“Inspiration Is the Reward. Inaction Is the Giant. Action Is the Sword.” – Clay Clark + Celebrating 8X Growth of IlluminatedPathways-Therapy.net, DulceSchoolOfMusic.com & MultiCleanOK.com – More At ThrivetimeShow.com

Audio Transcription

Transcribed with Cockatoo

And for anybody to do consulting in my life or in my business, they have to know how to do everything that is in this book, and they have to do it. Not know it, but do it before they get to do the consulting thing, okay?

And Carter knows some of it.

And he can do it all. So Carter, what I want to talk about is marketing. So we go to page 122.

And I’m just going to go through this, and I want to do a quick Q &A with Carter and Randy back and forth.

Here we go.

Question number one coming in for Carter. Carter, we have to create a website that is better than our competition. Now, by the way, you want to circle anything here that you need to do. Homework, just circle it. It’s like an Easter egg hunt. Just circle.

That’s the key. You leave this weekend. And you should go home and find a book with circled action items, okay? Anybody read a book like that? You read books and you kind of circle stuff you need to do? So anything you need to do, just circle it.

When you get home, you can tackle it, okay? So you want to build a website that’s better than your competition.

Carter, how often when we start working with a client are they not getting leads from their website?

Quite often.

If you had to guess as a percentage, is it half?

I would probably say 75%. Most of them are pretty much referral -based.

And who’s Rockin’ Rhonda?

Who’s that?

Rockin’ Rhonda right here, right up front.

Can we bring up Rockin’ Rhonda? We absolutely can, come on up. Rockin’ Rhonda!

Yes!

Yes! Glory!

Yes!

She brings her own entourage with her, this woman.

She’s incredible.

I’m gonna bring her up here.

She’s rockin’! So, Rhonda, I’m gonna hang out with Carter, okay?

Up here.

You gotta go over there, lady.

And, uh, I’m not gonna cheer for her until I know what she does.

Rhonda, will you tell us what you do and what your website is so we can prove you’re real? Yes, I am real. IlluminatedPathways -Therapy . net, Illuminated Pathways Family Therapy.

We offer counseling for families, couples, children, and my niche is those that have been sexually traumatized or abused, and so we help restore the family back to God’s original design.

That website one more time is?

IlluminatedPathways -Therapy .

net. And are you getting leads now, Rock and Rhonda? Yeah, the phone is ringing.

The phone is ringing, like, a lot.

A lot.

Before we started working with you, how was it going on the phone ringing? The phone was ringing, but not a lot.

Can you maybe quantify a lot? Is it ringing, like, one extra ring a week? So just to kind of say, when I came to you a year ago, right? And I said, hey, would you be willing to help me? You said yes. And it was just me.

Today, I have 10 counselors since I brought you on and three locations. And in January, just to kind of get it real for this year, we had 25 brand new leads in January.

And in February, we had 58.

And in March, we’ve had 62.

There it is.

Let’s hear it for Rockin’ Rhonda.

Rockin’ Rhonda! Yeah! Okay. She is rockin’. Now, we’re gonna go back to Randy.

Go back to Randy here real quick here.

And Carter, you’re kind of the MC mic man, okay?

So, Randy, you’re getting a lot of word -of -mouth business now.

People love the pools you built, and so it turns into word -of -mouth. If you had to look at your pie chart of leads, where they come from, what percentage of leads are word -of -mouth, you think, right now? I actually looked at this stat recently. It’s around 25 % is from referral or repeat client. And just so you know, if you’re a fast -growing business, a healthy percentage you want to look for is about 20%. You say, why?

Well, like for Elephant in the Room, our haircut chain, we get hundreds of new customers coming in all the time, brand new customers. Where are they finding us?

Online, social media, Grok, ChatGPT, AI, all of it.

However, if people aren’t happy and they don’t come back and bring friends, that’s a problem. So you want to get about 20%. That’s where you want to head for. Now, as far as online leads, what percentage of your leads are coming from, let’s say, other sources or online of some kind, if you can break down the pie chart?

Well, online leads are really just Facebook and Google for me. And then you’ve got your direct and organic. I would say Facebook and Google, I don’t know the exact numbers,

number, but it’s roughly half. Okay, so we’re gonna pass the mic here back to Steve. Steve, you have a business, you’ve been doing this for a long, long time, as we talked about earlier, and you’re getting a lot of leads now from word -of -mouth. If you had to break down your pie chart, what percentage is coming in from like, you know, word -of -mouth or referrals from wonderful realtors that like working with you over and over versus, let’s say, online? We don’t get a lot of leads that go fill out a form on our website as much. We work with Brett, the insurance guy.

Brett gets a lot of people that fill out forms on his website that want an insurance quote. But for some reason, when people need to talk to a lender, they just call. I mean, I track them.

I was just pulling up my lead tracker to see so I could go there and count. But I would say a good percentage, because we’re the highest and most reviewed lender in Tulsa. Like past the closest guy by like two and a half times now. So my phone rings a lot from Google, from just people that are calling to get. a quote or they want to get pre -approved for a mortgage. I’m just telling you, you gotta ask every single customer how they heard about you, and then you put Lucky Orange on there, and it shows you, and between the two, you figure it out.

Why am I saying that? Because if you went to a Tulsa Drillers game to market your company, or you went to a trade show, or you went to some event in person, right? Someone will go direct to your website, and Lucky Orange would show you that, which is good, but if you said, how did you hear about us? They might say, oh, I saw you at the trade show, that’s why I went to your website. So you wanna ask and use Lucky Orange. Back to Kevin, Kevin.

I mean, you’re growing. you’re growing, you got 365 employees, and this is, I want someone to write this down, please, please write this down, please write this down somewhere on this page, oh man, page number 122, it’ll be good for you. Great businesses bore down while mediocre businesses suffer from boredom. Let me try that again, but more personal. Great business owners bore down while mediocre business owners struggle with boredom. You know this just in Starbucks is going to keep doing the same thing today.

They did a quick trip. Same thing over and over. But a lot of business owners they want to look for a new idea of the week a new idea of the month because they don’t want to actually implement the thing that works. Makes sense. OK. Diligence is the difference maker.

It’s doing the same. It’s the steady application of effort over time.

So Kevin your pie chart.

Where do your leads come from.

Leads sales. I would probably say 60 percent come from Google.

Online and 40 % come from our sales guys making cold calls We don’t get a lot of word of mouth because I don’t think Many guys go to lunch and say, Hey man, how’s your janitorial service?

It’s hot.

And so we don’t get a lot of word of mouth, but it’s a lot of Google and a lot of sales calls. I was calling Steve this week talking about janitorial service.

Steve, it was so hot, man.

My janitorial therapy is hot.

Yes. Okay. I was not. Okay. So, uh, Josh leads, where do your leads come from?

It’s always bookkeeping . com. Yeah, I would say it’s kind of the same, because we’re in a lot in the B2B space. So it’s about 10 % referral. Because like you said, only 3 % of the population owns a business. So they don’t have someone to refer sometimes.

But then 90 % is online. OK, getting this. Are we on the same page? OK, so everybody kind of seeing. Let’s bring up, can I bring up Lowell? Can I trade Kevin for Lowell?

Can I do a swap?

You guys are great. I hope you guys become friends. I want you guys to meet each other.

Lowell is from the great state of Texas.

and he went to music school at Juilliard, am I correct?

Tell us about Juilliard. Did they let anybody in, and what did you study there? I’m a classical violinist and studied there for seven years.

Went to pre -college for my high school and then college, the four years of college. Then I went on to upstate New York to Eastman School of Music, another great music school. What state do you live in and what city are you in?

I’m in Texas, Odessa.

And this website is Dulce School of Music.

How did you and I first meet? How did you come in contact with us? Well, I’ve been following Clay online for quite a while. Sorry about that. And really just connected to his vibe and really appreciated what he was doing for our country. And I was needing to make a transition.

Absolutely.

This man is a patriot and has done a miracle for this nation. Before you clap, just so you know, the reawakened tour cost me about $5 ,000. 3 .3 million dollars that I’m still paying for legal stuff until I think we wrap up the final payment in October is my final payment Because if you do an event where you let people name their price to try to save America it turns out it doesn’t make any money and then everyone gets sued so Rudy Giuliani got sued I got sued Lindella sued and regardless of what the conservative media may say we all lost all of us lost our lawsuits not a single person one nothing was overturned we all lost and But Matthew 510 says blessed are ye who are persecuted for righteousness So I feel blessed, but it wasn’t a financial move. So if you’re thinking about starting your own Save America tour to make money, I would recommend you hitch yourself with a crowbar first and then think about that, how that feels. Okay, so I met Lowell though. That’s a byproduct of the tour.

I met Lowell, and so Lowell, we started the company. Lowell reached out and said, I want to start a company. Yeah, and so I was making a transition in my life, and I just saw Clay on a podcast with Milk. and she gave him a pitch Hey, if you want to start your own business then reach out to him, and I thought man. I’m I need to reach out to somebody right now.

And so just on a lark, I called and he responded and we connected and, uh, I just kind of jumped out. I was a music director at a church for 37 years and I didn’t know how to do anything else really. Uh, I had gone from classical music to, uh, ministry and gave the majority of my life to, to that.

And, uh, things were shifting and changing there.

And I, uh, was basically jumped into out of outer space.

And I said, I don’t know what I’m going to do.

So I just made an emergency call to Clay and just hoping against hope that somebody would help. And he extended, by God’s grace, a helping hand to me. Now, can we look at your tracking sheet? If not, you can say, no pressure. Can I pull up your tracking sheet? Can I do that?

Sure. Is that OK? So John, pull up his tracking sheet. So this is what we’re going to do. And Randy’s phenomenal with his tracking sheet. Aaron Antus is on it with his clients.

Steve is on it too. Rhonda is great. But I want to pull this up. And Carter, I want to look at this tracking. Let’s pass the mic to Carter real quick, and we’ll go back and forth here.

The tracking sheet is, you’ve got to have a tracking sheet, OK?

And I want you to write it down somewhere, please, on page 122, OK? You measure what you treasure. Oh, you measure what you treasure. Someone said, that’s offensive, bro. Stop doing that.

Oh, you measure what you treasure.

One of my clients, by the way, he tells me, he says, whenever you do that, you sound just like my dad. I go, that’s great. OK, so you measure what you treasure. But you slack where you don’t track. You slack where you don’t track. You measure what you treasure.

Anyway, Mr. Miyagi, there you go. Got it? You measure what you treasure. It’ll be stuck in your head. You’ll be out there by the waterfall later going, I hate that guy, but it’s stuck in my head. You measure what you treasure.

OK, so thank you. So you have to measure what you treasure. Cause if you don’t do it, you’re gonna drift, right? You aren’t, you remember karate kid?

Remember karate kid?

Remember this guy? Remember Mr. Miyagi? He’s always getting all worked up about wax on, wax off. Remember that guy? Always wax on, wax off, you know, chopping the bonsai tree. Remember this guy?

Remember this guy? Okay. Your tracking sheet is like your bonsai tree. Come on. Somebody who knows what I’m saying. Who has not seen karate kid?

I’m sorry about this whole analogy. Hang with me, though.

There’s this guy, Asian guy, kind of a Yoda, kind of a, in due time, take you to, teach you the force, I will.

That kind of a guy.

You know Yoda, ma ‘am? Do you know about Yoda? Ma ‘am, do you know about Yoda? Yeah, you know Yoda. It’s kind of a Yoda meets like an Asian philosopher, Chinese, you know, guy. Anyway.

He’s teaching this kid how to be a karate expert guy, okay?

Daniel San, and he’s teaching him, and he’s obsessed with bonsai trees and your form and your posture and all this stuff, and he teaches him to become a karate gun master.

Anyway, that’s what your tracking sheet is. You have to have it. You cannot be successful if you do not update your tracking sheet on a weekly basis.

I swear to you, you cannot.

I’ve never met a super, I’ve never, and I’ve interviewed billionaires and millionaires, and I’ve never met a single one of them who doesn’t know their numbers. You know, you’ve got to know your numbers. So let’s look at the numbers real quick. So Lowell, this week, we did for the month, we did $38 ,000 of sales, which is pretty cool, because Lowell started a music school. How long ago, Lowell? Several months ago, 10 months ago.

That’s great. Now, it turns out at Juilliard, they don’t teach you how to start a business, or maybe they do. Am I getting that wrong? No, they don’t teach that. Who’s been to the University of whatever the crap? Did they teach you how to grow a business at the University of whatever the crap?

And I find the more degrees you get, you can have more degrees than a thermometer, and they still don’t teach marketing or sales. Who knows this? Who’s met this new breed of people that have an entrepreneurial degree but still don’t know entrepreneurship? Now, if you’re an MBA, I’ll pray for you, we’ll work through it together, we’ll get through this tension right now. But have you ever hired an MBA? Dear God!

MBAs, they want to make everything like an environment. They want to report.

They want to look at all these charts, and they don’t ever sell anything.

Based upon our cultural diversity chart, it looks as though we’re not making any sales. OK, so tracking sheet. So we go here. So Randy, we track every week. Why do you track every week, Randy? And then we’ll go to Carter.

Why do you track every week with your company, PMHOKC, right there? Column C, column A, you got the week. Why do you track every week, PMHOKC? Well, I mean, you lead by numbers, and if you don’t know where you’re at, then you don’t know what levers you need to pull to make the adjustments. So we move on to V -I -S -M. Carter, going back to you.

There’s this thing called Google, or Artificial Intelligence, or Grok, or ChatGPT, or Claude, or whatever. And this is what happens. Each one of my clients are wonderful people. I love every one of my clients.

They’ll say to me, I’ve heard people are using Google. Or this just in, I’ve heard people are using chat GPT or grok or there’s different.

We have different times.

We come to these epiphanies. Okay. So, but you have to do V I S M. This is how it works. I want everyone to write that down. You have to every week get video clips. Carter, why do you have to get video clips every week?

If you want to generate leads every week? Well, it accomplishes two things. It shows Google that you’re actually a real business, so they’re more likely to refer you. And it actually shows customers that you’re doing things as well.

Let’s do a search right now for Joplin Gyms.

J -O -P -L -I -N Gyms. Joplin. Joplin is in Missouri. Joplin Gyms. It got hit by a tornado a while back.

Joplin Gyms, okay?

Do you see my client, Colaw Fitness, coming out? To give a little context, can you hit Command -Minus, Sean, just to zoom out a little bit? So, you see Colaw Fitness, guys? You see that? That’s my client coming up top. And if you scroll down, you’ll see him coming up top again.

How many of you go to page four just to see what happens? I do. I have a problem.

I know.

How many of you, who remembers COVID?

Who was a page four duck duck goer on, during COVID? You’re a sick, you and I, we probably. met online somewhere. That’s me. They’re like, the models said 2 .2 million people might die from COVID. We should shut down our business, right?

And Fauci’s up there.

Remember Fauci?

We got to mitigate the spread of the virus.

I’m thinking, someone get that guy a chair.

Where did that rat bastard come from?

We got to mitigate the virus. Remember Deborah Birx with a scarf every day? She had a new scarf.

We need to mitigate the virus.

It’s an asymptomatic spread. I have a new scarf, and I’m here with the shortest man in the world to talk to you about why we should end America.

Thank you, Debra.

Thank you, Debra. I’m honored. I’m honored. Thank you, Dr. Fauci. I’m so honored that you’re honored. Remember this jackass?

Remember that? And then Mike Pence was always looking serious.

Dear God, dear Jesus, dear American God, Jesus, thank you for this.

Remember him?

Always praying, always talking. The whole time I’m thinking, these models are false. The whole argument is false. And I know this because the guy who created the models, Carey Mullis, said his models were false by 25 times before the lockdowns.

So if they said 2 .2 million people would die, if you adjusted that number by 25 times, what’s that number? It’s 80 ,000, which is the same number as the flu.

I’m trying to explain this to people that are all triggered, like, six feet safe? You gotta be six feet apart, Steve. Remember that? Anyway. That’s the, I’m a guy who goes to DuckDuckGo, goes to page three, I don’t recommend that for your life. Most people who are looking to buy a hot tub, they’re gonna go to Google, they’re gonna type in, let’s do it, let’s Google, let’s do a search for Pergola’s OKC.

Randy, let’s talk about Pergola’s and OKC. Randy, why don’t people go to page, you know, seven, just to be fair? I don’t think people have the time. I mean, I don’t go past page one whenever I look for something. Most people don’t. So I’m just trying to help somebody out there.

And someone should write this down, OK? Google works like a switch and not like a ramp, OK? A switch means you’re either top or you’re not. Are we on the same page? You’re either top or you’re not. Lights are on or off.

Top or not. We get that like a switch. Getting the analogy? And a ramp is like a switch. Little by little, I’m on page four. Do you think someone’s gonna call me?

No, okay? So how do you get top?

I’m very passionate about this, because I grew up crazy poor.

Who grew up crazy poor? You know, like, come on. You know what I’m talking about? You keep the plastic on the couch for a decade. You’re repositioning the couch over exposed concrete, acting like that’s the move, like you wanted the couch positioned that way, because you can’t afford new carpet. Who’s I’m talking about?

Wearing the same clothes every day like it’s part of the plan. You know what I’m talking about? I was inspired by Steve Jobs, so I wear the same thing every day. No, okay. Poverty, not fun, okay? So you want to extinguish poverty, you need leads, okay?

You cannot succeed without leads, all right? You need leads. Leads, Matt!

You say, calm down, I can’t.

You need leads.

You cannot succeed without leads.

You will fail if you don’t have sales.

Are we on the same page?

Now somebody says you are too ramped up. Calm down, dial down. I like more of a measured approach. Rhonda, you’re a therapist. Let’s go to Rhonda. Rhonda, if you don’t have leads, what happens?

The phone doesn’t ring. Keep going, because somebody out there is like, I don’t know. I don’t know. I don’t get it. Well, for me, when the leads began really picking up, I looked at, at the time, my front desk person.

And she goes, I can’t keep up with the phone calls and do everything else you want me to do.

We need to hire somebody. So we are, we have two desks now for our call center. And so just to know that we’re going 60 % of those phone calls come from Google.

Are we getting this idea? Are we getting this idea?

And I bring up different people, because you might like her more.

You probably will like her more. She’s a great person. I’m probably not a good person. So let’s go back here, Steve. Without leads, what happens, Steve Currington? Then we’ll go to Josh.

What happens if you don’t have leads?

You don’t close deals.

No deals.

No deals. And then everything else we talk about this conference doesn’t matter. Who knows what I’m talking about? Everything else beyond this point doesn’t matter if you don’t have any leads. Okay. So I want to just make sure we get this.

So Sean, kill the music. I want to talk about VISM. So VISM, Carter, every week you got to get videos. Yeah. You got to get videos. What percentage of clients, wonderful people kind of give you a little pushback on this on every week?

Cause people, you know what people hate? Every week.

That’s what they hate.

You know why?

Cause they like to get divorced. Come on now. You know what I’m talking about? He went, this is my third marriage. Why would he do that? Is he talking about me?

I know, I’m 45, people, my friends treat me like I’m a sage wizard sent here from a different universe to teach marriage. They’re like, how are you still married? Step one, I don’t ever go out without my wife.

Step two, I’m not looking for variety, dude.

All right? So, but what happens is, is business owners, they don’t want to do everything, they don’t want to do something every week because it’s boring. It’s just so repetitive. All we ever talk about is the same thing. Yeah, you’re poverty and you not getting videos. So you got to get videos, okay?

Who here grew up on a farm?

You ever thought about like not feeding the cattle for a week because you’re bored?

Why are the cows pissed? It was boring. All we ever talk about every week is feeding the animals. It’s so boring. No, you’re going to kill the animal.

So V, got to feed, okay? V, I, images, Carter, everything. week, gotta get images. What percentage of the time do you get a little bit of pushback on images, Carter?

I would say I get pushback probably, maybe, 50 % of the time, roughly. Okay, okay. Now, I wanna go back to Randy on this. Randy, you gotta measure before you start digging. You gotta do your research before you dig the hole, before you build the pool. Why do you have to do it every time, Randy?

Why can’t you just wing it sometimes when building a pool? Well, it’s a system. And I think if you’re the only person in your business, it’s safe that you could probably keep everything up in your head. But if you’re going to grow, then you’re going to have other people doing stuff. And everybody has to beat the same drum.

P -I -S -S, search engine content. You have to write 500 words of original search engine content every day.

Now, if you’re a client, we do that for you.

If you’re not, you gotta do it yourself. But the point is, you gotta write 500 words of original HTML content. And this is not because I hate you.

I’m not saying this because I’m like, what I wanna do is make you hate your life.

It’s just owning a business in the year, who remembers 1999? Who remembers 1980? Who kind of vividly remembers the San Francisco Giants versus the Oakland Athletics, 1989? You remember when your aunt would call you from South Dakota, Minnesota, someplace, and it was long distance, and you stopped everything to take that call? You remember that? Kids, shh, shh.

She’s calling long distance. Remember that?

It would ring kind of twice if you were on the phone, and a long distance call would come in.

It was either someone calling from prison or your aunt, and you had to drop the call. Remember that? And then when it was like then we went to roaming do do do do do do do do you had to call like if you’re an old mogi or some town outside of your coverage map you had to hang up on people because you only had a certain number of minutes and then they had to play it off like you lost connection so they would call you back and use their minutes remember this maybe you don’t remember this things change and right now this just in Google AI you have to do videos, images, search engine, and the final M is more Google reviews. You gotta get more Google reviews, and it’s not because I hate you, but you have to do it. And I wanna go back to you, Kevin.

Every week, it’s, well, I’m gonna go back to, let’s go with Lull. Lull, let’s go to Lull, then we’ll go to Josh on this. Every week, let’s pull up his tracking sheet. Lull is the most faithful, Of all the clients I work with, he’s like in that top 20 % zone, where he just, look at this, every week, five videos, five images, five articles, five, look at this, he’s just so consistent, it’s like a methodical, it’s just. Now, Lowell, how are you getting Google reviews as a classically trained musician using what we call busking technology, busking, Lowell? Well, uh, what happened with me is that I had several students and we went through those and we got reviews from them.

And then I reached out to their parents and got reviews from them.

And then I hit a wall and it’s like, okay, what else do I do? And I called clay. I said, I don’t know what else to do. He says, well, let’s think about what you can do. And so you got to go to this, this, this, this, like a boy boy scout meeting or a parent teachers association meeting or go to the mall or whatever. So I just went to, there’s a mall.

And for me, it’s like basically going, and playing on the street corner. And so I took my violin out there. Of course, my mall is filled with about 60 % Spanish -speaking people. I don’t speak Spanish yet. Yet, he can feel it coming. I can play some fiddle, but that doesn’t work.

So anyway, so I went out to the mall, and I had, you know, in my memory, I had solo Bach, you know, and I thought to myself, nobody’s going to like this. Nobody’s going to want this. But I just started playing. and closed my eyes because I was hurting inside I was I don’t want to do this I don’t think this is gonna work I closed my eyes and started playing the first movement of the Bach B minor partita and opened my eyes and there were there were five or six people standing around, and I guess they had emotionally connected somehow. And I went around and asked them for reviews. This one time, it was a Christmas time, and my wife and I went out, and she played piano with me.

And there was nobody. There’s this little area that they have this little grand piano sitting in one place in the mall. And nobody was there. There was this, you know, we’re playing and doing our best, and we didn’t see anybody. Then we heard this little clap behind us.

And I turned around and said, well, that’s nice.

Somebody is getting something out of this.

And so, yeah, there you go. And anyway, and so he comes up to us sheepishly and he says, hey, could you play Silent Night?

My granddaughter just died. And I knew that all the struggle in my soul to get out there to try to get Google reviews actually was meaningful for this guy at that moment. Wow, that’s awesome.

Now, hey, Sean, I want to bring this up. You work with wonderful clients. You’re hidden back there for a reason. OK. What percentage of time do you talk to wonderful clients? And is there a little bit of pushback about doing this every week?

Every week.

V -I -S -M. Videos, images, search engines, more Google reviews. Every time. It’s like I’m mean to bring it up. Hey, you have to do it every single week or it just doesn’t really work. You just got to do it.

Okay. And then D V I S M D right down the D diagnostic every week. If you’re a client, we do this. If you’re not, you can do it yourself, but there’s a tool called S E M rush. That’s the website. S E M rush .

com. There’s our tool called Moz, M O Z . com. And you’re going to run. a search engine optimization check on your website. And And it’s a compliance score.

And you want to make sure that your website is compliant with all of the AI and the Google updates, which, by the way, change every week. So how many of you just bought a new phone in the last six months? It’s a little different, new iPad, new phone. Every time there’s an update, you have to update the sites to comply.

So it’s a thing, okay?

So V -I -S -M -D. That’s how that works, okay?

You just have to do it, and if you don’t do it, but I wanna bring up, we’ve got some optometrists in the house. I believe we have Dr. Steve and Dr. Samantha. Can I bring you guys up here real quick here? Let’s bring up Dr. Steve. Yeah! Okay, and Steve, I’m gonna switch mics, Steve and Steve.

Okay, here we go. Switching it up here. Okay, here we go. So he is an optometrist. And sir, can you tell us your first and last name and a little bit of pastime I care. And where are you from, sir?

Okay, I’m Steve Beatty.

I’m from the Tupelo area in Mississippi. Okay, and what do you do for a living, sir?

I flip dials all day long and I tell people how to keep their eyes healthy. So you’re an optometrist?

Correct.

And are you growing?

Like, since we started working with you, have you grown? If you are, how much are you growing?

Yes, sir.

We are growing. We started about a year ago. I came here in March, I think, last year. And then we started shortly thereafter. And let’s see. So this past March was the first time we averaged 30 patients a day every single day we were in the office, which we were doing like 15 to 20 last year.

So like doubled almost. Correct. OK.

And are you videos, images, search engine, more Google reviews, are you doing that?

We’re doing it.

Is it working? It is working. What’s the challenge, the hardest part of getting you or your staff or whatever to get Google reviews consistently? Well, they’re used to it now. But yeah, initially, they’re looking at me like, OK, why do you have a third eye now? And why are you?

acting this way? But no, that’s part of their job, and so every client that comes in, our staff is really diligent about, okay, hey, have you had a chance to leave us a Google review yet? And so, no, I haven’t actually, and so we’re gonna get that going right away. If for whatever crazy reason that doesn’t happen, we’ve got some safety nets in there. So when they’re checking out at the end of the visit, they’re getting asked again. And if we still don’t get it, we have a lady that calls, hey, how did your experience, how did everything go?

And then we’re getting it then. So we just make it happen. It’s just part of the job. And you’re doubling. We are doubling. Okay, now again, that’s great.

I mean, double, that’s a big number.

Just so we’re clear, that doesn’t happen, and he’s doubling, but that’s not normal behavior.

It’s normal for our clients, but not normal for people, okay? So, I want you to write down somewhere on this, and we’ll go to Josh on this, okay? Josh, and then Ronnie, your therapist, you can walk us through why this happens. On page 122, I want you to write somewhere massive the word pride. Oh, I don’t wanna offend anybody, so I just wanna offend everybody, and then we’ll work through it. The other day, I was driving down to Dallas, because we had a legal meeting.

My wife and I had a legal meeting we had to go to. By the way, if you wanna start the Reawaken tour, It’s a great way to support the lawyers of America.

They’re just great people.

Big shout out. I don’t make a commission. I asked, I said, can I make a commission for pitching? They said, no, but winners king . com. That’s who I’m paying lots of money to love those guys.

Winners king . com. There were clients and now I’m paying them far more than they’ve ever paid me. God bless these glory to the attorneys. Okay. But so, uh, we have a legal meeting we had to go to in Dallas.

I’m going down to Dallas and, uh, we, uh, a semi, we collided with a semi. So like eight days ago, we’re driving, you know, done now i look to my left i’m not dead look to my right where she’s not dead i’m going all right we’re not dead but i still have to get to dallas i’m halfway to dallas i’m in savannah where they tested bombs. Who knows about Savannah, Oklahoma? They literally detonate bombs every day at 11 a . m.

, I’ve discovered. When you’re in that town long enough, you find these facts. I’m there. Now, I have to get to Dallas because I have to be there for an engagement, right? So my wife’s getting a hold of insurance, making sure we’re not dead, you know, the whole thing. Who’s ever been in a traumatic accident?

You know, you’re kind of in that traumatic accident. My way I respond to traumatic things is like, we gotta get to Dallas.

That’s kind of how I respond. Other people, you know, want to call the kids, communicate, we’re not dead.

But I’m thinking, we gotta get to Dallas. So I’m going door to door in Savannah, Oklahoma. Sean, look it up, it’s a real thing. I’m going door to door, which there’s a lot of doors there, okay? But I went door to door, and I found a guy by the name of Tandy. And I’m going, excuse me, I need to get to Dallas.

And they’re going, yeah, we don’t really do that. drive people to Dallas here at this business? We’re a gas station. I get that, but can I get to, could you take me, I found a guy named Tandy, maybe go to Google Maps, you can see it, there’s like a gas station there, you can find it, kind of a, yeah, there we go, we’re getting there anyway. So that’s a TA Express, I think that’s where I got whacked by the semi, so I’m right in their area, that kind of energy.

And so I found a guy and I said, can you drive me to Dallas?

And the guy said, he’s clearly not wanting to drive, I mean, how many of you have someone showed up and said, Excuse me, could you drive me to Dallas? Would say, oh, yes. And he said, sir, I can’t. My son has a baseball game. What do you make for a living? I don’t know, sir.

That’s what I said. I said, I don’t know what you make for a living, but I’ll pay you double your day rate to drive me to Dallas. And he goes, I don’t know. Baseball. I got triple. And we’ll wait till after the game.

So the game’s over. We’ll go triple, triple, triple, baseball theme, triple, triple, grand slam, triple, third base. He goes, all right, triple. I’ll do it. I’ll meet you. 8 o ‘clock.

meet you here. I said, OK, cool. So I walk back over to the gas station, tell my beautiful wife, OK, so we’ve got to find a way to get to Dallas. Suburban, probably not going to be driving that thing again, because you hit by a semi. When the terror stops, you’re not going to fix that thing. You can’t really repair that vehicle.

But we’re going to get down to Dallas. And then it’s like, well, how do we, once we get to Dallas, how do we get? We’ll get to Dallas, OK? But I had to get to Dallas. Who knows what I’m talking about?

You have to get to Dallas.

I need you to write this down somewhere on this. You, figuratively speaking, have got to get to Dallas. Are we on the same page? And I grew up crazy poor, so I have no pride. I don’t mind going door to door.

Randy, your business, you pushed your business.

There’s been things you’ve done for your business that people wouldn’t do for your business.

Rhonda, you’ve done things. I want to go to Rhonda, then we’ll go to Randy. I want to get everyone’s take on this. You have got to solidify in your mind today that you are going to get to Dallas. Does that make sense? Because I cannot not get to Dallas because of an impending legal thing.

It would be very bad to say, oh, by the way, you know the guy. Couldn’t make my legal thing because I hit a semi.

No, that’s not going to work.

You got to, who knows what I’m talking about? Josh, you, his flight got canceled from Canada and he drove to this conference the first time I met him. He’s a Canadian who drove to Oklahoma. What the? He can tell that story in a minute, but you’ve got to get here.

He showed up looking crazy, by the way, looking all mangy, like he’d slept in his clothes, like he had driven 27 consecutive hours.

He shows up in his Canadian Mountie gear, looking like a Justin Bieber fan that hasn’t slept, all hopped up on cocaine or something.

Oh, don’t you know, I just drove in from Canada, you know. Dear God, you drove from Canada. You got to get there. Okay. So I’m trying to help you. You got to lock on today that you are going to be successful.

You have to lock in. I’m gonna do it. Now listen, I grew up not wealthy.

I don’t have any family members that are wealthy. They will not come to this conference. They will say, can I borrow $5 ,000? What? It’s Thanksgiving, you son of a boop. That’s why I go on vacation for holidays now, so I don’t see these people.

Excuse me, could you pass the turkey?

And by the way, could you pass me three grand? Are you serious? Are you asking me for three grand at Thanksgiving, you lousy, sleazy son of a sackless… Anyway. So, all right? You have got to get there.

You’ve got to escape poverty.

Are we on the same page?

So, Rhonda. Nicer, Rhonda. Rockin’ Rhonda. Therapeutically speaking, you see people that are stuck in dysfunctional relationships, and the first step is they have to call you and say, hey, I grew up with some crazy stuff, and I want it to stop.

Talk to me about why that’s so hard. Well, we’re creatures of habit, and muscle memory speaks louder sometimes than the actual change that needs to happen.

But they are absolutely needing some help and some change.

So my biggest theoretical orientation would be cognitive behavior therapy, and then solution focus. So I’m going to catch you at your behavior issue that you’re having, not that you’re angry or whatever. It’s just the behavior of what you’re acting in and what’s happening to you. And then the solution is we’re going to come up together on my whiteboard and we’re going to talk about various solutions that you can do. But I usually will also self -disclose some area to kind of let them know that I’m relatable to whatever is going on with them, if possible. Now Carter, you work with clients.

Once they say, you know what, I’m locked on. I’m going to get there. I think about your client you work with that sells gutters. I think about the roofers you work with.

I think about the home builders.

What happens when the client makes that switch and they go,

boop, boop, boop, boop, boop.

And you feel like, wow.

And then you can see it on the tracking sheet. They’re willing to do the work. What happens? Um, well. Once that happens, leads start coming in, and then a whole other set of issues comes in, which we’re going to cover later. But you just hit a flow in the meetings, and they usually end up being 25, 30 minutes just getting the VISM in.

OK, now I’m going to go to Randy here. This is big, and I heard you write all this down on this marketing page. Inspiration is the reward.

You should write that down.

Inspiration is the reward.

Inspiration is not what you need to feel before you take action. Inspiration is the reward. In action is the giant, in action is the sword. I’ll try that again.

Inspiration is the reward.

In action is the giant, in action is the sword.

But Clay Clark, man, he is one character.

That’s a good word for character. Yeah, that is it. Good, driven, smart, and I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother and she just says, she just lets him be Clay Clark. I mean, so he’s endorsed by his mother and he’s doing magnificent work.

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

But his, you know, I have problems with my company starting at nine o ‘clock. Yes. about hundreds of people showing up at 5 a . m. in Tulsa, Oklahoma. Man, he’s a leader of a leader.

He’s a fantastic young man. No, he is. He is. And it’s so it’s, it’s, um, you know, for the folks that aren’t familiar with you and by a few and far between, I first came across you, gosh, probably 15 years ago, or maybe even 20. 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 great. Second to 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 are high on motivation and making you feel good, but don’t have a lot of substance that you could take back and implement the following Monday, where his does. Man, there’s a lot of valuable things. I’m gonna 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 expert advice from somebody who’s been there, done that, built companies, has learned a lot of lessons. 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. heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen.

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 salespeople 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. 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 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 for 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 1 ,800 % 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 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 the 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 to insurance companies. I don’t answer to 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 investment.

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 worth 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’m 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.

I’m a business owner at 23, so I’ve been working this K &E’s company for about five years now and we started working with Thrive Go. Expecting maybe $250 ,000 this year to, we’re at $400 ,000. That’s what we’re gonna hit or exceed. So we’re pretty excited about that. Pretty 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.

And 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. 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’d 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.

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, work until you cry sometimes. That’s just being an entrepreneur, which if you’re a business owner, you understand that. But it’s having this, these systems in place of, you know, of course I’m going 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’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 you know, they eat a cheeseburger instead of hiring a coach, you know what I mean? And so 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 is important. My rich dad was one of those persons. Most of the best in the world in business or in sports, they have also coaches on the side and mentors on the side. Why? Because they want that 1 % of 1 % of 1 % to get better. You’re on it, man.

You’re on it. You’re on it. Everybody listen to this guy. He knows what he’s talking about. You have the macro picture. Very few people have that point of view.

Clay, you’re an entrepreneur. I’m an entrepreneur. And as they say in Stoic, the obstacle is the way. And so if you let these pinheads get in your way, you’re in trouble. The Thrive Time Show, two -day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 -point business systems that Dr. Zellner and I have used over and over to start and grow successful companies.

I mean, we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two -day, 15 -hour workshop.

It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built the thrive15 . com workshops is because, as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything.

It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every Thrive15 . com workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product.

It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. And I encourage you to not believe what I’m saying. And I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner, and Associates. Look them up and say, are they successful?

because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’ll even give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it.

Transcribed with Cockatoo