Three, two, one, and. My name is Kevin Thomas, and the name of our company is MultiClean. We are a commercial janitorial service, and we serve the entire state of Oklahoma. and soon to be Arkansas. have probably grown probably five times.

We’ve added, we, I think when we first started with you, we had 60 to 65 employees, and now we have a little over 300 employees. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place.

I’ve probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences, and Amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing and how to implement, how to help you guys implement the SEO. And the coaching is just great because there’s accountability and it’s just a fantastic way to grow your company. Having a relationship with Thrivetimes, it’s just been amazing for MultiClean. Oh my goodness, it frees me up because then I don’t have to get take a class on search engine optimization or learn marketing or shoot video. That’s not what we do. What we do is commercial janitorial service.

And you guys were the experts on marketing and you teach me and hold my hand and show me how to do it right. And therefore now my company is much, much larger.

Folks, on today’s show, we’re joined by a real client. He may look like a male model.

He may look like a hologram, but he’s a real person.

He’s a longtime client. He’s a man that we consider to be a friend of The Thrive Time Show and a friend of mine. Ladies and gentlemen, please welcome to the show, Kevin.

Welcome on to The Thrive Time Show.

How are you, sir?

Clay, I’m doing great. I had a great Christmas holiday, and I’m glad to be here. OK, so first question, can you tell us what is your name, first and last name, and what’s the name of your company, sir? My name is Kevin Thomas, and the name of our company is MultiClean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas.

And how long have we worked with you approximately at this point, sir? It’s been about six, seven years.

And, you know, so many people reach out to me. I mean, literally every day.

I just talked to a woman this morning. We get 10 to 20 people a day that reach out wanting to see if we can help them grow their companies. And we only work with 160 clients. And I do that because I want to only work with people that are super coachable. And so this woman on the call today was asking me, she said, well, What’s the most important thing that you do, that you have to do to grow your company? And I was telling her, I said, that’s kind of like asking a skilled chef, what’s the most important ingredient to make great cookies?

Is it flour? Is it eggs?

Is it butter? It’s like asking a home builder, what’s the most important component to building a house? Is it the footings? Is it the frame? Is it the concrete? That’s like asking, maybe it’s a great question, but really, it’s all of it.

And so I really wanted to talk to you today about all of it, implementing all of it, growing MultiClean, how we’ve been able to do it. So first off, could you share what it’s like to have a coach that works with you every week who’s committed to helping you improve your business by 1 % or 2 % every week?

Well, Andrew is my coach.

And the great thing about having him as the coach is he keeps me accountable. Because sometimes when you’re the owner, there’s no one to be accountable to. And he keeps me on track.

He keeps me tracking sales, tracking wins. If we have a loss, he helps me figure out what happened. He just keeps me being consistent.

our processes, with our systems, which before we got involved with Thrive Time, we didn’t really have any systems or processes in place.

And in terms of growth over these past six or seven years, I’m not looking for you to share the actual sales totals because you’re a larger company at this point, but could you share how much growth have you had over the past six or seven years? We have probably grown Probably five times. I think when we first started with you, we had 60 to 65 employees. And now we have a little over 300 employees.

So just to be clear, I’m making sure I’m taking notes here.

You’ve grown five times.

And you’ve grown from how many employees to how many employees? About 60, 65 to well over 300 in that time frame. So let’s unpack all the specific aspects of business growth. And I’m going to pull up a document so our listeners can see. What’s your website we can go to right now to look at while I’m pulling up this source document? What’s your web address, sir?

The website is multiclean, just like it sounds, multicleanok . com. Multicleanok . com. Pull this up. And as I pulled up this source document, many people say, Clay, why do you pull up these documents?

Contrary to popular belief, most successful people that I know use workflows. They use documents. They use checklists. We don’t typically memorize things. And a lot of times, people say, what? I say, yeah, as a business owner, I’m not going to try to impress you with my memory.

But I am going to teach you proven systems. And so when somebody goes to implement these business systems as a coach, we’re going to guide you through all of these processes. But there’s a lot there to it. There’s a lot of steps. It’s step one. It’s step two.

It’s step three.

It’s step 807. It’s a lot of steps here. And so as we’re going through this, I don’t want anyone to feel overwhelmed. But I just want people to understand it’s implementing all of these systems simultaneously that produces the success.

So first off, establishing your goals. I’m not trying to have you hop on today’s show and share what your goals are, necessarily. But let’s start with step one. Why is it important for everybody out there to figure out clearly what your goals are? Well, Clay, it’s important to have goals. Otherwise, you wouldn’t know where you’re going.

You wouldn’t know if you reached a certain level of success unless you have a goal that you’re going for. And plus, those goals for me, anyway, They keep me motivated to grow my company, to grow my employees, to better my employees, and also to make my family stronger and better as well. So we have those goals. That’s step one. We’ve got to have those goals. Goals for our faith, our family, our finances, our fitness, our friendship, our fun.

And some of us are better in certain areas. Some of us need help in other areas. But we’ve got to have our goals. Second, we’ve got to determine our break -even point. And I think that’s something that a lot of business owners don’t know. So I’m just going to be very clear with our listeners and kind of bare my soul.

But when we work with a client like you, we charge you $1 ,700 a month, and we make a 20 % margin. So we make $3 ,000 a month. $340 a month per client. I know what my costs are. Kevin, you know what you pay me.

It’s very clear, my profit margin. Most business owners, though, when we start working with them, they don’t know their breakeven point. Could you share why it’s important for you, as an owner of a company now with 300 employees, to know your breakeven point? Well, it’s really important because you don’t know if you’re making money. And you need to know what your margins are going to be. You need to know what your cost is so that way you can take your profit

and then turn that around and pay your overhead, pay your employees, and most of all, most importantly, is to pay yourself. Because if you’re not paying yourself and if you’re not making an income, then the business is pretty much dead. And again, I’m taking notes here. If it sounds like I’m typing a novel, I’m not. I’m just taking notes so everyone can really dial into this.

Now, box three, you have to know how many hours a week you’re willing to work. Now, one thing about you, bragging on you, is you’re willing to do whatever you need to do, but you’re also super committed to your family. So again, I repeat, you’re very willing to do whatever you need to do, but you’re also committed to your family. So we’re recording this testimonial today on a Saturday, and virtually every day, entrepreneur I’ve ever met in my life. I’ll say virtually every entrepreneur I’ve ever interviewed in my life on this show. We’ve interviewed billionaires, multimillionaires.

All of them are no stranger to working on Saturdays.

Can you talk about that, about just being realistic with yourself and your family, about how many hours per week you’re actually willing to work? Well, as the owner, you have to be willing to work whatever it takes, whether it’s eight hours or 15 hours a day. Since we’ve been in business for 31 years, we have a fantastic team right now. And so my hours have cut down. So I’m actually able to spend more time with my family, because I have such a fantastic team. And we have fantastic processes.

But as a new owner, you just have to do whatever, whatever you have to do to get it done. And eventually, it will get easier, not much easier, but it will get easier. Now, we move on to this next box. You have to know your unique value proposition. Now, as a coaching platform, what we try to do is work with wonderful clients like you to help you stand out in the clutter of commerce. And one of the things that I found out about your business very quickly is you had a long history of running your business.

I mean, you weren’t a startup. You had a startup. history of success. And so I was telling Andrew, hey, we need to document all of Kevin’s testimonials.

We need to gather them in one place. We need to start getting Google reviews, objective Google reviews from real clients. We need to do that because, and I’m not, this is not a backhanded compliment. You had a very good business, but you guys had not documented your client successes over the years. You didn’t have video proof that you guys did a good job. You didn’t have documented testimonials.

You did not have objective Google reviews that matched the quality you provided. Can you talk about the importance of documenting your actual client testimonials and gathering those objective reviews? Absolutely. That’s really huge in our growth. The fact that we are the highest and most reviewed commercial cleaning service in the entire state of Oklahoma is a very important thing.

And it just shows proof of who we are when we get Google reviews. Also, when we do video testimonials, it’s real people giving real testimonials. It’s not, uh, super, super professional. It’s just a real person giving a real review. How about how they feel about multi -clean? And, uh, it’s just been a huge help to our business.

When people that get online, they look for a commercial cleaning service and usually they go to the maps page. We’re right there all the time and usually we get picked to give someone a quote and that’s been really instrumental in the growth of MultiClean. And again, this is not an event. This is an ongoing process. And every week, we’re gathering objective Google reviews, objective video reviews. And again, that’s one of the ways you stand out in the clutter of commerce.

The next is the branding. A lot of times we meet a business owner, Kevin, and their website is in disrepair. Their website needs help. So I think about clients that we’ve had tremendous success with, brands like them. Shaw Homes, when we started working with Shaw Homes, by the way, Shaw Homes was just sold, but we started working with Shaw Homes, they were around $14 million a year of sales, and we helped them to grow over $150 million in sales. So just to be clear, we helped Shaw Homes grow from $14 million in sales to over $150 million in sales.

We work with wonderful brands like Oxifresh, where Oxifresh today now has over 550 locations.

And branding really is just the perception that people have when they see your company for the first time. Branding is your website, your print pieces, your logos, your business cards, your one sheets. Branding is the perception people have when they see your business for the first time. And I would encourage everybody out there to self -assess yourself on a scale of one to 10. 10 being the highest, one being the worst. How highly would you rank your branding?

Kevin, can you talk about the impact that’s made having a professional branding working for you? Absolutely. Branding is pretty key in the commercial janitorial service because there are a lot of startups that are very cheap and don’t really offer much service. When we show up, everything that we do is professional. Our card looks good. Our proposal looks good.

We have a team here that continually communicates with a customer or potential customer. Having that brand that this is a professional company, We have a lot of respect out there amongst our competitors and amongst our clients as well, because we have that, the quality name goes with MultiClean and that’s very important in this industry. Now, again, there’s somebody out there who needs to hear this. We’ve been working together for years and every week, you know, you’re growing by, every week we’re improving the company, in my opinion, by one or 2%. So at the end of the year, you say, what did we do? Well, we made the company 50 % better.

Every week we’re improving the company by one or 2%. Well, what are we talking about?

At the end of the year you’ve grown the company. At the end of the five years you’ve grown the company. At the end of the six years you look back and go, wow, we’re five times larger. What do you say to somebody out there that’s looking to get rich quick? Somebody who’s looking for the one thing that will turn their business around and make them rich tomorrow. What would you say?

I would say give it up on that idea because there’s no such thing as, it’s more like get rich slowly.

That’s the only way to be successful is take your time, do it right, be patient, be a man or a woman of integrity and make good decisions for your company and just do it right. Now, step four, I’m going through this methodically, folks. Step number four, again, you define your unique value proposition. Got it. OK. Step five, you improve your branding.

Step six, you have to come up with a three -legged marketing stool. And with your business, we have clearly defined a three -legged marketing stool. What does that mean? A stool with three legs is stable. A stool with one leg is going to fall over. It’s probably not even a stool.

At that point, it’s sort of a monopod.

But you have to have a three -legged marketing stool. So for your company, we have three things that we do. we do too, but one is we really, really focus on search engine optimization by gathering the most objective reviews, writing original content, gathering video testimonials. Second, Dream 100. That’s where you reach out to your ideal and likely buyers. Consistently, you reach out to your ideal and likely buyers.

And third, you’re wowing your customers to the point that you’re generating word of mouth. The word of mouth is becoming, you’re intentional about wowing your customers, thus it creates word of mouth. Could you talk about the importance of having a three -legged marketing stool for anybody out there that has a one -legged marketing stool or no intentional approach to marketing at all? Well, Clay, the nice thing about the three -legged marketing is that we learned that from the

at Thrive Time. We didn’t really know what we were doing. And so when we joined up with Thrive Time, we started doing the SEO, we got our website in order, got it all cleaned up so that when people search for commercial janitorial services, they find us. Also, when they do find us, we’re top in Google reviews. And then also with the Dream 100, we have a database in our Excel and HubSpot that we’re continually going to and making cold calls. And the important thing about all that is that you can’t just rely on one.

Maybe one day one’s doing well, the next day, next month, another one is doing well. So it’s circular. At one point, one of them is always going to be doing well to help your company grow. Now, once leads come in, you have to actually sell something. And this just in, if we don’t sell, our business will go to hell. You know that.

Most of our listeners know that, too. But I think there’s a lot of entrepreneurs out there that have a bias. They think, you know, if I have a great idea, it’ll sell itself. If I build it, they will come. And they think that because they’ve watched Field of Dreams. They think that because they’ve watched too many Tai Lopez videos.

They think that because they’ve watched Get Rich Quick videos about ClickFunnels and various other online videos. I call it scammockery, but it’s where someone’s trying to get rich quick. And I would just tell you that if you build it, they won’t come.

And a product is so good, it still won’t sell itself. You have to get out there and work it. And so to do that, you have sales scripts. You have recorded calls for quality control. You have one sheets. You have pre -written emails.

You have lead trackers. You have all of those things in place. Could you talk about the importance of having intentionally scripted calls and intentionally recorded calls and just being intentional about every aspect of your sales process? Absolutely.

We’re intentional with all that with our sales scripts. We have two ladies that are inside sales and they’re continually calling. They have a fantastic script that they use. The one sheet that we use, we give it and it compares us to other services. And actually that was designed by you guys at Thrivetime, which has been very helpful. And then our lead tracker, which Andrew and I go over each week, we kind of look because I don’t see all of the leads that come in, but we go over the lead tracker and I’m able to see from beginning to end when the lead came in, where it is, is it in the bid process right now?

And did we get it or do we not get it? And if we didn’t get it, that goes into another file for a follow up call in three to five months. And if you don’t have all those in some kind of a process, you’re just going to lose all those potential leads. I hope that this podcast, this broadcast can change somebody’s life. Now, in part two of today’s show, I am going to do a show specifically about how if you have a great idea, it won’t sell itself. Part two of the show is going to start off with Steve Jobs.

There’s old video footage of Steve Jobs telling you, the viewer, telling me, the viewer, that, hey, a great product will not sell itself. And it’s powerful when you hear from other people who are actually achieving success, who did achieve success. I encourage everybody to pay attention and take notes because we’re trying to help you achieve massive success. Step number eight, you have to know how much money it costs you to acquire a new customer. You have to determine your sustainable acquisition costs. So just today, I mean, I talked to a wonderful lady today.

I’m going to talk to a wonderful young man. I say a young man, a guy in his late 30s. I’m going to talk to a man in his late 30s today. I talked to a woman this morning who’s super successful. And I know that whether they buy a ticket to a conference or not, or whether they become a client or not, Kevin, I know that our marketing costs for what our conference is, hover around $12 ,000 a month. Yeah, so I spend about $12 ,000 every month to market our business conference.

Why am I telling you that? Well, folks do the math. If we have a conference every two months, so every 60 days, right, and we’re spending $24 ,000, to promote a conference, and we’re doing a conference every 60 days approximately, how much money does it cost me for every person who’s in attendance? So let’s just kind of do some math for a second. I want to give people some real examples. So if I’m spending $24 ,000 this month, or over the next two months, on promoting a conference, and we sell a total of 300 tickets, that means it’s $80.

It costs me $80 per customer.

her conference attendee. I’m not talking about the food we serve, Kevin. I’m not talking about the Eric Trumps, the Robert Kiyosakis, the Tim Tebows that come in to speak. I’m not talking about any of the workbooks we give the attendees. I’m just talking about the cost to get In front of our ideal and likely buyers, it comes out to about $80 per ticket buyer. And I think if you ask the average entrepreneur, I know this because I’ve been doing business coaching for 20 years.

The average client I talk to, the average potential client I talk to, they do not know what it costs them to get a new customer. Can you talk about that for a second? Why is it important to know how much money it costs you at Multi Clean to get a new customer? Well, Clay, it’s really important because you have a sales team, you have an outside sales team, inside sales team.

And you’ve got overhead costs along with startup costs for us. We have to start up with new equipment and all kinds of equipment to do the building.

The bigger the building, the bigger the startup. So it’s very important to nail that down on what it costs. Sometimes I have to rein in the team and say, OK, we can’t buy all these branches. that equipment for this account. Thankfully, most of our startup costs are recouped within the first three to five months of starting a contract with a customer. So it’s very important to know that, otherwise you’re just not, at the end of the month, you’re like, where’d all my money go?

So it’s very important to know what that cost is. Folks, I’m telling you, this is the kind of stuff they don’t teach at business school, but they should. Okay, so here we go. The next is, you got it.

This has been stuff we have to do.

We have to, box number nine, step number nine. We have to create repeatable systems, processes, and file organization. Now, so many people, what’s interesting to me, Kevin, is so many of our listeners, they know about Dr. Z and the auto auction, or they know about me and the dog training business, or they know about me and the haircut chain, and they go, Clay, Did you grow up, like, was your dad, like, the Zolhan? Was your dad really into hair? Is that how you got going? Or they’ll go, Clay, are you and Dr. Z really into cars?

Do you have, like, an automotive background?

Or they’ll say, it’s z66aa .

com. Dr. Z, full disclosure, just did sell that business, so it’s now switching the branding over here to America’s Auto Auction, okay? By the way, the company that bought his auto auction bought it because it was successful. People look up Make Your Dog Epic, they go, are you, Did you have a dog training background? People look up Dr. Zellner and Associates, they go, is that because you guys are in love with the human eyeball? And then what happens is people are left to think, are you successful because of luck?

Or have you, Clay, have you and Dr. Z been able to combine to build, what, 14 multimillion -dollar companies because you’re lucky? Because of your vast knowledge of the human eyeball and hair? Dogs? Or is it because you’re following a proven process? That’s what I want to hammer home into everybody’s cranium right now. Everybody can do this, Kevin, but you’ve got to follow a system.

What do you say to somebody who says, I just don’t know if I can do it?

What would you say? Well, I would say that before we had a relationship with DriveTime, I don’t even think I knew what a process meant or what a process was. So the coaches there have told me put in some great processes and ways to track sales. We have a software called HubSpot that you’re familiar with. had a ability to communicate in a way that for eight consecutive hours, he could keep me interested for two hours or 10 minutes. And if you went to his church, it was a church where white people were rare.

It was a church where black people were prevalent. It was a church where people wore big hats. The hats were big, purple hats, big hats.

People dressed up like it was a fashion show.

It kind of felt like you were going to Derby when you went to that church. Everyone had a big hat. And Carlton, he was the leader of the big hat. And I want to greatly respect your time, so the final five minutes we have here, we’re going to crank up the speed a little bit here. Box number nine, we’ve created repeatable systems and processes. We’ve documented these things so we can improve them over time.

Box number 10, we’ve created management systems.

I mean, what people on your team will do what jobs?

Think about it, folks.

If you have a company, what are you expecting your employees to do every day? What people on your team will not do their jobs? And what jobs are people doing Well, think about the people on your team. What are they supposed to be doing on a daily basis? And what are they not doing on a daily basis? What are they being held accountable for?

And at the end of the day, Kevin, if you don’t have checklists and documented expectations and some sort of merit -based pay, nothing’s going to happen.

Why do you have to do this?

take the time to make the checklists and the processes and the description of what you want employees to do and have some sort of merit -based pay system in place? Well, if it’s not documented, then they won’t know what to do. And also, if it’s not documented, it’s really difficult to rely on on all these ladies to just think on their own. They need some help. They need time to focus and to get things done. And that goes all the way from the lady that welcomes everyone in, all the way up to the old man.

It was, to me, we have to have that. This is so powerful, folks. I’m hoping you’re learning something. This is, I’m telling you, folks, this is the boring stuff that will make you rich. You see, when the average person gets bored, the great clients, they pour down.

What am I saying?

When the average person gets bored, the great, the most successful people, they pour down. You see a skilled athlete, you see a successful entrepreneur, They have focused on mastering these systems. They have focused on mastering their craft. People like Larry Bird, the great NBA player. People like LeBron James.

People like Michael Jordan. They practiced to the point that they couldn’t get it wrong. You don’t practice until you can get it right. You practice until you can’t get it wrong.

And that’s why you have to document these systems.

Box number 11, you have to create a sustainable schedule.

You have to have a schedule.

Kevin, if you’re not doing the group interview, let’s say, every week, if you’re not interviewing potential clients or potential employees every week, if you’re not interviewing potential employees every week, And you’re not having your weekly accountability meetings with your team.

What’s going to happen if you don’t have a predictable, repeatable schedule in place?

Well, nothing’s going to happen.

That’s the key.

Having the Booth interview has been great. We just hired a sales person to the office for the Booth interview. Fantastic.

And also in the

as well. Okay, pause. It’s not the church. Who’s ever been to a big church? Having those sustainable schedules in place is great for the growth of the company. Now, Kevin, I’ve got a wonderful client.

I’ll be very vague. They’re based in Florida, and they were telling me, they said, Clay, I have a vacation coming up in California. I said, that’s great. They said, no, it’s terrible. I said, why is it terrible? I said, I haven’t been doing the group interview consistently, and I’ve kind of delegated that to somebody in my office.

I don’t really know what they’re saying. I just know that the group interview, I’m not involved in the process.

I’m just looking at my calendar and if we go on this trip to California, we’re going to have some problems.

What do you say to somebody out there who’s abdicating their hiring process or abdicating their sales calls?

I say abdicate.

They’re not delegating. Delegate means to assign and then to follow up to make sure it’s done correctly.

Abdicate means to just say, well, someone else is handling it.

What do you say to somebody out there specifically that is abdicating their hiring process, the group interview process, the process for recruiting employees? Well, I love to be involved in all of the group interviews. And usually whenever there’s a group interview, there’s anywhere from four to twelve people. I’ll teach you.

And the great thing about it is that within the first five minutes, you know, the two or three that you want to keep.

So that saves me.

Obi -Wan, could you teach me how to use lightsaber?

Obi -Wan’s like, nah, you gotta wear the black shield.

Remember that?

Obi -Wan’s teaching Luke. It looks like, you know, what’s the force?

I’m not trying to encourage you on mysticism or the new age. But the point was, Luke wanted to learn the force and Obi -Wan’s like, I don’t know if you’re ready. Remember that? And so he said, I’ll teach you, but I just don’t know. I don’t know. And it’s just great.

And I highly encourage owners to get involved in the hiring process. Very successful. I encourage you to do that. Okay. Now again, some people can hear this stuff and they go, this is so overwhelming. There’s so much to do.

Box number 12, you want to create human resources and recruitment systems. And we have systems for that. Box number 13, you want to look at your numbers. You have to measure what you treasure. You have to measure what you treasure. And by default, you will slack where you don’t track.

By default, you will slack where you don’t track. And you have to measure what you treasure. I hope this is sinking in for somebody. I want people to think about these words. Casualness causes casualties. You have to measure what you treasure.

You will slack where you do not track. These are all things we’re going to teach you.

Kevin, we’ve got to have accountability, though.

And so anybody out there, you know, I have a law firm I’ve used for years, wintersking . com. The reason why I pay them on a monthly basis is I want to make sure all my filings are correct, everything’s being done properly. I have an accounting firm called CCK. I’ve used them for years. down over 10 years actually and I’ve used them the reason why I pay them on a monthly basis is I want to make sure that I’m paying my taxes on time properly that sort of thing like a car crash.

In any area of our life we want to have improvement I would argue you need to have a coach whether it’s an accountant whether it’s a lawyer they have different names sometimes they’re called a lawyer sometimes they’re called an accountant sometimes in fitness so many people I know a lot of my this is true some of my friends are former pro athletes and they tell me they say Clay as soon as I retired from my sport I quit working out. And I go, OK, that’s fine. And they go, you know what I did this year? I said, what did you do? They said, I hired a personal trainer.

And I said, what happened?

They said, now I’m back in the flow.

And I think we all just need to know three things. We need to know what to do. Two, we need someone to hold us accountable. And then we need to have someone who has the tools. Can you talk to somebody out there that’s thinking about scheduling a meeting? point assessment to talk to myself and our team about becoming a business coaching client?

I thought, I have nothing to lose, absolutely nothing to lose except the road. And after that 20 to 30 minute meeting with you, I thought, this is going to change the trajectory of multi -clean. And it has.

You need a mentor. Because the coaching is, they keep you accountable. And like I said earlier, sometimes it’s hard to keep owners accountable because they think they know everything and we don’t. And so I’ve loved it. I’ve loved the coaching.

I’ve loved having Andrew keep me accountable.

And when sometimes I can’t make the meeting, we have phone calls. It’s just been great. It’s been good accountability. Even my wife said, no matter what, you’re never leaving ThriveCon. pushed beyond what you would normally do if you didn’t have that person in your life. Does that make sense?

You need a mentor.

I don’t know who it is. It might be me. It might be someone else. Just, you need a mentor. Let’s not think that you can escape that. Another example.

Buddy of mine, he’s a pro athlete.

He retired. He put on a lot of weight quickly. He made a comment, I cannot operate at all. Because I used to think I could go in the weight room and work out like I did as an athlete. It’s given me my why. It’s taught me the importance of systems.

It’s taught me the importance of family time and the F7 goals that you impress upon me all the time. You know, you can be the owner of a company and work 100 hours a week and then you have a family. And so the Thrive Time relationship I’ve had for six, seven years has done to not only improve my business, but improve my life, improve my relationship with my son and my wife. And it’s just been fantastic. And I highly encourage, if you’re thinking about growing your business and getting out of a rut, to meet up with Clay and all the people at DriveTime.

I remember when I met with the Yellow Page guy. He told me it was going to be $2 ,500 a month to buy a Yellow Page ad. I mean, this was over 20 years ago, 25 years ago. And that amount was wild. So I got a job at Applebee’s, Target, and DirecTV. That was my get -rich system.

That was my life hack. I got a job at Applebee’s, Target, and DirecTV.

But I think everybody needs a little bit of a hand up, maybe not a hand out, but a hand up.

That’s how we make the packages affordable, $1 ,700 a month, 1 -7 -0 -0. It’s less money than it costs to hire a minimum wage employee. Also, it is month to month, although most of our clients are with us for, basically until they sell the company, our average client is with us for over six years.

But we do have scholarships. We work with a couple of clients a month where if they need help financially, we work with them at a discount.

What do you say to somebody who’s thinking about coming to our next workshop with Eric Trump or Robert Kiyosaki or Tim Tebow or whatever workshop we have coming up?

to somebody who’s on the fence right now.

They’re not thinking about scheduling a 13 -point assessment. I’m thinking about buying a ticket for an in -person workshop. Kevin, what do you say to them? I would say do both. There are people that don’t know what they’re talking about, and I would recommend you tune them out. There are mentors out there that don’t know what they’re talking about.

Tune them out. There are bookkeepers that don’t know what they’re talking about. And I encourage you to find those mentors in your life. Be very serious. Make sure you do that. But again, if you read Carlton’s book, How to help you guys implement the SEO.

And the coaching is just great because there’s accountability. And it’s just a fantastic way to grow your company. Having a relationship with DriveTime has just been amazing for MultiClean. And I don’t know if we talked about it, but we do the photography, video, web, search engine, online ads.

From a peace of mind perspective, what does that do for you as an owner, knowing that, hey, it’s a flat rate I’m paying and I have a team that handles all of that for me, the graphic design, the photography, the search engine, the web development, the strategy.

What does that do for you?

Oh my goodness, it frees me up because then I don’t have to take a class on search engine optimization or learn marketing or shoot video.

A lot of what you guys were the expert tips on marketing and you teach me and hold my hand and show me how to do it, right?

Because he therefore now my company is much much like Kevin, I really do appreciate your time. Everybody’s in the Oklahoma And this in 2025, we are looking to open an office in northwest Arkansas.

He is, multicleanok . com.

That’s multicleanok .

com.

If you’re looking for a commercial cleaning service that you can trust, go to multicleanok .

com. Kevin, thank you so much for your time, sir. I hope you have a great rest of your day.

Thank you, Clyde.

Bye -bye.

one of the things you get the table in your car week we’re doing adjustments from Dr. G. You got an adjustment?

Hey, seriously, I got an hour massage last night. And that disease, I’ve seen other people get it too.

It’s the disease of thinking that a really great idea is 90 % of the work.

Come on up here real quick.

I didn’t know you were going to give him a plug.

I love chiropractors.

I have a problem.

I love chiropractors.

How long have you been a chiropractor, sir?

Uh, 31 years?

What, what, are you based here locally?

If we want to get some adjustments before we leave… Blake Clark is here somewhere. Where’s my buddy, Clay? Oh, yeah? Who likes chiropractors? Who’s terrified of chiropractors?

Clay’s the greatest. I met his goats today. I met his dogs. I met his chickens. I saw his compound. He’s like the greatest guy ever.

So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. Okay, Aaron Antis, March 6th and 7th. We’re going to meet you out there. Thank you so much, brother. And what’s your website so people can leave you a review?

No, that’s March. March 6th and 7th. You’re going to be joined by Robert Kiyosaki. RobertKiyosaki . com. Get an adjustment, leave him a review, guide him to do it.

Let’s hear it for the chiropractor one more time.

There he is. Thank you, sir. Appreciate you.

And he’s going to be joined with Eric Trump.

He’ll be joined by Eric Trump.

We’ve got Eric Trump and Robert Kiyosaki in the same place. Aaron, why should everybody show up to hear Robert Peel’s speech? My books have been sold. Many, many millionaires have been made from the books that have been sold by Robert Kiyosaki. I happen to be one of them. I learned from the man.

He was the inspiration. That book was the inspiration for me to get the entrepreneurial spirit, as many of them. Now, since you won’t brag on yourself, I will. You’ve sold billions of dollars of houses, am I correct? That is true. And the book that started it all for you, Rich Dad Porn, the author, the bestselling author of Rich Dad Porn.

He is not the guy that kickstarted your career. He’s going to be here. He’s going to be here.

I’m pumped.

And now Eric Trump, you don’t know this, but the Trump Organization has thousands of employees. There’s not 50 employees.

The Trump Organization, most people don’t know this, but the Trump Organization has thousands of employees.

And while Donald J. Trump was the 45th president of the United States and soon to be the 47th president of the United States, he needs someone to run the companies for him. And so the man that runs the Trump Organization Donald J. Trump as the 45th President of the United States and now the 47th President of the United States is Eric Trump. So 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. You are talking about one of the greatest brands on the planet from a business standpoint.

I mean, who else has been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind it. a little bit of that, and if you don’t see somebody drift out of fellowship, and so we’ll go back to Jesus for a second. Jesus had these apostles. These homeboys followed Jesus, and 11 of them died a violent death.

Talk me into that knowledge. That’s going to be amazing. of the relationship. do it. It’s $500 for a VIP ticket. We’ve always done it that way.

Now, if you want to take a general admission ticket, it’s $250 or whatever price you want to pay.

And the reason why I do that and the reason why we do that is because we want to make our events affordable for everybody.

I grew up without money. I totally understand what it’s like to be the tight spot. So if you want to attend, it’s $250 or whatever price you want to pay.

That’s how I do it.

It’s $500 for a VIP ticket.

Now, we only have limited seating here, but the most people we’ve ever had in this building was for the Jim Brewer presentation.

Jim Brewer came to Tulsa and we had 419 people that were here. Now we’re adding on to the facility to make room to accommodate another 30 attendees or more.

Don’t share them.

breaking coffee. Something that’s an art of putting like the art of making a latte or something. Have you ever seen these kind of videos where people take a photo of a journalist and look towards something? They don’t let in. They almost make an art video. Try to scroll down here, Sean.

Keep scrolling down. Go down. Keep going. Keep going. Keep going. Keep going.

Keep going.

I feel like there’s a better video here somewhere. Keep going. Keep going. I think you’re attacking me. Now, let’s talk about this. 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 your thing and you tell me what you’re going to learn here, okay? You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh yeah, we’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there.

Like the Trump brand, right? You want to get that brand out there. It’s like, how do I actually make people know what my business is? Make it a household name. You’re going to learn some intricacies of how you can do this. You’re going to learn sales.

So many people struggle to sell something. This just in, your business will go to hell if it can’t sell, so we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you’ve managed, no exaggeration, hundreds of people throughout your career, and most people struggle with managing people. Why does everybody have to learn how to manage people?

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

So we’re gonna teach you branding, marketing, sales, search engine optimization. We’re gonna teach you accounting. We’re gonna teach you personal finance, how to manage your finance. We’re gonna teach you time management. How do you manage your time? How do you get more done during a typical day?

How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this This is a two -day interactive business workshop. Now let me tell you how the format is set up here to get books. This is a two -day interactive 15 -minute workshop.

Think about this folks, it’s two days.

Each day starts at 7 a .

m.

and goes until 5 p . m. So from 7 a .

m.

to 5 p . 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. 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. 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. You as the attendee can 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 to make it entertaining when you’re stretching.

This is a true story. When you get up and stretch, you’ll be greeted by Mariachi. There’s going to probably be a lot of here, llamas, helicopter rides, a coffee bar, a snow cone. I mean, you had a crocodile one time. You know, I should write that down.

Sorry for that one guy. The crocodile, we duct taped its face. We duct taped around the mouth so it didn’t bite anybody, but it was really cool. I should do that. We have a small petting zoo that will be assembled. It’s going to be great.

And then you’re in the company of hundreds of entrepreneurs.

So there’s not a lot of people in America today. In fact, there’s less than 10 million people today, according to U . S. 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 three out of every 100 people in America that are self -employed to begin with.

And Inc.

Magazine reports that 90 % 66 % 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 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? Yeah, there’s businesses that we have tripled.

There’s businesses we’ve grown 8x.

There’s so many examples. You can see it throughout timeshow . com. But again, this is the most interactive best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet. And then you add to that Robert Kiyosaki, the bestselling author of Rich Dad, Poor Dad.

You add to that Eric Trump, the man that runs the Trump Organization. You add to that Sean Baker. Now you might say, McClay, is there more?

I need more.

Well, OK, Tom Wheeler. is the wealth strategist for Robert Kiyosaki. So people say, Robert Kiyosaki, who’s his financial wealth advisor? Who’s the guy who manages? Who’s his wealth strategist? His wealth strategist, Tom Wheelwright, will be here.

And you say, Clay, I still, I’m not going to get a ticket unless you give me more. OK, fine. We’re going to serve you the same meal both days. True story. We cater in the food. And because of him.

I keep it simple, I literally bring him the same food both days for lunch. It’s Ted Escozito’s, an incredible Mexican restaurant. That’s going to happen. And Jill Donovan, our good friend, who is the founder of Rustic Cuff. She started that company in her home, and now she sells millions of dollars of Maryland products. That’s rusticcuff .

com. Everyone says, I want more. 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’ve got one guy who’s giving me a verbal to be here.

And this is a guy who’s one of the wealthiest people in Oklahoma, and nobody really knows who he is. because he’s built systems that are very utilitarian that offer a lot of value. He’s made a lot of money in the, it’s the, uh, it’s where you’re renting storage spaces. He’s a storage space guy. He owns the, what do you call that? The rental, the, uh, storage units. This guy owns storage units.

He owns railroad cars. He owns a lot of assets that make money on a daily basis, but they’re not like customer facing. Most people don’t know. Who owns the mini storage facility? Or most people don’t know who owns the warehouse that’s passively making money.

Most people don’t know who owns the railroad cars.

But this guy is giving me a verbal that he will be here. And we just continue to add more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, you want a life changing experience, you want to learn how to start and grow a company.

go to Thrivetimeshow .com.

com. Go there right now. Thrivetimeshow .

com.

Request a ticket for the two -day interactive event. Again, the date here is March 6th and 7th. March 6th and 7th. We just got confirmation. Robert Kiyosaki, best -selling author, Rich Dad Poor Dad. He’ll be here.

Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast. There’s no upsells.

Uh, Aaron, I could not be more excited about this.

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

That is, I’ve tried it, don’t do it. Chain smoking is not a viable, I mean, it is life -changing. It is life -changing.

If you become a chain smoker, it is life -changing.

Right, not really.

If you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at thrivetimeshow . com. Again, that’s Aaron Antis, I’m Clay Clark, reminding you and inviting you to come out to the two -day interactive. Live Time Show Workshop right here in Tulsa, Oklahoma. I promise you, it will be a life -changing experience. We can’t wait to see you.

Right here in Tulsa, Oklahoma. 0102. It’s at the top of my website, bottom of my website. That’s my number. 918 -851 -0102. If you text WHATITDO, I’ll text back.

Boom.

I’m just kidding with you.

My phone number is, by the way, I was getting subpoenaed all the time on the tour because I’m on the phone with the who’s who in the zoo.

So people are texting me information and the government says, we’re gonna have to subpoena your phone and get all your text records. And the lawyers are coming after me. It’s so funny when they discover, are you responding and texting to over 500 people a day? And I go, oh yeah, and people are texting me crazy stuff, great stuff, you know, burn in hell, I love you, you’re the worst, you suck, you’re the best, I hate you. And I would text them back, boom, or what it do, or whoop, there it is, or thank you, or hello, or, you know, and it’s like, what is going on with you? So for a good time, just text me at three in the morning, see what happens, okay?

So, all right, so again, keep going through the list, Lynette, let’s go through the list. All right, Clay, this is Betty, and this is the second part of her question. Betty, we’re ready. I’m seeking God’s plan. whatever God’s plan is for my life, and you guys coming here was part of that. I have been an entrepreneur for over 30 years.

I’m seeking God’s direction with my husband passing last year. My experience, and this is all part time, I was a professional singer. I’ve done that for my whole life. I sold plumbing businesses, jobs for my husband for 18 years.

I had a typing resume business for 22 years.

I told you it was long. And I’m not done yet. Estate sales for 20 years. I had a cookie business and I still have that one for 10 years with 52 amazing cookies with punny names like Robert Brownie Jr. So you want to know what to do? I don’t.

I’m seeking. Well, I just would say Darren Conrad is here. Brad is partner. You guys are here. They have a wonderful, very affordable mattress selling business that they do. It’s a great opportunity.

I couldn’t speak more highly about that. You got Dr. Stella in the house. You can learn how to start a cleaning service. But I could just tell you one thing that I have found is you got to do something. And I don’t speak for God, but you just gotta pick one thing. And if you’re someone who’s multi -talented, which it sounds like you are, you just gotta pick one thing.

And I would say be fruitful and then multiply. That would be my call to action. Be fruitful, then multiply.

So I’d do one thing and do it well, and create abundance, and then take the profits from that and do the second thing. That’s what I would do. But how do I know what that one thing is?

Well, and I want you to know, this is one thing, I’m not trying to be a difficult person, I’m not trying to be jerk or dismissive.

I don’t think that way at all.

I don’t even think, I just go.

It bothers my wife, but I’m the kind of guy, when I’m driving, how many of you, when you signal, you turn your signal on, you turn your signal, and if there’s a line, you go the wrong way just so you can keep moving? I do it all the time, so I just cut through parking lots, drive in a circle. I’m just not gonna stop, so for me, I’m like, I’ll just drive in a circle. I’ll go the wrong way, but I’m not gonna stop, so I’m an action guy. I never stop to think a whole lot, and every morning, I recalibrate and go, did I go the right direction? But during the day, I just want to stay in action, so if it was me, I would do something spiritual like paper, rock, scissors.

I’d go, dear Jesus, here we go.

Cookies, and that’s how I do it. Okay, next. I can give you a short form of my testimony.

I was in Louisiana practicing medicine and I got up and I went on a fasting program and I prayed all night, one prayer, Lord show me my location, show me my brook of cherries, show me where you have kept ravens to feed me.

A bird cannot prosper in the tree, a fish cannot, a bird cannot prosper in the river, a fish cannot prosper in the sea.

So I prayed that all night and I just fasted and prayed.

I said, Lord, show me my location.

And that night I had a dream.

I was where my clinic was when during COVID people were lining up in front of it as if, you know, they were on a Black Friday sale. And I followed that vision and I moved to it. So I would say if you should seek God on this, go through a time of prayer and fasting and speak to the Lord, because that’s where you’re coming from.

I want you to know something. I’m not at all arguing with her. I just want you to know, I’ve never had any of that happen in my life. Because you’re clay. That’s right. You’re wired differently.

If you’re here going, I don’t know what that means. I’m just saying, but you got to take action and you guys can talk about it offline.

I’m not dismissing you.

she’s saying. I’m just saying maybe you should become friends. Maybe you shouldn’t. I don’t know. Let’s keep going.

Great question though, Betty.

Thank you so much.

Next question.

I’m glad you’re here. Okay. Next question. Here we go. Oh yeah. I think this is one question.

Yeah. Is it possible to implement AI or create your own AI bot that helps automate your business without losing the human experience? How do you protect your business from technology trap scams? No, no, no, and no, no, no. It’s all no. And that’s going to be Elon Musk.

You look at Elon Musk, he’s already talking about the grok and what he’s doing with the grok and grok.

And basically, he’s building one AI to control them all.

And don’t trust me. Listen to Elon. So if you’re going to spend your day trying to develop your own AI bot, you’re going to lose to a guy by the name of Elon. Why? Because he’s the world’s wealthiest man. Two, because he thinks about it all the time.

Three, because you’re just now thinking about it, and he’s been thinking about it for 20 consecutive years.

So you’re not going to win.

OK, next. How to practically build, document, and organize your systems, processes, and procedures. What page number does it reference here? 85. So page 85. Go to that.

If that’s your question, go to page 85. All the answers are right there. And you’ve just got to really, really create systems. And for sake of time, page 85 is how to do that. But basically, everything has to be documented. You never want to run around your office looking for passwords.

So you need a system for everything. And Sean, why don’t you show people a behind -the -scenes look? No business owner with a sound mind would give random people access to their behind -the -scenes dashboard, would they? But that’s why I’m here. Because maybe I don’t have a sound mind. Who knows?

But if you go to elephantintheroom, that’s eitrlounge . com, People go, are you giving us your secrets? Yes. EITRLounge . com. And you go there, and you go, password protected.

I use a tricky password called elephant. Nobody will get it. Explanation point. And then you go in there, and you can download all of the systems for every aspect of my company right here. So you click it, and here’s the checklist I made for the managers. Here’s the checklist for the assistant managers.

Here’s the checklist for opening the store.

Here’s this call scripts.

Here’s the call center system. Here’s the onboarding packet. Here’s the employee write up process. Here’s the membership payroll sheet. Here is the tax documents. And you say, why would I give that to you?

Because it’s not about education. It’s about implementation. And all of my competitors, I had one guy who came to all of our conferences in Tulsa. And I would say, what’s your name, sir? And he would say, I’m making up the name, Carl.

And I know that he runs the biggest competitor to our business in Tulsa.

He’s the biggest competition in the hair game.

I go, interesting you’re here, Carl. And so the whole conference, I was like, go, hey. Carl, how are you? Good. And Carl, what are you doing? He kept lying to me about what he does.

Oh, I do contracting. Okay, Carl. Hypothetically, I know you don’t do hair work, but in the contracting space, great question, because I don’t mind giving him every possible thing because he’s not gonna implement.

And that’s all I’m trying to communicate here. And I’ve got a little video I’m gonna share with you in a minute about implementation. Okay, next question. Go 90 miles an hour. Here we go. What happens if I do not know how much it costs to get a customer as I grow?

That’s page 334. What’s going to happen is you’re going to pay an infinite amount of money, and you’re not going to generate profit.

You got to know what it costs you to generate a lead. What does it cost you per lead? Very clear, very transparent.

At a great conference like this, there might be 40 people that want to do a meeting with me, and there might be three or four people that are a good fit.

Just how it is. And it’s not mean. It’s just how it is. Because maybe you don’t like me. Maybe what’s not a good fit. Who knows?

That’s just how it is. Because it’s just it’s a mathematical certainty that certain people won’t agree with what I do or vice versa. That’s how it is. So it’s just math. And so I know what it costs to put on the event. I know what the security costs.

And I know what that comes down to. And I’ve done the math. And that’s how it works. OK. You have a comment? Yeah.

You’re either going to run out of money or you’re going to miss a major opportunity. One of those two things are going to happen. Because if you know what’s going to happen, margin is, you can divide it by your number of customers. You know how much you make on each customer. And if you take your advertising expense and divide it by the number of customers, now you know how much it costs to acquire.

So now you know, should I scale? Or, you know, sometimes it’s like we’re gonna dial up that advertising spend or we’re gonna fix some things first. And again, alwaysbookkeeping . com. That’s him right there. Okay, next question.

How important are guardrail systems and what are some that every business should have? You wanna make sure you have a bad day and not a bad life. You wanna make sure you have a bad day and not a bad life. I’m not, that’s not my quote. I’m not like, oh, wow, man, that’s a great quote, Clay Clark. No, no, no, that’s Jim Stovall.

a blind man who became a best -selling author, big mentor in my life as well. And I talked to Jim on Sunday because Jim wrote an endorsement for my new book.

So I wrote a book.

You know, I have five kids, and they’re all not drug addicts.

And so all my buddies keep having problems with their kids, and they keep getting divorced, and they keep asking me, how is it possible that all five of your kids are not on drugs and you’re not divorced for the fourth time?

And so I’ve been writing it into a book. And if you pull it up, Sean, it’s on Amazon right now. I just finished it on Monday.

But it’s type in number two dad, Clay Clark.

And it’s a book about how to become the world’s number two best dad, world’s second best dad. I’d be our Lord and Savior. It’s probably number two, Dad, with the number sign, number sign, you’ll get it. So we just finished it on Monday, and number two, the number sign, and the number sign, yeah, yeah, you’ll find it. There it is, we just finished it. And so this is a book about how to become the second best dad, and I’m giving it to my kids for Christmas, so don’t tell them, okay?

But it’s a book, and it’s what the Bible has to say about how to be, you know, so our Lord and Savior is the Father. Number one example of how to be the Father is our Lord and Savior, you know, our Father who art in heaven, hallowed be His name, right? That’s our number one Father. And the number two, you and I can aspire to be like the number two. And so it’s a book about how to raise your kids from a biblical perspective. I’ve been working on it for a couple years, and I wanted Jim to write the endorsement for it, because so many people

is blind and yet can see more than most people. And I was like, dude, could you write the forward, the little intro, the endorsement? And so Jim Stovall, he always said, Clay, you want to have a bad day and not a bad life, a . k . a. buy a lot of insurance, a .

k .

a. put guardrails. So you want to make a list of all the risks that people are taking. that could threaten your company’s existence, and make sure you mitigate those risks through insurance and the right setup. And we can talk about that offline, but that’s what you want to do. Next question.

And what page was that page?

Well, whatever page it was.

Okay, next question. Yeah, go for it. How do you practically train people, train children, employees to be adults so you can get a stable business?

Well, in this book, let me tell you about this classic book that no one’s purchased yet.

Let me really sell it to you. It’s on Amazon now. Okay.

It says…

No, stay there, Sean.

No, no, no. Scroll down, Sean.

Here we go. In this book… It’s what the Bible has to say about becoming the best father you can be. Learn what the Bible has to say about becoming the best husband you can be. How to become a father that your children respect and love. How to ensure your children will grow up to be God -fearing, diligent doers.

If you scroll down a little more. Number 7, how to ensure your children won’t end up to become drug addicts. Number 8, how to ensure your children won’t end up with regrettable tattoos. Number 9, how to ensure your children don’t end up on the Epstein list. Number 10, how to ensure your children don’t grow up to be entitled morons. Number 11, how to ensure your children don’t end up impregnated before marriage.

Number 12, how to make sure your kids don’t grow up to be idiots. Number 13, how to ensure your children won’t end up in a Turkish prison. Prison. It’s all in this book. Great credit. It’s incredible.

It’s a heck of a book. It’s incredible. Okay, anyways, that’s… And I just recommend you buy that book, and you’ll have a lot of fun with it. It’s yeah, it’s it’s on how did 18 how to ensure your kids don’t end up living in a van down by the river 19 how to make sure that you Won’t get divorced or divorced again Number 20 how to ensure your children kids won’t end up taking the mark of the beast Number 21 how to ensure your children won’t put a chip in their head. Anyways, that’s it right there Okay, so that’s that’s a hell of a book just a hell of a book.

let’s go. How to establish daily key performance indicators? Yeah, you just gotta think about your big goal and break it into one at, take your big goal and divide it by 365, and then make that your daily goal. So, in the case of the candle person, think about all the goals you wanna get to, and then just divide it by the number of days you’re willing to work, and that’s your daily goal, and that’s how we get there. Break your big goal into a daily, next question. Eight steps to a well -documented sales and sales tracking system.

Everything you need to do about tracking is page 249 to page 250 of the yellow or the orange book you have. Page 249 to 250. It’s all about tracking. Next. Okay. Creating, marketing…

Guardrails and calendar. Marketing calendar. We talked about it earlier. That’s page 257. And core tasks of marketing. Core tasks.

Create a daily marketing calendar for your team. That’s going to be page 204 through 206. And then that search engine checklist many kept asking me about. That’s on page 469 through 483. Now, I got one video I want to share with you, then we’ll wrap up, okay? Sean, pull up the fighter video real quick.

I like this video. Who’s ever seen the movie called The Fighter with Mark Wahlberg? Who’s not seen it? It’s a good one. It’s a good one. So the movie goes like this.

Mark Wahlberg plays the character, and the character he plays is a boxer who has virtually no talent, but he has a lot of perseverance, okay? And the character is played by Mark Wahlberg. And, Sean, it’s on the agenda, so you can scroll down. You can find the right video there. So Mark Wahlberg plays the character of the brother with no talent. Are we on the same page?

The guy with no talent, that’s Mark Wahlberg. And his brother in the movie is Christian Bale. Okay, so Christian Bale is the brother, and it’s based on a true story. So you have Mark Wahlberg’s brother in the movie is Christian Bale, and Christian Bale was the talented brother who couldn’t stay sober. He couldn’t stay off of drugs, and the movie centered around a character named Mickey Ward, a real fighter, Mickey Ward.

And Mickey Ward wasn’t good at boxing, but he had perseverance. Does anybody here by a show of hands feel like you’re maybe not the most talented, but you definitely are one of the most intense people, or most in terms of perseverance. Anybody here have perseverance for days? Okay. So I figured out quickly, I’m not the most talented person, but I do have perseverance. massive ability to endure, like, abuse.

I could do that. I could choose that. So I like this movie because this character, Mickey Ward, his brother is the best boxer in the world.

He loses everything because he won’t stay sober.

And so Mickey, the boxer in the movie, played by Mark Wahlberg, he says to his agent, I want to fight for the championship, and his agent’s like, you’re not good, and you lose all the time.

How many of you ever watched college football, and they have a top team play a really terrible team to start the season, kind of a warm -up game?

And so they’re like, well, if you want to be the warm -up for this heavyweight, this top -level champion, we’ll do it, but you got to go fight him in his home country, so you got to fly to Ireland, and you’re going to play this guy in Ireland, and Mickey’s training for the fight, and he ends up breaking his hand.

And so his wife, or his girlfriend in the movie, it’s a true story, she says, you shouldn’t be fighting with a broken hand, because it’s your left hand that’s broken and you’re left -handed. So you’re definitely, this is not a good look if you’re a boxer. How many of you know anything about boxing? You should have a dominant hand. And if your number one hand is broken, that’s not what you want. And he’s like, this is my chance to win the championship, you know?

And so his trainer’s like, you don’t have what it takes. And his mom says, we don’t want to see you get killed on TV. But he’s like, I am going to win. And his strategy, which by the way, movie Rocky IV is based on this movie. So Rocky IV is based on this actual fight.

So Mickey Ward, he goes over to Ireland, and he has a strategy, and he tells his strategy to no one. And I want you to write this down somewhere in your book. Joseph and the Coat of Many Colors, what happened in that story? He told his story and his strategy to everybody, and his brothers put him in a pit, right? How many of you know about lobsters?

Lobsters, if you put them in a bucket, they pull each other down so nothing gets out.

So when you leave this conference and you start running around saying, I’m gonna build the world’s number one candle company, I’m gonna blow up my laser tattoo removal business, I’m gonna dominate, people around you start to get a little bit mad at you.

Who are you to think that you could?

That’s why Abraham had to leave his kinfolk.

And so this is a real, this is the real call.

So you watch this video clip, understand that Jim Lampley, who’s calling the fight here, he’s the guy who called the actual fight that the movie’s based upon. And the way they scripted the movie is based upon the actual fight.

So you can go watch the actual fight and compare it to the movie, but it’s very uncannily accurate. And so the story is, Mickey Ward, who went on to win, He said, he told nobody, but his strategy was, I’m going to go into the ring and I’m just going to take massive abuse. And then when you think I’m out of gas, I’m going to turn it on and fight like it’s to the death. And the guy I’m fighting has never seen somebody take abuse round after round after round, and it will freak him out. And who’s seen Rocky IV? Rocky IV is based on this whole thing.

So Mickey Ward, I want you to play this clip here, Sean.

Pull it up on the screen and hit play. Here we go. This is the fight. Okay. All right. So this is Wahlberg.

Okay. He’s fighting. This is the fight here. Okay. Just real quick. Anybody here ever watched like sports at any level at all?

Anybody watch sports? There is a real thing between home court advantage and playing on the road. It’s very different. Energy, okay, so he goes into a foreign country, and he’s supposed to get just the hell beat out of him And he knows that but his agents like if you want to fight him. I mean just don’t die, okay? I mean that was the conversation was just don’t die seriously because it was so crazy So lopsided and his Rick record before the fight was not good He lost all the time, and he’s fighting a guy who’s undefeated hit play shot as Christian Bale.

That’s his brother They’re definitely not praying. I don’t know what they’re doing there, but they’re okay He’s in Ireland, he’s getting booed.

Shot skip ahead a little bit here, okay. He comes in. And now they’re gonna introduce.

So here he comes.

This is who he’s fighting. Take hands. Both of ya. Take hands.

As close as we just saw them in the middle of the ring, forehead to forehead.

That’s how close we expect them to be for as long as this fight goes on.

Ward is a long way from home. don’t coast in a foreign country.

Well, the big challenge for Ward is to get off to a faster start than…

customary for him.

Mickey Ward, a notoriously slow starter in big fights. Shane Neary, an ultra -fast starter. And that’s the question that hovers over round one.

Will Ward be ready to go? Pause. You are Mickey Ward with a broken left hand. That’s why you’re at this conference.

Because you usually have a breakthrough right on the verge of a breakdown.

Right when you’re close to a breakdown?

That’s when you get the breakthrough.

So people are usually not open to any advice at all until they almost are at the bottom, usually.

There’s very few people who are proactive about success. Usually, it’s because… Now, if you are proactive, you’re unique. That’s very rare. But what happens is, is you have to understand you don’t have the big budget, you don’t have the, you know, you’re David versus Goliath. The great news is we just introduced you to a lot of Davids this weekend who are very victorious, and you’re gonna have success.

But you’ve gotta know, you’re going into a ring with big companies, and, you know, the limousine guys who were talking about this, you can do it. beat the hell out of the limousine competitors in six months, they won’t know what’s coming. Because they’re not going to do what I told you to do.

But if you do it, you’ll blow them out of the water very quickly.

But you got to lock in and commit to it. Hit play. Here we go. Crank it up, Shaq. Comes off with a good left jab. Keeps Ward off balance.

Jabbing here and there. Now pause. Do you know, again, we talked about it earlier, but you know that 96 % of small businesses fail. Do we know this? And you know that like you have to have about a two year plan because usually businesses don’t make money for a couple years. So Randy, when you’re starting PMH, how long was it before it started making money where you’re like, hey, I can live off of this thing?

Well, it was probably about six months. Six months. Yeah. I mean, so I was basically working for free the first six months. I implemented that strategy. Josh, how long before you made money with Always Bookkeeping or your accounting service?

I mean, I made money in the first year, but I made way less than I would have made if I was working for someone else. Yeah. So you’re going to go in at some point and just take that beating. So hit play. Here we go. Warren able to deal with him very well when Neary stands at range like this.

Neary digging his own right hand to the body.

They trade shots at close range.

He’s trying to match Neary blow -for -blow, and now Neary starts to come on to take the last 30 seconds of the round.

Tremendous barrage in the first minute.

Just look at this.

Unbelievable. What a great round won. Now, a lot of this…

A lot of this, if you go watch the original fight, it’s kind of crazy, but this guy, he has no business being in the fight, and he keeps staring down his opponent.

after every round to let him know it doesn’t phase me, okay?

We’re going to skip ahead just a little bit for sake of time.

And so he takes abuse round after round.

He has a broken hand, you know?

Okay, so now we’re going to go. Sean, go back just a few seconds here. Yeah, go right there. Hit play. Okay, go for it. So pause.

His girlfriend is saying, would you just sit down? Just stop. You’re going to get killed. Now, I want you to know, in my life, Every person in my life, except for my wife, has always told me that it’s not going to work out. So we stood up against the whole COVID jackassery. Everybody in my life is like, what are you doing?

You’re going to get sued. You’re going to lose. What are you doing?

What are you doing?

And everybody, I mean, people, well -intentioned people will call you and say, you’re nuts. Just go get a job. What are you doing? When I was building my DJ company, everybody close to me kept saying, what are you doing? Are you out of your mind? And they’re well -intentioned, but they just, they don’t know what they don’t know.

They don’t know what they should know. And they’re trying to help you. But sometimes they’re like the lobster. They’re kind of pulling you down. So hit play. Here we go That’s his mom she’s like hey, would you stop getting killed?

That’d be great, please And again, no one knows his strategy is to take abuse and then win. Okay, so here we go He’s making it very difficult for him to do war. I don’t think he’s gonna get into it at this rate. Hit him in the nose, Rocky. Are you like me?

Huh?

Was this good enough to fight Sugar Ray? I never had to win, did I? You gotta do more than that. You gotta win a title. For you, for me, for all. This is your time, right?

We’ll take it.

Yeah, we’ll take it. This is a lot of what mentorship is, in my opinion, with clients, is it’s a lot of clients.

They get excited, then they lose the momentum.

They get excited, then they get some rejection.

You got to have somebody in your life, whether it’s me or somebody else, just have somebody in your corner that’s just so he is just him and one other person, just one person. And his brother, who was the drug addict, was saying, you don’t want to end up like me. You don’t want to lose.

You got it. You got it. No one else thinks you. So he just takes one. You know what the Bible says, where two or more are gathered? You just need one other person to believe.

You don’t need 500 of them yet, okay? Just one. Okay, hit play. Go for it. Now, this is the part that’s kind of crazy. If you watch the original fight, it’s pretty crazy.

But Mickey Ward puts his hands up, which you don’t do.

How many of you know anything about boxing? You don’t put your hands down to guard. You keep your hands up, right? So he puts his hands up in the air and lets him know, I’m no longer going to defend myself, and I’m just going to come get you. Switch is like a psychological warfare that nobody quite understands unless you’re into boxing. But you’ll watch it, and Mickey does interviews later in life, and he talked about, I just let him know, you can hit me as much as you want, but I’m no longer gonna defend myself, I’m just gonna attack you.

You switch from, like, offense, from defense to offense.

You’re going from just defense to offense. You’re going from, I’m learning, I’m learning, I’m learning, I’ve been inhaling information, I’m inhaling information, I’m learning, I’m learning, I’m learning, to, like, I’m gonna go do it. I’m gonna go do this thing. And that’s where you gotta get to right now.

If you’ve been here for two days, you gotta go do it, okay? Whether that involves me or not, you gotta go do it. Hit play. This is your time, Mickey! And he’s hitting him with a broken hand. His hand is broken, but he’s hitting with it.

Randy and I had worked together for about 18 months, I think, when I think that moment happened, when we were talking, and it was like all of a sudden leads are coming in, and it was… Do you remember a tipping point? Because, I mean, you’ve grown from, you know, millions to millions and millions and millions. Do you remember kind of that moment where you started feeling like, wow, we’re getting more leads, something’s happening here? Yeah, it was a lot of work in the beginning. I mean, we’ve been with each other about eight years, and we were at about 4 .2 million a year at that point.

Now we’re at 15. And it’s just been crazy, but it was a lot of work. A lot of work. And then at some point, the switch just kind of flips and everything becomes on autopilot. And the accountability of a coach is, I mean, for me, the fear of embarrassment is probably the most. motivating thing for me.

And for me, having Dr. Zellner in my life, I’ll just tell you, Dr. Zellner, I don’t want to let him down either.

He’s a great guy.

He’s a great man. I don’t want to waste his time. And if he gives me advice of what to do, and if I’m paying for advice, I want to go do it. I don’t want to, wow, I paid you. What do I need to do? Tell me. Okay, I’ll go do it.

You know, I bought the Yellow Page ad partly because he told me to do it and partly because I’m like, I’m not an idiot. I remember I said, how can I afford it? He goes, just shut the hell up and get three jobs. Remember, I will shut the hell up and get three jobs. Ha ha. You know, that’s my tip, so I got three jobs.

So part of it is a little bit of accountability, that irritation, that motivation. Josh, you’re thriving, you’re international now. You’ve got offices in multiple countries. You’re what, Philippines, Canada, Dubai. When did it flip for you where you’re like, man, we are really getting more fish jumping in the boat? When did that happen?

I mean, I think it was when you encouraged me to implement the group interview. I think that’s what, you know, there was a point in time where I think once I told you that, you know, I’m worried to be intense around people because they get a little scared. And you told me that that’s actually a good thing.

All you have to do is run the group interview and you’ll get a players who they only want that.

Yeah. And again, everyone has different tipping points. That’s why I’ve been filling the room with examples. Hit play. Here we go. So now the competition doesn’t know what to do.

Mr. Limo guy. They’re like, wait a minute. All of a sudden, all of our leads went away. What happened to the leads? We used to get a lot of leads. All of a sudden, we lost all of our leads.

They don’t know what to do because they’re fat. They’re happy, right? They’re having a good time. They just ate their Thanksgiving meal. Meanwhile, you’re this scrappy guy named Jose, right? Your partner’s Jerry.

Is that right? You guys are buddies? Are you partnering? And so you guys are teaming up together, and they don’t know. They’re like, this guy named Jose. I don’t know who he is, but he’s killing us all of a sudden.

So this guy, he’s like, I’ve never been knocked down. I’ve never been knocked down. What’s happening? Oh, my gosh. I’m in my home country. All of a sudden, I got knocked down.

And so at this point, Wahlberg’s like, I just knocked him down. So it’s going to be easy to finish him off. So hit play. Here we go. What I’m trying to say is that I want to give you this final thought. A lot of us go to sporting events and we cheer for a team that we’re not on.

I don’t get it. That’s one thing, man. Don’t take me to a sporting event. I don’t get it. Have a hard time. Because I’m like, I’m not on the team.

I don’t know. But I will cheer for my own business or your business. I just don’t have a hard time like the Sooners.

You should cheer for them because you’re from the same state.

I mean, I don’t know that I am. But okay, but if you want to cheer for sports, it’s fine. But I want you to cheer for you and your business and the breath that God put in your lungs and for your family. Cheer for your family. If not for yourself, cheer for your family. Like, get excited.

Get enthusiastic.

Get ready to go.

Go home and go. whether it’s adrenaline or energy or motivation or irritation, whatever it is, but implement, okay? Implement. Can we all commit to implementing something, something of some kind, okay? So before we wrap up today, I just wanna tell you guys, first off, Pastor Phil, I’m not sure where he is, but I’m abundantly super thankful for Pastor Phil. Let’s hear it for Pastor Phil.

Thank you, Pastor Phil. Sean has been typing back here. All of us have been thinking for two consecutive days, I could type better, I could spell better.

Let’s hear it for Sean back there.

He’s done a great job.

Sean, great job.

The entire Influence video team, the music team, let’s hear it for Influence, the video guys, the production crew. Everybody, thank you so much. And thank you for being here. Thank you guys for investing in yourself.

Thank you, Dr. Stella.

Thank you, Randy Antrican. Thank you, Josh. Thank you so much. I appreciate Karime for being here. Sophia, again, the beloved Cheesecakes team, everybody who traveled to be here. You didn’t have to be here.

Thank you for investing time. And two upcoming things you might want to put in your calendar. We have the June Reawaken Reunion. That’s going to be in June in Tulsa, Oklahoma. That’s in June, Tulsa, Oklahoma. And then we have Tim Tebow coming to my office for one of our conferences in April.

So April. because I’m working with his team on the schedule.

It’ll be in mid -April. Tim Tebow in Tulsa.

You can request tickets at thrivetimeshow .

com. Thank you guys for investing your time, and I like to end every conference with a boom, because boom stands for big, overwhelming, optimistic momentum, and that is what’s required to be successful. Big, overwhelming, optimistic momentum. So let’s end with a boom. Here we go. Three, two, one, boom!

See you next time. Have a great day. Boom. I was in my parents basement looking up knowing I’m gonna chase it stop promoting hit the pavement every day got a schedule no straight I was 15 I just wish I had more and not less. I don’t need to buy things that I don’t need.

Can’t waste my life on things that don’t profit. I will not reply to the nonsense. I won’t make an oath or a promise that I can’t keep. Yeah, I’m debt free. No strings attached. If I said it, then I meant it, and I stand on that.

Debt free. And I’m up to bat, three on base, grand slam off the mat. This is the borrower’s slip. Fast money, I pray, and I surrender. Put my pride and vanity up in a blender. You can leave me alone.

All I need is my defender. Dig free. That’s me. I’m rolling in my used car. No car payments for me. I’m free. Started at the bottom, worked at Target and Applebee’s. Direct TV.

I had three jobs to get to the harvest, you see. I sowed seeds. No life balance. Just focus on getting free. That’s me. Every day that we have is a gift.

Every day that we have is a gift. But what will we do with it? Every morning it all begins. A step closer to the end. Every day that we have is a gift. is a gift.

Every day that we have is a gift. I step closer to the end Every day that we have is a gift that we do in vain I step closer to the end Half is a gift across the sea And if I have to run, you’ll part from me And if things grow, God’s his game Anything that don’t fear the fall Opens out the screaming hope it fills hope that you fall and hurt so bad you don’t taste the things

Transcribed with Cockatoo