The Golden Look | “You’ve Got to Get the Golden Look. Your Marketing Must Be Focused On Giving You the “Golden Look” from Your Ideal & Likely Buyers.” – Dr. Robert Zoellner + The Power of the No-Brainer Offer + Golden Look 101

Audio Transcription

Transcribed with Cockatoo

Z, move number two I want to ask you. The no -brainer. Why do you have to have a ridiculously compelling, you -can’t -say -no -to -it offer? Why is that so important? Well, the reason why it’s important is because you’ve got to get the golden look.

Golden look?

You’ve got to get the golden look.

What does that mean?

Well, the golden look is when you get the opportunity to then sell them for their lifetime. So the first one is, I refer to it as the golden look. You can call it whatever you’d like. So for example, at Elephant in the Room, your men’s hair grooming establishment, their first haircut and first experience is $1. Basically, it’s free. I mean, call it what it is. I mean, a dollar, really?

Come on, that’s kind of free.

It’s a dollar.

It’s a dollar. And if you go back in time, I mean, you know from like 1971 it’s probably like 12 cents.

I mean, you know Yeah, so it’s maybe eight cents.

I don’t know.

So it’s basically free But what that is the opportunity for them to come in and you get the golden look and what that means is they come in And you’re now have the opportunity to cut their hair and impress them and then sell them on the packages sell them on you Step one, you’ve got to get them in the door. You can’t make them a lifelong customer if you can’t get them in the door to begin with.

Okay, I’m going to just beat you up with questions. Okay, here we go. Question number one, with your optometry clinic, what is your no -brainer at Dr. Robert Zellner & Associates?

Well, my no -brainer has always been established around the figure $99 from day one for 26 years.

$99?

Yeah, back when I opened, it was actually two pair of contacts, one colored, one clear. The exam, follow -up, solutions, the whole deal for $99. $99 then it morphed into two pair of glasses or glasses and contacts and now it’s still $99 you say It is possible now what we do is one pair of glasses and the eye exam and on the follow -up care and free frame warranty and everything that comes all all the goodies that come with that for just $99 So I’m still, I’m hanging on to that number because you know, there’s something kind of magical about certain numbers, you know, and so 99, your shirt, if you could see right now and in the box that rocks, you have a Claytron jersey over there and it says 99 on it. So I’m always, I’m always stimulated by that number 99.

All the Bob’s illness.

If you do not get it done, there is nobody else.

Nobody.

There’s no sick days for you, cause you can’t replace yourself.

You’re replaceable.

Today is the key to your health. It’s the key. It masks the symptoms, so is well. Cause nothing matters until sex sells. Unless people buy your business is going to hell. It’s all Bob’s illness.

For time to see, it’s got to be Showtime every time Change, it’s good to see When Z’s next to me Z He likes to scuba When he’s not on the Big Kahuna He’s so attractive, he’s even love the dudes He doesn’t like Adam Sandler So here’s the Sabadoo Sabadoo Ready to enter the Thrive Time Show The system’s to get what we got Nixon’s on the hook, I’ll pretend I get some wisdom You see my wife and kids, please tell them hi. It’s NC up on your radio. My name is Clay Clark. I am the former United States Small Business Administration Entrepreneur of the Year. I am the current father of five human kids. And Dr. Zellner, I have an exciting piece of news and very exciting updates on this sensational Wednesday that I want to share with you, my friend.

I have two big updates. You seem pretty fired up today. I mean, I know there’s something, there’s a little sparkle in your eye. I think it’s going to be an epic show. I mean, I don’t know for sure. I’ll let you know in a couple of hours, but I’ve got it.

I just got a good feeling.

Okay. Well, there’s three big updates. We’ll kind of tease out there. We’re going to get into the three big updates. One is we have a thriver this weekend who had asked the question and now we’re kind of midway through the week. We can get to it.

He just said, I need to know how to grow my freaking business right now.

Now.

Right now.

Right now. So I’m excited because this guy has 1 ,300 current customers. OK. And you and I are going to teach the proven moves that will definitely increase his profitability by $100 ,000 this year if he does the moves. You’re giving that a double -stamp guarantee? Double -stamp.

Are you going triple -stamp or just double -stamp?

This is a double, triple -stamp, double -verified.

So I’m excited to get into that. Wow, this is exciting. And now on a personal note, you gave my wife and I tickets to attend Jeff Foxworthy in concert there and in your in your luxury box suite area and it was great my man it was awesome. Did you giggle? My son and I laughed quite a bit. I brought my son and my wife, and my son and I were watching the Jeff Foxworthy routines online, and I was explaining to my son, it’s a routine, so when he comes and performs, it’ll probably be very similar, and my son just thought it was the most hysterical thing in the world when he was talking about passing kidney stones.

My son just could not keep it together.

He was laughing, having a great time.

We enjoyed it, so thank you very much, my friend. Oh, it’s so fun to laugh at somebody else’s pain, isn’t it?

See, it was awesome, man. I appreciate you giving us the tickets. Well, you bet, you bet. I’m glad you guys went.

I’m glad you guys enjoyed. And I hope we didn’t tear up the box too much. It was a great, it was a great time. And we had a, there’s a restaurant located right in front of the BOK.

I cannot remember the name of it, but we had, we had some food there.

It was – What was that, Naples Flats or was it – Right by a Pinketzel, not Naples, but the other one right there called Terra.

Oh, Terrera’s. Terrera’s. That was voted Tulsa’s number one new restaurant in 2016.

It’s a Spanish tapas.

In other words, they have small dishes and it’s a Spanish theme.

It’s a really good restaurant. I love it. It was excellent. It was excellent. And Z, guess what?

This week we just passed a record on my tree planting.

I’ve been trying, for anybody who listens to the show regularly, you know that I’m turning Camp Clark and Chicken Palace into a forest.

A forest. You are reforesting. So here’s reforesting. Yeah, here’s the deal.

I am trying to get to 200 trees.

That’s my goal.

That’s your goal. And this weekend I just hit 70 trees, the big 70.

Wow, one third of the way there. That’s impressive.

Yeah, we planted six more this week.

You got some evergreens going on in there. What kind did you plant this week? I want to tell you, but I don’t know. I go there and I say, which is the one that’s going to give the most coverage? And this one is supposed to get to about 60 feet of height when it reaches maturity. And it grows at about two feet a year.

And you have to get two trees so they grow together. But I end up getting six of this particular kind of trees. Very excited.

And I had to get them from Lowe’s because on Easter, everybody else was closed.

And Lowe’s was the only place available to buy said trees. That was the move, huh? Yeah, I wanted to go to Atwoods. Atwoods was not available. I looked at other local places as well, but Lowe’s was the only place open, my friend.

But if you had a good week so far, are things going well at Zellner Enterprises? What big things are happening? I had a fantastic list this last weekend. I don’t even know if I’ve told you this or not. I had a colt named Rowdy the Warrior that ran in the Arkansas Derby, which is kind of a big deal. It’s a horse.

It was a thoroughbred horse that I raised at my ranch, and now he’s three. And he’s done well enough that he got a shot to run in the Arkansas Derby. He was the longest shot on the board, but he didn’t run dead last. And I went over there on Saturday, this last Saturday, and watched him run.

And he ran his little heart out and did good.

He ran kind of middle of the pack. But I was proud of him.

It was fun. And there you have it. So can you walk me through what it looks like when you watch your horse? I mean, do you?

Are you a guy who cheers? Are you a guy who shouts? Are you a guy who all the all the all the above as a loaded in the gate? You know, the first thing you’re looking at it, you’re going, Okay, I’m talking to the jockey now. Like he can hear me, right? I mean, he’s a ways away.

He can’t even see me. But I’ve talked to him as if he can hear me.

Come on, Louie.

His name’s Louie Quinones.

Louie Q. Is he a big man?

Yeah.

How big is a jockey?

Well, with him and all of his clothing and the saddle and everything, he couldn’t weigh any more than 118 pounds. Are you serious?

That’s what he had to carry, but he only could make about 116, which means he probably weighs about 110 to 112, I would imagine.

And so he’s not a big man, to answer your question. Not a big man, okay. Not a big man. He’s a little guy. It’s really funny when you meet some of the jockeys, they can be as tall as me and be just super skinny. And you’re like, Oh dude, that’s good.

But the guys that are kind of short and stocky, you know, little guys that that’s sustainable. You can go, okay, that’s, I get it built for a jockey, you know? Yeah. Um, so anyway, when he’s in the, when he’s in the gate, you know, I’m sitting there, I’m talking to him, come on, Louie, get him out, get him out. Like, like, he’s not going to get him out of the gate, you know, like get him out, just get a good start, you know?

And so the guys, opened, boop, hit the thing, and everybody roared, the roar of the crowd. I mean, there was probably 60, 70 ,000 people there in Hot Springs.

And how long is a race? Is it a couple minutes? How long does it take? Yeah, this one was a minute 48, actually, and change. It was a pretty fast time for us. It was a mile and an eighth.

So, eight furlongs make up a mile. So, if you’ve ever watched a horse race, and you think, well, what does that mean? Eight furlongs make a mile. So this one was nine furlongs. So it was a mile and one eighth. All right.

The Kentucky Derby is 10 furlongs or a mile and one half. I mean, one quarter. So anyway, the gates open, he gets out, he gets out good. And he’s a late runner. So we kind of, I told him, you know, before the race, the trainer and I, they’re so kind to let me speak, you know, before the race, we’re talking strategy.

Like I, like I know what I’m talking about, you know? So I’m sitting there and I go, um, Yeah, just get him out good.

And Louie’s looking at me like he was done it a thousand times, you know.

Thanks for that tip. Get him out good, save ground, and then come running. I try to be first at the end of the race. You know, you remind me of Greg Popovich, the coach of the Spurs.

And they have to do these interviews.

As an N -B -A coach, you know, they’re required to do interviews in between quarters or during time outs. And one of the things that happens all the time is Hannah Storm or somebody has the misfortune of having to ask Greg Popovich a question. You’re listening to The Thrive Time Show. And I kid you not, if you’re looking for just a great evening of entertainment, what you need to do is go up on YouTube and watch Greg Popovich respond to reporters. Because they’ll say, like, Coach, your team’s down by 12 points. And they know he’s going to do this.

But you’re down by 12 points, headed into the third quarter. What’s your plan? He goes, what I’m going to do is I’m going to tell you exactly what our plan is. And then we’re going to do that and hope the opposition doesn’t watch. And they’re like, what? He goes, no, I’m not going to tell you what we’re doing.

We’re going to go out there and do it. 13 points. And hopefully they don’t score any more points. We win the game by one. I mean, he just, he’s so sarcastic or sarcastic or coach your team, your team seems to be behind.

What’s the issue? He’s like, we have less points at this point. It’s just every time he does it. Oh, it cracks me up.

Yeah.

But it’s funny because he’s so They ask him these ridiculous questions like he’s really going to answer them. Like what’s your secret play you’re going to do when you’re down? I’m not going to tell you. It’s so good. We’re talking today about Thrivers and we’re talking about a very specific series of answers to a very specific Thrivers questions. And so we have this new feature Z where people can text us 918 -851 -6920.

That’s 918 -851 -6920. and at our in -person workshops, which by the way, just a couple days until our next in -person workshop, it’s April 21st and 22nd, we’ll answer any business questions that you have while also teaching you everything you need to know just to grow your business. But for those of you who live all over the country or who can’t attend this particular event, you can text us, 918 -851 -6920, and albeit it won’t be as in -depth as we would do in person, but we’re gonna answer your questions. And so here is the question from a Thriver. He has 1 ,300 customers currently, and he’s not making a lot of profit. Now, I don’t want to give away what city he’s in or the name of his company, but I will say he’s in the fitness business.

He has 1 ,300 customers who are on average paying about $35 a month.

And his question is, how do I get my business to be immediately profitable? I’ve been in business for 12 years. How do I do it? Wow. Okay. 12 years in business, 1300 customers, an average member is paying $35 a month.

And so Z, I’m going to walk them through the six steps. And when I missed something, or because again, we’re doing this on the fly, we’ve thought about this. we’ve made the plan. But again, Z has done this in his own businesses. And so he knows the questions that you’re not even asking yet, right. So move number one, I encourage you to optimize your Google map.

So what I want you to do right now thrivers is go ahead and Z you might want to do this too. This is kind of a fun thing to do. We’re gonna go and Google jinx, men’s haircuts, jinx, Men’s haircuts and when you google I’ll give you just a second time as you can pull up on your smartphone or whatever You’ll notice that elephant in the room has top placement in the map. So if you Google jinx men’s haircuts on your on using your smartphone, or any type of device, we’re number one. And according to ad week, ad week is an organization that that research is why people buy 81 % of consumers start their search for a product or service using Google 81%. So we elephant the room comes up top in the map, And then we also come up top of the first three results in Google after that.

So as far as the map goes, you need to rename your business like this. So our listing says elephant in the room of jinx men’s haircuts. It says of so elephant in the room of jinx men’s haircuts. Why do we name it that way? Because that’s what Google wants you to do. I don’t know why.

But that’s what you see. That’s step number one, you have to do it.

And Z with someone says, Well, I just don’t have the time. I can’t find the password. I just I’m so busy.

What would you say?

Because this is when we have 1300 customers, you’re probably busy.

I just I just I just Billy Oh, ninja.

I would say well, here’s the deal. You’ve got an option you can one you can do it or two you cannot do it. Or three, you can find a team that will do it for you. What does that mean? A team?

Where do you find a team of business ninjas?

Where do you find a team that does this on a daily basis? Where do you find a team of young professionals that say, you know, we will do that for you? Back in the day, you’d have to hire a full -time graphic designer, a full -time web developer, a full -time optimizer.

So far I’ve got four ads out there and I’m looking for four people. So you’re out, you know, like four grand a week, maybe 3000 a week for all four people at this point. Well, but I need to because I want to make money. And so I know I got to spend money to make money and I got to get the team. And so, okay, so I’m, I’m out looking for these guys.

And that was the paradigm that you and I started our businesses with.

We had to hire full -time people or hire big time firms to do it. And now Z with thrive15 . com and our one -on -one business coaching, you and I have teamed up to make it happen. How much per month? Oh my, now you’ve got a little shortcut. Are you telling me about the shortcut?

Well, you and I have invested millions of dollars to build the world’s best and most affordable online business school. And many of the subscribers who are paying, oh, by the way, the first month $1 a month and then $19 a month thereafter for the world’s best business school said, could you, do you guys recommend a web developer? Do you guys recommend a graphic designer? Do you guys have a videographer you could recommend? And we kept saying, yeah, you might want to find someone local. You might want to try to find somebody.

And then we realized, we already have the team.

We have the best team.

You and I already have the team. And now for $1 ,500 a month, you too can have access to the world’s best business coaching program. Z, it blows my mind. It blows my mind. $1. Aw, Z, I almost don’t want to come in with a track that high.

That track is so hot.

It’s like we’re standing on the surface of the sun. You are an amazing. disc jockey, your musical knowledge, I mean, through osmosis, it’s like you’re picking up these DJ skills, you just, through ESP, through osmosis, through telecommunication, you are almost like picking up my, the sonic vibrations from my DJ career, and it’s feeding your subconscious mind, and now your DJ skills, I mean, at first I was the master, you know, and now it’s like you are now the master. It’s like where, you know, Obi -Wan Kenobi taught Darth Vader, and now Darth Vader wants to strike down Obi -Wan Kenobi. You’re like the Darth Vader of disc jockeying, my friend. Well, that’s why my feelings got hurt.

I am glad you are recognizing a sub skill set that I that I have and it’s a massive skill for those of you who don’t know and if you’ve been listening to the show of any length you do know this but uh clay his one of his first very successful business was he started a dj company and roared that thing up sold it for a bunch of money and was doing like I don’t know four or five thousand events a year and at the time his wife was working for me at my one of my optometry clinics and so I got a little fussy with him the other day and I said you know what you never ever once asked me to DJ any event. I mean, it could have been just like someone’s little, you know, Hey, my, I’m all teenage girls having a birthday party. We’d like to have a little DJ over there. Can you come DJ?

I mean, anything. I mean, I didn’t have to be like a big fancy wedding and whatnot. So I said, you know what? I put that on my bucket list.

Now I want to DJ an event.

He goes, well, Z, I already, I sold the company. I said, well, I don’t see, you know why I didn’t ask you. There was, there were some events that scarred me physically. They scarred my body. Yeah. And emotionally.

So I’ll give an example. I got booked for an event one time. You tell me if this was a problem.

Okay.

The person calls me and says, we want to book an event. a disc jockey for our daughter’s wedding.

I said, great, where’s it at?

They said, oh, at Grand Lake. It never occurs to me, nor do they volunteer the information, that it will be on a pontoon boat on said lake. Oh, well, that’s OK. Now, I am the palest male in the world. If I was making my own beer, it would be pale male. Pale male.

So I get on the pontoon boat and they want me to dress nice. I’ve got a suit on. Everybody else is casual. It’s on Grand Lake in the summer. I’m not exaggerating. This is like in July.

So it’s like a hundred and what two hundred and three? How hot is it on the center of the lake? So I’m just sweating profusely. I have no sunscreen. No one volunteers to give me sunscreen. I asked, do we have any sunscreen?

No one’s like, well, we don’t have. So I am just burning. I am just and I’m drenched. I’m DJing, and then because we offered unlimited time, I didn’t think about putting any type of governors on that.

So I’m DJing from like 11 a .

m.

to like 2 in the morning on a boat filled with drunk people. And by the time we get back to shore, my skin is as red as your soccer jersey. I’m like a lobster. And I come home the next day at like 3 a .

m.

, 4 a . m. This is back before the cell phone, you know, but when you had singular cell phone and you had like 300 minutes. So you don’t want to make a call while you’re roaming. because it would cost like 10 bucks a minute. So I come in the front door talking to my wife and I said, she goes, what happened?

Why didn’t you call? And you get to that point in life where you just, you get to a certain level sometimes where you just don’t care. And I just didn’t call on the way home because I was just thinking like, What choices have I made in my life that have got me to this place? What did I do?

What bet did I lose?

Where did it go wrong? And so the human experience is this, whenever we think of things, we think of memories, we typically think about the best thing and the worst thing.

Was that the best thing?

worst.

Yeah, that was the like the one of the worst and so when I think about inviting you to disc jockey I think about I love you so much I don’t want you to end up on Grand Lake.

We’re in a tuxedo burning every inch of your body that’s not covered by the suit that’s trapping you and making you it’s getting smaller and tighter as you sweat more. It’s brutal. Thank you.

Well, that’s what it is.

Info at Thrive15 .

com. If you can write a compelling letter as to why you think Clay and myself, Dr. Z, should come and DJ your event, we’re going to choose one event this year, this summer, this season, whatever, I don’t know, whatever you call it, and we are going to come, we’re going to bring all the equipment, we’re going to set it all up, we’re going to take it all down, and it’s going to cost you nothing. Free. Because I want this on my bucket list. So Clay and I, now he’s an expert. So if you said, listen, we’re going to be in a pontoon boat in the middle of Grand Lake.

Oh, please don’t. It probably isn’t going to, you’re probably not going to choose that one. I would love a corporate event or a wedding in October. October is a great time for a party. Yeah, because you’re hauling equipment and you’re going to be sweating. I’m just telling you this.

I did a wedding at Tarp Chapel in Broken Arrow one time. And the bride, she says when she’s book in the wedding. She says, Hey, I’m gonna have my wedding in June outside at tarp Chapel, which is now called the glass Chapel underneath the gazebo. Do you think this is a great idea?

That’s a trick question.

Yeah. So as a salesperson, as a DJ, I learned quickly, don’t answer the question. Just say, well, what do you think? So she goes, I think it’d be great. Like, well, my wife and I were actually married there, which is true. And so I get out to her wedding, it’s in June, and the bride comes out, and she’s walking down the little path, and she walks by her wedding cake, which is now completely a puddle.

It’s totally melted. And she starts to weep, she starts to cry. cry.

People are sweating profusely.

These are the kinds of emotional, traumatic experiences that you run into as a disc jockey. Through much therapy, I am just now to the point where I can talk about it. Well and I’m glad you can and you know what full disclosure I mean obviously there’s some there’s some emails that may come in that we are just gonna instantly go no chance no chance yeah but there’s somebody out there that says hey listen I would like these guys to come DJ my event and I’m gonna write a compelling letter and we might just choose yours we’re gonna pick one and we’re gonna go do it we’ll film it it’s gonna be fun it’s gonna be epic because clay clay is probably I know he’s the world’s best business coach, but he probably is one of the world’s best DJs also. And so we are going to just bring the excellence to that event and make it like over the top. And then we can drop the mic and go, okay, we did that. It’ll be fine.

So when I, when I used to be in for thrive, 15 . com in for thrive, 15 . com, write your letter, make it good, make it emotional, make it, you know, and then, you know, make us, make us, you know, maybe tear up a little bit when we read it. When I say your event will be excellent. When we say that, what we mean is that both Z and I are obsessed with delivering the highest quality service possible. So art.

Combined OCDness will make the event so incredible that your brain might explode now thrivers You can email us or text us any questions you have about how to grow your business and we have one thriver that took the challenge and text us and he says basically my business has 1 ,300 current customers and I’m not making any money. I have I have a fitness gym and And the average person is paying $35 a month. And I need to make a profit. I’m not making any money. He’s been at this for 12 years. So move number one, we just taught you in the previous segment is you have to update your Google Map, you need to label your business as the name of your company.

then of the name of your city and the word gyms. And I know it’s kind of hard to picture that over the radio show. So I want you to go ahead and Google search jinx men’s haircuts. Go ahead and Google that, Jinx men’s haircuts, and label the name of your Google map exactly how we’ve done it at Elephant in the Room. Or Google Jefferson City Carpet Cleaning, and label it exactly as we did for OxiFresh.

And then move number two is you must develop a no -brainer immediately. An absolute holy crap, that offer is so good I cannot say no kind of advertisement or promotion.

And when we come back, we’re gonna talk about how to develop an absolute incredibly awesome no -brainer all right if you are shooting for the stars with your business if you are trying to achieve a big goal this year then you have found your new favorite radio show it’s the thrive time show on your radio it’s business school without the bs and yes my name is clay clark but more importantly I am joined here with the co -host with the Mo -ost, a man who is an optometrist turned tycoon.

The guy who is, he’s sort of like the Daniel Boone of Tulsa tycoons. He’s out there exploring uncharted new territory, constantly venturing into new industries and into niches he’s never been in before. He’s never even scratched some of the niches he hops into. He goes from optometry, he goes from optometry to auto auctions, from that to a durable I mean, if you think about the industries he’s involved in, he goes into banking. I mean, the guy’s in so many different industries.

It is Dr. Robert Zellner.

You know, you’ve always been very kind in your introductions, and I do appreciate it. Sometimes you have a tad bit of an embellishment, shall we say? What?

A flair about it. but the Daniel Boone reference, I think that’s the first time we’ve done, what, over 160 shows now. And I think that’s the first time you’ve slipped in Daniel Boone.

You know, Daniel Boone was made.

He’s a big man.

You know what I do on the weekends? It’s kind of like Sam.

Sam kind of reminds me, he’s very Daniel Boone -ish, if you think about it. He’s a lumberjack, he kind of has that, you know, he’s always just eating like, you know, liquid chicken and lifting weights. Okay, first off, he really does consume liquid chicken.

Sam, are you miked right now, buddy? Can you explain to the Thrivers, because that’s, before we get into how to grow a successful company, we need to deal with this. I am here, so ask away. So you actually liquefy chicken and put it into a protein shake? Yeah, over the weekend I prepare, I cook about six pounds of chicken in the oven and then I chop it up and freeze it.

That way I can make myself a tasty shake.

I don’t even know what to say about that. I feel like I pull up in Sonic and you know I’m and you know I hit the little button, you know, it comes cracking, everything’s, oh yes, can I help you? I’d be like, oh, I’d like a double chicken shake and some fries. You want to smell my shake?” She didn’t know what it was. She goes, wow, that smells really good.

I was like, it’s got chicken in it. She goes, that’s disgusting. That’s so sick. That is sick. Now here’s the deal, Thrive Nation.

We have a Thriver who emailed us in a question.

He said specifically, how do I grow my business now? Here’s the scenario. 1 ,300 current customers. He’s been in business for 12 years. He has a fitness facility.

The average person’s paying $35 a month.

Move number one, optimize your Google map.

Move number two.

Optimize that thing. Z, move number two, I want to ask you. The no -brainer. Why do you have to have a ridiculously compelling, you can’t say no to it offer? Why is that so important? Well, the reason why it’s important is because you’ve got to get the golden look.

Golden look.

You’ve got to get the golden look.

What does that mean?

Well the golden look is when you get the opportunity.

to then sell them for their lifetime. So the first one is I refer to it as the golden look.

You can call it whatever you’d like.

So for example, at Elephant in the Room, your men’s hair grooming establishment, their first haircut and first experience is $1.

Basically, it’s free.

I mean, call it what it is. I mean, a dollar, really? Come on. That’s kind of free. It’s a dollar.

It’s a dollar. Um, and if you go back in time, I mean, you know, from like 1971, it’s probably like 12 cents. I mean, you know, before the gold standard, exactly.

Yeah.

So it’s maybe 8 cents.

I don’t know. So it’s basically free, but what that is the opportunity for them to come in and you get the golden look. And what that means is they come in and you’re now had the opportunity to cut their hair and impress them and then sell them on the packages, sell them on you. Step one, you’ve got to get them in the door. You can’t make them a lifelong customer if you can’t get them in the door to begin with. Okay, I’m going to just beat you up with questions.

Okay, here we go.

Question number one, with your optometry clinic, what is your no -brainer at Dr. Robert Zellner and Associates? Well, my no -brainer has always been established around the figure $99 from day one for 26 years. $99? Yeah, back when I opened, it was actually two pair of contacts, one colored, one clear. The exam, follow -up, solutions, the whole deal for $99. $39 then it morphed into two pair of glasses or glasses and contacts and now it’s still here

you say Doesn’t seem possible. It is possible. Now what we do is one pair of glasses and the eye exam and on the follow -up care and free frame warranty and everything that comes all all the goodies that come with that for just $99. So I’m still I’m hanging on to that number because you know, there’s something kind of magical about certain numbers, you know, and so 99 look there’s your shirt if you could see right now and in the box that rocks you have a clay Tron jersey over there and says 99 on it. So I’m always I’m always stimulated by that number 99 now when I want to ask you this question on behalf of the Thriver These are questions that I get asked all the time from business coaching clients, so I’m assuming he’s going to want to know this. One is, what if I don’t want to be known as a discounter?

I don’t want to be somebody who, I mean, my current marketing isn’t producing results, but I don’t want to be known as a cheapo discounter. Well, your no -brainer doesn’t have to be based upon money. It can be based on some other factor. You know, kind of like, hey, come in for your first haircut if you like it, it’ll be free. So what does this gym do? Let’s say that this gym is located in, let’s go with Sarasota, Florida.

I’m saying that because I don’t want to divulge the city of the Thriver, but I’m trying to think of Thrivers and cities that are in. So, Sarasota, what would be an offer that you could make if the guy didn’t want to commit to maybe a dollar for your first month? What’s maybe another kind of no -brainer? I hate to put you on the spot, but just kind of get your creative juices flowing here. Well, what I would say is, what other things do they offer there at the gym? I mean, do they have… you know, what were the features do they have?

Do they do classes? Do they do is it just free weights? Is it do they have training? Do they have do they provide personal trainers? Do they provide daycare?

I mean, I’d probably want to dig a little bit more into it. But let’s say hypothetically, they provide all those things.

Well, then instead of instead of doing a discount on the monthly fee, you could say, Hey, listen, free month of personal training.

Okay, free month of personal training right so you’re adding something you’re add on you’re adding you’re adding in or you could say something ridiculous offer if this isn’t the best you know gym experience you’ve ever had, then we will refund your money after a month, you know, you’ve got a month to come in and try it. If you don’t like it, we will refund your money.

You know, so therefore, if it’s not the best, in your opinion, and so you get the point is, is that whatever you do, you’re trying to get them in the door so you can wow them. Now you got to make sure that I mean, there’s a lot of things in the back end that you got to make sure you got you’re taken care of too. And that’s what we teach you at our in person workshops, by the way. Do we have any tickets left, because we have one coming up this week? We’ve got just a few left here. So you’ve got to go to Thrivetimeshow .

com. Go ahead. Go to Thrivetimeshow . com. We have just a few tickets left.

And for anybody, Z, who’s not familiar with the workshops and the kind of stuff they can learn, what are just a few things people can learn at our in -person two -day workshops? Well, the thing that I get probably told the most from Thrivers that come to it, because I normally show up and hang out for a little bit. It’s a lot of fun. It’s kind of interesting, but a lot of them say, I say, well, what was your best segment? And more times than not, they’ll say time management. I go, really, time management?

He goes, yes, because I want, I know I got to get stuff done. I know I need to get stuff done. And I just seem to run out of time. So the idea that I could now organize my time, make time almost like work for me, I’m in charge of time. I’m in charge of the time continuum. And the days seem to just last forever, ever.

We come back, we’re going to be talking a lot about the flux capacitor, the space -time continuum, and really how to travel back into the future.

No, and then also, when we come back, we’re going to get more, we’re going to dive deeper into the no -brainer offer, how to get new customers inside your business. So move number one, we said, was you definitely have to optimize your Google Map and you have to go get a hundred reviews. You have to get a hundred reviews. I’m telling you what, you’ve got to do whatever it takes to get reviews. If you don’t know how to do it, get out to one of our in -person workshops.

We can teach you how to generate authentic reviews from your actual customers. No scamming, okay? Now move number two is you absolutely have to create a no brainer. That’s an over that somebody cannot say no to and so Z and I were talking to you about one could be a very discounted price. The other moves you could add some value. I’m going to fire off eight moves that that I’ve been proven to work in the world of no brainerness.

Oh, you know what, I know it’s lunchtime. For those of you listening live for those on the podcast, it could be I mean, it could be three in the morning you could be in like Poland.

I don’t even know.

You could be in Poland at three in the morning. You could be anywhere in the world right now listening to the podcast. But for those of you at lunch, you might be saying to yourself, oh, I don’t have a pad. I don’t have a pen. And he’s getting ready to read off these eight things that I know I need to know. Here’s the good news.

Here’s the good news. Take a deep breath. It’s going to be okay. You can go to thrive time show whenever you want.

We put every show as a podcast on there. Yes.

Cause you might be saying to yourself, listen, I don’t need that.

I don’t have a business yet.

I mean, I’m going to get what I think down the road.

And that’s why I like listening to the show.

But my aunt Matilda up in Cleveland is, is she’s got a business.

She’s trying to start.

And so I am going to it. This is, this is crazy.

This is going to sound crazy, but you can actually send her this podcast. I know that sounds crazy. You could… Wait, wait, wait. Are you saying we can send other people?

Yes, yes, yes.

How is this possible? Now that we control time, we also control a thing called our computer.

And we can actually forward the world. to the world. It’s amazing how that’s possible. Al Gore, thank you.

And in fact, we are working on it. We don’t have it complete. Don’t get too excited.

But we’re actually going to be able to have it to where you can forward it to other planets soon.

Soon, not quite yet. Yeah, soon. And that’ll be very soon. Elon Musk is working on it.

He’s working on it.

Mars, we’re building a tower there currently as we speak.

and I think a big cord going to connect it.

So that’s what Elon was saying. So you’re saying that you have an investment opportunity to reach other planets with podcasts. This sounds really good. Is this a ground level sort of deal? Can I get in? Yes.

Yes, you may.

Yes, you may.

Just do you have a credit card?

And I would like to refer you to 10 friends I know too. This is great. Absolutely. All right.

Now here’s the deal, Thrivers.

Here are the eight known no brainers.

Move number one. You could do buy one, get one free. Buy one, get one free. Oh, BOGO. BOGO. I love the BOGO.

The BOGO. Z, take us on the BOGO stick.

Help us bounce our sales to the next level.

Help us just jump our sales to the next level.

What’s a BOGO? Well, the great thing about a BOGO, you buy one, you get one, right, is that, number one, you can think of it as… Cow. They’re thinking, holy cow, but they’re also thinking now multiples when they come in the door. You know what I mean? Like, my move used to be, you know, you get two, you get a pair of glasses and contacts for a price, right?

Right. And that got them thinking, oh, I want both. I need both. I should have both.

You know, and so now all of a sudden you’re getting them coming and thinking about already multiplicity, you know, and then that gives you two, two opportunities. Buy one, get one.

Well, maybe those two things also have some additional cells that can be attached to them.

Okay.

This was, this was my, my understanding. This is how polygamy got started. Oh, is it? Oh, they started talking. People would first enter into the cult. They would start bringing up this buy one, get one free culture.

And then what happened is polygamy became a thing.

So if you’re listening right now and you have a cult.

or you’re wanting to start one, that’s the first tip you want to do is you want to introduce the BOGO, the buy one get one free. And you might have to give up your soul for this. You might lose your salvation and your soul. We just we just kind of went, I think you would.

This is this is where me as the adult and the guardrail steps into the show and goes up the clang goes so move one in the no -brainer is BOGO buy one get one free and you see it all the time on TV it’s kind of like hey this sweepers $19 but that’s not you get another one just by shipping and handling you get another one so the BOGO great welcome to the first cult Hold on guys, I gotta walk away from my mic and go throat punch him.

I’ll be right back. I’m saying I try to help all thrivers out there and I just I feel like there’s somebody out there who’s really focused on starting a good ground level kind of a harmless cult endorsing polygamy and I highly do not endorse it.

Now move number two is the $1 first purchase. If you make it a dollar, that’s a move that we, I love that move because the move is, it’s great because it forces the person offering the move to deliver. So I’m gonna give you a move of an example of how not to use this move and how to use this move.

Okay.

Okay.

Example number one, we have, this is how not to use the move.

There is a landscaper I used to work with in Dallas and he used to say he’ll mow your lawn for the first time for a dollar.

You know where the move didn’t go so well?

The big yard?

They’d screw it up every time.

They’d show up late and they would say, well, since it’s only a dollar, we’re going to send out our new people, our worst people, we’re not going to return the calls.

And this is stupid.

So if you’re somebody who is operating under the life habit force of Jack Assery, please avoid the $1 offer because this will make things worse.

It will, yeah.

Then you’re not making any money and you’re not even getting any good golden looks.

You’re getting more like a, you know, dirt look.

Now here’s the move.

When you have a laser show and you know that you have an experience that wows, This is what we do at The Elephant in the Room.

Because we know that when you come in there for your first haircut for a dollar, you’re going to walk in and they’re going to say, what kind of adult beverage do you want?

Oh, yeah.

I’m thirsty.

You’re going to say, an adult beverage?

I’m thirsty.

I’m not going to say now, do you want a paraffin hand dip?

Oh, that feels good.

See, have you ever had a paraffin hand dip?

Oh, maybe. Maybe. It’s kind of a personal question for me. What about some hot towel treatment? Oh, yeah. Come on.

What about an extended shampoo right there?

Scalp massage? Yeah.

I’m going to give you 90 minutes of scalp massage. What about that?

He does essential oils going into your brain. Stop. Now you just…

I got a doll right here. What about a haircut?

Oh yeah. What about a style consultation?

What about the little tips like, hey, cut your neck hair.

You’re looking like a Yeti.

Seriously, what if their style tip is, hey buddy, you don’t want a mane. You know, you don’t want a mane.

Is that a mullet, or is that your neck hair growing out? What are you doing? Well, I like to party. Can you guys do perms as a dollar?

Can I get a perm with that dollar? It’s such a shame I didn’t know you back when you were in that Rick James phase of your life when you had a big perm. What about extensions?

Can I get like Braveheart?

You get those extensions all, you know, put out.

These are all… All I’m saying is.. .

Come in a bagpipe and a kilt. I need a kilt. That’s one thing. You do need a kilt, brother. That’s one thing. I see guys wear kilts, and I’m like, that just seems comfortable.

This right here, this is the kind This is the kind of mojo and confidence you have when you’re making a dollar off it and you know your service is hot. Thank you everyone. Thrive15 . com. It’s a dollar for your first month, Roseph. You know, we’ve been playing the game long enough.

of weeks of which costs more, the first month of Thrive or the item in my hand right now. For For those of you who can’t see it, I’ve got a box of red hot tamales, fierce cinnamon, five net ounces. And I would ask you, Sam, the producer, which costs more, this box from Walmart, five ounces of hot tamales or the first month of Thrive? Does the box have anything in it? If it’s brand -new I would say I would say that thrive 15 is more than that The lumberjack this is a dollar and six cents with tax maybe that was a little tricky part I should mention and the customary Government fees will say yes. Yes to help by a dollar six cents for a box of tamales five ounces which have gone in like two seconds or Life -changing business coaching for one dollar.

It’s kind of like the Netflix of business school.

I mean you can binge watch that you can search it They’ve got all kinds of Marshall Who’s the guy who’s a subscriber who has millions of people that that he connects with what’s the guy’s name? Jay Paul Jake Paul. Jake Paul apparently is a listener of the show. He’s a Thrive15 .

com subscriber.

He has millions of people that follow him on YouTube.

Jake Paul. And it’s a dollar, guys. I’m telling you what. David Robinson, the NBA Hall of Famer, he digs Thrive15 . com. I mean, Michael Levine, the PR consultant for Nike, for Pizza Hut, for Prince’s Estate, all these people.

The Clintons. I mean, President Bush. Can you dig it? Get an old school shovel and dig it. I mean, these guys dig it. DigThrive15 .

com.

It’s a dollar for the first month and you have to tap into the no -brainer.

When we come back, we’re going to throw even more no -brainers at you because you have to get new customers through the door if you want to make more, Z. You have to do it.

It is what it is. That’s what we love about the show.

We’re going to give you practical business steps.

You follow them step by step.

Oh, wow.

Step.

You’re going to grow your business and you’re gonna have time freedom and you’re gonna have financial freedom. Stay tuned. Step by step by new kids on the block coming up next. Thrive Nation, I wish that you could see Z’s dance moves. This guy, he has more moves than a U -Haul truck.

I mean, I’m telling you what, this guy has more moves than Kevin McHale in his prime.

I mean, Z can break it down like fractions.

And Thrivers, if you don’t know who Z is, Dr. Z is an optometrist turned tycoon turned the Daniel Boone of entrepreneurship exploring vast, uncharted territories.

Have you guys ever watched Thrivers?

Have you ever seen the Star Trek?

You know, the intro for Star…

Z, do you remember Star Trek, that movie there?

I love Star Trek. Do you really?

Are you kidding me?

Yes.

So that’s a thing for you.

You’re into it.

Oh my gosh.

Oh, yes.

I watched it every week back when I was a kid.

It was just…

I loved it.

I mean, just the excitement of it, that where are they going this time?

What’s going to happen?

What impossible feat is Captain Kirk going to get out of this time? How is he going to save the universe yet again?

I don’t know.

We’ll find out.

All wrapped up neatly in one hour.

I’m queuing up the intro music here from Star Trek to the Wrath of Khan. Oh, yeah. Oh, Ricardo Montalbán. Do you remember that?

Oh, yeah.

Just a man’s man of men.

I mean, just men -ness. I mean, this was man -ness. This is the scene where they’re pulling out to the Enterprise, the newly refurbished Enterprise. Oh, yeah.

They’re pulling out of the space dock.

Oh, yeah. You know, and Scotty’s always trying to give him more power.

Oh, always.

The entire time, Kirk’s like, hey, you know, Scotty, can I get some more power?

Scotty, can I get some more power?

I’m giving you all I got, Captain.

He’s always back there. Scotty acts like he’s physically somehow exerting himself to turn up the power. Oh, I know. I can’t give you any more, Captain. I can’t. You know, and he’s always giving you all I got.

gonna break apart You know anything Captain Kirk was always in search of being able to turn down his shields so we could turn up the photons Photon you gotta get photons and then Sulu wasn’t a big talker, but he could always hit that warp drive button But you knew when they flashed a Sulu when they when they need flashed over to him. You knew it was a serious moment Well the thing about Kirk is he was such a good delegator, he created such great time freedom, he didn’t have time to hit the buttons. He said, Sulu, you know, warp power, and then Sulu would hit the button that he could have hit, but he was such a good delegator, he didn’t have time for that. Oh my god, I just figured it out! What is it? Oh my gosh, you’re my Spock to me being Captain Kirk.

I feel like the emotional kind of and you’re like the logical stoic. You know, I don’t, you know, kind of kind of little pointed ears and just, you know, got that got the same haircut every year at the same show. You know, you’re my Spock. This is my this is Spock’s theme music, by the way. Just going to introduce you. I didn’t know yet.

I didn’t know.

He has his own music. Oh, he does. Of course he does. Yeah. Go on Spotify. This is Spock’s theme music.

OK.

Now, Thrivers, what we’re talking today is something very logical.

Yes, it’s how to grow your business. And we have a thriver who did the logical thing and text us the question. Yep. To 918 -851 -6920. And we’re answering his question.

He says, Listen, I have 1300 current customers.

I’ve been in business for 12 years. They pay $35 a month.

I want to grow my business now. Step number one, we said was optimize your Google Map, get a bunch of reviews, get 100 reviews, optimize your Google Map and get 100 reviews. We teach you how to do it step -by -step at our in -person workshop. And then move number two is you have to develop a no -brainer. So move number one for the no -brainer is buy one, get one free. Move number two is a dollar first purchase.

Now move number three is the freemium. And here to introduce the freemium offer is Coach Calvert from scorebball . com. And he is the czar of the free. model. Coach Coach Calvert, welcome to the show.

How are you, my friend? Sam, apparently his mic has been muted unfairly and unjustly. Coach Calvert, let’s try that one more time. How are you, my friend? I’m doing really great, thank you. Okay, so I want to ask here, at scorebball .

com, let’s say that someone listening here has a son or daughter who is playing the great game of basketball and they’re not getting as much play time as they would like, they’re not playing as much as they would like to in the games, their skills need to be developed. What is the no -brainer offer? What is it for first -time customers? What is an offer that you make there at SCORE B -Ball on your website and over and over every day?

We want them to come in for at least one free class.

One free class? How could you possibly, Z, how could he possibly survive while giving away something free for the first class?

Well, that’s what I’m saying.

I mean, it’s marketing.

You’ve got to look at it as marketing dollars. You can’t look at it as free. You’ve got to look at it as I have the opportunity now to sell them on a lifetime or at least a long chunk of time.

I mean, you know, a young person comes in. What’s the average age of the of the kid that you start to coach? 11 or 12. Okay, 1112. So you probably have what, six or seven or eight or maybe even 10 years of lifetime of that. So one free coaching experience with 30 minutes an hour.

How long is your session? An hour, an hour. So one hour Well, wherever that value is, you think of it as marketing dollars. You just think of it as, you know, I could go out there and spend that money to get someone to come in. It’s the same thing. So you just got to kind of think of it reverse.

So you get them in, you give them that, and then you wow them. They’re like, ah, my little Billy’s got to come back because this is the legit deal. We loved it. It was awesome. You delivered. And look, Billy’s already dribbling better.

This is awesome. Now, this next no -brainer offer here, guys, is the try it before you buy it. Coach, essentially that’s what you’re doing with the free lesson. Sure, yeah. We assume that if they come in our door that they’re going to be sold. Describe the experience.

for the first time somebody comes in to score a B -ball. What does the first time experience look like for a new customer? Well, first of all, we’re going to make sure they feel comfortable and that they know exactly what they’re going to do. We make sure they know how to get there. We make sure that they know they’re going to meet with Sarah when they walk in the door. The first thing for us is just making sure they’re comfortable, that there’s nothing new that they’re going to be experiencing, that it’s easy for them to know what to do.

So then we encourage the kid, go grab a ball, get a ball in their hands, and so that the kid gets comfortable. And then the third thing is when they get started, we just make sure that they are intimidated, that they aren’t scared of anything, that they’re nice and relaxed, and that they’re just having fun. Now, this next move is the money -back guarantee. This is a no -brainer offer, number five. Z, talk to me about the money -back guarantee and why that is so powerful for people who witness it for the first time. Well, it’s so powerful because people are saying, hey, listen, I may not like it.

I mean, they’re selling me a bill of goods here, and I may not like it.

And the only thing that would really upset me is, one, that I would waste my time, and two, that I’d waste my money, right, on attempting to purchase or attempting to do this thing.

So you remove one of those. I mean, I can’t give you back your time. Though we are trying to teach you how to control time at our workshop. I can’t give you back that, but at least I can give you back your money. You know, this show’s all about helping people find two things in life, and that is time freedom and money freedom by building your business and having a successful business. So by doing that, we at least you know we relieve one of those issues with you so if you say listen if I go there and I try this and I don’t like it and it wasn’t as advertised and he’s going to guarantee to give me back my money now I feel okay I know I can’t get that time back but at least I could get that back right now Thrive Nation here is an example of an absolute money back guarantee Z our in -person workshops are legendary we get great feedback

People love them. They always come back and bring friends.

If you Google Thrive 15 Conference Reviews, Thrive 15 Workshop Reviews, if you do any research at all reading the reviews, people love the in -person two -day workshops, which is why they have a money -back guarantee.

We couldn’t do it, Z, if there wasn’t a very good workshop. You know, they’re very healthy. We kind of bore it down to 13 core things that you need to do to start and grow your business. We handled these for two days. And then we have a team and then you go, okay, now I get it. We even have a team that can help you with these 13 core things we teach you.

But I tell you what, it’s $500. It’s two days. You can bring three people with you. And we have scholarships. If you say to yourself, I can’t afford 500, we can help you. You know, we have a lot of businessmen and business, I should say, people in Tulsa that have said, this is good stuff.

I’m going to give some money to your scholarship program because if somebody there from wherever really needs this information, I don’t want them to not get it because they can’t afford it.

You know, I would say that there’s very few movies where I could say, if you see the movie, I guarantee you’re going to love it. But Braveheart Z is one of those movies. Coach Calvert, have you seen Braveheart? About five times. Okay, for anybody who’s yet to watch Braveheart, I’m telling you what, you can’t watch Braveheart and be an American. and not love that movie i mean see see that’s a great movie i guarantee the thrivers if you see that movie you’re gonna love that movie oh i did it’s one of my top 10 braveheart yeah i loved it you know what so the thing is when you tell somebody i guarantee you’re gonna love that movie uh you know you’re going out on a limb anytime you guarantee something and i’m just telling you i guarantee For sure, I guarantee you that if you come out to our in -person workshop, it’s going to be a game -changer for you.

And if it’s not, it’s an absolute refund, money back, no questions asked. Just we’re done.

It’s money back.

Absolutely. And when you’re here, there’s not going to be this weird kind of upselling. I hear about these, you can go online and see this, but a lot of people go to these workshops and they’re employed to get them in so they can upsell them this ridiculous stuff. Okay, now, you know, it’s kind of like, okay, the secret to becoming a millionaire, come and show up. And then they’re like, okay, for the 20 of you, we’re going to really give you the secrets for an extra ridiculous amount of money. Clay Stairs shared this on a Monday, on the Monday show.

But here’s kind of the scenario. He’s a client of mine who’s gone on to be, was a school teacher, and he’s gone on to build over a million dollar net worth as a result of doing his speaking and consulting. He’s an awesome guy. And Clay Stairs was having a hard time learning to sell.

And I said, Clay, you need to go to the T. Harv Ecker Millionaire Mindset Workshop. It’s powerful. You’re going to learn a ton about sailing. But what I want you to do is I want you to promise you’re going to leave your wallet in your car because they are going to high pressure you. I promise you. And do not buy it.

And Z, I’m telling you, he calls me from day two. Yeah. After they’ve just been talking to you for 30 hours or 20 hours about everything you’re supposed to do. And they said, We want everyone to stand up and we want you to bring $100 up to the front and we’re gonna set it on fire because that’s what you’re doing. That’s what, no, because that’s what you’re doing if you don’t take advantage of this offer.

And then they do the takeaway.

Then they do the takeaway saying we only have like 30 spots available and if you don’t sign up now, you won’t get it, you’re gonna miss out.

And then they had testimonial videos playing and he calls me and he says, I feel like I’m gonna do it.

I feel like I don’t wanna miss out. I’m like, would you stop?

Put the phone down. put the wallet down, throw the wallet in the river, you know, but that’s what a lot of people have experienced. And we learned a lot of the seminar, but he goes, dude, the high pressure manipulation techniques were over over the top. Now move number six is samples. And for the sake of time, I want to make sure you’re getting this. If you have a great food product, like Barbie cookies, one of our thrivers out there, just

give away a sample.

Give away a sustainable amount of samples. Just do it.

When you give somebody a sample and they love it, nobody wants to just have like a half a cookie.

Z, if you have a little sample of a cookie, she has those little sample cookies in her place, you can’t have a tenth of a cookie and not want an entire cookie.

Well, it’s tough. It takes a lot of self -control, which fortunately most people don’t have around cookies. So yeah, that’s the move, samples. It’s here again, you go, well, that’s cookie. me money in that. No, it’s about marketing.

It’s about, you know, using your money to deliver your products. And if you’re selling stuff, um, you got to get those samples out there. Very powerful because people didn’t get a taste of it.

They, they go, Ooh.

Now guess what?

So if I’m selling smoothies, should I give out chicken shake samples? No, put those away.

Wow.

You get a reputation as a chicken smoothie place. I don’t know if you have any customers. Thank you for coming to Sonic.

What can I do for you? I’d like a chicken smoothie, please. And some fries.

Sam, if you didn’t listen earlier in the show, Sam, our producer over there, is a big workout dude.

And so he finds creative ways to get protein into his body. His newest move is to make a chicken shake. And he only does that because when he looked into the science of cutting off the leg of a cow and just eating it directly, he realized that wasn’t as safe. So, he’s now grinding up chickens instead.

Yeah, exactly.

Unbelievable. Now move number seven is deep discounts. Think Hobby Lobby. Z, Hobby Lobby, it’s no secret. They always have something half off, you know, 70 % off. Coach, have you ever been in there and seen something 80 % off at Hobby Lobby?

Have you ever seen a discount at Hobby Lobby? Yes, I have. That’s where I get a lot of my stuff for the house. We love that story. Have you ever bought anything not discounted there? Oh, no.

I mean, have you ever seen a Hobby Lobby item be procured by a female member of your family? And they say, look, I saved all this money. Absolutely.

And I think jewelry stores, that’s kind of the move. A lot of them, you know, it’s almost like they mark them up so they can mark them down. I mean, it’s like that’s kind of the move in some of these. I worked in a large retail store back in the day. And one of the moves is my boss would walk up to me and say, hey, mark it up to mark it down. And you would actually raise the price.

Oh yeah. And then you would lower the price and talk about how it was the new low, low price after you just raised the price. And you’d show how much money people were saving.

It’s unbelievable. Now Thrive, as we come back, we have yet another no -brainer option here for you because we’re trying to teach you specifically how to grow your business this year very fast. Stay tuned. Thrivetimeshow . com. Welcome back to The Thrive Time Show.

For anybody tuning in from other planets, other countries, other cities, other townships, other places, other locations, other continents. We welcome you to the Thrive Time Show on your radio, the number one radio show of choice. for entrepreneurs. If you’ve ever wanted to start or grow a successful business, you’re in luck because that is all we talk about. And why do we do it? Because we are obsessed, both Dr. Z and I are obsessed with helping you to create the time freedom and financial freedom that you need and want and deserve.

Because Z, this Easter, you know, on Easter Sunday, We could have been spending our time doing anything that we wanted to do because we had, we’ve been blessed to have the financial resources to do that. We weren’t forced to work overtime at a job, put in the extra hours. But you know what? Both of us did that back in the day. Both of us had jobs where we worked seven days a week. We’ve done that.

Yeah, absolutely. And I tell you what, that’s oftentimes the move we get. Well, how do I get, how do I get money? How do I get?

You know, the resources to start my business.

Well, we have all kinds of ways to raise capital on thrive15 .

com that we teach you. But one of the core ways is just JOC. get a job, get a second job, work more time, work, you know, have one job you live on, one job you save. I I mean, come on, let’s, you know, it’s your time, you get to do with it what you want to do. Now, Thrivers, you can now ask us any business questions that you’ve ever wanted simply by texting in 918 -851 -6920. I repeat, that’s 918 -851 -6920.

851 -6920. A thriver out there says, listen, I have a gym with 1 ,300 current customers. I’ve been in business for 12 years.

I’m charging my average customer $35. And I want to increase my profits now. So we said move number one is optimize that Google Map and get those reviews. If you missed it, if you want to learn more how to do that, go to thrive15 . com, sign up. It’s $1 for your first month.

We teach you everything you need to know to optimize your Google Map.

Move number two, you must create a no brainer, irresistible offer that customers cannot say no to. And Z, this final no brainer is get a celebrity endorsement. Z, why does celebrity endorsements work so well? Why does it work so well when George Foreman endorses a grill or Michael Jordan endorses Gatorade or shoes? Well, it kind of goes with that old saying, and people say this all the time, and they go, what is that? I hear that all the time.

What does it mean? Find a parade and get in front of it. In other words, they’ve already established a certain amount of swag.

We’ll just call it swag.

Swag, yeah. I mean, George Foreman, people go, oh, I know that guy. Instant recognition. I know him. He’s of note. I’ve seen him.

And so therefore, I’m going to listen to him, and I’m going to be more of a believer in what he says than just some rando person that I don’t know, right?

So that’s the parade you’re getting in front of.

My name’s Bill Jacobs and I use this grill on Tuesdays and it is good. It’s really good.

I’m Bill Jacobs. So that was my move when I got started. I would go to the radio stations and I would get the on -air personality.

You can’t call them disc jockeys anymore. That’s not a term. It’s offensive. It is. Holy cow!

So on -air personality is good. they’d already been in your ear for two or three hours a day. You’d already felt like you had listened to them for months, maybe even years.

You felt like you knew them. You felt like you could believe them. I mean, you welcome into your car, into your home, into your head, basically. And so by having them come on and become a patient of mine and then endorse me, they can say things. And the other fun thing about it, when you get someone to endorse you, they can say things about your business that it sounds kind of rude if you do it. You know what I mean?

As an example, when I talk about what a beautiful man Dr. Zellner is, I’m just stating fact. And there’s no hyperbole there. When I talk about the fact that he’s given up his potential hand modeling career. to be here on the radio show, two hours a day with you. I can be sincere. I mean, think about it.

He gave the potential revenues, hundreds of thousands of dollars that you might have earned. These hands could have been in pictures all over the world.

I mean, they could have. You couldn’t have said that about yourself. No, of course not.

I mean, I’ve got a face built for radio. That’s why we excel on the show, you know.

Alright, now here’s the deal. Coach Calvert. Coach, you’re endorsed by Coach Eddie Sutton, the Hall of Fame basketball coach, the legendary Oklahoma State University basketball coach. your program. How has that helped you? It gives us instant credibility.

When I talk to somebody, just about everybody knows Coach Sutton. And if they don’t know Coach Sutton, I just tell them the floor is named after him at OSU. There it is. I mean, it’s the thing of that Coach Sutton is legendary. And when he said, it’s hard, and I’m quoting him, he said, it’s hard to Just get on the team. It’s hard to play at the next level without the proven coaching system like what Coach Calvert provides. And he goes on and on to explain that on scorebball .

com. And I’m telling you what, endorsements can change the game for you. Now, Z, move number three, if we’re going to grow this business quickly. Move number three, okay? Number three, here we go. You must create your three -legged marketing stool.

Now, I would like to give you the floor. What is a three -legged marketing stool?

What are the three little pigs? Just walk me through.

What are we talking about? Here’s the deal. You know, the three little pigs, I had one that just built her house out of, you know, sticks, one just out of straw and then one did bricks. Well bricks is actually multiple things combined together to make it stronger and therefore it withstood the big bad wolf because your competition’s a big bad wolf. But here’s the deal, it goes back to not putting all your eggs in one basket because you may say to yourself, hey listen I know, okay Z did really good on radio so that’s all I’m gonna do is radio. All I’m gonna do is radio baby.

That’s all I’m gonna do is this one radio station and that’s it. I’m gonna put all my eggs in that one basket. That’s not the way we advise you. That’s not the way we try to train the people that come in and get business coaching from us. We say, listen, here’s the deal. Let’s get three areas of advertising, all right?

Three.

It can be, you want to do some Facebook?

You want to, okay.

You want to do some, spend some money and do some SEO? Okay, that’s search engine optimization. You want to do some radio?

You want to do a billboard? You want to do a flyer? You want to do a print ad? You want to, you know, you got to figure out who your most likely buyer is. Let’s start there, right? What’s your product?

okay who is your number one and you know and we do that all the time except people they look at us almost almost across the board and say well everybody is you see there was a company like no no no no who’s the most likely there was a company that famously years ago um decided what they would do is that they would market their their casino they would get it out to the world via streakers. Have you heard about this story? No, this is a true story. Are you pulling my leg? No, this is a true story. Drivers, you can look this up online.

This is incredible. But what they did is they decided they’re going to market their business via streakers.

And so in the Olympics, what they did is they had a guy, totally nude, who had a, like rode a horse,

body with a permanent marker or something. And he just went up to the high dive and just jumped in there nude.

And they thought, that’s going to be our move.

That’s going to be how we get our business to the next level. That is what’s going to work for us. Well, the problem is it didn’t work at all. And the news, they censored it, and the Olympics are tape -delayed, you know, and a lot of times, so it didn’t even get on the air. It got a couple of mentions where they’re like… What did they think was gonna happen?

But I’m just saying, in a room, in a conference room, when you’re just talking with you and your team, sometimes, you know, these ideas that are stupid seem awesome. They seem awesome. We’re going to put all our money into streakers at the Olympics. That’s the move. It’s going to change the game. We come back.

I’ll find the name of the actual company that did this. But all I’m saying is you got to have a three -legged marketing stool. Now move number four is once you’ve implemented these moves, now you got to get your team to do their job. And a lot of people don’t want to do their freaking job. I’m going to be honest. A lot of people today do not want to do their job.

According to the U . S. Chamber and CBS, 75 % of employees steal. According to Fast Company, a third of employees lie on their resumes. There’s a lot of people who’ve never been to work on time more than five days in a row ever. So you got to get your teammates to do their job.

Do. Their.

Job.

See, I’m telling you, and getting people to do their job requires a little carrot and a little stick. A little stick.

So we come back, we’re going to talk about merit -based pay, and I’m going to give you the name of the company that epically failed by attempting to market their business with a one -legged marketing stool known as a streaking. Welcome back to the Thrive Time Show on your radio where we teach you everything you need to know to make your business grow and everything you need to know about the Counting Crows. The Counting Crows! Where have the Counting Crows gone, Z? I mean this this that song was the jam. The Counting Crows

I had a roommate in college who was obsessed with the Counting Crows. That was his move back in the day. Mark DePetris, big shout out to Mark DePetris. He loved himself some Counting Crows. And as advertised drivers, I told you when we came back after the break, I would tell you the name of the company that tried to market their entire marketing campaign for their business was based upon the idea of streaking. And that was Golden Palace Casinos, the Golden Palace Online Casino.

And it didn’t work so well.

So Thrive Nation, I’m just telling you what, as you learn these moves, as you learn these systems, it’s so important that you apply what you’re learning. And it all starts with that curiosity. And so if you are not able to attend our next in -person workshop, where we answer every single business question you could ever possibly have, I encourage you to text us at 918 -851 -6920. Text us 918 -851 -6920.

And we have a thriver who texts us with a simple question, how do I make my business grow now?

But here’s the back story.

He has 1 ,300 current customers.

He’s been in business for 12 years. He owns a fitness gym. His average customer is paying $35 a month.

And we’ve talked about the marketing and the sales and the Google optimization.

But now we’re getting into merit -based pay, a . k . a.

stick and carrots, Z, getting people to do what they’re supposed to do.

Once new potential prospects are coming in, your team has to execute. They have to get done the game plan.

Right. And we tell people, how do you do that?

Because you have to wear two different hats as a boss as an owner as the guy in charge or the person in charge I should say and that is they go two different hats lots of hats that’s a lot of hats to keep up with well we call it good cop bad cop we call it Obi -Wan Kenobi and Darth Vader we call it I mean you know a Klingon verse a Captain Kirk I don’t you know the thing is this is that you have to

to be able to say, hey, listen, I’m going to encourage you.

And these are my, these are my ways to encourage you, right? Or I’m going to come in and I’m going to punish you. And these are my ways to punish you.

And you have to have both of those sets in your repertoire. and go repertoire. Because sometimes, you know, you want to chest bump, you want to fist bump, you want to say, you’re awesome, Billy, you’re doing great. And then sometimes you want to walk down the hallway with that steely look in your eyes.

And you want to take Billy with the force and lift him up and say, the Death Star has to be completed on time and your workers are falling behind.

And Billy’s trying to catch his breath. Now, Coach Calvert, I want to ask you this because you’re a kind guy. You’re a nice guy.

You’ve also been in business with SCORE Basketball for how long?

How many years have you guys been around?

21 years.

Okay. Now, talk to me about the frustrations maybe you’ve encountered when attempting to manage humans and to get them to actually do what they’re supposed to do without a carrot and stick.

Everything from get the gym cleaned up.

It’s not a hard job. You know you’re supposed to do it. Just do it. Calling people. Yes, you are supposed to call them. They don’t call them.

I’m to the point now where you assume that they’re not going to do what you ask it to. What is it? Trust but verify. Oh, Ronald Reagan. Boom. Busting out some Ronald Reagan.

Oh, a little trust and verification. Now, coach, so talk to the thriver out there, the thriver who’s listening, who says, I don’t want to do a stick. I just believe in positive reinforcement only. What would you say?

It won’t work.

It will not work. The first thing you got to assume is you’re The people that are working for you aren’t going to like it.

They’re going to be mad at you. They’re going to have an attitude, but you have to go do it anyway. So, Z, let’s just say that you took over this fitness company.

That is a break -even. It’s making a little bit of money. Okay. It’s making $4 ,000 a month. Okay. And you had 60 days to get the business to be profitable.

It’s only making, okay, $4 ,000 a month of profit. Okay. With 1 ,300 customers.

How would you go in if you had two months?

I mean, you have two months total. How would you go in and fix that business? What would you do if you wanted to get the business, the profit up, by let’s say another $5 ,000. You want to increase the profit by $5 ,000 and you have 1 ,300 customers, what would you do?

Boots on the ground. I mean, what kind of kick and hug?

What kind of merit -based pay? What kind of price increase? I mean, I’m just totally off the script here. What would you do? Well, it would take a deep dive, a little bit of a deep dive into the company to take a look at it. But I mean, obviously, the moves that we’re talking about on today’s show are the ones you have to implement.

And you have to come in there and say, you know, why am I not mean 1300 people at $35 a month, that’s quite a bit of cash coming in the door. So now the where is where is that cash going?

So step one is how can I save money that’s already coming in the door?

How can I save money?

That’s your step one.

Yeah, step one.

So maybe, maybe you’re overstaffed. Maybe you’re spending money on things you shouldn’t be spending your money on. Talk about overstaffed. If you have people that just aren’t, you look around, you look at the numbers and you realize they’re not paying for themselves. They’re not producing a profit. How do you, how do you trim the tree?

How do you prune the tree, man?

You fire them.

typically I like to have sound effects ready so if you could just repeat that one more time I now have it ready okay so I I take over the business and I realize that I have a couple of people that I do not need to have around there to do their job I would then walk up to them and say you know what it’s just not working out you need to clock out and leave You are fired. So you wouldn’t feel bad about that? No, no, no. It’s all about the business. It’s all about the healthiness of the business.

And I’ll tell you what, that’s just one move. I’m not saying that was the case in his deal.

You keep going, man.

You’re on fire.

But there’s plenty of money coming in.

So step one is, how do I keep more of the money coming in?

And that’s a whole kind of mindset. Am I spending money where I don’t need to?

I mean, bills.

I mean, look at the lease. I mean, look at the space. I mean, all kinds of things you can look at to try to save money.

In other words, he’s having over $30 ,000 come in the door.

Right.

Every month.

Every month.

This is a real situation. This is a real situation. And he’s only gaining, and out of that, he’s only gaining what he’s only probably bringing about, I would mean a third or a half of what he should be netting from that. Because we always try to teach our people, you should be walking away with around 30, we’ll call it 30%, maybe a third, but 30%, you know? Now, I don’t want to blindside you with a big concept.

I know you and I share this worldview on this.

There is an abundance mentality where it says, hey, if we have 1 ,300 people there currently, I bet you 10 % of them would buy the super package. Right. And that’s step two. And the step two is now how do I get more money from the 1300 and a half? I mean, he’s got 45 ,000 rolling in. He’s making 10 % of that if he’s gonna make it for that’s not efficient.

He is spending way too much money on help. He’s spending way too much money on stuff. So step one is is cutting back your costs and keeping more of that $45 ,000 comes in. Step two now is taking that $45 ,000 and with the same 1 ,300 people, making that look like $50 ,000 or $60 ,000 or $70 ,000 or $80 ,000. And then step three is, let’s take $1 ,300 and make that 2 ,600 people coming in. Right?

Right. So those are kind of your mindsets when you’re going to break down a business is, how do I keep more of what’s coming in? Because that’s a dandy business already running. Now, when we come back, what I want to do, Z, is I want to pick your brain on specifics. I’m looking for some specifics. Civic Moves.

on how to increase the revenue. Assuming there’s 1 ,300 people paying $35 a month, I would like to hear how your brain would, if we’re in a meeting together, like in a board meeting of this business you just took over, I wanna see how you would spitball new ideas to raise more money from that existing client base by adding more value. I just love that, because I think that your brain, you’ve been doing this so much, it’s become almost intuitive to you, and I would love to hear how you would do it. I’m looking forward to after the break to opening up my brain and oozing some of it out over the radio. I’m excited to apply that sort of healthy pressure where we only have one segment left to take a guy’s business to the next level. Gosh, it’s gone by so fast.

Can he do it? Will he do it?

I know he’ll do it. Let’s see how he does it. Stay tuned. Thrivetimeshow . com.

All right Thrive Nation, welcome back into the Thrive Time Show on your radio. I know we live in a world where there’s a lot of negative news, but I’m going to tell you what, I do believe that this is a day that the Lord has made and that we should definitely rejoice and be glad in it. There are so many things that could be going wrong and I’m telling you what, if you are alive, If we are alive on this planet, we have so much to be thankful for and to be born during this time. If you think about it, when I first started my first business, DJ Connection, back in 98, 99, I remember when I wanted to meet with a customer, I had to what? Well, you couldn’t call them on the cell phone, because it was like 300 minutes for the month, right? So you had to call them on your landline.

You couldn’t text them back and forth. The speed of communication was super slow, although it was fast when you think about the history of the world communication. But I used to have to call people back and forth. It would take about a week to get a hold of somebody on their landline, leaving a lot of voicemails. Then you’d have to mail contracts. You couldn’t just email in a contract.

the way you could. Because back in the day when you’d send an e -mail, it would sound like this. And you’d have that AOL. Welcome to AOL. Welcome back. You know, what did the voice say there, Coach?

You remember the AOL? What did the AOL? They used to mail you a CD in the mail. And AOL was trying to convince you to sign up for America Online. Oh, it used to say, you’ve got mail.

And then you would wait.

I mean, Z, do you remember when you first started using email, how long it would take to send and receive an email?

It was brutal. Oh, it was brutal, but you didn’t know any better. So it was kind of like, well, that’s quicker than snail mail. So it’s like, okay, cool. You know, it’s funny how now we look back and we go, Oh, that was so slow. And yet, you know, before that, it was even slower.

And I mean, it’s just kind of crazy how, how things can be relative, you know, and so, I’m amazed that most of our business coaching clients are not in Tulsa, Oklahoma. How we can help somebody grow their company and we don’t even see them face -to -face except for our in -person workshop. Someone will go to thrivetimeshow . com, they’ll buy their tickets for the workshop, and they’re kind of scared.

I remember this guy who just came in here from California, Yogi.

Yogi comes in here from California. And he leaves just wowed. I don’t know if we’ll ever see him again face to face, but to know that we can help his business from afar through technology, that’s exciting. And we have a thriver who’s taken advantage of all the technology. He’s texting in 918 -851 -6920, putting himself out there saying, I own a business. And he’s been around for 12 years, the same business, same location.

Got it. 12 years. He has 1 ,300 total customers.

He’s profiting less than 50%.

$4 ,000 a month just right at $4 ,000 with 1 ,300 paying customers who on average are paying $35 a month. And we’ve talked about how to increase his marketing. We’ve talked about how to cut costs.

But now I want to know if you’re in the meeting and

you took over this business you had ownership of this business how would you sell more items how would you increase the revenue coming in well here’s what you would do is you say okay everybody coming into a gym is a certain make and model person what is that person looking for they’re looking for supplements they’re looking for healthy alternatives They’re looking for organic food. They’re looking for gluten -free. I mean, most of these people are looking for certain food items, supplements, if you will.

So, if you’re not selling supplements, if you don’t have something there to sell them, shame on you.

We got to get that in there.

Boom. That’s step one, number one. What else could we sell them? Premium package. You know, you’re probably going to have 10 to 20 percent of them that want something a little more than what you’re offering. Hey, you know, here’s the gym.

You can work out.

It’s open 24 -7.

Whatever his deal is, I don’t know. But, you know, now all of a sudden, hey, you know, we have a platinum. Have you heard about our platinum package?

What about the platinum package?

Well, the platinum package gives you this. It gives you some one -on -one personal training. It gives you access to Pilates and spin class and some of these other classes that we’re doing. It’s the platinum package. And it’s yada, yada, yada more per month.

And I think you would, I would be remiss if I didn’t tell you about our new platinum package. Okay, so now you can upsell, bring in some supplements.

You can bring in some maybe personal training. You can bring in some – Clothes. Clothes. Some, yeah, some clothes, some, you know, personalized clothes, some swag. You know, say, hey, it’s not only an Under Armour, you know, jumpsuit. It’s an Under Armour jumpsuit with our logo on it.

We do workout equipment. Coach Calvert, let me ask you this. Your place, you have a membership model. You have hundreds of kids that attend scorebball . com. Talk to me about some of the upgraded packages that you now have available for people that maybe don’t want a large group class.

Well, let me say first. One thing I had to learn was not everybody was poor like I was growing up. And so one of the things I had to teach my coaches is assume people have money. Don’t assume they are broke. Don’t assume they don’t want to do something. So what we did, like last summer, we had a premium package where we brought in an extra $18 ,000 just because we provided a program where kids could come in every single day.

six days a week. So you have a program where every day access? Six days a week. We had a program for them every single day. The kids that did it loved it. And that was an easy, not easy, but $18 ,000 that we added.

And I will tell you this, Thrivers, when you have that abundance mentality and you realize, hey, not every single person is being from the same background.

I mean, both Z and I grew up without money.

We didn’t both of us didn’t have money growing up. I think a lot of people assume Z that you now you grew up with money, but you didn’t have money growing up. No, no, I didn’t.

And that’s why I started working. I was 13.

So so here’s here’s a move thrivers. I want you to do this. I want you to sit. This is a very actionable thing I want you to do. I want you to get out a clipboard.

If you don’t have a clipboard, just get out a sheet of paper, and then buy a folder something with a hard backing.

I’m being serious about this. Get out a notebook or something. And I want you to sit down, Mr. Thriver. with 100 customers in the next week.

And don’t be weak about it.

Don’t say you don’t have time for it. Get it done.

Okay, maybe 50.

But just sit down with them and say, I want to ask you this.

Do you need supplements?

Do you buy supplements currently, yes or no?

And survey them and they’ll say no or yes.

Would you be interested in a class if we had one, a one -on -one class, yes or no?

Would you be interested in a group class if we had it, yes or no?

Would you be interested in having your meals delivered, yes or no? Would you be interested in whatever and then say how could we offer you more services or what what could we offer you to help you achieve your fitness goals faster and you’re going to find that in a minimum unless you’re officing in the the worst parts of Beirut after a bombing at least 10 percent of the American consumers that you’re dealing with are to want other services.

And guess what? They’re willing to exchange their money, Z, in exchange for the goods and services. Capitalism wins again. I’m going to give an example. I’ve seen you do this before. I’ve seen you do it, and we’re not trying to hype up.

Is this back to the streaking? Is this back to the streaking? No, I mean, it’s going to be, because you’re a humble guy. You’re not out there flashing wads of cash.

But I’ve seen you upgrade to get better seating at a concert.

But it does cost more. It does cost more. You’re right. That is a correct statement. Are you deterred?

So if you said, hey, we’re going to the Boyz II Men concert.

We’re going to the concert. Oh, Boyz II Men. But for $150 extra, you could meet them. Would you do that? Sure. What up, what up, what up, what up guys?

Now would you, if you were on an airplane and you could upgrade maybe to have more leg room instead of being crowded in there you get to, there’s only two people on a row instead of four, have you ever upgraded your flight?

Well of course, yeah.

When you’ve gone to on vacation have you ever upgraded to a premium room?

Absolutely.

Have you ever downgraded to sit right there in the middle with the cabin boys inside the cruise ship, where you say, hey, can I save some money to sit there right next to the engine?

I really don’t want a balcony, and I don’t want to be able to see the ocean at any time on the ship. Could you put me in a closet? Yeah, no, I’ve not done that. So Thrivers, listen, my wife and I went on our first cruise. I said, do you want windows? I’m like, buddy, I don’t care.

Just get me on that boat.

I just want to get on a boat, because I know that I can get out of that room.

I don’t care. The second time I went on the ship, we’d earned some money. I said, you know what, I want to look out over the water. It’s not because I’m a diva, it’s because I can afford to do it. So what I’m saying, Thrivers, is I’m telling you at least 10 % of your customers are willing to pay, and someone should write this down, four times more for faster results. Wow.

At least 10 % are willing to pay four times more. Where’d you get that number? I’ve just been doing this forever, and I’m just telling you, people are willing to upgrade, they’re willing to do premium, and at least 25 % of your customers are willing to pay double. 25 % are willing to pay double. Yeah, absolutely.

And some people will not pay more for anything ever under any circumstance.

They’re going, well, there’s an extra fry in that bag. I did not buy that bag of fries, but there seems to be an extra one. No one’s looking. I’ll go ahead and grab that leftover fry. Well, and that’s the problem is that you try to sell that person, and they shut you down.

You’re like, OK, that’s it.

I’m done. That’s just frustrating. Yeah, I’m done. Done.

Pump the brakes.

Never again. Oh, man, it’s embarrassing. You know, it’s just the numbers. I mean, you’re going to have like, like Clay just said, 10 % boom, 25 % boom, and that other 75%, that other 60%.

Don’t let them dictate your pricing.

Now, Z, there’s four ways that all the thrivers can take action today to dramatically transform their financial future. All right, let’s do it. Move number one, thrive15 . com, the world’s best business school. Give it to us. $1 for your first month, $19 thereafter.

We’ve got hundreds of thousands of videos on there. You can binge watch all day long. It’s a Netflix of business coaching.

$1 for the first month and $19 thereafter. move number two you could sign up for a in -person two -day 15 hours of power thrive time workshop at thrive timeshow . com z what is that all about well you come for two days we just shove everything you need to know about starting and running and growing a business you get it all you get your own little book there’s no upselling we have scholarships it happens right here in tulsa it is awesome you get a look at the Look at the reviews. is 3, 2, 1, boom! JT, do you know what time it is? 410.

It’s TiVo time in Tulsa, Russia, baby. Tim TiVo is coming to Tulsa, Oklahoma, June 27th and 28th. We’ve been doing business conferences here since 2005.

I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two -time Heisman Award winning Tim Tebow come present. And a lot of people have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field.

Now, the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying, Tim Tebow is going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Also, this is the first Thrive Time Show event that we’ve had, where we’re going to have a man who has built a $100 million net worth.

Wow. Who’ll be presenting. Now, we’ve had a couple of presenters that have had a billion -dollar net worth in some real estate sort of things. But this is the first time we’ve had a guy who’s built a service business, and he’s built over $100 million net worth in the service business. It’s the yacht -driving, multistate -living guru of franchising. Peter Taunton will be in the house.

This is the founder of Snap Fitness, the guy behind nine -round boxing. He’s going to be here in Tulsa, Russell, Oklahoma, June 27 and 28. JT, why are you here? should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge.

He is awesome.

He’s inspired me listening to him talk.

And not only that, he also has practices what he teaches. So he’s a real teacher. He’s not a fake teacher like business school teachers. So you got to come learn from him. Also, let me tell you this, because I don’t get this wrong, because I get it wrong.

Someone’s going to say you screwed that up, buddy. So Michael Levine, this is Michael Levine.

He’s going to be coming. He said, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson. Well, Prince or Nike for Charlton Heston, for Nancy Kerrigan. for Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity.

This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful.

The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes, Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day.

We’re going to add more and more speakers to this all -star lineup. But I encourage everybody out there today, get those tickets today. Go to thrivetimeshow . com. Again, that’s thrivetimeshow . com.

And some people might be saying, well, how do I do it? I don’t know what I do. How does it work? You just go to thrivetimeshow . com. Let’s go there now.

We’re feeling the flow. We’re going to thrivetimeshow . com. Again, you just go to thrivetimeshow . com.

You click on the Business Conferences button, and you click on the Request Tickets button right there.

The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you can afford. And the reason why I do that is I grew up without money.

JT, you’re in the process of building a super successful company.

Did you start out with $1 million in the bank account? No, I did not. Nope. Did not get any loans, nothing like that. Did not get an inheritance from parents or anything like that. I had to work for it.

And I am super grateful I came to a business conference. That’s actually how I met you, met Peter Totten. I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to Thrivetimeshow .com. com.

You might say, well, when’s it going to be?

June 27th and 28th. You might say, well, who’s speaking? We already covered that.

You might say, where is it going to be? It’s going to be in Tulsa, Russia, Oklahoma.

I suppose it’s Tulsa, Russia.

It’s I’m really trying to rebrand Tulsa as Tulsa, Russia, sort of like the Jerusalem of America.

But if you go to if you type in Thrivetimeshow and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside. We’re going to have hundreds of entrepreneurs here.

It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office. And so it’s going to be packed. So when? June 27th to 28th.

Who? You. You’re going to come. Who?

You.

I’m talking to you. You can just get your tickets right now at Thrivetimeshow . com. And again, you can name your price. We tell people it’s $250 or whatever price you can afford. And we do have some select VIP seats.

VIP tickets which gives you an access to meet some of the speakers and those sorts of things and those tickets are $500. It’s a two day interactive business workshop over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical.

It’s actionable.

And it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow . com. Again, that’s Thrivetimeshow . com. Hello, I’m Michael Levine, talking to you right now from the center of Hollywood, California, where I have…

Get ready to enter the Thrivetime Show. Now we’re on the top, teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve written the books, seeing some wisdom in the books. You see my wife and kids, please tell them hi.

It’s MC up on your radio.

Welcome back into your daily conversation.

It is the Thrive Time Show on your radio. My name is Clay Clark. I am the former United States Small Business Administration Entrepreneur of the Year. I am the current father of five human kids. And Dr. Zellner, I have an exciting piece of news, very exciting updates on this sensational Wednesday that I want to share with you, my friend.

I have two big updates. You seem pretty fired up today. I mean, I know there’s something, a little sparkle in your eye.

I think it’s going to be an epic show.

I mean, I don’t know for sure.

I’ll let you know in a couple of hours, but I’ve got it.

I just got a good feeling.

Okay.

Well, there’s three big updates. We’ll kind of tease out there. We’re going to get into the three big updates.

One is we have a thriver this weekend who had asked the question and now we’re kind of midway through the week.

We can get to it.

He just said, I need to know how to grow my freaking business right now. So I’m excited because this guy has 1 ,300 current customers and you and I are going to teach the proven moves that will definitely increase his profitability by $100 ,000 this year. if he does the moves. You’re giving that a double stamp guarantee? Are you going triple stamp or just double stamp? This is a double, triple stamp, double verified.

So I’m excited to get into that. This is exciting. And now on a personal note, you gave my wife and I tickets to attend Jeff Foxworthy in concert there and in your luxury box suite area. And it was great, my man. It was awesome. Did you giggle?

My son and I laughed quite a bit.

I brought my son and my wife, and my son and I were watching the Jeff Foxworthy routines online, and I was explaining to my son, it’s a routine, so when he comes and performs, it’ll probably be very similar. And my son just thought it was the most hysterical thing in the world when he was talking about passing kidney stones. My son just could not keep it together. He was laughing, having a great time. We enjoyed it, so thank you very much, my friend. Oh, it’s so fun to laugh at somebody else’s pain, isn’t it?

Z, it was awesome, man. I appreciate you giving us the tickets. Well, you bet. You bet.

I’m glad you guys went.

I’m glad you guys enjoyed. and I hope we didn’t tear up the box too much. It was a great, it was a great time and we had a, there’s a restaurant located right in front of the B . O . K.

I cannot remember the name of it, but we had, we had some food there.

It was, what was that, Naples Flats or was it?

Right by Pinketzel, not Naples, but the other one right there called Terra. Oh, Terrera’s. Terrera’s. That was voted Tulsa’s number one new restaurant in 2016. It’s a Spanish tapas. In other words, they have small dishes and it’s a Spanish theme.

It’s a really good restaurant. I love it. It was excellent. It was excellent. And Z, guess what? This week we just passed a record on my tree planting.

I’ve been trying, for anybody who listens to the show regularly, you know that I’m turning Camp Clark and Chicken Palace into a forest. A forest. You are reforesting. So here’s reforesting. Yeah, here’s the deal.

I am trying to get to 200 trees. That’s my goal. That’s your goal. And this weekend I just hit 70 trees, the big 70. Wow, one third of the way there. That’s impressive.

Yeah, we planted six more this week.

You got some evergreens going on in there. What kind did you plant this week? I want to tell you, but I don’t know.

I go there and I say, which is the one that’s going to give the most coverage?

This one is supposed to get to about 60 feet of height when it reaches maturity, and it grows at about 2 feet a year. you have to get, you know, two trees so they grow together but I end up getting six of this particular kind of trees. Very excited and I had to get them from Lowe’s because on Easter everybody else was closed, you know, and Lowe’s was the only place available to buy said trees. That was the move, huh? Yeah, I wanted to go to Atwoods. Atwoods was not available.

I looked at other local places as well, but Lowe’s was the only place open, my friend. But did you have, if you had a good week so far, are things going well at Zellner Enterprises? What big things are happening? Well, I tell you what, big, oh, I had a fantastic list this last week, and I don’t even know if I’ve told you this or not. No, give me a sweet date. But I had a colt named Rowdy the Warrior that ran in the Arkansas Derby.

which is kind of a big deal. It’s a horse. It was a thoroughbred horse that I raised at my ranch, and now he’s three.

And he’s done well enough that he got a shot to run in the Arkansas Derby. He was the longest shot on the board. But he did run dead last. And I went over there on Saturday, this last Saturday, and watched him run. And he ran his little heart out and did good. He ran kind of middle of the pack.

But I was proud of him. It was fun. And there you have it. Can you walk me through what it looks like when you watch your horse? I mean, are you a guy who cheers? Are you a guy who shouts?

Are you a guy who… All the above. loaded in the gate, you know, the first thing you’re looking at it, you’re going, okay, I’m talking to the jockey now. Like he can hear me, right?

I mean, he’s a ways away. He can’t even see me, but I’m talking to him as if he can hear me.

Come on, Louie.

His name’s Louie Quinones. Louie Q. Is he a big man? How big is a jockey? Well, with him and all of his clothing and the saddle and everything, he couldn’t weigh any more than 118 pounds.

Are you serious?

That’s what he had to carry, but now he can make about 116, which means he probably weighs about 110 to 112. I would imagine. And so he’s not a big man to answer your question. Not a big man. He’s a wittle guy. It’s really funny when you meet some of the jockeys.

They can be as tall as me and be just super skinny, and you’re like, oh, dude, that’s, oof, that doesn’t look good. But the guys that are kind of short and stocky, you know, the little guys, that’s sustainable. You can go, okay, that’s, you gotta build for a jockey, you know? So anyway, when he’s in the gate, you know, I’m talking to him, come on, Louie, get him out, get him out, like he’s not gonna get him out of the gate, you know, like get him out, just get a good start, you know. And so the gate opened, hit the thing, and everybody roared, the roar of the crowd. I mean, there was probably 60, 70 ,000 people there in Hot Springs.

And how long is a race? Is it a couple minutes? How long does it take?

Yeah, this one was a minute 48, actually, and change. It was a pretty fast time for us, a mile and an eighth. So eight furlongs make up a mile. So if you’ve ever watched a horse race, you think, well, what does that mean? Well, an eighth Eight furlongs make a mile.

So this one was nine furlongs.

So it was a mile and one eighth. All right. The Kentucky Derby is 10 furlongs or a mile and one half. I mean, one quarter. So anyway, the gates open, he gets out, he gets out good. And he’s a late runner.

So we kind of, I told him, you know, before the race, the trainer and I, they’re so kind to let me speak, you know, before the race, we’re talking strategy. Like I, like I know what I’m talking about, you know? So I’m sitting there and I go, um, Yeah, just get him out good. And Louie’s looking at me like he was done it a thousand times, you know. Thanks for that tip. Get him out good, save ground, and then come running.

I try to be first at the end of the race. You know, you remind me of Greg Popovich, the coach of the Spurs. And they have to do these interviews. As an N -B -A coach, you know, they’re required to do interviews in between quarters or during time outs. And one of the things that happens all the time is Hannah Storm or somebody has the misfortune of having to ask Greg Popovich a question. You’re listening to the Thrive Time Show.

And I kid you not, if you’re looking for just a great evening of entertainment, what you need to do is go up on YouTube and watch Greg Popovich respond to reporters. Because they’ll say, like, Coach, your team’s down by 12 points. And they know he’s going to do this. But you’re down by 12 points, headed into the third quarter. What’s your plan? He goes, what I’m going to do is I’m going to tell you exactly what our plan is.

And then we’re going to do that and hope the opposition doesn’t watch. And they’re like, what? He goes, no, I’m not going to tell you what we’re doing. We’re going to go out there and score 13 points and hopefully they don’t score any more points. We win the game by one. I mean, he just, he’s so sarcastic or sarcastic or coach your team, your team seems to be behind.

What’s the issue? He’s like, we have less points at this point. It’s just every time he does it. Oh, it cracks me up. Yeah. But it’s funny because he’s so.

They ask him these ridiculous questions like he’s really going to answer them. Like what’s your secret play you’re going to do when you’re down? I’m not going to tell you. It’s so good. We’re talking today about Thrivers. We’re talking about a very specific series of answers to a very specific Thrivers questions.

We have this new features here where people can text us 918 -851 -6920. That’s 918 -851 -6920. And at our in -person workshops, which by the way, just a couple of days until our next in -person workshop, it’s April 21st and 22nd, we’ll answer any business questions that you have while also teaching you everything you need to know to grow your business. But for those of you who live all over the country or who can’t attend this particular event, you can text us 918 -851 -6920, and albeit it won’t be as in -depth as we would do in person, but we’re going to answer your questions. And so here is the question from a Thriver. He has 1 ,300 customers currently and he’s not making a lot of profit.

Now, I don’t want to give away what city he’s in or the name of his company.

but I will say he’s in the fitness business. He has 1 ,300 customers who are, on average, paying about $35 a month.

And his question is, how do I get my business to be immediately profitable? I’ve been in business for 12 years.

How do I do it?

Wow. OK. 12 years in business, 1 ,300 customers. An average member is paying $35 a month.

And so, Z, I’m going to walk him through. the six steps.

And when I missed something or because again, we’re doing this on the fly, we’ve thought about this, we’ve made the plan. But again, Z has done this in his own businesses. And so he knows the questions that you’re not even asking yet, right.

So move number one, I encourage you to optimize your Google map. So what I want you to do right now thrivers is go ahead and Z you might want to do this too.

This is kind of a fun thing to do.

We’re gonna go and Google jinx, men’s haircuts, jinx, Men’s haircuts and when you google I’ll give you just a second divers you can pull up on your smartphone or whatever You’ll notice that elephant in the room has top placement in the map. So if you Google jinx men’s haircuts on your on using your smartphone, or any type of device, we’re number one. And according to ad week, ad week is an organization that that research is why people buy 81 % of consumers start their search for a product or service using Google 81%.

So we elephant the room comes up top in the map, And then we also come up top of the first three results in Google after that. So as far as the map goes, you need to rename your business like this.

So our listing says, Elephant in the Room of Jinx Men’s Haircuts.

It says of.

So Elephant in the Room of Jinx Men’s Haircuts.

Why do we name it that way? Because that’s what Google wants you to do. I don’t know why, but that’s step number one. You have to do it. And Z, if someone says, well, I just don’t have the time. I can’t find the password.

I just, I’m so busy. What would you say? Because this is, I mean, you have 1300 customers. You’re probably busy. I would say, well, here’s the deal. You’ve got an option.

You can, one, you can do it. Or two, you can not do it. Or three, you can find a team that will do it for you. What does that mean?

A team? Where do you find a team of business ninjas? Where do you find a team that does this on a daily basis?

Where do you find a team of young professionals that say, you know, we will do that for you? Back in the day, you’d have to hire a full -time graphic designer. Okay, so I put an ad out for a graphic designer. Full -time web developer. Okay, web developer, check. Full -time optimizer.

Okay, another one. Boom, I’ve got three ads working now. Probably somebody who can write content. content, like a copywriter or something like that. So probably four people. Okay, four people.

So so far, I’ve got four ads out there and I’m looking for four people. So you’re out, you know, like four grand a week, maybe 3000 a week for all four people at this point. Well, but I need to because I want to make money. And so I know I got to spend money to make money and I got to get the team. And so okay, so I’m out looking for these guys. And that was the paradigm that you and I started our businesses with, we had to hire full time people or hire big time firms to do it.

And now Z with thrive15 . com. And our one on one business coaching, you and I’ve teamed up to make it How much per month?

Oh my, now you’ve got a little shortcut. Are you telling me about the shortcut? Well, you and I have invested millions of dollars to build the world’s best and most affordable online business school. And many of the subscribers who are paying, oh, by the way, the first month, a dollar a month, and then $19 a month thereafter for the world’s best business school said, could you, do you guys recommend a web developer? Do you guys recommend a graphic designer? Do you guys have a videographer you could recommend?

And we kept saying, yeah, you might want to find someone local, you might want to try to find somebody and then we realized we already have the team. One of our accountants had said you’ve got to meet this guy, Clay. So we ended up meeting with Clay, and he’s helped us go from Right before we opened the third location now to six locations. And so we’ve more than doubled our revenue. And these are ground up build gyms.

And so it’s not the barrier for entry is pretty high. It’s 20 plus staff at each location. So yeah, it’s been a lot as far as running systems, checklists, workflows, who does what, when and how, training us on that.

Clay’s helped a ton.

We would not be where we’re at without him. So huge win. Charles, from an ROI perspective, if someone’s going to look at it and go, return on investment, I pay you $1 ,700 a month.

Will I make more money than I’m paying you?

How would you maybe tackle or how would you respond to what kind of return on investment have you seen for the $1 ,700 a month you’re paying?

Well, for example, Clay has got, there’s no better business coach in the world that has the way he works, the way his mind works.

But he’s also got a team of other business coaches that have worked in lots of different industries. So he’s worked in every industry.

His staff has worked in every industry.

He’s got videographers, web designers. I mean, just for the fact of like, just the website alone is worth the $1 ,700. Just the ability to take any of their proven systems, whether that’s a marketing thing, or whether that’s a staffing thing, like one thing done in the month, it pays for itself. And then to understand this, there’s a part of where, you know, some maybe some week you may be like, well, you know what, I’m not getting a whole lot out of this call. But the bottom line is, it’s like when you read the Bible, there’s times you’re just reading it, and then you’re like, You know what I really and then you read it that one time and it’s like God really speaks to your heart. And the whole truth is, is like there’s no way that you can get that kind of value for $1 ,700 to have a whole team of coaches, graphic designers, web developers.

anybody that has that type of knowledge, you know, in your back pocket. And then the whole thing is run your business with being somewhat conservative. Make sure you don’t run it to the edge all the time. But by doing that, you have that skill set. You have those It’s tools on your tool belt. And I just think it’s just like, it’s just like the cost of doing business.

Like, just, just understand it.

That’s a, that’s what I think. There’s a, there’s a, sometimes the payment we make, I feel like is peace of mind, even because there have been multiple times throughout the years that we will, we will either be butting heads on something. Um, we’re super confused about something. We’re fearful about something, something in the markets changed and it’s a quick call to clay. Well, Thrive Nation, it’s a very special occasion, because a lot of times on The Thrive Time Show, I get to interview people that I am friendly with or have an acquaintance with, that kind of thing. And I enjoy that.

But it’s really an honor whenever I get to interview someone who I consider to be a friend or people that I consider to be friends of our family.

And it’s awesome when we can celebrate a success story, because it’s a life -giving thing.

And for somebody watching today’s show, if you feel you need like a checkup from the neck up, if you feel stuck, if you feel like you don’t have the resources to get started, You have the resourcefulness. Maybe today’s show is the show you need to hear, because this is a couple. They started this business together out of their house, and they’ve now grown it into a multimillion dollar, super successful company. And I’ve had the opportunity to work with them in a consulting or coaching capacity over these past five or six years. And I am so excited to have them on today’s show. With that being said, Amber and Charles Cola, welcome on to the Thrive Time Show.

Amber, how are you? Great. Thanks, Clay. It’s awesome to be on here with you. Yes, we are excited. OK, so I got to ask this real quick, because people think you’re a hologram.

How long have we had the opportunity to work with you, or how long have we worked

with you guys together from a kind of a coaching relationship? We probably started back in 2017. So yeah, we’re looking at seven, eight years. Yeah, it’s coming up on eight probably, a little over seven. And from that time, I mean, you guys have experienced tremendous personal growth and business growth. I mean, could you, Charles, maybe talk about, I’m not looking for your specific financials, but could you maybe talk about maybe the size you guys have grown over these past seven or eight years at colawfitness .

com? Absolutely. We started off, we were getting ready to open our third location.

And one of our accountants had said, you’ve got to meet this guy, Clay.

So we ended up meeting with Clay.

And he’s helped us go from, you know, Right before we opened the third location now to six locations. And so we’ve more than doubled our revenue. And these are ground up build gyms. And so it’s not the barrier for entry is pretty high. It’s 20 plus staff at each location. So yeah, it’s been a lot as far as running systems, checklists, workflows, who does what, when and how, training us on that.

Clay’s helped a ton. We would not be where we’re at without him. So huge win. Now, I’m going to ask you guys this story, because I want you to be able to encourage somebody. I’m not sure who’s going to watch this show, but I view every show as kind of a message in a bottle. So somebody’s watching this show, and they’re going to relate to this story.

I’m going to let Amber go first, because I think she’ll maybe have a less rosy view of how it was. But you guys started colawfitness . com doing personal training to individual clients, in your actual home. So like your living room was where the squat rack was or the bench press was in the kitchen or Amber, what was that like when you started Kola Fitness . com? Well, I think when you’re starting something like that, you don’t see bigger picture.

You’re not thinking that far ahead. You’re just kind of thinking you have to work. You have to survive. You’ve got to make money. you’re doing what you love. And so, with that, it was just, it was kind of more of a survival.

And also, we couldn’t afford furniture to go in our formal living room or formal dining room. So we were kind of stuck in a situation where Charles needed a place to train and he had a full clientele. And so we just were, why don’t we find like a big universal piece, stick it in the living room that, cause it’s just an empty room. And the dining room became more of the office. And so we bought a big universal piece and threw down some rubber flooring, ripped up the carpet and put some big mirrors on the wall. And we just started doing what we needed to do at the time with no, I mean, I definitely did not think it was going to be in my house for a couple of years for sure.

But yeah, a lot of it was fear of failure. I was like, I want to make sure that, you know, I can provide for my family. And we were trying to just, I was every lead I had and follow up with every client I trained, want to make sure that it gave me good results. And yeah, next thing you know, we have about 160 clients coming in and out of the door a week. And it’s me and about four or five of the trainers training out of there out of our living room. And so it became a revolving door of fitness.

And then Amber also did some hair. So she had a hair salon in the back of the house. So it’s a like a training studio in the front of the house and then a hair salon in the back of the house. So yeah.

The win.

Now, I want to share this story because I don’t know if I’ve ever shared this story with you, but I think our listeners need to hear this because your story is better than mine. But let me just show this to the listeners real quick here. If we go to 111th and Memorial in Tulsa, Oklahoma, my wife and I, we were 20 years old -ish. And I remember I was so excited to be able to build our house. I remember telling my wife, honey, we can afford to build a house. We are going to build a house, a brand new house.

She was so excited.

I remember we were driving down Riverside.

She was like, we’re going to buy a house? And I go, yeah. She’s like, we’re going to build a house? I’m going, yeah, because we’re a young couple. We’ve just been married a couple of years. Right here at 111th and Memorial.

I found a builder named Rob Brewer, who did a phenomenal job.

I would hire him again. And this is a true story. So I built this house from scratch. And so my neighbor comes by, Wendy, God bless her. I’m not going to mention her last name. Wendy comes by, and she’s like, hey, what are you doing?

I go, what do you mean? Because I’m having like 40 couples a week that are walking up to my front door, hanging a right at my office. And there’s, not kidding, there’s probably eight DJ vans in my backyard. And she’s like, what are you doing? And I’m going, well, what do you mean what I do? She’s like, this is a residential neighborhood.

What are you doing? I said, well, I’m running a business. She said, you can’t run a business here. So I had back here in the backyard. No kidding. I had eight different vans back there.

And then neighbors kept asking me if I was running drugs. I mean, people were concerned because the first DJ would come to load up gear at 4 in the morning.

And our last guy would come home at 3 in the morning. And it was just a wild thing. I got to ask you with the gym, Amber, how early were people coming to, workout to do squats and bench press and cardio. What time were they showing up? How many people were showing up? Oh, yeah.

So Charles is he’s relentless and he’ll fill any hour he can. And so he would start as early as 5 a . m. with his first client. And, you know, sometimes it would last until about 10 o ‘clock at night. And so it was, it was, it was just a revolving door and we always blocked out the middle of the afternoon at two o ‘clock every afternoon.

And him and I, and, um, as we added staff, we would all work out together. So it became this big, you know, workout session together. It was awesome. And this is a real thing now. How Amber, I’m not looking for anything super salacious, but I mean, did you ever have awkward situations? I mean, cause you’re trying, you’re sleeping there, you’re living there.

Do you guys ever have just like, I remember with the DJ business, my wife about once a week there for a while, she would come downstairs and one of my DJs would get, Clay, where’s the bathroom? I’d say right there. And they would walk into our master bedroom and I’m like, get out of there, that’s my bathroom, you sicko. I mean, did you ever have just weird client interactions? Oh yeah, totally. You know, our kitchen became like the staff break room.

And so all of a sudden I’ve got everybody’s lunches in my fridge. And I remember one day a guy had went to get the barbecue sauce out of the fridge and just drops it. And it just shatters all over the kitchen floor, but his client was here. So he, he looks at me kind of like, uh, and I was like, just, just go. I got like some cleaning up barbecue sauce out of the kitchen. Um, one morning I had gotten out of the shower and I come out of the bathroom, which is at the top of the stairs.

And I’m just making that short little. jagged over to my bedroom door. And so I had my hair in a towel and a robe on and I opened the door and right there at the bottom of the stairs, Charles has one of the clients doing calf raises and they just, good morning. And I thought, get this out of my house. The trainers napping on the couch between clients and our middle son was in pre -K at the time. And so he’d come home half the day.

And he’d sit on the couch. He was just so little, his feet would just stick straight off the couch. And he’d try and watch cartoons. And there would be someone on like a ab mat on the floor, right in front of the TV doing crunches. And so he’s just watching his little cartoons and someone’s doing crunches in front of him.

And so, oh yeah, the whole family was in on it.

I just remember when I was building DJConnection . com, I would train my DJs out of my house. So we would practice announcements like, ladies and gentlemen, coming up in just a moment, we’re going to introduce the bride and the groom. Once Once again, ladies and gentlemen, get ready for the intro. And we would practice, ladies and gentlemen, coming up next, we’re going to be cutting the cake.

Once again, we got the bride, we got the groom, we got an act that should be exciting. And I’m practicing, and they have a script, and I’m practicing.

So adult males are in my house, and we’re practicing introducing. Because, you know, we grew DJ Connection to do 4 ,000 weddings a year. So I’m training 30 disc jockey every week. So Havana, my oldest, who’s now 20, she starts running around in the office going, ladies and gentlemen, coming up next, the cutting of the cake, because she had heard it so much. She’s like, ladies and gentlemen, coming up next, the Soul Train line. She knew, because it was like, and I don’t think if you’re watching today’s show and these stories, you can’t relate to it.

That’s OK, but I’m just trying to make sure we’re getting this idea. This is a real couple that I would now classify as a super success story, but they had to start somewhere. And it’s not about resourcefulness. It’s not about resources.

It’s about resourcefulness. Again, it’s not about resources. It’s about resourcefulness. Look at the backyard. I turned half my backyard into a concrete slab so that we could park all the vans back here. I mean, look at all the trees I planted to block the view.

So now you look at Colaw Fitness and you go, Wow, this is a super successful company. Wow, I want to be the next Koloff Fitness. Wow, these guys are really doing it.

I want to be a kolofffitness . com. I’ll get the website to pull up in just a second. And people always come to me and they say, Clay, what do I need to do? What’s the most important thing? I just had a guy today, huge ministry, huge ministry, multimillion dollar massive ministry called me and said, what’s the one thing I can do to grow my ministry?

And I said, buddy, I’m going to send you today’s show. There are 14 things. that we need to do and a lot of details on those 14. So we’re going to go step by step on today’s show. I’ll go back and forth between Charles and Amber. And for sake of time, we’ll just go back and forth rapid fire.

So here we go. And Charles, by the way, you get 60 seconds on the clock for each answer. So here we go. Box number one. you have to figure out your revenue goals. You just have to know your revenue goals.

You have to know your revenue goals. What are your gross revenue goals? What are your weekly revenue goals? What are your annual revenue goals? You have to know your revenue goals. Charles, why do you have to know your revenue goals?

Yes, you have to know your revenue goals so you know if they’re going to be making money or not. And for us, we want to make sure that we’re staying bankable, that we can open more locations.

Our gyms are a ministry for us. We want to make sure that we continue to expand and making sure we got at least a 20 % profit margin off of all of our expenses to income over expenses. And we know how many memberships we have to sell. We know how many clients that we have to service to hit those goals for our set overhead costs. And yeah, you got to know how many units of items you have to sell every week, every day. And so we track that stuff.

And for us, we have a lot of it’s really recurring revenue. But the whole point is that we want to make sure that we have enough of the payable, viable buyers in the system to continue to grow. And you track this stuff. And so we’ve got wonderful members of our team.

We’ve got a young member of our team named Natalie, who’s learning all of this because she’s developing into a coach. And when you work with a new client, a lot of times the client’s going to have a bias to focus on just marketing, just branding. But you have to know these numbers.

Amber, anything else you want to talk about as far as the numbers?

Because I know your husband is passionate about fitness, and you are as well. But why do you have to focus on the numbers and not just marketing, or not just branding, or not just social media? Why do you have to focus on those numbers? Well, I think the numbers, it’s like the steering wheel that steers the ship. I mean, if you don’t understand the numbers, you have no idea where you’re going. And so I think that’s probably the biggest thing like it just, it, it leads the whole way, and I think a lot of people tend to do I’m going to do the marketing or I just want to.

perform the service. I think a lot of it because people are scared of numbers. I think they they feel like numbers are overwhelming and they try to make numbers way too difficult. So I think This is such wisdom, folks. I’m telling you, if you’re not familiar with colawfitness . com, go to their website.

These guys give away a Bible.

Every time they sell a new membership, they set aside a portion of the funds to give away a Bible to first -time members at their gym. It’s an incredible, it’s a ministry, it’s a business. It checks all those boxes. Let’s move on to box number three. Define the number of hours you’re willing to work. Now, Amber, you happen to be married to a man who’s willing to work every hour of the day, if need be.

I will say this, though. Most of my clients, if I had to think about my 160 clients I work with, And I had to think about the average client. 90 % of them are not willing to work as hard as you guys. Most of my clients are willing to work 40 hours a week or 50 hours a week. Some will work 60 hours a week. But nobody is willing to go sprint from 4 AM to 8 PM, 10 PM every day if need be.

Your husband is willing to do that. Why is it important for you guys, Charles, to define the hours that you’re going to work? The hours that you’re not going to work, block out time for the family cruise, for the family trip. Why is that an important box there, Charles? That way my wife will stay married to me. Well, I’m like you.

I like to just go, go, go. And then we do definitely, we take off and we go to church on Sunday. It’s important for us to hold the Sunday. as a Sabbath, as a day off. Other than that, I like to work, like you talked about vacation, to vacate or to leave something. I love to work.

I love to build the systems and build the documents and train staff, build the systems and so on. But we do have to make sure that once a quarter, we try to look at taking time off. Go ahead. Well, I would say the biggest thing that we always talk about in marriage, family, and work, expectations and boundaries. Those two things have to be very clear all the time. As long as he understands what my expectations are and I need him to fulfill a husband role in addition to working, as long as he understands that these are my expectations and then these are my boundaries, And as long as we communicate that, then…

And we’re good. I’ll say one more thing is that for us, we’ve kind of at the spot to where, you know, we just work on the business, not in the business. So we don’t actually do the day to day stuff, but we work on the bills, business systems, checklists, workflows, training, coaching people remotely because we do live in Florida. Our clubs are in the Midwest, Oklahoma, Texas, Missouri, and Kansas. And so running remotely and running all that stuff, we’ve got to kind of say, how do we want to live our lives? Like you’d say, Charles, how do you really want to live it?

You got to kind of map out and clearly define that for us. Tuesday, Wednesday, Thursday, those days are just all in on zoom calls, training, coaching, working with staff. And so those days are really, really full days. And then the rest of the time, like on Friday, Saturday, Sunday, Monday, those are all lighter days that we don’t block in a lot of meetings, it’s like no meetings that we plan, but we are still I’m still working on things that I want to work on, but I’m not leveraged to having to. So I’ve kind of created my three day work week that’s like super long. And then the rest of the time, I don’t have meetings, I don’t get held hostage on a lot of stuff.

And people have to kind of have a gatekeeper to get to me. But other than that, that’s how I’ve tried to map that out so that I can continue to mastermind and kind of grow the brand and have some meta perspective on how I want to continue to grow. So there’s just so much again, for folks, if you want to learn entrepreneurship, this is this is real people.

And if you’re in the Florida area, and you’re looking for a job, if you’re in the Joplin, Missouri area, and you’re looking for a career, not just a job. Koloff Fitness is a company that’s going places. I’m not prophetic. I’m not claiming to have some view of the future. I just see patterns. And I work with clients, and I help them implement patterns that work.

And I also know of the clients that’ll work.

Nothing works unless you work, right? So nothing will work unless you work. And I look at the Colaw family, and I look at the fuel that you put into the business and the diligence that you bring. And I’m telling you folks, this is a brand that’s going somewhere. If you’re looking for a career, check it out, colawfitness . com.

Box number four and five, these kind of fit in together. Box number four is you have to determine your unique value proposition. That’s a unique thing. But what is it that makes you unique? you unique? What is it that separates you from the competition?

If you’re watching today’s show, let’s think about your website, your print piece, your auto wraps, your business cards. Let’s think about everything about your business. Let’s think about the sites, the sounds, the smell, the ambiance, the employees you have. What is it that makes you different from the competition? What is it that makes Chick -fil -A successful when there are many other fast food chicken restaurants? What is it that makes Quick Trip super successful when there are so many gross, nasty, Uh, dirty, uh, convenience stores.

What is it that makes Chick -fil -A successful? What is it that makes QuickTrip successful? What is it, what is the secret sauce? that allows Brad Stevens, the coach of the Boston Celtics, to bring out a winning lineup year after year. Brad Stevens took a dysfunctional Butler College basketball team and turned them into a top -four basketball team. Think about this.

He took a college called Butler, the size of Oral Roberts University, and took them to the Final Four multiple times. And then he takes that same recipe and goes to the NBA, and they win a championship, and he’s putting out a winner year after year. What is the secret sauce that allowed Phil Jackson to win year after year?

Michael Jordan couldn’t win a championship. without Phil Jackson? He played a lot of seasons without Phil Jackson. He only won his championships with Phil. Kobe Bryant never won a championship without Phil Jackson. By the way, Kobe Bryant played a lot of seasons.

without Phil Jackson. What is that magic formula? A big part of it is you have to understand your unique value proposition. So Amber, what is it that makes Kola Fitness unique versus other fitness companies? For us, it’s culture, hands down. It’s culture all day long.

And we worked really hard at our first location to set the culture and make it what we wanted it to be. We wanted a fitness center that everybody could be a part of. And I mean, not everybody, not everybody likes it. But It’s definitely our culture and that was something we knew we had to be able to duplicate when opening other locations. And so that is probably the number one piece that we We train, develop, encourage that we’re the biggest part of the company that we are still a part of is the culture part. Yep.

And that’s the big part. I’m going to just kind of jump a little bit more unapologetic in our Christian component to that. Think of if Planet Fitness is the McDonald’s of gyms, Cola Fitness is the Chick -fil -A. And what I mean by that is We are a strong Christian culture. We hire and we look for people that match that. They don’t have to be a Christian, but they do have to align with those values.

All of Christianity summed up in one word is the word agape. That’s an unconditional love. We want to make sure that we actually hire people that are into customer service, that likes people. Who’d have thought customer service, we’re going to find people that actually like to serve people. And so we really vet that pretty heavily on the front side, on the onboarding with our, you know, like our Christian culture. We play a video, we talk about who we are.

We talk about the Christian values, devotion to God, discipline in living, denial of self, dream great dreams for God’s glory, determination to stay the course. So the Christian side of it is kind of strong. So either people lean in or lean and lean back. And so when we do group interviews is where you’ve taught us a lot of great systems, you see people lean in and see people lean back. So when everybody’s on the boat rowing in the same direction, and they really match that value set, the culture is just, it’s just better.

And when you hire people that actually like people, like hire people that like people. They want to acknowledge your presence, close the gap, give them a fist bump, a high five, make somebody feel like the highest, like the highlight of the day when they walk through that door. So we train people on those systems. So we took the culture that we did when we first opened the club, and we defined it into actual ways that we can role play and script it with our staff so that you have not a purple hair, McDonald’s, perpetually distracted, crayon mark tattoo person, you have a person opposed to like a McDonald’s, somebody that runs up to your car like a Chick -fil -A, that’s you got their polo on and says, my pleasure. So that’s where we have to be very, very, very specific on how we do culture differently than the competition who’s just, you know, scaling out like crazy. But people like the greatest currency in life is how you make somebody else feel.

We want to make other people feel like the highlight of the day and hire people that are sincere. They’re just genuine, that truly like people. If you do that well, You have to lock the doors to keep people out. I’m telling you folks, this is so important. I talked to a guy the other day who applied to work for your business, true story. And he’s kind of a gremlin.

I know him because he didn’t get hired by a friend of mine. And so a friend of mine’s like, hey, I didn’t hire this guy.

He’s kind of a gremlin. I said, what do you mean, gremlin? He’s like, yeah, he’s just kind of a curmudgeon, kind of a negative guy, Debbie Downer. And he’s got a big background in fitness, though. And he’s into fitness. And he played sports at a high level.

And he’d love to come work for you, Clay. And I go, OK. And he’s like, yeah, I guess he applied for the Colaw guys a couple years ago, didn’t get the job. And I’m going, interesting. And I knew that you, and I met the guy, I’m like, This guy, I understand why you didn’t hire him and I didn’t hire him either. And I’m just telling you of certain standards and.

if people aren’t up to those standards they can come back and reapply later after they turn that frown upside down, but you have a certain standard there. Now box number six, the three -legged marketing stool. At Colaf Fitness, with every business we work with, every business that I work with, what we do is we develop a three -legged marketing stool.

Now I’ll give you a moment Charles and Amber to reflect on this and maybe this is true for you, maybe not. But a lot of my clients that come into my life, I think about Stacey Purcell, longtime client, great lady. I think about Shaw Homes, shawhomes . com. We helped Shaw Homes grow from $14 million a year to $150 million a year. I think about Satellite Phones, Tina, her company, SAT123.

We’ve helped them grow to $100 million a year of sales.

I think about Oxifresh, oxifresh . com. We’ve helped them grow now to 500 -plus locations. And every single time I sit down with a business owner, they have not a three -legged marketing stool. No, no, no. They have a variety of things that might work.

And through tracking, we start to figure out what doesn’t work. And so with Stacey Purcell, with her wonderful business, we found out that LinkedIn didn’t work 100 % of the time, thus saving her $8 ,000 a month by turning it off. I just had a client this week True story, we found he was spending $4 ,000 a week on YouTube ads, Instagram ads, and TikTok ads. Got a lot of clicks, got a lot of views. No leads. Another client, I’m using a stream of consciousness, another client of mine, they were doing mailers, getting zero response.

Another client of mine was doing billboards to the tune of $6 ,000 a month between all their locations. And as you look at the different businesses and you track, you can really, really become much more profitable by nailing down a three -legged marketing stool.

Could you talk about that, Amber?

Maybe the impact it’s had or hasn’t had, tracking the results. getting rid of what doesn’t work and focusing on what does work? Yeah, well, I would say none of that is my part. of the business and I’m so thankful. I hate marketing, but I would, what I would say to that is that has everything to do with like we were talking about your numbers and the tracking. So you’re talking about tracking these things.

That’s my side, the financial side. And I want to know that when the money’s going out, that that return is coming back. Right. And so I do that side of it with we talk about a marketing budget and watching that and holding true to that and watching those numbers and watching, you know, The revenue that comes back from that marketing and so you may be able to talk more on the marketing. That’s your yeah. No, absolutely Well, we’ve tracked where they come from sometimes you do get clicks or you have like sometimes facebook shows you make it’s really not getting people to walk through the door and Convert people into members and convert people into higher ticket items And so you really want to make sure that what you’re spending money on is actually quantifying out into dollars And so clay’s really been good with us to track that we’ve done that for years and so we can really kind of see in our industry, we market, you know, in a five mile radius really heavy.

That’s kind of our ideal and likely buyers within that five mile radius or a 12 minute drive time, we target those, we see what marketing works best. And a lot of times, it’s the same proven stuff that Clay teaches with a lot of clients is really seeing to making sure that you’re dominating on certain platforms. And I can go into that.

But the whole point is, is Clay has done it in every industry.

And when we follow the system, track it correctly, we can monetize our marketing dollars a whole lot better. And so there’s there’s ways you want to get in front of your ideal likely buyer. We make sure we got the right product offering in front of the right ideal likely buyer.

And the things that Clay’s been doing with his clients over the last seven years with us, it doesn’t change much. There’s a few little things that adjust, but it’s a proven system. And that’s what works. And we’ve just we’ve done that. We’ve gone from three locations to six. and we’ve more than doubled our revenue.

So it’s, it’s been a huge win. Well, I think sometimes people want to market in a certain way because that’s the cool thing to do. Like I want to be on TikTok. If TikTok doesn’t pay me, if TikTok is not paying my bills, I could care less. I mean, I can watch TikTok on my off time, but I’m not going to put my marketing dollars into it just because that’s what everybody else is doing. And I think another part of that is everybody has marketing advice for you.

Everybody, everybody thinks there’s a marketing guru because they see ads. And I don’t think that’s true either. Now, I’m going to ask you this, Charles. And I’m not ready for your answer yet. I’ve got to mentally prepare myself for this. But you do not have the ability to not be honest here, OK?

So a guy called me here today. And I thought, man, I’m going to send this to him right away, OK? Guy reaches out to me. He’s in the construction space, OK? And he goes, yeah. This happens every day, by the way.

But he says, what would a relationship look like if I hired you guys as my coach? If I hired you, Clay, and your team, what does that look like? And I said, well, we charge you $1 ,700 a month. So it’s less money than hiring a minimum wage employee. That’s what it is. We have a weekly meeting.

And we follow a proven system. And anyway, and I said, there’s accountability. So there’s kind of three parts to it. One is we have a team that helps you get your photography, your video, your web, your search engine done for you, all those things. The second is we provide coaching down a proven path. And then the third is we have workshops every couple months so you can kind of get a tune up.

And I said, Mr. Client, Mr. Potential Client, who I’ve known forever, I said, Clay Stairs describes me as the ass man. And he’s like, the ass man? And I said, yeah, Clay Stairs, longtime client of mine. He’s been a client of mine for like 15 years. He literally tells people that I’m his ass man. And they go, what?

He goes, Clay. has helped me grow my company, claystairs .com. com. He’s helped me get into political office. But he kind of is like an irritant who follows up on the same things every week until they get done. So I want to ask you, Charles, how would you describe what the coaching relationship looks like for somebody out there that’s saying, what is it like to work with specifically me and my team?

Well, to shoot you straight, I mean, Clay’s highest desire isn’t always your comfort in that coaching. His highest desire is your continued development that you do hit your goals for financial. And a good coach, think of a good coach. A good coach tells you what you need to hear because he doesn’t just care about the comfort in the room or the comfort of the conversation. He cares about your character development, your personal development to becoming the better leader. And if you want to run a great company, you have to be a great leader.

You have to be the avatar. You have to be the great person. And Clay’s really pushed that in me. And for me, I thought I’ve always needed that. And I was just like, okay, Charles, stay humble, stay coachable. And that’s the biggest thing is most business owners, they don’t have the ability to stay, keep a humble, coachable heart and be willing to grow.

When you work with somebody that has a proven system, they’ve worked in every industry, they’ve got a team of videographers, graphic designers, web developers, people that will help you grow.

build the back end of your business correctly, the proven systems of continuous hiring of staff team, like group hiring that you always have staff ready to go. Somebody in the bullpen, so I’ll take it. You always have continuous training staff. You’ve never held hostages because there’s somebody that doesn’t know a skill set. You can always replace somebody because if you don’t create a system, you’re going to be a limited resource. And Clay creates the systems, helps you with document creation, file organization, and make sure you’ve got that stuff.

So you have a proven template. It’s really more like a franchisable prototype that you can handle the lowest skill set. So great people are great, but Clay’s been really good at shooting me straight. If you have a humble, coachable heart and you’re willing to grow and you take two or three action items every week, next thing you know, 50 weeks, 52 weeks in a year, you’ve got a bunch of systems, you’ve got a way better website, you’ve got checklist workflows. you got staff following systems, you got backup for each position, because if you don’t have people in the in the bullpen, you’re going to be held hostage. And so you want to make sure that you got the right systems, checklist and personnel ready to go.

And to run six different businesses in four different states, from Florida in the Midwest, whether we have to have good systems, checklists, workflows, and so on, and making sure people are holding to that clay has been really great for helping set up the system. So yeah, But it’s it’s to be honest, it’s not always the conversations are definitely sometimes. challenging, but understanding that both parties, me as the client, him as the coach, is really trying to have the highest desire to make you grow into a better person and to help your company grow and be better. And for me, that’s a good coach. And that’s why I like working with Thrive and Clay. Amber, I wanted to tap into your wisdom on this.

There was a statement that was made years ago by Robert Kiyosaki. And it really resonated with me. I heard this about 20 years ago. But he said, amateurs don’t have a coach. Professionals do have a coach.

And at the time, I thought, you know what? From a legal perspective, I probably need a coach. a coach or mentor to help me. So I hired wintersking . com, and I’ve used that company for, what, 10 plus years? And it’s really helped me.

And I thought to myself, from an accounting perspective, I need probably to have her a coach. So I hired CCK.

And so in the areas where I want to improve, I really do firmly believe in having a coach.

When I wanted to become a better speaker, I hired Carlton Pearson. And I worked with Carlton for as long as he would work with me, because at the time, he was the top televangelist in America. And he was a phenomenal verbal communicator. So, but it wouldn’t have worked if I wasn’t coachable and if he wasn’t willing to coach. And you guys have done such a great job over these years implementing, and I just see the future is so bright here. So when we look at your website now, could you talk about just that weekly meeting and making those little iterations and every week making it a little better?

Because I think some people want to get rich quick. They want to become successful in 10 minutes. They want to ready, set, let’s go. But you guys, every week we go to colawfitness . com. Every week we enhance the website.

Every week we enhance the scripts. Every week we enhance the value proposition. Every week we’re doing little tweaks that are improving the brand. Could you talk about that mindset of that weekly improvement? Yeah, absolutely. Well, your numbers, you have to have good feedback tools, some key performance KPIs or key performance things you look at for sales over cancellations and how much dollars you’re spending in marketing.

When we track that on a regular basis, we can see that we’re doing well or not doing well. We make pivots. We get coaching feedback from you on best practices. And one thing is, is that you’ve not just worked in our industry, but lots of industries. and having a team of people, a team of coaches that say, hey, this is what’s working. This isn’t what’s working.

It’s super valuable. And so I got an MBA in school, but I’m telling you, real life is so much more important and having good people that have good feelers. It’s like you’re only as good as your team. And Clay brings a whole team to your team. And anyways, we have a weekly meeting. Our weekly meeting, we look at What are the key things that impact us?

It’s going to be signups, signups over cancels. What are those signups? Which one’s upgraded to higher tier options, whether that’s membership, higher tier membership options, or whether that’s tearing up into higher services like fitness coaching, like one -on -one coaching or fitness training or nutrition coaching or group training, but getting people into those things and understanding the scripts, how to role play that over and over again, making sure your staff understands how to communicate effectively. With the customer roleplay roleplay until that socially awkward, you know, young person can totally get it and they understand how to how to do it until the cognitive the critical thinking face has gone away. They know how to do it. Now you got staff that knows how to communicate well.

how to show the product offering benefits over cost, and then show them that if you don’t do it, this is what won’t happen. And you want to show them that you’re going to really change their lives and save their life, add years to the life quality to your years by changing new habits. And when people see that value, you’ve got the right staff articulating that you close a lot of deals, you upgrade things, and you change a lot of lives. Well, one thing, Clay, I think with the coaching is it’s been beneficial. It’s kind of like you’re our blind side, blind spot coach. We, this is what we’ve created there’s a lot of emotions attached to it it’s what we love.

It’s what feeds our family, and so we can become very emotionally charged and I think you’re super helpful to kind of bring us back in and go hey, So you kind of keep us focused, separating the emotions from it. And I’ve heard a lot of people say to you, or in conversations we’ll have, and they’ll say, yeah, but you don’t understand landscaping. It’s not about understanding landscaping. We don’t talk fitness every week when we meet. Um, but it’s about um, it’s it’s the it’s about business and it’s about where we’re going and you really help keep us on track There’s that accountability like you talked about you guys are super valuable. Your set of eyes is super valuable.

Yeah. Yeah I’ll just say this. I mean, Colawfitness . com, if you’re looking for a career, folks, I’m telling you, check out Colawfitness . com. Now, point number seven, sales conversion.

We have to have scripts, recorded calls, one sheets, lead trackers. What? We need to have sales scripts, recorded calls, all the visuals in the store.

We call that internal marketing. There’s external marketing, marketing to your ideal and likely buyers. But internal marketing, letting your current gym members know that you offer personal training or group fitness. Box number eight, you have to have a sustainable customer acquisition cost. What? You have to know, what does it cost you to land a new customer?

Box number nine, you’ve got to create repeatable systems when you clean the bathrooms every day. when you clean the showers every day, when you clean the locker rooms every day, when you clean the equipment every day, when you clean all these things multiple times a day, when you change the light bulbs every day, when you have to maintain the fitness equipment every day, when you have to hire people every day, you have to build repeatable systems or your head will explode. You’ve got to have checklists and processes. Box number 11, you have to manage people. Manage people?

What? This just in, we have to manage people. We’ve got to hire people, manage people.

How do you hire, inspire, train, retain?

We have to do it.

Box number 11, you have to be able to sustainable schedule. What is the schedule that your company will keep? What hours will you be open? What kind of shifts do you have? What kind of org chart? Who’s in charge?

Who isn’t? How do you deal with somebody that doesn’t want to follow the systems? Because this just in, a customer will fire you if you won’t fire your bad employees. In box number 12, you’ve got to have a high standard with the A players, the B players. You’ve got to coach up the B players to become A players. You’ve got to coach those A players to become future leaders.

You’ve got to coach the C players out into another job or to the local bus station. You got to get them out of your life or they will ruin your business. And then box number 13, you got to make sure you’re making money. It’s not about how much money you make. It’s about how much money you keep. Box number 14, you have to sit down every day and say, What does God want me to do if every day is a gift?

What does God want me to do if every day is a gift from God? What does God want me to do with my faith, my family, my finances, my fitness, my friendship, my fun, my focused time? What does God want me to do with this day? That’s all these things we have to think about there. And I’m telling you folks, everything we’re talking about on today’s show, it wouldn’t matter if Kola Fitness was not obsessed with wowing the customers. Charles Kola and Amber Kola are obsessed with helping you take your fitness to the next level.

If you’re out there today and you are enjoying Joplin, Missouri. You’re in Texas. You are in all the different markets they’re in.

Go to colawfitness . com. You can see the markets they’re in. I’m telling you, these guys are obsessed with wowing customers. So I’ll go to you, Amber. Then I’ll go to you, Charles.

Everything we talked about doesn’t work if you scam your customers. Everything we talked about doesn’t matter if you don’t wow your customers. Can you talk about why at the core, even though we’re going over all this business stuff, all these details, at the end of the day, you guys at Colaw Fitness have to wow the customers. Why is that so important, Amber? Well, I think for us, it’s important because we love people. And everybody needs a belonging and worth.

And they need to feel important and they need to feel cared for. And like, that’s our passion. We just love loving on people. That’s what made Charles such a phenomenal trainer when that was the initial start of the whole company. It was just his desire to help people and his love for them. And that was the same reason a million years ago that I did hair.

So I think for us, that’s just what we’re passionate about. We’re passionate about people feeling like they are loved and they have value. And if we can pass that on through all of our front desk staff, if we can open more locations and bring in that many more people in these communities to feel loved, excuse me, and also spread the gospel at the same time, you know, let them know God loves you, you know, and so that that’s really what drives our passion in the coaching and development even of our staff.

And Charles Cole, I got two final questions for you. And your wife can one up you. So here we go, two final questions. Yes, sir. Yes, sir. There’s somebody out there right now, they’re thinking about coming to one of our in -person workshops.

They know Tim Tebow is going to be there. They know Eric Trump will be there. They know that you might be there.

But maybe if they haven’t been to a workshop in the past, how would you describe the in -person, two -day interactive workshops?

How would you describe them, sir? It’s just, it’s raw and real. I mean, if you really want to try to get, if you really, really, really want to build a company, not just get like a like if you go to school you get a business degree, you, you know, they would say Clay’s program is, you know, business, business without the BS there’s no bullcrap he tells you the proven system real proven systems. that have grown and scaled hundreds, if not thousands of companies, add millions, like we are millions of dollars more in revenue because of these systems that we’ve implemented. And we’ve been able to scale and not have to actually work in the business.

We work on the business, just the business system. So we can live in Florida. We’re definitely engaged with our staff that runs these locations and they’re great lieutenants, but we have the systems, we have the checklist, we’ve got the workflows, and we have the systems that we can hold people to. We’ve retained the right talent. We’ve got really people in the bullpen for every position. So they were held hostage to happen to do that.

But all that to say, it’s going, it’s funny. He’s very, very, I mean, Clay’s pretty much like a comedian. It’s hilarious to listen to. If you’re willing to be coachable, if you’re willing to have a humble and coachable heart that’s willing to grow, he’ll show you proven processes.

There’s going to be a pathway that you can be successful. And if you’re a diligent doer and you just do one or two action items every week with your coach, is it’s just being more of a marathoner than a sprinter when you’re working with a coach, just do your two or three action items. And that two or three, if you times that by 52 weeks, that’s 150 next day, you got a way better website, you got a way better lead funnel, you’ve got way better staff hired, you’ve got systems, checklists, workflows, all document created into mindfree templates, sales flows, training and development of staff, all that. So you got people in the bullpen for each position, and you’re no longer being held hostage. as an owner and you’ve got a proven system. So that’s Clay and his team.

I’ll one up you. I will one up him this one time. Like there’s truly nothing more exciting than to come to the conference. And we’ve been to almost every conference you’ve had for the last seven to eight years. And it is completely refreshing.

I always get something new out of it. It’s very practical. You’re not sitting in this huge ballroom with want, want, want speakers that you feel like are trying to sell you something, and you’re trying to stay awake. And that’s not the case at all. It’s kind of a circus with a whole lot of, there’s a whole lot to take home. Even if you go to the conference and you decide, hey, this is not for me right now, or coaching is not for me, hands down, you will leave with practical business application items.

Now, final question I have for you guys, just like Kola Fitness, I mean, you put your name right there on the brand, Kola Fitness. You can’t really go to thrivetimeshow . com without seeing my cranium. And so I take a lot of pride in what I do and wowing our customers. But for somebody out there, in particular, this guy today who’s in the construction space, who’s like, hey, what would coaching look like for me or is coaching for me? He’s reaching out.

Charles, what do you say? What kind of impact has the coaching that we’ve had with you guys over these past seven or eight years made on the impact or the success? What kind of impact has the coaching made on colawfitness . com? Well, I would say first off, personally, I’ve developed a great friendship with some really great people. And I thought that’s been huge for me.

That’s personally, and to know people that are in the same type of pressure that you have is running a company running a business to have people that have that are intelligent, and they care. As a friend, that is huge. That’s the number one personally and then professionally, to have a whole bullpen of a whole whole data set of lots of different industries best practices whether that’s you know generally it’s either a sales issue like you don’t have enough sales or then it’s a staffing issue you don’t have the right staff whether it’s a scaling it, how do I, you know, build this into a franchisable prototype, it’s all stuff that they’ve done over and over and over again. And to where you have like a cognitive dissonance, like a mental disease with understanding it, they don’t. And when you have somebody that gives you peace, because it is something they’ve done before.

That’s it’s priceless. So yeah, yeah. Oh, and I would say that you were talking about it hasn’t just affected us.

in our business, but it has affected us in our personal life, too, because all of these things that you learn can be rolled over into your personal life.

So that’s been huge.

And like Charles was talking about, the connections that we’ve made with other business owners, you know, Clay, you said at the very first conference we went to, your network is your net worth. I mean, that is hands down. If you’re hanging out with the old friends that have unsuccessful businesses and you’re hanging out with the old people who are complaining about having to work an eight hour day. You know, if you’re spending your time with them and you know, it’s just going to break the bank to go to Chili’s for dinner, that you’re going to stay there. You’re going to stay in that influence of people. And every conference we meet new people and we’ve got some of the most awesome friends that own businesses across the country.

from the cheesecake store to a pizza shop, right, to dog training to, I mean, we’ve got some of our friends that live in cities that we have gyms and they’re members at our clubs.

And it’s just, it’s so powerful. It gives us a whole community to bounce ideas off of and get encouragement from. Charles, from an ROI perspective, if someone’s going to look at it and go, return on investment, I pay you $1 ,700 a month. Will I make more money than I’m paying you? How would you maybe tackle or how would you respond to what kind of return on investment have you seen for the $1 ,700 investment? you’re paying?

Well, for example, Clay has got, there’s no better business coach in the world that has the way he works, the way his mind works. But he’s also got a team of other business coaches that have worked in lots of different industries. So he’s worked in every industry. His staff has worked in every industry. He’s got videographers, web designers. I mean, just for the fact of like, just the website alone is worth the $1 ,700.

Just the ability to take any of their proven systems, whether that’s a marketing thing, or whether that’s a staffing thing, like one thing done in the month, it pays for itself. And then to understand this, there’s a part of where, you know, maybe some week you may be like, well, you know what, I’m not getting a whole lot out of this call. But the bottom line is, it’s like when you read the Bible, there’s times you’re just reading it, and then you’re like, You know what I really and then you read it that one time and it’s like God really speaks to your heart. And the whole truth is like there’s no way that you can get that kind of value for $1 ,700 to have a whole team of coaches. Graphic designers, web developers, anybody that has that type of knowledge, you know, in your back pocket. And then in the whole thing is run your business with being somewhat conservative.

Make sure you don’t run it to the edge all the time. But by doing that, you have that that skill set.

You have that you have those.

It’s tools on your tool belt. And I just think it’s just like, it’s just like the cost of doing business. Like just, just understand it. That’s a, that’s what I think there’s a, there’s a, sometimes the payment we make, I feel like is peace of mind, even because there have been multiple times throughout the years that we will, we will either be butting heads on something. Um, we’re super confused about something.

We’re fearful about something, something in the markets changed and it’s a quick call to clay.

And so that quick call to clay and he’s outside the situation. and he has other data points. I mean, we’ve had times that Clay, you’ve got a quick response and you can tell us and direct us real quickly and we’re right off the phone. And there’s other times you’ll go, I’ll call you right back. And Clay will jump in and he’ll call his other contacts and get back with us. Sometimes it takes longer, but there are times when you feel that way, when you’re like, Is this worth it?

I don’t feel like we’re doing much right now or we’re not growing.

Inevitably, something like that will come up and that’s our peace of mind.

You’re like a crucial team player.

You know, well, you know, I it’s an honor to serve you guys and everybody’s watching right now. I encourage you if you’re looking for a career. Now, if you’re looking for a job, don’t fill out the form, but if you’re looking for a career, go to colawfitness . com because if you live in what Joplin, Missouri, Charles, Dallas, Texas, Bartlesville, Oklahoma, Amber, we live in Topeka, Kansas. If you’re out there, Arlington, if you’re out there, go to colawfitness . com if you’re looking for a career and not just a job.

Thank you, too, for carving out time with your busy schedule. Oh, yeah. And I’m so glad to have you here today. Thanks, Clay. Awesome. Take care, guys.

Bye -bye. I told Michael, I said, I need 30 days. I need 30 days before you make any judgment on the training, anything that’s going on. I need 30 days. 30 days turned into 15 years.

All right. So when you tell those individuals those and those results have to not only benefit you, they have to benefit them. Our no brainer offer is we are offering your first clean for a dollar. And that sounds absolutely insane. It even sounded insane when I was talking over it with our business community. And I will tell you that that has generated some of our hugest clients.

I mean, that has been like a game changer because it opened up the door to more clients, more recommendations, more leads. And we were surprised how far that dollar clean got us. You know, everybody likes to tell you, yeah, I want to be the best, this, this, this. I tell all the people, I say all the time, I get that.

Listen, I’ll outwork anybody.

I’ll do anything.

I’ll do this.

I’ll say, okay, I’ll see you tomorrow for the workout.

What time’s the workout?

I need you here at 3 .30 in the morning.

I can’t do that. What do you got going on at 3 .30 in the morning? And usually when I say 3 .30, they think about 3 .30 in the afternoon. So everybody says they’re going to do, they’re going to do these things. And very few will actually follow through. through on them.

Did you ever fire a client? Oh, I fired more clients than I’ve, I’ve returned more money than I’ve actually kept. Any names that people would know about? Oh, tons of names. Okay, so you fired clients, you’re like, I’m not – High -end individuals, high -end sports, wealthy, all -stars, all that. I had one individual right in the middle of the game, he was just like, here, I told one of my assistants, I go into the office, grab my checkbook, I wrote my check, I said, here, get out.

What caused you to get to that point? Once I put, My reputation on an individual, I have certain expectations. The organization has certain expectations. So there’s a trust factor going in both ways. If I can’t, I can only, I’m only as good as my clients allow me to be. I’m only as good as my clients allow me to be.

My results are dictated by how hard and how well somebody else is doing. to listen and willing to do the work and follow directions when I’m not around. How much growth have you had from that since you know for since you and I first met to now as maybe as a percentage or something. Gosh, I’m guessing, but at least 400 % since we started and that was through covid our sales are 4 times higher than they were since we started. I just want people to reflect on that for a second, because I talk to people every day, Lindsey, who come into my place, just like you do. People that come in, they’re maybe not feeling healthy, and they come to you for treatments.

People come into my life and they go, my husband and I, we’re contractors, we’re dentists, we’re doctors, we’re lawyers. I just got off the phone with a lawyer. He’s a great lawyer. He went to college. He’s checking all the boxes. He has the degree.

No customers. What do you say the guy, literally, I just talked to a guy just a moment ago. And he’s in a different state.

And he’s going, I have the degrees.

I’ve got the accolades. I’ve got the resumes. I don’t have any customers. And you can tell he’s right on the verge of a breakdown in need of a breakthrough. What do you say to somebody who can kind of maybe feel like they’re overwhelmed with this whole entrepreneurship thing? I say it’s doable.

I have a husband that has a high demand career.

He works 80 hours a week in the fall. We have seven children together. They’re all active in sports. So I know what a full plate looks like. And it’s not impossible to be successful as an entrepreneur. You’ve got to follow the recipe.

You may feel like Clay’s given some advice that feels redundant, but it does work. And it doesn’t require you to completely leave your other obligations alone. I’m at my kids’ sports, I’m there for them on the weekends, I get them carpooled everywhere, and I still own a multi -million dollar business. My name is Karime Schofield and the name of our company is Whistle While You Clean. I am Sophia Schofield. We live in Cincinnati, Ohio and we service the tri -state, so Kentucky, Ohio, Indiana.

We were getting a phone call and we were like, why is someone calling our business line? That’s unusual and we picked it up and it was a lead. I mean, it’s been incredible, Clay. We’ve gone from zero to 100 % growth. We’re a full functioning company. It’s great.

We’re blown away at how well we’re doing. So working with you guys, you guys have really taught us a lot about generating leads and pursuing our dream 100. So we have a list of customers that we want to market to. And so we’ve been making phone calls. We’ve been showing up in person. We’re trying to get near the businesses that they would visit if they were visiting like a hair salon or something.

And then we start calling them and we just start pursuing them. And then the other thing that we do is when we do do cleans, we take a lot of video testimonials and we post those to our website so other customers can see. And then we also upload a lot of images of the things that we do.

And so We’re also asking our clients for Google reviews after we’ve cleaned their houses.

And so it’s this constant cycle of doing those things over and over and over again. I would say if you’re on the fence, go to one of Clay’s conferences. They are hilarious. They’re fun. They’re educational. They’re so good that even my teenagers like them.

And I would say don’t let fear hold you back. If you want to start a business, do the obvious thing and hire someone who knows how to run businesses. If I wanted to get in shape, I’d hire a gym person, you know, a personal trainer. This is like the personal training for business. It has been absolutely amazing.

I mean, our coach is encouraging. When he first met with us, he said, Do we want him to be like a drill sergeant with us? You know, what level of intensity do we want him to give us? And I will say he is incredibly, incredibly encouraging all the time. And he just hits the same mark with us every single time. It’s very repetitive, but I feel like I think we both really learn a lot every time we sit down and have a conversation with him over the phone.

it’s it’s he keeps pushing us to go further and he can recognize when we’re afraid to do something and he’ll give us a little bit of grace but that next week he’s drilling us again like pushing us to go harder my saying is if it’s important to you hire a coach and i think that’s one of the reasons people are not successful is they you know they eat a cheeseburger instead of hiring a coach you know i mean and so uh My coach pushes me. They’re younger than me. They push harder. They’re trained. And as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches. So I’ve always had coaches for whatever was important.

My rich dad was one of those persons. I wanted to learn how to play Monopoly in real life.

So he was my coach.

Now, a no -brainer, I don’t want you to get lost with the language.

I’m going to pull up this diagram again.

Hopefully this diagram is helpful for everybody. With my clients, they always tell me it’s like it helps them so much to see it.

After we start the marketing, this is box number six, the three -legged marketing stool, which is how do we get customers. Once the phone starts ringing or once people start visiting the website, you have to have a number. -brainer offer that is so good and so exciting.

that somebody who doesn’t know you is willing to fill out the form.

So just let me give you an example. I am not the only guy, this just in, the only guy that cuts hair in the city of Oklahoma City. So if you do a search for OKC Men’s Haircuts, my company, Elephant in the Room, is not the only company that cuts hair. But if you do a Google search for OKC Men’s Haircuts, we clearly come up top in the search results. And then people go to the website and they go, I don’t know about this. There’s other options.

These aren’t the only people I’m looking at. They’re not loyal to my button.

They’re not loyal to my website. And they look and they go, wait a minute, first haircut’s a dollar. I could try that. Because it’s the risk and reward, whether it’s conscious or subconscious. People do not want to have a bad first experience. And I see so many optometrists, specifically, and doctors that say, first exam, only $400.

And people are like, huh? And it’s not appealing. And people then have a horrible experience and they go, man, I spent $400 for a terrible experience. But this is a great offer you guys have come up with. Talk to us about the offer, the no -brainer, and maybe what kind of value that’s had for your business. Absolutely.

So the first time exam and a pair of glasses is $99. We did fine tune that a little bit at first. We had a kind of an age range on it since we see all the way from six months up. Since I came back in December, we actually fine tuned that to be $99 for everybody. It’s been excellent. Jordan can attest to this.

Our phones lately are ringing constantly. Like we kind of have a blessing in disguise, a good problem to have. Our staff is really busy. with constant calls for leads or even our lead sheet with people that want to know more. It is a great first step as well. So it gets everybody in the door.

It’s not a $99 and then end there.

We have so many people that take advantage of that as step in the door and then they love our office and the experience and they want to invest more. They get another pair of glasses. They get contact lenses. They say, oh my goodness, at the checkout, they want to schedule their whole family or their best friend. So it has been, invaluable to grow up with this. Nothing that we would have ever thought of ourself.

So completely, completely just mind -blowing how much we’ve grown since we’ve started using that. Well, the only word I can kind of think right now is no brainer. Pardon to say it, but it’s kind of a non -negotiable. So the return on investment is something that really can’t be quantified with the growth we’ve had and just having the stepping stones along the way on what we need to do. And Jordan kind of said, it’s kind of like almost like a rinse, rather repeat, keep doing and you’ll see growth. But I think having him there as a coach and that accountability to meet each week is just the best.

We’ve only been open for a little over one year and we’ve already seen, I mean, amazing growth. Clay, my honor, my honor to be on your show and thank you for all you do. I hear The ripple effects from you are good ripple effects. You know what I mean? People rave about what they learned from you. So congratulations.

Sean, guess what’s happening? April 9th and 10th, 2026. Uh, we are probably going to have an amazing business conference here at Tulsa, Russell. Yes. We’re joined by Tim Tebow. Tim Tebow is going to be joining us right here at the Thrive Time Show world headquarters, June 5th and 6th.

He’s a very successful football player, obviously a Heisman award winner, but he’s also a very successful entrepreneur. Now, when you work with real clients, Sean, real clients you really work with to help them grow their companies, do you ever hear a business owner tell you that they didn’t have time to get something done? Every day. How often is not having enough time a problem for business owners? All the time. It’s almost like maybe 90 % of the issues as people are trying to grow their company.

Well, Tim Tebow is going to come join us here at the in -person Thrive Time Show 2 -Day Interactive Business Workshop. And he’s going to teach us. time management and his approach to personal self -discipline and getting things done. Also at the workshop, I’ll put up on the website so people can see it here. Also at the two -day interactive workshop, Sean, we are going to be teaching accounting, systems creation, marketing, human resources, how to hire, inspire, train and retain great people, accounting, social media advertising, search engine optimization. Sean, what’s the area where most clients ask you for help the most?

Is it generating leads? Is it hiring people? What’s the biggest issue that most business owners have by default before they come to one of our workshops? Well, I think it’s management because time is the most valuable resource for these business owners and being able to manage their time is the first thing. Once they get that under control, then generally the numbers, you know, being able to track their business and be able to make the best decisions based on numbers rather than emotions is a big area. And we teach all of this stuff conference, particularly you, Clay.

You love to hammer on time management. It’s my favorite part of the conference. Now, I’m going to pull this up real quick here, because we’re going to go through it. If you’re not excited, I want to get you excited about what we’re going to cover at the workshop here. OK. All right.

The two -day interactive workshop. This is my 20th year hosting workshops. So I’m telling you folks, we’re in rare form here. So one is the idea of establishing your revenue goals. I think most entrepreneurs don’t know their revenue goals.

Right. agree or am I off my rocker? No, that’s totally a very important point we do with every one of our new clients that come on board is we have to establish the revenue goals. And generally speaking, we have a vague idea, but not an exact idea that can be engineered down into like the daily goals for sales. And so that’s a really big one.

Now, next is the break even numbers. What kind of sales do you have to do to get even break even. Yeah. Third is how many hours per week do you want to work? You know, what is your ideal schedule as an entrepreneur? Box number four, how do you stand out in the clutter of commerce?

What makes your company unique from all the different businesses in a world of brown cows, herds of brown cows, proverbial brown cows, the analogy of brown cows? How can you be the purple cow that stands out? How can you be the squeaky wheel that gets the oil? Box number five, branding. How do you improve the perception that people have of you, your business, your brand? Box number six.

Marketing, your three -legged marketing stool.

What is a turnkey way for you and your company to generate leads so you can succeed? Because if you don’t have any leads, your business will bleed. If you can’t sell, your business will go to hell.

You’ve got to generate leads.

Sean, how often do business owners by default tell you they have a hard time generating leads? It’s almost all of the time. It’s really a huge struggle. And many times, they may be creating leads, but just through word of mouth. So they get to a point where we’ve implemented systems, and then they need to create more.

leads, but they’ve never had to do it.

So there’s a lot of different scenarios where business owners are like, how do you create leads? Something we hammer on at the conference a lot. Box number seven. Box number seven, create a sales conversion system. Again, box number seven, create a sales conversion system. Sales scripts, recorded calls, one sheets, pre -written emails, lead trackers, all of the sales tools, the sales print pieces, the one sheets, the big screens that you see inside the business, whether you’re a doctor,

you’re a dentist, you’re a lawyer, you’ve got to have sales systems in place.

We help you with that.

Box number eight, what does it cost you to get another customer?

Step number eight, what does it cost you to actually acquire a customer? Step number nine, it’s hard to build organization if you’re not organized. We’re going to teach you how to create repeatable systems. processes, file organization. Box number 10, we’re going to teach you how to manage people, real people, on the planet Earth. This just in, we’re going to teach you how to manage real people on the planet Earth.

Box number 11, how to create a sustainable schedule that works for you and your family.

Step number 12, how to create human resources systems for recruiting, hiring, training, and retaining great people.

Box number 13, accounting. This just in, we have to cover accounting.

It’s not how much you make, it’s how much you keep.

We’re going to cover all the accounting things you need to know.

And step 14, finally, What is the point of even achieving success? We’re going to go over what is the point of even achieving success, how to design a life that you’re excited about, how to design a life where you carve out enough time for your faith, your family, your finance, your fitness, your friendship, your fun, and where you’re going to spend your focused time. We’re going to go through that, all this and more. Now, the workshop, Sean, it’s April 9th and 10th. It’s a two -day interactive workshop. And tickets, we always do it.

It’s $250 or whatever price that someone can afford.

Sean, why do we let people name their price? Why do we have scholarship tickets available? if somebody can’t afford the $250 general admission ticket? Well, we don’t want anybody to miss out on it. You know, you could be at a startup phase, or you could be, you know, way along in your business. But we want to make it accessible for everybody.

I think it actually goes back, too, to a story of your dad.

And, like, it goes all the way back to how you’ve always done this as a business coach, trying to make sure that, you know, you’re just your average people out there have access to the things that work. Now, 7 a . m. to 5, Sean, why do we go from 7 to 5 both days? I mean, it’s 10 hours a day, 20 hours of training over two days. Why do we do 10 hours a day, Sean, of back -to -back workshops?

We do a 30 -minute teaching session. we do a 15 -minute question -and -answer session, and then we take a break. 30 minutes of teaching, 15 minutes of question -and -answer, then we take a break.

Why do we do that format, Sean? That format is so that we can keep people engaged and not just sitting there listening, but also getting involved. We really encourage people to ask questions, and that’s really where the juiciness of the conference comes out, is you can put your personal situation and your questions on the board, and give you direct advice. Even without being in our coaching program, you can get direct coaching from Clay. It’s really a very engaging format. I enjoy it a lot.

Once again, folks, this event is April 9th and 10th, 2026. Get those tickets at ThriveTimeShow . com. Once again, that’s ThriveTimeShow . com. Also Oklahoma.

I think it’s, uh, did you say it’s $250 or whatever you can afford? That’s right. $250 or whatever you can afford. Sean, how do you spell Eric Trump backwards? Uh, P, uh, M, U, R, T, C, I -R -E. Ooh, that took a long time.

I’ll have to listen to this. All right, again, that’s Sean Lohman.

I’m Clay Clark, and inviting you to come join us at the in -person Thrive Time Show two -day interactive workshop. This event is April 9th and 10th, 2026. Get those tickets at thrivetimeshow . com. Once again, that’s thrivetimeshow . com.

Right here in Tulsa, Oklahoma, Tim Tebow, baby. It’s Tebow time in Tulsa, Russia.

Clay Clark is here somewhere.

Where’s my buddy Clay? 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. I ran from his goats, his chickens. his dogs.

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

His entire life, Clay Clark, his entire life is marketing. Luke Erickson here with the Thrive Time Show. As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up for the conference, and it is hot in this place. We’ve got grill guns over here. We’ve got people playing the drums.

We’ve got a fire breather. And man, people are so excited as they come in. 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. 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.

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, and show the team. 4 ,000%. from February to February. Now, I can better that.

OK, Clay, I don’t think you know this. I don’t think you know this.

I’m pinching myself. And if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February. and the last two and a half days. I heard about it on the podcast, started listening to the podcast, became a fan and then figured out about the workshop.

I own an insurance and financial services agency, and I was hoping to learn from the workshop systems and processes. I’m big on systems and processes and always learning better ways to run a business more efficiently. The atmosphere is second to none. none. It’s a high energy really cool atmosphere to be around. Contagious I would say just something every entrepreneur I think would appreciate and love.

I’d say humorous high energy and full of substance which I think is the key. A lot of business coaches or seminars Maybe you’re high on motivation and making you feel good, but don’t have a lot of substance that you could take back and implement, you know, the following Monday. Where his does. Man, there’s a lot of valuable things. I must say, like, I came to this is my second workshop. The first workshop I took back really the importance of a group interview.

I used to spend hours and hours interviewing people. screening resumes, and that saving my time on that part is valuable. It was that and then the sales scripting that have been two major things just so far. And I think they’re missing out on, you know, expert advice from somebody who’s been there, done that, built companies, has learned a lot of lessons. You know, that’s what I’m always looking for is somebody that I can learn from. That’s ahead of where I am.

And I think if you choose not to come, you’re missing out on a lot of good advice that could help your business. Hi, this is Charles and Amber Kolaw. We’re the owners of Kolaw Fitness. We heard about Clay Clark through Paul Hood, our CPA. We’ve worked with Clay Clark for the last two years. Clay Clark has helped us take our three locations in three different states and create checklists, workflows, task lists, time blocks for every employee.

He’s helped us with creating systems and audits for every department, quantitative scorecards for each department and every position so that everybody has a number. He’s been able to give us a lot of time freedom and financial freedom and peace of mind to know that everything’s running efficiently. And he’s been helpful with A lot of marketing, search engine optimization, helping us really rank high in Google, and pretty much every area of the business.

It’s been very, very helpful.

We would describe the experience of working with Clay as very energetic.

He’s full of energy. He’s very encouraging, very motivating, but also accountable. So he keeps us accountable, and we love that accountability. It keeps our drive in the right direction, so we’re not chasing things that aren’t worth spending our time on. He’s a great coach. He helps push us on certain areas, helps coach us in certain areas.

We’re all emotional creatures, and we go up and down, and he actually will tell us. kind of where we’re at how we can get from there and even like emotionally like we’re stressed about something you’ll have a story to relate to and it really helps us in every area of our business it’s been very very helpful. I think Clay’s ability to have a whole team behind him that helped him with all of his clients, all his coaching clients, is that it allows Clay to do what he’s really good at and that’s working one -on -one with the client and coaching them and then he can have his amazing staff come in and help you accomplish all these goals that you’re setting. And of course he has all these resources, whether it’s videographers or whether it’s web developers, that they can quickly jump on your project, knock things out. He can quickly give you the right coaching. He’s just got a whole team of people that whatever area you’re lacking in, in your own company, he’s got resources from like video, web design, search engine guys who are just knowledgeable in that.

Even though he knows a lot of that stuff, He’s got these capable lieutenants that are ready to just take off and help you get that stuff. More stuff gets done on a weekly basis than you would on, like, probably most… Yeah, than an individual or some other company. We’ve worked with several companies before. It’s just not as many things get done on a weekly basis. It’s been very helpful.

Well, the conferences for me, I’m a slow learner, so I have to learn like over and over again, hear things over and over again. I’ve been to like, I think, eight different conferences, and each time you come, I learn a few new components. Some things are repetitive, but a lot of the stuff just resettles and I get a little bit more depth into each component. So, I mean, I’ve been to eight of them. They’re all super entertaining. He’s very funny, very encouraging.

You get to kind of self -reflect a lot. A lot of the stuff is really polarizing.

personal inventory of yourself. you’ll think like, hey I’ve really got to work on this, really got to work on that. So every time you come, I still get a lot of value out of it. And as much as every conference is the same, it’s totally different. So I think we’ll hear stories we haven’t heard before. They’ll have entertainment or they’ll have speakers you didn’t have before.

And like you said, you just always catch a different part of the material that maybe you didn’t catch before. It’s worded differently. And it’s really cool because some people that you’ve seen like a year ago at a conference, now they’re being showcased as a success story. And you get to see their website. You get to see how their stats and all their metrics have improved and the revenue improved. So it’s really cool to see people that just a year ago that, of course, we’ve been here two years, that just came, that I met, is now being successful.

It’s really encouraging to see other people accomplish that stuff. Clay has helped us optimize our website and helped with really topping the right search engines that we need to make sure that we are very, very competitive with all of our other competitors. He’s done Basically, he outlines exactly what you need to be accomplishing and he creates tasks that we have to accomplish and his team has to accomplish. I would say over the last two years, we’ve totally ramped our website. We’re topping Google in every one of our markets. I would say just doing really, really good.

I feel very, very confident in all of our future locations and making sure that we’re in front of the ideal and likely buyer. It’s very encouraging. It’s important to me that to know when I’m working with Clay, you know, I’ve been in business for a while and met with him even when I already had three, three businesses in three different states. And to know that what I share with him is staying private. He’s not sending that out to anybody else. to know that when he’s working with me, he’s only working with one other, no other gyms that are in direct competition with me.

It’s very encouraging to have somebody you can trust. and rely on that he isn’t going to like somehow… tell your trade secrets or give information away.

Just really awesome that he’s a trustworthy guy, really cares about you as a client.

For us, it’s been a complete mind freedom, because Clay has helped us create a lot of different documents and one sheets for every department, put quantitative scorecards to each department.

And so for us, it’s been very encouraging. It gives us peace. Like as an entrepreneur, it’s stressful. You go to bed at night, you’re worried, like, did we cover this? Did we cover that? So he helps extract everything out of your brain, everything from your business, put it into document creation, put it into checklists and workflows for every person in each department, and make sure that everything’s getting done every week, every month, and funnel that all into KPIs, or Key Performance Indicators, as you can see, on a weekly basis, to make sure you’re moving the needle in the right area of your company.

So very encouraging, and give you a complete mind, freedom, and peace to know that that stuff’s created, so you’re easy to duplicate and scale your company. Right, and then we can spend time doing what we’re really good at. Just trust the system. I honestly believe everybody needs a coach. I think we’re all inherently lazy, selfish, and carnal. I truly believe that humans are humans.

If we’re standing, we’d rather sit. If we’re sitting, we’d rather lay down. And if we’re laying down, we’d rather be asleep. So to have somebody that challenges you, have real active candor, and be honest with you on every aspect of your company is very important. really, really encouraging to me because I want to know, I want to work on what we’re weak at. I want to see any areas that we’re not doing well in and see his perspective from a third party because you can look at your own business and just see the good.

It’s good to have somebody who’s done this with hundreds of companies. Really look at your company, reflect on your company and see like little chinks in the armor to make sure you cover that up.

so your competition can’t get to you and that you’re successful overall in the big picture. Yes, I would recommend Clay Clark because he is a great friend, great encourager. To me, he’s been a wonderful friend. You can tell he cares. He also has a wealth of knowledge. He’s worked with so many different companies and different businesses.

He could take a concept that he’s used before in the past with somebody in a totally different industry and see how it would work perfectly perfectly for you in whatever niche market you’re in or whatever type of service you’re providing. And so his brain is just a wealth of knowledge. And just to have that type of perspective as a part of your team and your own company is huge, super valuable. So I would definitely encourage people to use him. But one thing is you gotta be coachable. You gotta be wanting to get feedback.

You gotta be wanting to really grow your company. You gotta want to put that extra 10 hours a week to working on your business and not just in your business. And so, yes, I would recommend it to anybody who’s wanting to grow their company and provide great systems, checklists, workflows, great encouragement, and have accountability. I first heard about Cleggage Lender here in town. I mean, what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden.

So I was willing to listen.

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

And, I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website. has actually in a four month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own.

So I got a lot of good things to say about the system that Clay put in place with us. And it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry.

I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do. I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective.

me. It is very valuable time every week when I get that hour with him.

From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because The results that we’ve gotten in a very short period of time are honestly monumental.

It has really exceeded my wildest expectation of what he might be able to do.

I came in skeptical because I’m very pragmatic. And as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made.

I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town. And so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with clay, I mean, the thing is, it’s month to month.

Go give it a try and see what happens. I think in the 35 -year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800 % increase in our internet leads. Going from 10 a month to 180 a month, that would have been a huge financial decision to just decide not to give it a shot.

I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about, and I would go straight to Clay and his team.

I guarantee you’re not going to regret it, because we sure haven’t. My name is Danielle Sprick, and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay -at -home mom for 12 years and my three kids started school and they were in school full -time, I was at a crossroads and trying to decide, what do I want to do? My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand -in -hand, and we just rolled with it.

I love people, I love working with people, I love building relationships, but one thing that was really difficult for me was the business side of things. the processes and the advertising and marketing, I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time, and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent, everything that we do. is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago. And in that time, we’ve gone from myself and one other agent to just this week, we signed on.

our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents. But I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing.

Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer insurance companies.

I don’t answer large corporate organizations. I answer to my patient, and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school. I can figure this out.

But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63 ,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult.

He helped me in securing the business loans. He helped me with web development.

and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is possible. every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I am Dr. Chad Edwards and I own Revolution Health and Wellness Clinic. Clay, my honor, my honor to be on your show.

And thank you for all you do, I hear. The ripple effects from you are good ripple effects. You know what I mean? People rave about what they learn from you. So congratulations. From expecting maybe $250 ,000 this year to we’re at $400 ,000.

Kelsey with K &D’s Wooder Finishing, business owner at 23. So I’ve been working this K &D’s company for about five years now. And we started working with Thrive to we’re at 4C. So we’re pretty excited about that. much just listening to what they have to say. Their hiring process has just really been incredible as far as finding good quality help and just the accountability of meeting up with them weekly.

Such good insight, the resources they have for specific business questions. It’s all been really incredible. It’s been a great experience. So I’d recommend it to anybody. What I’ve seen from Clay and his group at Thrive is they’ll give you a simple system. and it’s the simple systems are the ones that people can wrap their brain around.

They’re the ones that people can work with on a day -to -day basis. Hi there, my name is Stephanie Pipkin. I am 24 years old and I own Black River Falls Cleaning Services. We opened in April of 2019 and it is now mid -June of 2020. So I wanted to talk today about the success and growth I have achieved by implementing the Proven Path with Clay Clark’s team and my business coach, Luke, from Thrive Time.

It has been insane, to say the least. I started working with them in mid -February of this year, so we’re about four months in of working together, and it has completely transformed my business in pretty much every facet. So I’m going to check my notes here. So in four months, my leads have tripled. I was getting probably like two leads a week. Now I’m getting more in the like 10 to 15 leads a week.

I have doubled my number of employees. I’m now hitting the highest revenue weeks in the history of the company, week to week it seems like. We went from about six appointments today as our highest in February to now 14 to 15 appointments a day. Hiring quality employees has become much simpler and less stressful by using their systems for hiring. I typically only get maybe two complaints a month, if that, and everybody shows up to work. I just have really high quality employees now, especially in something people typically consider a high turnover type of work, you know, cleaning houses, cleaning businesses.

I have amazing employees now, and I get rid of the ones who are not so amazing and bring on new ones because of, you know, group interviews and interviewing every single week. It’s just been great and I don’t waste as much time on low -quality candidates anymore. And your coach will hold you accountable, which I love. Again, the tough love is really great. Luke’s like a stern father figure, but he’s also nice, but also stern when he needs to be when I’m being lazy and not doing the things that I know I need to do because I don’t want to do them, so that’s just great Worth every penny.

I mean I pay him a million dollars a month if I can and maybe someday I’ll be able to but I would just say go for it if it seems like a good fit just go for it just Do what they say, even if you think it’s stupid or ridiculous, just do what they say because it’ll work. You know, people, when they look at my business, you know, people in my town, they think I’m lucky. They think I’m just, you know, things just happen for me. And you know, maybe I am lucky, but it has a lot to do with hard work and, you know, perseverance and, you know, working till you cry sometimes. That’s just being an entrepreneur, which if you’re a business owner, you understand that. But it’s having these systems in place of, you know, of course I’m going to be successful.

It’s an absolute because I have all this stuff in the background happening. And I have Luke and Clay and everybody on their team working really hard to make sure that I’m a success. And I can tell that they are just so excited every single week when I’m having all these wins and things like that. They’re so excited for me. So it just, it’s the best thing ever. And I would suggest to anybody to work with them.

So sorry for the long -winded reply, but I just had so much to say, and I could go on for hours probably about how amazing they are. But thank you to Clay and Luke and the entire team there, everything you guys have done for me, and I am so excited to continue to work with you for years to come. Thanks so much for watching. My saying is, if it’s important to you, hire a coach. And I think that’s one of the reasons people are not successful is they They eat a cheeseburger instead of hiring a coach. My coach pushes me.

They’re younger than me. They push harder. They’re trained. As my rich dad always said, amateurs don’t have a coach. but professionals always have coaches. So I’ve always had coaches for whatever was important.

My rich dad was one of those persons. I wanted to learn how to play Monopoly in real life. So he was my coach.

Transcribed with Cockatoo