Aaron Antis | Discover Why Steve Jobs Once Said, “Simplicity Scales. Complexity Fails.” + Discover Why Aaron Antis Might or Might Not Like “Society Burgers.” + Join Tim Tebow At Clay Clark’s April 9-10 Business Conference

Audio Transcription

Transcribed with Cockatoo

Good morning. We’re up till 3 o ‘clock last night, finishing this advertising up. And I want to show it to you in a minute, see what you think of it. I’ve been back about 8 to 10 weeks, and we’ve been working really hard. And what we’re trying to do is not something really highfalutin. We’re trying to get back to the basics.

We’re trying to get back to the basics of great products, great marketing, and great distribution. has pockets of greatness, but in some ways has drifted away from doing the basics really well. So we started with the product line. We looked at the product roadmap going out for a few years, and we said, a lot of this doesn’t make sense, and it’s way too much stuff, and there’s not enough focus. And so we actually got rid of 70 % of the stuff on the product roadmap. I mean, I couldn’t even figure out the damn product line after a few weeks.

I kept saying, well, what is this model? How does this fit? And I started talking to customers and they couldn’t figure it out either. And so you’re going to see the product line get much simpler and you’re going to see the product line get much better. And there’s some new stuff coming out that’s incredibly nice. In addition, we’ve been able to focus a lot more on the 30 percent of the gems and add some new stuff in that is going to take us in some whole new directions.

Apple is a company that has doesn’t have the most resources of everybody in the world. And the way we’ve succeeded is by choosing what horses to ride really carefully. Technically we try to look for these technical vectors that that have a future and that are headed up. And you know technology different pieces of technology kind of go in cycles. They have their springs and summers and autumns, and then they go to the graveyard of technology.

And so we try to pick things that are in their springs. And if you choose wisely, you can save yourself an enormous amount of work versus trying to do everything. And you can really put energy into making those new emerging technologies be great on your platform. rather than just OK, because you’re spreading yourself too thin. So we have a history of doing that. As an example, we went from the 5 -inch floppy disk to the 3 .5 -inch floppy disk with the Mac.

Before other people, right?

We were the first to do that. We made the 3 .5 -inch floppy disk popular. Sony invented it, and we put it in the first products. And there were some good reasons we did that. We got rid of the floppy disk altogether in 1998 with the first iMac. We also got rid of these things called serial and parallel ports.

And we were the first to adopt USB, even though Intel had invented it. You first saw it in mass on iMacs. And so we have gotten rid of things. We were one of the first to get rid of optical drives with the MacBook Air. And I think things are moving in that direction as well. And sometimes when we get rid of things like the floppy disk drive on the original iMac, people call us crazy.

Or at least premature, maybe.

No, they call us crazy.

Oh, OK.

And sometimes you just have to pick the things that look like they’re going to be the right horses to ride going forward. What if people say, you know, the iPad is crippled in this respect?

Well, you know what?

I’d say two things. Number one, things are packages of emphasis. Some things are emphasized in a product. Some things are not done as well in a product. Some things are chosen not to be done at all in a product. And so different people make different choices.

And if the market tells us we’re making the wrong choices, we listen to the market. We’re just we’re just people running this company. We’re trying to make great products for people. And so we have at least the courage of our convictions to say, we don’t think this is part of what makes a great product. We’re going to leave it out. Some people are going to not like that.

They’re going to call us names. It’s not going to be in certain companies vested interests that we do that, but we’re going to take the heat because we want to make the best product in the world for customers. And we’re going to instead focus our energy on these technologies, which we think are in their ascendancy, and we think are going to be the right technologies for customers. And you know what? They’re paying us to make those choices. That’s what a lot of customers pay us to do, is to try to make the best products we can.

And if we succeed, they’ll buy them. And if we don’t, they won’t. And it’ll all work itself out.

The journey of Airbnb, of being able to build Airbnb, has been unbelievable. It’s been the great joy of my lifetime. And if people could experience what I experienced, I would say to them, it would be the most unbelievable ride of a lifetime. And I wouldn’t want to change a ton because it’s been amazing. But if they’re about, somebody’s listening, and they’re about to go on this journey, I would forewarn them about some things that no one told me. And no one told me when I started this journey is two things.

The first thing is how lonely it would be. And it doesn’t have to be, but it’s almost like by default. You see, when I started Airbnb, I started with my friends, two of my friends. Then we hired people. And those people, they were our employees, but they were also kind of our friends.

And this notion that I was the boss, there was a power imbalance. Well, we’re all like broke working at a three -bedroom apartment. So what does it mean that I’m CEO? Like, that’s kind of just a title. And so I felt really connected. We weren’t a family, but we were more like a family than a business, if it was one or the other.

And then as we got successful, then it became more of a corporation. There was a chain of command. There were more boundaries. You started hiring people that had families. And people with families don’t hang out with you on nights and weekends. And then it becomes more formal.

And that’s the moment that your employees become your employees and less your friends. And that gets more and more isolating. And then people start looking at you a little bit differently, and it feels really good. But you can just find yourself working more and more to live up to the responsibility. And you feel like you’re never working enough. And you’re working 60 hours a week, then 80 hours a week, and 100 hours a week.

And you just almost feel guilty any second you’re alive and you’re not working. And again, I’m a huge proponent and pouring your life into something. But I think that what I thought was every incremental hour would make me more productive. But what turns out that like we need to step away from work. We need to be happy. We need to have some healthy relationships to probably make good decisions.

I don’t lonely leaders are probably not the best leaders. And when you’re lonely, You’re probably less empathetic. Your sense of vigilance is up. You don’t necessarily see problems really clearly. You don’t have people to bounce ideas off of. When there’s a challenge, you can feel like you’re alone.

You don’t have as much resiliency. And so I remember going from being incredibly happy to feeling incredibly isolated, not having been prepared. Now, I was prepared for all the business challenges. People told me what it’s like to scale a team, hire executives. but we weren’t really well prepared for the psychological and emotional journey that we would go on. And I remember thinking to myself, once I read that chapter, I said, what if?

we created a storyboard of the perfect vacation on Airbnb, from the time you book to the time you check in. And what if we literally designed the end -to -end journey? You might call this service design. And this became a guiding light to how we design our service. We didn’t just design the screen, the apps, the emails. We designed the experience, the end -to -end experience.

Kind of like when I was in industrial design school and we were designing a ventilator or some product and you’re trying to put yourself in the shoes of the user. This book became very influential for me. I mean, the final thing I’ll just say is like somebody once said, numbers are the language of business. And I remember thinking to myself, no, language is language of business. Numbers are just the only way we have to measure them. But that you ever notice there’s 500 companies in the Fortune 500. How many of them are creative people?

I don’t know how many, but like, I might be one of the only ones that went to design school. They have boards of directors. Let’s say there’s 12 or 10 people per board, so that’s like 5 ,000 board members. How many of them are creative people or designers or people from the humanities? Not many. How many CEOs have creative people reporting to them?

Not many. And so we have this world now where many people are dissatisfied with the way the world is. We are often given two bad options. We tend to be fighting zero -sum when we could imagine something better. But we don’t have a lot of people in positions of power that can take creative leaps of the imagination and really understand how to design something better that we’re in right now. And I think creativity is kind of being systematically squashed from maybe corporate America.

You know, Pablo Picasso said, it took me four years to learn to paint like Raphael, but a lifetime to learn to paint like a child. I think that childhood curiosity is something that creative people are able to typically, I think, hold on to. And I think that’s being a little bit lost. And what I loved about Walt Disney, and I also liked about Steve Jobs, was the sense they were truly creative people that had truly creative companies. They empowered them, and they had an intuition. They didn’t just paint the company by numbers.

And that’s the kind of company I’ve always tried to do. I’ve had this dream of creating one of the most creative places on Earth, like Disney or Apple. We may not get there, but at least we’ll have the ideal. We did not think Airbed and Breakfast would be a company where three, four million people a night would use to sleep in. We did not think I’d be doing podcasts and I’d be a giant public company. We thought it was going to be a way for three people, one weekend to stay in our apartment, sleep on some airbeds, pay us money.

We’d have a cool weekend adventure. We’d go about our lives. And the funny thing is, we thought it would pay the rent while Joe and Nate and I, or Joe and I at the time, thought of the big idea. We kept talking about the big idea. An airbed and breakfast was just a way to keep solving our own problem, paying rent, before we came up with the big idea. But when I joined Y Combinator, it’s a very well -known startup incubator of sorts.

The founder, Paul Graham, used to have a saying, and it’s the most important advice I ever got, and it’s what you were saying. And it’s counterintuitive. He said, it’s better to have a hundred people love you than a million people that just sort of like you. If you have a hundred people that love your service, they, when they love something, they’ll tell everyone they know. I remember talking to somebody, she loved Airbnb. I’m like, how many people have you told Airbnb?

She goes, I probably told a million people. her friend standing next to her goes, no, she’s told like one or 200 people. And I started realizing people who love something become your marketing department, and they’ll tell other people. And if they tell other people, that grows by what we call word of mouth. So how do you get somebody to love something? I don’t know how you get a million people to like something at the same time when you’re starting from nothing.

But I do know how you could get one or two people to like something. You could meet with them. You can understand what their needs are. And you could design something so perfectly spoke just for them. And you could literally think of them as recruiting one person at a time. If you have a business idea, you don’t need to get to a million.

Before you get to a million, you need to get to 100 ,000. Before you get to 100 ,000, you get to 10 ,000. And before 10 ,000, you get to 1 ,000. And before 10 ,000, you can get to 100. So all you have to do, and all roads lead to 100, don’t focus on the mountaintop, focus on the first step. Don’t focus on the million, focus just on the 100.

And as you do that, you make the problem small and manageable. Because a million has to build systems, and you start developing complexities you can’t deal with. So all you gotta do is get to 100. Once you get to 100, now you get to 1 ,000. The world doesn’t just change, or at least it doesn’t just transform towards our dreams, ideals, and ambitions. that requires certain types of people.

We might call them entrepreneurs, inventors, all sorts of people in different domains that believe the world could be a little different than the one that they live in. They have the audacity to believe that they can do it. And they have the ability to convince other people to go on that journey with them. But along that journey, Everything’s going to be different. You’re going to get lost. You’re going to be cold.

You’re going to have like obstacles. Things are going to attack you. You’re going to fall down pits. And the question is when people are cold and they’re shivering and they’re not sure what to do and you’re running out of resources and rations, can you find your way up that mountain? Do you know why you’re going? Can you invent?

these different apparatus? Like there’s a stream you can’t figure out. You can build a bridge to cross the stream with the limited resources you have. Can you recruit people along the way? And can you beat the drum? And when people are tired and they say, I wanna sleep, you say, yes, we’re gonna rest, but we gotta go just 500 more steps.

I know it’s right over the edge. I think we can do a little bit better. And can you push people outside their comfort zone? Not enough to hate you, but enough to feel like a trainer. You’re like, three more reps, and you don’t want to do it. And then that very moment, they’re not your friend.

But at the end of the workout, you’re like, thank you for pushing me that hard. This is that kind of person. And can you take divergent ideas that no one’s ever seen before and just continue to reformulate them? Could you store these ideas in your head, 1 ,000 competing ideas, and just reformulate them in your mind? It turns out this stuff is difficult, but you can work your way up there. Most people watching this have the skillset to be an entrepreneur.

Not everyone has the skillset or the desire to run a giant company. I don’t think everyone needs to do that, but a lot of people have the skillset to do something, to start something. This is what you need to get up the mountain. Your culture is the behaviors of the leaders that get mimicked all the way down every single person. Your culture is every time you choose to hire someone, every time you choose to fire someone, every time you choose to promote somebody. It’s the way everyone does everything.

And the way a leader designs the culture is not by writing out a list of values. It’s by basically leading by example every single day and taking a survey of every single thing happening and constantly shaping it, pruning it, like a gardener. You don’t just allow the culture happen. You design the culture. You have an idea of what you want to do.

And you’re just constantly getting this group together. You know, you might have a culture of excellence. And a culture of excellence means I review all the work, and I say, not good enough, not good enough, not good enough. And eventually, I could not join the meeting, but people know what I’d say. They’d say, it’s not good enough. This is our standard.

Can you kind of explain the growth that you’ve experienced over the past three years?

Yeah, it’s really been something special. I, you know, I came on five years ago and I was right in the middle of COVID. Everybody just, you know, everything was uncertain. And, um, you know, at the time we were, you know, hoping to do two, $3 million a year. And we really have, um, like you said, it’s, it’s grown exponentially.

How would you describe the impact of having a team that relentlessly follows up on implementing a proven plan?

How would you describe the impact of that on the business, PetroliRoofing .

com? You know, I think, especially for those who, if you’re either just starting out or you’ve been at it for a while and you’re just not getting the traction you’d like to see, I think it really is a no -brainer. Especially when you look at the costs of some of these other SEO companies, or to have a website built, or to work with a designer to have print pieces developed. You guys do all of that stuff in one place. You’ve made videos for us. a number of things that you guys have done for us that had I tried to set out to do it myself would have taken a lot longer and then would have taken me away from the things that I need to be doing.

And that’s ultimately I think where a lot of business owners are finding themselves. They’re not out selling because they’re too worried about getting this flyer right or they’re too worried about trying to generate articles for their website. And the other side of it, I think, is, like I mentioned earlier, you don’t know what you don’t know. And you guys have a long track record of working with businesses and helping them grow. You know a lot of stuff about what works and what doesn’t work.

You also are kind of tuned in with the changes that, you know, Google’s always making to the algorithm and stuff like that. And so you’re, you can be in their corner and kind of take that off of their plate. They can focus on what they do best and you guys can really kind of come alongside them and, and bolster the efforts that they have in building that strong business. So I really think it’s just something that a lot of folks should consider because, um, You know, a lot of these guys, they’re not looking at cost per lead. They’re not thinking about, you know, how many articles should I have on my website? And maybe they don’t even know that they should be thinking about that.

And so having somebody that knows a little bit more than he is always a good thing. Well, I mean, really, it’s just right there in the name. We just do roofing. You know, there’s a lot of companies that say they do roofing and restoration or, you know, and we’ve decided that roofing is our bread and butter. It’s what we’re excellent at. And so, you know, when it comes to hail season and stuff like that, and people have hail claims, we want to walk them through the process and make sure that they’re taken care of and that they know they’ve got a roof they can trust as well as a roofer that’s going to be in their corner down the road.

We have done and are working on expanding the commercial side of our business. So we really do it all. Our founder has a lot of experience with all the different roof systems.

And then we have a great team of people who have come along over the years that are very knowledgeable and can handle all the roofing from, you know, steep, flat and everything in between is what I like to say. Shea, today’s guest is a very hardworking, diligent business person. This is a guy who’s diligently implementing the systems that we’re teaching. And I really wanted to interview him on today’s show because Carter, the coach and consultant that works with PetroliRoofing . com, Carter keeps saying, Clay, these guys are super normal.

They’re not weird. They’re super relatable. Since we’ve been working with you, the cost now to generate a lead on the internet is down to $12 a lead. We’re down to $12 a lead for every lead generated off the internet. I talked to a lot of roofers, a lot of doctors, a lot of dentists. They’re telling me they’re paying $400 a lead.

They’re telling me they’re paying $150 a lead. They’re saying they’re paying $300 a lead. These are people that are doing radio, people that are doing billboard ads.

Can you talk about the impact that’s made on your company, having your internet leads now coming in for $12 per lead? Yeah, it’s, it’s one of those funny things, you know, you, at first it does start off a little higher, but the more that you’re doing it and the more time you’re putting into building quality content, you know, on your website, that’s can back that, um, and drive people to your website and drive people, you know, help the search results. It, it really does start to pay off in the long run. a fresh website that also doesn’t look like every other website out there, a logo that sets us apart from other roofing and restoration and construction companies. And just all the stuff that we’ve been doing, you know, with the website, you know, stuff that we didn’t even know to think of, you know, it’s kind of hard to know. I mean, you know, there’s stuff that you should do, but then There’s stuff that you don’t even know that you should do.

And so kind of shedding light on some of that stuff and being able to point our resources in the right direction has really, really helped. A phone call really never hurt anybody. Like you’re saying, it never hurt to talk to somebody and have them take a look and offer suggestions. I think people, ultimately, they’re going to be surprised by what they hear, how easy and practical it is to implement a lot of this stuff. Some of them might be a little concerned how much time and effort they’re going to have to put into it.

But ultimately, you get out of it what you put into it. But for those who are just tired of being so busy but not actually getting anything done because they’re focusing on the wrong things, I really think they should give you guys a shot.

How would you describe the impact of having a team that relentlessly follows up on implementing a proven plan?

How would you describe the impact of that on the business, Petroliaroofing . com? You know, I think, especially for those who, if you’re either just starting out or you’ve been at it for a while and you’re just not getting the traction you’d like to see, I think it really is a no -brainer, especially when you look at the costs of some of these other SEO companies to have a website built or to work with a designer to have print pieces developed. You guys do all of that stuff in one place. You’ve made videos for us. a number of things that you guys have done for us that had I tried to set out to do it myself would have taken a lot longer and then would have taken me away from the things that I need to be doing.

And that’s ultimately I think where a lot of business owners are finding themselves. They’re not outselling because they’re too worried about getting this flyer right or they’re too worried about trying to generate articles for their website. And the other side of it I think is Like I mentioned earlier, you don’t know what you don’t know. And you guys have, you know, a long track record of working with businesses and helping them. Greetings, Tulsa. My name is Clay Clark.

I’m the host of The Thrive Time Show. I’m the host of The Thrive Time Show. And on today’s show, we’re doing kind of a thought experiment. What I’m going to do on today’s edition of The Thrive Time Show is I’m going to try to reach Aaron Antis via this show. So if you’re listening to this show right now and you know Aaron Antis, the home building guru, send him a text and say, Clay Clark is bragging on you on The Thrive Time Show right here on KRMG.

On today’s super quick three -hour show, we discuss why simplicity scales and complexity fails, and why Aaron Antus loves Society Burgers.

We also get into why I am colorblind, how to overcome self -doubt, how to overcome the fear of rejection, and why you must commit to getting 100 rejections per day.

All this and more on today’s ultra quick three -hour edition of The Thrivetime Show. Grab the duct tape and mentally prepare yourself for yet another mind -expanding knowledge bomb from America’s number one business coach, Clay Clark.

Yes, yes, yes, and yes.

Jason, on today’s show we are providing some clarity for a listener out there who has a sound and lighting company that you know well. Yes.

He’s based in the Los Angeles area and he has some questions about packages. Dr. Breck, how are you doing this morning, my friend?

I’m doing well, Clay.

My voice is a little weak, but I’m doing well.

Were you out partying last night?

No, I wish I could say that was the case.

Jonas Brothers concert or something? Well, his voice is weak because his body is so strong.

Oh, thank you.

No, it was some allergies, some drainage got down in there. So it’s actually coming back.

So you went to two all night Jonas Brothers concerts?

Yes.

That’s drainage.

Is that does that? Okay, so well, I want to ask this because you are a chiropractor. I am. And you and I both know as entrepreneurs, that anytime you present a customer with too many options Yes, their head explodes. Absolutely Unless it’s the Cheesecake Factory and for some reason it works because it’s such a elaborate build out.

It makes no sense I want to ask you this. I just yeah, I just think of like a convenience store with like the candy, you know aisle I mean you see somebody stand there for minutes and minutes and you’re like that’s not so convenient when they can’t make a decision So I want to break down this idea Simplicity scales, and complexity fails. Steve Jobs talked about this all the time. So this listener here, he has a sound and lighting company, and they do, Jason, can you explain what this listener does for a living? Yes, they do event production anywhere from projections for, let’s say, keynote speakers to leveling the sound for a concert. They do private parties.

They just most recently did a gig for L .

A.

Reid’s new indie label out in Los Angeles.

Are you serious? Yeah. Was he at the Jonas Brothers one that Breck got his sore throat from? No, but he has done stage production for Steve Aoki and The Doors and Chicago. This just in. He knows what he’s talking about.

Yes. Now I want to go back to this core idea.

Complexity fails, simplicity scales.

Let’s try again.

Simplicity scales, complexity fails. So to my right, I have a Slate microphone that was given to me by Colton Dixon. I’m going to explain to listeners why I do not use this mic very much. I have always wanted to ask you that. It’s so shiny.

The mic that we were just using a moment ago to record with Charles is a condenser mic and it has a very, very sensitive pickup pattern. So on this microphone, if I back up here, If I get really close you can hear I do that because I broadcast from my house often So if I open the door right now, the door is open out to the man cave and the waterfalls not on right now If I turn the waterfall on, if the freeze stops, it sounds like the Raging Rapids out there.

But if I’m recording, you probably won’t hear it.

Also, what weird animal sounds have you heard this morning, Jason, when you were pulling in?

Well, Breck just pointed out, apparently, there was an owl going nuts. There was a rooster at, like, what, I got…

I started walking up here at, like, 445.

I wake that guy up.

I get up at three and wake him up.

Every now and then, I hear a coyote.

Okay. Yes, there’s a lot of noises out there. There’s some wildlife out there. Yeah. And all I’m saying is, when you live on land with thousands of trees, there’s a lot of benefits to it, but also, when you go out there, if I’m in the hot tub or something, you will hear, like, a… Whoa, something’s getting eaten.

It’s kind of primal out there. And so that might not be the sound that is the most conducive to learning entrepreneurship. But if I hear it, and it’s obvious, I will mention it to the listeners so that way they occasionally will know what’s going on in the background. But if you were listening to the show and inadvertently all these sounds are being picked up, it would be a little bit crazy. This is how the show would sound if I used the slate microphone. You’d hear that all the time because the background noise, that mic would pick up every possible sound.

It’s such a sensitive microphone. Now in addition to being a sensitive microphone, the Slate microphone is one you use to record songs. So Colton Dixon will record music with that. So if you’re a top 40 recording artist, you might be using a Slate mic.

That mic also requires customized programming.

because it can imitate the pickup patterns of even the most expensive microphones on the planet.

Wow.

So how many people in our office are going to be here, Jason, with me for every single show that I could also teach how to program that mic?

How many people could you think of that are going to be with me on every single show that I could also teach to program that microphone?

I mean, maybe Andrew, Devin.

Every show?

No, definitely not every show.

What time are we recording this show?

As of right now, it’s 6 .07.

What time did we record our show yesterday? We always start Saturday and Sunday at like 5. Did we record yesterday or no? We did a brief episode with Carter. That was at 6. On Saturday at

6. So then we’re recording today at 6. So Saturday at 6, Sunday at 6. But then we record Monday at 3. Tuesday at 3. Unless we don’t. Because it’s always in the schedule, but sometimes a guest will cancel.

Next week we’re interviewing the founder of Netflix and the founder of Square and Spicer, the former president of Trump. We’ve got a lot of cool people next week, right? But if any of them were to cancel or reschedule, then I have to move stuff around. So when I say I have to move stuff around, I mean I have to move stuff around and I have to move me around, my schedule. And so Breck, I can’t necessarily call two people and say, hey Devin, hey Jason, can you also move your schedule around?

So I had to build a system that was so simple that even my small brain could handle it.

And so we use microphones that I can do on my own by myself.

And I have Devin here as a backup plan and or Andrew.

But if we used a complex microphone, nobody else could do it.

And how often, Breck, have you seen it where there’s a cool piece of equipment? Maybe back in the day you bought a cool piece of equipment, a cool piece of software, a cool customer relationship management software, a cool piece of technology, and nobody can figure it out.

Oh, I’ve definitely seen that.

Have you seen this happen?

Yes.

I was talking to a doctor just the other day.

He was bragging about this $110 ,000 piece of equipment that, you know, it’s not even gotten close to paying him back after the last, you know, eight, nine, maybe even 10 years. I see so many entrepreneurs, Jason, and I’m sure you’ve seen it too, that go out of their way to buy really nice, expensive software and then none of their employees can figure it out. Have you seen this as well? Oh, sadly, yes. What kind of software can entrepreneurs never figure out? Anything that’s a CRM that also allows them to operate like a point of sale.

So customer retention, is that what CRM is? Customer relationship management. And then of course, you know, the point of sale system. So like Zanotti is what we use for Elephant and it’s great. But we had to spend, what, three eight -hour days, the managers learning it. And then when it was active, people still had questions.

And we’re training managers and system managers every day. And I think other than Jonathan, myself, and Manna. Nobody really understands that software. Now, throw out all of the variables, all the cool tools that Zanotti has that you know I’ve never used. That we’re never going to use. I mean, really cool stuff that I’m never going to use.

O ‘Reilly Oh yeah, so you can set parameters to say, okay, well if your shop has X amount of employees and you can see X amount of people per day, you could see basically the projections of all your sales you could do. But nobody’s ever going to look at that. We’ve got probably 20 different reports that we can run just to figure out the status of our members, who’s active and who’s not. We can run a report for every single bit of inventory. And then you go over, oh man, the inventory side, you’ve got procurement, you’ve got, what’s the other one? Reconciliation.

You’ve got all this crap that nobody, man and myself are the only people who have ever used the inventory part of it whatsoever. And nobody who works for us is going to ever use it, because it would require me teaching them all these things that we never use. So we go back to our listener here. Breck, he has this sound and lighting company, and he says, hey, what are some package ideas? And I’m now going to unleash knowledge bombs on how to do this, because I have built several multimillion -dollar wedding companies and entertainment -related companies. And so to our listener, I would say this.

Step one, you’re going to have to make the packages simple and easy to scale. All right, Tulsa, you’re listening to the Thrive Time Show right here on KRMG. And on today’s show, we’re trying to teach you how to scale a company, how to how to scale a company. You see simplicity scales and complexity scales. Steve Jobs, the founder of Apple, once said simplicity scales and complexity fails. We’re teaching you how to start and grow a successful company.

When we come back from the break, we’ll talk to you more about how to start and grow a successful company. Also, I want to invite everybody out there listening today to come join myself and Tim Yes, the legendary football player Tim Tebow is joining us live at the Thrive Time Show in -person two -day interactive business workshop right here April 9th and 10th. April 9th and 10th in Tulsa, Oklahoma. If you want to get tickets, and I know you do, go to thrivetimeshow . com. That’s thrivetimeshow .

com. And on today’s show, as a second goal, I want to reach Aaron Antus. So if you’re listening to today’s show and you know Aaron Antus, tell him Clay Clark right here on the Thrive Time Show is bragging on him. Tell him, say, hey, Clay Clark. the host of The Thrive Time Show. He’s bragging on you, Aaron Antus, the home building expert.

Aaron Antus, tell him hello. Clay Clark is trying to reach you. Stay tuned. All right, Tulsa, welcome back to the Thrive Time Show. My name is Clay Clark, and on today’s show, we’re teaching why simplicity scales and complexity fails. Also, my goal that I have on today’s show is I plan on reaching my friend Aaron Antus through this radio show, just to demonstrate the power of this incredible platform here.

So if you’re out there today and you know Aaron Antus, if you’re listening right now and you know Aaron Antus, this is a beautiful man that went to Arama Bible College. many years. We teamed up to help grow Shaw Homes. Aaron ran Shaw Homes as the sales director and together we grew Shaw Homes. from 14 million in annual sales to $151 million in annual sales before the company was sold. And so Aaron Antus and I have worked together quite a bit over the years.

He’s a great guy.

And just to see if it’s possible, if you’re out there today and you know Aaron Antus, say, hey, Aaron Antus.

Clay Clark is bragging on you right here on the Thrive Time Show broadcast and podcast.

Hey listen, Aaron Antus, Clay Clark is bragging on you right here on the Thrive Time Show.

Now without any further ado, back to our show with Dr. Breck.

Yes, Dr. Breck, the legendary chiropractor joins us today and we’re teaching you specifically why complexity fails and simplicity scales when growing a company.

So there is busyness or business.

So Breck, when somebody checks into your chiropractic center, who greets your patients? We have a front desk manager, so they’re standing right by the front door.

In your tenure as a chiropractor, how many times have you had a different person greeting patients? I don’t know, I’ve lost count.

Why?

Why can’t you retain people for 18 years?

What’s wrong with you?

Things happen in life.

Whether that’s a new marriage, a new baby, a job that takes them out of town, out of state. See, Reid Hoffman, the guy who started LinkedIn, he’s a very successful venture capitalist.

He works at Greylock Partners right now, but he built LinkedIn, the online, what’s it called, the social media app for business owners, for people wanting to build their resume up, that kind of thing.

Professional social media. Professional social media, LinkedIn. He also bought Lynda . com.

He has mentioned this, that it’s called a tour of duty.

And because of the world we live in today, nobody’s going to get a job at Kimberly -Clark or Hewlett -Packard or Coca -Cola and just stay there for 35 years.

And then get the gold watch. They’re not going to do it. Right. It’s a tour of duty. So people are going to be with you about two years. If you have a really growing company, people might be with you 10 years.

If you’re growing and there’s opportunity to grow, but very few people are just going to sit there behind a desk and hang out for 30 years for a gold watch. Right. So what happens when you build packages, if the sound and lighting guy were to build super complex lighting packages that took you, I don’t know, I don’t know, a year to learn, what would happen eventually? Well, I mean, you spend all your time training up these people and then about the time they’re getting it and getting a flow, getting in the zone, then they’re leaving. And so you waste so much energy and time, you never get that momentum going forward. So Jason, if you could take notes of the steps here for our listener, I’m going to break it down.

Step one, I need you to create a visual flip book for your potential customers. Use as few words as possible, but make it a visual flip book.

Steve, I’m going to have you hop on the mic real quick here.

So a visual flip book.

Why, if you’re sitting down with customers, Dr. Breck, and you’re showing them wedding packages or entertainment packages, why do you want to be able to flip through a book and say, which of these do you like the best, as opposed to giving them a written description of things? So I assume it’s a lot like just an ordering board menu. You want to have the pictures, you want to have it very easy to see, but yet you’re going mobile with it because you’re going to the customer. And so you’ve got to have a very clear, easy, concise way of saying, this is package A, this is package B, this is package C. Nobody’s going to stop and really read it, read all the details.

They’re going to get lost in the minutia of all of that. You know, this includes X, Y, Z, you know, in the details.

I think you need to have it very clear, concise and visual, if at all possible.

So again, create a visual flip book for your potential customers filled with ample examples that the human mind can handle.

Right. I mean, a picture says a thousand words.

So, you know, use the pictures. So you got the pictures.

You bring it down to a third grade level.

And somebody out there says, I don’t understand what you guys are talking.

OK. I when I ran the company DJ Connection back in the day, a lot of brides would spend forever agonizing over what colors their bridesmaids were going to wear.

Right.

Jason, for your wedding, what colors did the bridesmaids wear?

Oh, we went through so many iterations.

Real quick, this is the point.

That right there is the point.

Continue thinking about it. It was gray.

The choice is gray, but it’s just like, but we have mauve gray.

We have light gray.

That’s what I was about to say. You just say mauve gray. I don’t know what it means. It was just a word that was thrown around.

Are you making up words over there? No. I know ours were pink, but I know pink is not the right term.

There’s like 10 ,000 color shades of pink.

That’s why for the groomsmen, it was black and white.

White shirt, black pants.

Ours are kind of an ambiguous gray.

So what you do, though, is you have to create a visual flipbook for the bride, and you’d say, hey, if you want to light the room to match the decor of the bridesmaids’ gowns, to match the apparel, to match everything, if you want to light the room to match the way the bridesmaids are dressed and the whole color theme, you just tell me the hex code, and I’ll make it match.

And the moment I say hex code, they go, I don’t get it, I don’t get it.

So you go, okay, so let me just, you show them a flip book, and you say, let me show you how it looks, and you’re flipping through, and they can see all the up lights shining up on the walls at the Mayo Hotel, or different nice venues, and they go, oh, I like this one, but you gotta have a visual flip book. Steve, when you talk to your clients about mortgages, and you give them, when you finally get to the point where it’s time to close on the loan, how often does somebody read through the entire Mortgage packet and read every line before signing it with me They never do why does I tell them you can read all of this right now, but if you disagree with any of it, you’re not getting the loan.

So we’re not changing anything.

So if you’d like to read this when you get home tonight, then go right ahead.

But when you go to look at how much signing, how much paperwork is somebody signing to buy a house?

A lot.

I mean, there’s your mortgage banker. You guys did two hundred and fifty one million dollars of loans last year. Yeah. People sign 70 plus pages usually every time someone sues a lender for something we create a new document for people to sign it says you can’t Hey, we have a form that all it says is that you have to pay in U .

S. funds. Now, why do you think that happened? Someone tried to pay their mortgage with like… Pesos? Yeah, pesos.

You guys don’t take Bitcoin? Rand or… Rubles. I remember when we bought our house, it felt like we were signing papers forever. I’m like, I’m pretty sure I just signed that same piece of paper. And they’re like, yeah, keep going.

My favorite thing to do is to say at the very end, I did this on Friday at a closing, I look right at the closer with a super serious look and say, We need two sets of originals. After they sign all of them and then the client just gives you this look like, seriously? I’m sorry, did I not tell you? from Ramah Bible College, Aaron Antus, the man who used to run shawholmes . com. Aaron Antus, if you know Aaron Antus, shoot him a text message and say, hey, Clay Clark is bragging on you live on the Thrive Time Show.

Tell Aaron Antus, Aaron, you’re a beautiful man. you smell tremendous, and right there on The Thrive Time Show, Clay Clark is telling the whole world what a beautiful man you are. Again, it’s The Thrive Time Show, right here on KRMG. We’re gonna teach you how to start and grow a successful company. We’ll be right back after the break. Welcome back to segment number three of the Thrive Time Show right here on KRMG.

Yes, Tulsa’s AM talk radio station destination of choice. It’s KRMG. This is where Tulsa comes. People come to this station, to this channel right here when they want to listen to talk radio. It’s KRMG. My name is Clay Clark.

I’m the host of the Thrive Time Show broadcast and podcast. And on today’s show, we’re teaching you how to start and grow a super successful company. And specifically, we’re hammering home the concept that simplicity scales and Simplicity scales, and complexity fails when scaling a company. And my second mission on today’s show is I want to reach my good friend Aaron Antis via this broadcast. So if you know Aaron Antis, if Aaron Antis is a contact in your phone, send him a text message and say, Aaron Antis, Clay Clark is bragging on you. He’s telling the world what a beautiful man you are, what a great American you are, how terrific you smell, and what a great home you have.

building grower expert consultant man you are.

Again, his name is Aaron Antus. If you know Aaron Antus, cinema text, cinema voicemail, cinema call, hit him up on social media. If you don’t know Aaron Antus, then don’t worry about it.

Carry on. My name is Clay Clark and you’re listening to the Thrive Time Show right here on KRMG. Now back to our interview with Tulsa mortgage guru. Tulsa mortgage expert, Steve Currington, and Tulsa chiropractor.

This man is a super chiropractor.

He’s incredibly physically fit.

He’s a great chiropractor, Dr. Breck Kasbaum.

So we got a chiropractor, we got a mortgage expert, and we’re talking about how to scale a successful company right here on the Thrive Time Show .

com broadcast and podcast. Yeah, next time I’m gonna do it presidential. I’m taking a different pin for every signature.

We’re going to auction those things off.

I want to make sure we’re getting this idea. So when people go out there and they get a mortgage, they’re not going to read through all the paperwork. So Steve’s job is to simplify it and say, all right, this right here essentially states, the closer does this, but this right here essentially states this, this page states this. But if you gave somebody that document and said, you have to read this thing in its entirety before signing, how many people do you think would ever do it? None of us would know. Even if you gave them two hours to do it.

No, they wouldn’t do it.

Furthermore, they don’t care.

So when you’re sitting down, for our listener out there, if you’re sitting down with an event planner and you’re trying to help them choose a package, step one, you’ve got to create a very visual flip book.

PMHOKC, one of our clients, they have the best catalog.

You’ve seen that, Jason.

Oh yeah, it’s awesome.

You flip through and you can see outdoor chimneys, you can see outdoor fire pits, you can see pergola, you can see pools.

They just flip through it, flip, flip, flip. And then so you find what you like.

Second, Jason, you want to show visual examples of Anything you want to sell so yeah, you have a flipbook to show examples of what you can do But anything you want to sell you’ve got to have examples of I took my wife or my kids last night I took Havana and my mom and then my mother -in -law because my wife is in Dallas But I took Havana my mother -in -law and my mom last night to the society out for dinner.

Have you been there Brett?

Yeah You’ve been there?

I love that place.

That place is good.

It’s so good.

It blew my mind.

Breck, you’ve been there?

I have.

Currenton, have you been there?

Yeah, but we have some friends that are like restaurant snobs, and if they listen, they know who I’m talking about. And they’re like, oh, we hate that place.

We tried it twice.

What?

Listen here, Jeffrey.

They won’t go.

Are you serious?

We’re about to force them to go.

They won’t go there? You know who it is. It’s my Tuesday date night people. And they won’t go there? No. They won’t, but we’re working on it because I like it too.

Has he been there before? They say they’ve been. there twice. Has he been there? I think so, yeah. Really?

If anybody says, oh yeah, we’ve been there, they haven’t. No, they said they would have more detail.

Well, you know how search engine optimization works, right?

It’s what you do is when you take the words in the show, Jason, and what we do is we transcribe every show. We transcribe every show.

There’s four variables that impact your rank in Google.

One is the canonical compliance of a website.

Two, it’s the mobile compliance. Three, it’s whoever has the most original content about the subject. And fourth, it’s the most reviews. So what I’m hearing you say, Steve, and I want to make sure I mention it at least 10 times during the show, is that Aaron Antis loves the Society.

He does, doesn’t he? I think Aaron said that Society Burger is his favorite burger chain. That’s what Aaron Antis has said. Favorite lunch place, Society.

Aaron Antis.

It’s what he loves.

It’s more Deb. OK, Deb, I outed you. I’m sorry. So Deb doesn’t like – She’s a restaurant stop. Well, what restaurants does Deb like in addition to the Society, which Aaron Antis loves so much, Steve?

You know the local bison has anybody been to the local bison to local bison.

It’s downtown It’s downtown what downtown downtown Tulsa. Yeah, I can’t go there.

It’s called the local bison. It’s got some good burgers We’ve done some downtown BA stuff, you know, like try to go to a different place every week Why do you think Aaron Antus likes the society so much?

I don’t I don’t know why Aaron I I’m going to put that on the title tag of the show.

I think because Aaron himself is very high society, it has society in the name.

He’s kind of big -timing us and that’s why he does it.

What’s going to happen soon is Aaron Antus is going to Google his name and it will say why Aaron Antus loves Society Burgers.

So step one, you create a visual flip book for the potential customers. Step two, show visual examples of anything you want to sell.

So we go back to the society last night, and you flip through their menu, and they’ve got some pictures of some stuff.

And my mom looks through, and there’s like a blue cheese hamburger or something.

And Steve, by the way, thank you for the highball.

Oh, you’re welcome. I knew you were probably needing it.

I’ve only got like four left now. It’s a crisis mode.

I need to switch your auto ship from pinion wood to highball.

That’s what I have to do.

Let’s make that happen.

It seems like you have plenty of pinion wood, so it’s going to go to highball. This is great. This is some great stuff. Yeah, I was leaving the house and I was taking a sip of mine and I bet or I said, I bet clay would really, really. So again, my mom’s looking through the menu and she sees it goes, oh, that looks.

Good.

Good.

There it is.

See that.

See, that’s the thing.

Oh, that looks good.

Delicious. Yeah. Very few people look through words and say, oh, that reads good. Right. I’m serious. Yeah, I’m working on this book.

I’m editing right now over here.

And this is the if the walls could talk and I’m editing this thing and I’m whenever you edit a book, you get to a place where you hate your life.

Yeah. And you say, what have I done? What choices have I made? Clay, when you’re editing a book like that and you’re in your man cave at two in the morning. Yeah. Do you feel like you hear voices?

Like, I don’t know from the walls.

I don’t know.

But I was definitely. Oh, yeah, maybe I could just say I was I was required.

I cut myself off last night at 11 o ‘clock.

I’m like, I got to be done.

But you’re working through this. And I know how readers read.

That’s why I make the books the way I make them.

Right.

But Jason, the boom book, which we have here.

Yeah.

Why is it?

Why do you think I fill this thing with so many visuals? Because it helps people engage. But people are also looking for that. Like, that’s one of the biggest issues I ever had when I worked in the restaurant industry was working at a sushi bar. I have a menu and nine times out of ten people would come up to the bar and interrupt me while i’m trying to roll and not cut my fingers off like sir what is what is hamachi what is what is ika what is what is the soy drizzle or they’ll say um can i ask you what’s included in this and it says right what’s included.

So what happens is when we go through the boom book at conferences, people come up to me all the time and say, we just had a guy we interviewed this morning, Jeremy, who’s dyslexic. He struggles to read, so this book would really help him. Most entrepreneurs, by the way, Brett, you’ve been to a conference before. I have. People always tell me that they flip through the book and they’re like, oh, I love that. It’s more like a magazine.

Oh, it’s great. I mean, yeah, it’s full of content, tons of content, but yet it’s easy to read, quick, and you’re right, lots of visuals.

Now, have you read the book of Mastery before, Jason, Mastery?

I have not.

By Robert Greene? I have not.

I don’t know where it is on the shelf right now, but that book, if we went through that as a group, people would shoot themselves. It’s a great book. I’m looking at Search Engine and I’m like, God, I hope there’s pictures in there. Yeah, I mean, not really. There’s very few pictures in the book. Search Engine for Dummies.

That’s why reading it almost caused my head to explode. So I’m just saying, if you’re out there today and you want to sell something, step one, create a visual flipbook for potential customers filled with ample examples. Two, show visual examples of anything you want to sell. Three, here we go.

Three, here we go.

You want to make package deals.

package deals.

Now, Breck, you sell things.

I do. You are a chiropractor.

I am.

Why do people tend to want to package things? And I’m not sure what all you package, but why? Yeah, we have different packages that we offer throughout the year or monthly specials that we package together.

And I think one is simplifies it one more step.

So we do like five visits at one time for one price.

And it’s just brought it more simple. They don’t have to do it five different transactions.

They’ve done five in one, so that’s simplified. And then they also get a discount. But we also have packages where we’ll do a set of adjustments as well as a massage or a TENS unit, custom fit orthotics, some different things, some nutritional supplements. We bring them all into one, and then it’s ready to go. It’s easy, it’s convenient, and people love it. Can I let you in on just a crazy awesome secret?

Yeah. The other day, I love reading these books by the way, have you read these books? No. Jason, every African -American that’s on a book cover is not your father.

How would I know, Clay?

Oh.

Listen, first off, I don’t even know they’re African -American because I’m colorblind.

I don’t see the world that way.

I put up this cover of Picasso and of George Washington Carver.

I put it up here, and to me, they’re the same person.

Fair, fair. I love George Washington Carver. I’m a big fan of peanut butter. Steve, I love these books. Look at this book real quick. This is George Washington Carver.

This is Picasso. I love these books. And because my back, Steve, you go to the back of the book, it has a timeline of their life and stuff. Well, I go in, I’ll usually buy these things like 10 at a time at Barnes and Noble.

And the lady says, sir, do you want to get Godiva chocolate to go and because I want to stay married one more week I always say yes and get one for my wife right but here’s the deal if I get 10 of these they had a little special hey if you get I like 9 or 8 right well sir if you get 10 then you get 10 % off of what it is always a bundle right sure so even though I know I’m gonna spend more money to get the Godiva chocolate bar for free right most people do it Steve yeah they do the same thing with highball it quick trip when they used to sell it quick trip how did that work if you buy like 10 you get one free or so just you If you buy two, they’re five bucks.

When? April 9th and 10th. Where? Tulsa, Oklahoma. Who? Tim Tebow, myself, and maybe you.

Get those tickets today by going to thrivetimeshow . com. Again, get those tickets today by going to thrivetimeshow . com. I promise you our two -day interactive business workshops are life -changing and wallet -expanding, and we’ll be right back after the break. This is The Thrive Time Show.

All right, you’re listening to the Thrive Time Show right here on KRMG.

And my name is Clay Clark. And on today’s show, we’re teaching you how to scale a company, how to grow a company, how to make a company, how to create a company that will create time, freedom and financial freedom for both you and your family.

And we’re talking about Steve Jobs. Steve Jobs once said that simplicity scales and complexity fails.

Who said that?

Steve Jobs.

Why did he say that? Because he found that simplicity does scale and complexity does fail. You want to keep things simple, repeatable. You want to build a business that has the ability to create both time and financial freedom for you. And also my goal on today’s show, in addition to teaching you how to grow a company, my goal is to see if we can reach Aaron Antus. Aaron Antus is a longtime client, a great friend of thethrivetimeshow .

com broadcast and podcast. Together we teamed up to help grow Shaw Homes from a $14 million company into a $151 million company. He’s a longtime friend of the Thrive Time Show podcast and broadcast. And if you know Aaron Antus, this is a Rhema Bible College graduate, send him a text and say, hey, listen, Clay Clark is bragging on you. He says you’re a beautiful man and you should tell him what’s up. Again, if you know Aaron Antus, send him a text, send him a call, send him an email, send him a social media inquiry or something and tell him we’re bragging on him right here on the Thrive Time Show radio show and podcast download right here on KRMG.

And remember, every single Sunday, at 5 p . m. Come back to hear the Thrive Time Show on Newstalk KRMG. Here we go. Every time I go into Guitar Center, if I buy a microphone or a cord or a cable, it’s like, hey, if you buy, you know, you’re buying $2 ,000 worth

stuff today.

If you buy an extra of $100 of whatever, we’ll go ahead and throw in that warranty for free.

Right.

And then you’re running around going.

I already have, you know, 45 SM58 mics, but I need one more probably because you’ve got to find some.

It’s another $100 to get that deal.

But the package deal works.

The package deal.

Elephant in the room.

Talk about the package. Oh, the packages are great because you give people three options.

Good, better, best or cheapest, most popular. Holy crap, that’s expensive.

But you’re not coming in saying, oh, sir, would you like a pompadour with a three -and -a -half fade on the side, because people aren’t going to know what that is. I mean, there are so many gentlemen who have no earthly idea what length they want their hair.

So we just say, hey, which one of these packages do you want to pay for?

We list everything you get, and then the stylist takes it from there. Now, Steve, point number four, you want to make the pricing simple. Steve, let’s do this real quick. Let’s say I want to get a mortgage for $300 ,000. Approximately what’s that going to cost per month?

I’m not really into approximates, but if you give me about 30 seconds, I’ll go to my handy dandy mortgage calculator available in the app store.

Don’t play the game with me, Steve. You’re playing the game right now today. If you did a $300 ,000 loan and you put the minimum down, which I’m going to say would be like 5 % down, and you want taxes and insurance included in that because you don’t want to be paying those separately. No, I don’t want to be paying that, no. Is this gonna be on a brand new house?

Like Shaw Holmes built it?

Shaw Holmes will try to build the house if Aaron Antis is not at the society. Right. Because he loves the society. That’s what Aaron Antis loves. 1 ,873 .13, including taxes. 1 ,873 .13.

Now this is what I tell clients. Approximately. This is what I tell clients all the time. And Steve, you tell me if this math is pretty good. They say, because a lot of my clients want to buy a house for the first time or they want to buy another house. And I say, go talk to Steve.

But approximately for every $100 ,000 you borrow, it’s going to be about $600 a month. currently. And they go, what? And I go, yeah, pretty close. I said, so if you’re going to borrow, and again, this is just based off the current interest rates, but they’ll say, well, how much would it be for a $400 ,000 house? And I’m like, well, it’s about $600 per month per 100 ,000 bucks borrowed.

So you can’t do the math.

They go, OK.

And at least let them know, because people who’ve never bought a house before don’t think about it that way. They think it’s not possible. It’s not affordable.

Right.

No, no, it’s super affordable for about $600 per 100 ,000 bucks per month.

So if I buy a $200 ,000 house, it’s only going to cost me $1 ,200 a month, and I’m like, yeah, approximately. But in their mind, they think it’s like $2 ,000 a month, Steve, or they think it’s like $2 ,500 a month.

And all I’m saying is you’ve got to simplify that stuff, because if you don’t make it simple, people won’t move forward.

So to our listener who says, how do I sell wedding packages?

One, make a visual flipbook.

Yes, for potential customers filled with ample examples that the human mind can handle. Step number two, show visual examples of anything you want to sell. Step three, make package deals.

Step four, make the pricing simple.

Step number five, make the agreement simple and transparent.

Simple and transparent, simple and transparent.

We’ve all gone to a place that does memberships for massages.

Or it could be other industries too. All I’m saying is that there are places where you sign a membership and you find out you have to talk to Moses, get Moses, Jesus, and the Speaker of the House in the same room. to cancel that thing yep we’ve all seen that before a gym membership i’m so envious of that have you seen this before i by the way aaron antus loves the society we talked about that yet i don’t know but it doesn’t require membership no it doesn’t but you know i’m talking about brett we’ve all seen this where you’ve tried have you ever tried to get out like a phone bill before and you well for me yeah it was like the gym membership so you actually had to move i think it was like more

than 120 miles away before they would cancel it because they considered that a reasonable commute to get to and from the gym. Hey, we moved to Texas when I was like… Sally and I were first getting married like yeah back when you guys are always making out all the time. Oh, yeah, we still do but It was like a tanning membership thing or whatever yeah, they made you come in you had to physically come in to their Store at 61st a memorial and sign something saying you wanted to cancel I have a question as an african -american Why do you have it as an african -american? Why do you have a tanning membership?

Come on, Steve I know you’re colorblind.

You’re not?

I thought you guys were blind.

That’s just how I see the world.

I almost asked at the last conference if Steve Carrington was my real dad, but he wasn’t there. Only from the waist down. I don’t know what you mean. I don’t know what you mean. Well, the thing is, I don’t know what you mean, but we continue. I can explain it for the dear listeners if you want to.

No, no, no, we don’t. No, we don’t need a diagram. No, Aaron Antis loves Society Burgers.

Okay, so here’s the deal.

So step five, you got to make this agreement simple and transparent because we’ve all been roped into a deal.

Absolutely.

There was a gym membership for a place in Tulsa.

I’m not going to mention the name, but I go in there to cancel, and they said, well, sir, we could do a reduced monthly package. Yep. I’m going, I’m moving 15 miles away. We’re not going to do it. All right, you’ve been listening to The Thrive Time Show right here on KRMG. And a reminder, every single Sunday at 5 p .

m. , you can find The Thrive Time Show right here on KRMG.

What?

Yeah, every single Sunday, you can find The Thrive Time Show right here on KRMG, where we teach you how to start and grow a successful company.

Join us April 9th and 10th in Tulsa, Oklahoma.

Tim Tebow, live in person, Tulsa, Oklahoma. Well, you know how search engine optimization works, right? So what I’m hearing you say, Steve, and I want to make sure I mention it at least 10 times during the show, is that Aaron Antis loves the Society. He does, doesn’t he? That’s right.

I think Aaron said that Society Burger is his favorite burger chain. That’s what Aaron Antis has said.

That’s his favorite lunch place, Society. Aaron Antis.

It’s what he loves.

It’s more Deb.

OK, Deb, I outed you.

I’m sorry.

Go to the restaurant stop. What restaurants does Deb like in addition to the Society, which Aaron Antis loves so much, Steve?

You know the local bison has they may have been to the local bison to local bison downtown It’s downtown what downtown downtown.

Yeah, I can’t go there.

It’s called the local bison.

It’s got some good burgers We’ve done some downtown BA stuff.

You know like try to go to a different place every week Why do you think Aaron Antus likes the society so much?

I don’t I don’t know why Aaron Antus I’m going to put that on the title tag of the show. I think because Aaron himself is very high society, it has society in the name. He’s kind of big -timing us, and that’s why he does it.

What’s going to happen soon is Aaron Antis is going to Google his name, and it will say, Why Aaron Antis Loves Society Burgers.

Okay, so step one, you create a visual flip book for the potential customers.

Step two, show visual examples of anything you want to sell.

So we go back to the society last night, and you flip through their menu. and they’ve got some pictures of some stuff right and my mom looks through and there’s like a blue cheese hamburger or something and steve by the way thank you for the high bar Oh, you’re welcome. I knew you were probably needing it. I’ve only got like four left now.

It’s a crisis mode.

I need to switch your auto ship from pinion wood to highball.

That’s what we have to do.

Let’s make that happen.

It seems like you have plenty of pinion wood, so it’s going to go to the highball.

This is great.

This is some great stuff.

Yeah, I was leaving the house and I was taking a sip of mine and I bet or I said, I bet Clay would really like it. So again, my mom’s looking through the menu and she sees it goes, oh, that looks. Good. Good. There it is. See that.

See, that’s the thing. Oh, that looks good. Delicious. Yeah. Very few people look through words and say, oh, that reads good. Right.

I’m serious. Yeah, I’m working on this book. I’m editing right now over here.

And this is the if the walls could talk and I’m editing this thing and I’m whenever you edit a book, you get to a place where you hate your life. Yeah. And you say, what have I done? What choices have I made? Clay, when you’re editing a book like that and you’re in your man cave at two in the morning.

Yeah.

Do you feel like you hear voices like I don’t know from the walls.

I don’t know. But I was definitely.

Oh yeah.

Maybe I could just say I was I was.

I cut myself off last night at 11 o ‘clock.

I’m like I got to be done.

But you’re working through this.

And I know how readers read.

That’s why I make the books the way I make them.

Right. But Jason the boom book which we have here. Yeah. Why is it. Why do you think I feel this thing with so many visuals. Because it helps people engage but people are also looking for that.

Like that’s one of the biggest issues I ever had when I worked in the restaurant industry was working at a sushi bar. I have a menu and Nine times out of ten, people would come up to the bar and interrupt me while I’m trying to roll and not cut my fingers off. Like, sir, what is hamachi? What is ika? What is the soy drizzle? Or they’ll say, can I ask you what’s included in this?

And it says right there what’s included.

So what happens is when we go through the boom book at conferences, people come up to me all the time and say, we just had a guy we interviewed this morning, Jeremy, who’s dyslexic.

He struggles to read. So this book would really help him.

Most entrepreneurs, by the way, Brett, you’ve been to a conference before. I have. People always tell me that they flip through the book and they’re like, oh, I love that. It’s more like a magazine. Oh, it’s great. I mean, yeah, it’s full of content, tons of content, but yet it’s easy to read, quick, and you’re right, lots of visuals.

Now, have you read the book of Mastery before, Jason, Mastery? I have not. By Robert Greene? I have not.

I don’t know where it is on the shelf right now, but that book, if we went through that as a group, people would shoot themselves.

It’s a great book. I’m looking at Search Engine and I’m like, God, I hope there’s pictures in there. Yeah, I mean, not really. There’s very few pictures in the book. Search Engine for Dummies.

That’s why reading it almost caused my head to explode.

So I’m just saying, if you’re out there today and you want to sell something, step one, create a visual flip book for potential customers filled with ample examples.

Two, show visual examples of anything you want to sell.

Three, here we go. Three, here we go. You want to make package deals. package deals. Now, Breck, you sell things. I do.

You are a chiropractor.

I am.

Why do people tend to want to package things?

And I’m not sure what all you package, but why? Yeah, we have different packages that we offer throughout the year or monthly specials that we package together. And I think one is simplifies it one more step. So we do like five visits at one time for one price. And it’s just brought it more simple. You know, they don’t have to do it five different transactions, they’ve done five in one.

So that’s that’s simplified. And then they also get a discount. But we also have packages where we’ll do a set of adjustments as well as a massage or 10s unit, you know, custom fit orthotics, I mean, different things, some nutritional supplements, we bring them all into one. And then, you know, it’s like, it’s ready to go.

It’s easy.

It’s convenient. And people love it.

Can I let you on just a crazy awesome secret?

Yeah.

The other day, I love reading these books, by the way.

Have you read these books? No. Jason, every African American that’s on a book cover is not your father. How would I know, Clay? Oh. Listen, listen, listen.

First off, I don’t even know they’re African -Americans. I’m colorblind. I don’t see the world that way. I put up this cover of Picasso and of George Washington Carver. I put it up here. And to me, they’re the same.

They are the same person. Fair, fair. I love George Washington Carver, but I’m a big fan of peanut butter. Steve, I love these books. Look at this book real quick. This is George Washington Carver.

This is Picasso.

I love these books. And because on the back, Steve, you go to the back of the book, it has a timeline of their life and stuff.

Well, I go in, I’ll usually buy these things like 10 at a time at Barnes & Noble.

And the lady says, sir, do you want to get a Godiva chocolate to go, because I want to stay married one more week, I always say yes and get one for my wife.

But here’s the deal, if I get 10 of these, they had a little special, I had like 9 or 8, well sir if you get 10, then you get 10 % off, there’s always a bundle.

So even though I know I’m going to spend more money to get the Godiva chocolate bar for free, Most people do it, Steve.

Yeah, they do the same thing with highball at Quick Trip when they used to sell at Quick Trip.

How did that work?

If you buy like 10, you get one free or something? If you buy two, they’re five bucks or they’re $3 a piece.

It’s the package.

You feel like you’re getting a better value.

You feel like you’re getting a better deal.

Every time I go into Guitar Center, if I buy a microphone or a cord or a cable, it’s like, hey, if you’re buying $2 ,000 of stuff today, if you buy an extra $100 of whatever, we’ll go ahead and throw in that warranty for free. And then you’re running around going, I already have, you know, 45 SM58 mics, but I need one more, probably, because you’ve got to find some that’s another $100 to get that deal.

But the package deal works.

The package deal.

Elephant in the room.

Talk about the package.

Oh, the packages are great because you give people three options.

Good, better, best or cheapest, most popular. Holy crap, that’s expensive. But you’re not coming in saying, oh, sir, would you like a pompadour with a three and a half fade on the side? Because people aren’t going to know what that is. I mean, There are so many gentlemen who have no earthly idea what length they want their hair, so we just say, hey. which one of these packages do you want to pay for? We list everything you get, and then the stylist takes it from there.

Now, Steve, point number four, you want to make the pricing simple.

Steve, let’s do this real quick.

Let’s say I want to get a mortgage for $300 ,000. Approximately what’s that going to cost per month? I’m not really into approximates, but if you give me about 30 seconds, I’ll go to my handy dandy mortgage calculator available. Don’t don’t don’t play the game with me, Steve.

And I’m playing a game right now, like if you did a three hundred thousand dollar loan.

Yep. And you put like the minimum down. Yep. Which I’m going to say would be like five percent down. And you want taxes and insurance included in that because you don’t want to be paying those. I don’t want to be paying them.

Yeah. So. Is this gonna be on a brand new house? Like Shaw Holmes built it? Shaw Holmes will try to build the house if Aaron Antis is not at the society. Right.

Because he loves the society. That’s what Aaron Antis loves is the society. $1 ,873 .13, including taxes. $1 ,000 what? $873 .13. Now this is what I tell clients.

Approximately.

This is what I tell clients all the time. And Steve, you tell me if this math is pretty good.

They say, because a lot of my clients want to buy a house for the first time, or they want to buy another house.

And I say, go talk to Steve. But approximately for every $100 ,000 you borrow, it’s going to be about $600 a month, currently.

And they go, what?

And I go, yeah.

Which is pretty close.

I said, so if you’re going to borrow, and again, this is just based off the current interest rates.

But they’ll say, well, how much would it be for a $400 ,000 house?

And I’m like, well, it’s about $600 per month per $100 ,000 borrowed.

So you can’t do the math.

They go, oh, OK.

And it at least lets them know, because people who’ve never bought a house before don’t think about it that way. They think it’s not possible, it’s not affordable.

I’m like, no, no, it’s super affordable.

For about $600 per $100 ,000 per month, You’ll be, this is what it costs.

And they go, so if I buy a $200 ,000 house, it’s only going to cost me $1 ,200 a month. And I’m like, yeah, approximately. But then their mind, they think it’s like $2 ,000 a month, Steve. Or they think it’s like $2 ,500 a month.

And all I’m saying is you’ve got to simplify that stuff because if you don’t make it simple, people won’t move forward.

So to our listener who says, how do I sell wedding packages? One, make a visual flipbook for potential customers filled with ample examples that the human mind can handle.

Step number two, show visual examples of anything you want to sell.

Step three, make package deals. Step four, make the pricing simple.

Step number five, make the agreement simple and transparent. Simple and transparent, simple and transparent.

We’ve all gone to a place that does memberships for massages.

Or it could be other industries too, but I just, all I’m saying is that there are places where you sign a membership, massages, and you find out you have to talk to Moses. get Moses, Jesus, and the Speaker of the House in the same room to cancel that thing.

Yep.

We’ve all seen that before.

A gym membership.

I’m so envious of that.

Have you seen this before? By the way, Aaron Antus loves the Society. Have we talked about that yet?

I don’t know. But it doesn’t require a membership. No, it doesn’t. But you know what I’m talking about, Brett? Oh, absolutely. We’ve all seen this.

Have you ever tried to get out like a phone bill before and you just couldn’t? Well, for me, yeah, it was like the gym membership.

So you actually had to move, I think it was like more than 120 miles away before they would cancel it because they considered that a reasonable commute to get to and from the gym.

Hey, we moved to Texas when I was like, Sally and I were first getting married.

Back when you guys were always making out all the time.

Oh yeah, we still do.

It was like a tanning membership thing or whatever.

And they made you come in.

You had to physically come into their store. At 61st a memorial and sign something saying you wanted to cancel. I have a question as an african -american Why do you have it as an african -american? Why do you have a tanning membership? Come on, steve Uh clad, I I know you’re colorblind You’re not?

I thought you guys were blind. That’s just how I see the world. I almost asked at the last conference if Steve Carrington was my real dad, but he wasn’t there. Only from the waist down. I don’t know what you mean. I don’t know what you mean, but we continue.

I can explain it for the dear listeners if you want to. No, no, no, we don’t.

No, we don’t need a diagram.

Aaron Antis loves society burgers.

Okay, so here’s the deal. So step five, you got to make these agreements simple and transparent because we’ve all been roped into a deal. Absolutely.

There was a gym membership for a place in Tulsa.

I’m not going to mention the name, but I go in there to cancel and they said, well, sir, we could do a reduced monthly package. Yep.

I’m going, I’m moving 15 miles away.

We’re not going to do it. Well, they look at me like this has never happened. Like we got a crisis here. Right. And they call the manager.

That’s what they did. So they get this guy in who clearly lives off of protein shakes and energy drinks. And he’s an intimidation.

Yeah.

And he’s like, well, sir, I hate to lose you.

What if we did?

And he’s trying every possible move.

Right.

And then he’s like, well, I’ll need you to sign what we call a release. Now, what that’s going to do is I need you to prepay the next two months to get it. And we’re just I’m like, no. And he starts to get we work through this and he’s like, well, you did sign here on this and he’s got this big old document. It looks like it’s like the it’s like the founding fathers wrote this.

It’s like the Federalist Papers.

He’s getting out the Federalist Papers or a copy of my mortgage.

Is it like a scroll?

Yeah, he’s getting out a scroll like a like a rope. It looks like the entirety of the menu at the society where Aaron Antis goes all the time.

It’s just an incredible, it’s a massive document.

And all I’m saying, it frustrates people.

So you want to make it simple, make it easy.

Now, step number six, Jason, I want to put this on the show notes.

You have to be able to teach somebody who’s not you to do it.

Right.

Oh, that’s good.

So you got to practice it until they can’t get it wrong.

And you’ve got to

to be able to teach somebody to do it in 15 hours or less.

Because Breck, if you build a system that takes more than 15 hours to teach someone how to do what’s going to happen? Well, it’s not going to get done. I mean, it’s just like Jason was saying with all the CS, CM, CRM, customer relationship management.

Yes, yes.

They’re not going to use it.

They’re not going to actually utilize it as a tool.

And they’re going to avoid it.

They’re going to work around it.

They’re going to, you know, Oh, I didn’t know how that worked. Yeah.

I mean, the whole system starts to fall apart.

Jason, we sell memberships at Elephant in the Room. Yep. And what do we go over every single Friday in the team meeting with the managers and assistant managers? How to sell the memberships. Why do we go over the same thing every week?

Are they not smart?

Am I not smart?

Why do we do the same thing every week?

We just ensure that they’re always on the same page. Yes. And we just remind them week after week, hey, this is how you do it. You just got to make sure that it’s so simple you can teach anybody within 15 hours. Now, step number seven, we’re working through the steps.

You gotta install video cameras and call recording, because you gotta make sure people are actually doing what they’re supposed to do. Steve, how often, when you listen to the recorded calls and or watch the video cameras, have you found people not doing what they’re supposed to be doing? There is an offender every single week at our meeting.

Every week?

Every week that skips part of the script or forgets part of the script or, you know, innocently. Oh, well, I just thought that It’s interesting how people will know if they’re eating burgers at the society with Aaron Antis or not. You’ll know. You’ll know if you’re there. Are you there with Aaron Antis at the society? Enjoying the lovely atmosphere.

Or are you not? Because that’s where Aaron Antis loves to eat is the society. But you’ll know if you’re there or not, right? You’ll know. Are we at the bison place or are we at the society?

Either way. With Aaron.

With Aaron Antis.

We’re going to know whether we’re there or not.

But these same people don’t know whether they’re following the script or not. Right. Right. Have you noticed this before, Jason? Wait, what do you mean? Oh, really?

Smart people that have the ability to put gas in a car and drive from A to B, they’re going to forget to use the script. But they remember to pump their car, they remember to fill up their car with gas. Exactly. But they struggle with memory as it relates to following their system.

Which is funny because – The script isn’t really working.

Well, it’s funny because you said, oh, I struggle with memorizing it.

Even when you paste it in front, I used to be that jackass. I don’t know if you remember, this is like my second week on. Oh yeah. But I was on fire on this call, it was great, it lasted like three minutes too long. You’re working it. Yeah, and so I got the guy booked and everything and you walked over and you’re like, hey, great rapport, but I’m going to need you to follow that script.

I was like, okay.

So I’m like reading through and then I go off book again.

You’re like, okay.

So a couple of notes, you did it again. I just need you to read that. I’m like, When you say read that, what do you mean? Listen here Jason, as a white man, you’re going to have to stay focused because white guys tend to get distracted.

That’s true, we also can’t jump.

What I’m just saying is you’ve got to follow the scripts and the people won’t do it.

It’s the equivalent of saying to your employee, I need you to go to the gas station and fill up your car with gas.

And they come back and they go, I filled it up.

And you go, the gas tank?

Oh no, I just filled up the trash can with gas.

It didn’t work.

And it’s weird, but people just do not follow systems.

I don’t get it.

So step number one, Jason, is what?

Create a visual flipbook for potential customers filled with ample examples that the human brain can handle.

Step two. It is show visual examples of anything you want to sell.

Anything you want to sell Aaron Antis at the Society Burger where he loves to eat. Just show him examples.

He’ll go eat it.

Step three.

Make package deals.

Make package deals.

Why do you want to do a package deal?

Why do you want to say, if you buy two towels, you get the third one free?

It appeals to people’s want for value.

Like, oh wow, if you show somebody the a la carte option and then you show them you can get A, B, and C for this, it’s going to drastically determine how they’re going to…

The people at the Carnival Shoe Place, by our office, the Carnival Shoe Place,

shoe carnival shoe carnival okay shoes from Carney’s but that’s a place I go over there and they get me every time cuz I you know I don’t like to wear the same socks twice that’s true so I go in there every week to buy my socks they go sir you get six socks for like seven bucks now if you get two you get the third one free the third you know a group of six and we’ll go in a seventh all right Which is why I have so many socks. But it’s every time.

Or if I go in there to buy shoes, they’re like, you know, sir, if you get two pairs, you get the third one half off.

Is that where you get your Yeezys?

No, by the way, I have had, by the way, this is, I have a Will Work for Yeezys program. And Kevin, with Multi Clean, he decided to do it. My thing is when a client hits their goal, I just, I realize that people feel better to give than to receive. So to help people feel good about themselves, I’ve made myself available to receive free Yeezys. And so I’ve told certain clients, whenever you hit your goals, if you feel bad, start to feel guilty about the success you’re feeling, because people feel bad, you feel bad to receive. So I’m willing to take that burden, and now I want you to feel good by giving.

And receive the Yeezys. And so Kevin got me a pair of Yeezys. What size was that? 14, size 14. And then I said, and then because of my extreme benevolence, I will thank them on the show.

So Kevin brought in some Yeezys because he hit a goal.

It was very nice of him.

That was great.

And then Josh sent me a pair of Yeezys.

Wow.

Wow.

With DaVinci.

They’re feeling terrible. Yeah, he was feeling terrible.

Copycat.

Making all this money hitting your goals, you feel bad.

Can I tell you something about Josh?

Yesterday, we got a Stillwater for this car show, and he’s got that Dodge Viper.

Oh, yeah.

This kid…

Okay, so I meet this… What do you think about Dodge Vipers, by the way, in your world of exotic cars? I just want to know your thoughts. They’re all right. Okay.

I mean, whatever.

I raced one yesterday.

That’s a glowing review.

He, like, disrespects the Dodge Viper. It’s unbelievable.

Listen to this.

What a car snob. This kid must be, like, 19. He drives a Subaru, right? I actually met this kid on… okay? So now we’re in Stillwater on Saturday and I get there and he goes, I got to drive that Dodge Viper.

And I looked at him like, no you didn’t.

And he goes, yeah. So I go to Josh and I’m like, did you let him drive your car? your Dodge Viper?” He goes, yeah, he has one, so I knew, and I’m like, no, he does not have a Dodge Viper.

He’s a liar.

He drives a Subaru.

And he goes, are you sure? I’m like, you just let some random kid at a car show drive your like 700 horsepower Dodge Viper. But that’s why he buys Yeezys for you, too, because he’s like, he’s so nice. Much in the way I’m colorblind, Josh is judgment blind.

Right.

You can tell him I am 47 years old and I have a Dodge Viper.

And you and I might see a 19 -year -old kid who doesn’t own a Dodge Viper, but he sees you could be 47 and you might own a Dodge Viper.

It could happen. He’s a judgment -free zone.

So he bought me a pair of Yeezys to help him feel better.

And I’m glad.

Think about this, Steve.

Think about my benevolence to be willing to do that, to take the burdens of people who feel bad.

I’ll tell you what.

Because I feel bad to receive. It’s classy. You feel good to give. It’s classy. So Josh gave me a pair. And then Kevin gave me a pair.

And then Colton Dixon gave me a pair.

And then I have another another client is giving me a pair as well And it’s just like a thing where people feel bad, so I’m just telling you right now Stephen I’m willing now we have a listener and a great great guy a great client here He owns a company called a boom Mobile oh, and we like to have him on the show about once every week or so to interrogate him and and to ask him rude questions, and so we’re going to bring Jeff, so -so -deaf Jeff on the mic here, Jason.

So I’m going to have you pass over the mic here as we’re talking about building packages that scale.

Jeff, for the listeners out there that are not super familiar, how long have you been in the mobile phone industry?

Mobile phone industry, about four years.

And how are you different than AT &T or T -Mobile or other carriers?

We’re that value package.

You can come to us, you can find us on the net at boom .

us and it gives you an opportunity to keep those same carriers but at a reduced cost.

Now you sent me a text, I believe, that stated that you saved somebody some money this week. I did. You have thousands of customers. But my job on this show is to refuse to endorse the service, Steve.

I refuse to endorse it.

Yeah, we talked about this.

We’re not endorsing it. We’re going to interrogate you each and every week. And the listeners out there, they can they can randomly come in and do testimonials if they want to. But I refuse because Breck, we must. We’re like an investigative journalist team.

Right.

Except we. Fair and balanced. Except for we are pro capitalism at all times. So we’re fair and balanced unless you’re a socialist, and then we don’t like you. So, Jeff, what was the success story this week?

Yeah, so we had a family from Indianapolis reach out to us, and they were looking to switch off of AT &T.

How’d they find you?

They found us via the web. Okay, they found you on the internet.

Okay, that’s just in.

Yeah, and so they decided to, they wanted to see what value they could get coming off of AT &T.

Got it.

They, obviously, everybody tells me, hey, we got unlimited everything.

Unlimited.

Yes.

Yep.

And so I said, okay.

give me an opportunity, we’ll go through the bill, we’ll figure out what we can do. And so they gave us three months bills, we walked through them, and I said, do you want to keep unlimited everything? They’re like, yes, we do.

I was like, great, we’ll save you $25 a month.

And they’re like, that’s it? Per line? No, total.

Total.

Total off the bill, $25 a month. And so at that point, they were extremely happy about that, and it’s not worth their hassle to change.

Real quick, how big of a bill were we talking about where they were able to save $25?

So they were billing about $240. So they were billing $2 .40 a month, and they’re going to save $25 a month.

Sounds like 10%.

Well, for a lot of listeners who also listen to Dave Ramsey, if you’re a Dave Ramsey show listener, you would immediately switch right now for $25 a month. Because Dave Ramsey people are frugal. But but our listeners are every dime counts. Our listeners are a little bit bougie, though. Our listeners like I’m not going to switch to save $300. I’m not going through all that.

No, I’m not going to do that now. They used to they used to be frugal. A lot of our entrepreneurs are making money, feeling bad, mailing me easy. You know, you get it.

OK, but continue. Yeah. So I said, OK, do you want to evaluate your bill and actually go off your spending or do you just want the unlimited everything? They’re like, what do you mean? And so we broke it down and I told him, I said, look, for the last three months, two of you have only averaged a gig of data each. So why are you paying for unlimited?

And so we walked through the process of moving the two of the plans, two of the lines to a three gig plan for each of them.

And then the one line was using a considerable amount of data, 30 gigs plus.

That was the teenager. That was the kid, teenager.

And it all shook out. We ended up at a bill of about $135 compared to their 240. And which would be a savings of $240 ,000 minus $135 ,000. And they were still getting three times the gigs they were actually probably going to use. Actually using. So to them, still very much unlimited.

Absolutely.

They saved $1 ,260 per year.

Absolutely. Now that sounds like a good thing, but now we have people who are in the studio right now who are each going to ask you rude questions because somebody out there, mainly Steve or Jason or Charles, they might say, I don’t have time for this.

I don’t have time to go and call Boom Mobile. I don’t have time to go to Boom.

Oh, you got fired.

There you go.

I don’t have time to call my carrier and say you’re fired.

because if I were to do that, it’d be a hassle of the whole thing. So, Breck, we’ll start with you, and then you can ask any questions about Boom Mobile, anything rude at all, because you’re an entrepreneur, you’re a consumer, and you don’t have time to waste your time. You don’t have time.

No, I do not.

Steve, you don’t have time to waste your time. Jason doesn’t have time. Charles does not have time. I don’t have time to waste other people’s time.

And Nathan with Complete Carpet does not have time.

It’s like we’re in the customer service line at Boom Mobile.

and all of us are are a little bit pissed and we’re coming in hot with rough questions and we shall interrogate so let’s start with dr breck dr breck you’re you come into a boom mobile store you’re on the precipice of making the switch you’re thinking about it on the threshold you’re going I just, I don’t know.

I haven’t heard of the company before.

I don’t know if I feel good about it or not.

What question would you have for so -so Jeff?

Well, I mean, you know, some of my first questions are as far as like my carrier, you know, what I’m, am I going to get grandfathered in like with my phone, with the carriers, the service?

So all the, we’ll say just on the service, all the people are using the same towers.

Uh, why is there, you know, dead spots in this place and that for different carriers?

Am I going to have like that experience where I’m just losing calls, dropping, uh, in places that I shouldn’t be?

Yeah.

So every carrier has their strengths inside of their networks and we’re no different.

Meaning that depending on which carrier it is that we’re putting you on or which carrier you’re coming from, you’re going to have their strengths and you’re going to have their weaknesses.

There’s nothing to do with us providing anything less of a service.

It’s the service that the carrier itself provides.

So if that, if that. particular carrier that you’re on has a dead spot in a particular area, it’s not going to change.

It’s always going to be there until they fix it themselves.

Gotcha. Does that satisfy you? Do you still feel a tension there?

Do you not feel resolved?

Well, I happen to live in a cell phone black hole, as we call it.

So, that’s just a personal frustration.

You had to look as though you didn’t have your answer resolved.

And I’ll tell you what it could be, because I know where you’re going with this.

There’s two things.

Let me get my megaphone, because the subtlety of the megaphone will help us.

Sure.

You might be feeling in your soul right now that you have questions about a cell phone plan, a smartphone plan.

that are unresolved or you could be feeling what I would call cognitive dissonance.

I don’t know that’s what I’m feeling.

I think maybe maybe you’re misguided on my indigestion.

Are you on StockX right now? Okay, sorry back to you. Did you still have any unresolved questions for Jeff?

So like, personally, I’ve got my my wife, myself and my teenage daughter, but also have a 10 year old and an eight year old that will soon be coming of age to have a phone.

We found when they started having their own life, their own social life that you know, somewhere around 1213 that they kind of needed to have that digital tether, if you will.

How difficult is it to add them to to this package?

Or do we have to reevaluate in a couple years to see, you know, You know, if we have to switch packages or can we just easily add somebody to the program?

Hey, great question.

So you can add anybody you want at any time that you want to add them.

You just can pick a package that fits their needs and you can add them to your family package.

The ability to add and take away is super simple. If we ever decide to get rid of a rate plan that you’re currently on, that rate plan is also grandfathered for you as long as you stay on it.

Now, you have thousands of customers at this point. That is correct. Thousands?

Thousands. Thousands and thousands? Thousands and thousands. In order to sell thousands and thousands of something, you have to have a scalable sales system. That is correct. You have to have things written down.

That is correct. When you were building your company, how many years ago did you start the company?

23 years ago.

Do you remember when all of the answers to the universe were only in your head?

They’re not now. Do you remember then?

I mean, do you remember though, like when you’re the only one that knew anything about anything? Oh, for sure. Now, what happens when that’s your normal? I mean, when you’re the only one that has the answers to any related to your company. I remember with the DJ company, I was the only one who could price wedding packages for like five years.

Right.

I mean, it is so it is so hard to scale when you’re the only person that knows everything.

Let me tell you what, Steve. This is what I thought was scaling. This was so stupid. My wife said, honey, you need to you need to build systems. And I’m like, yeah, I do. You’re right.

So this was the script I wrote. And you tell me, Steve, what was wrong with this? OK. Go ahead and call me real quick.

Ready?

Ring ring.

Thank you for calling DJ Connection.

This is the super humble DJ Carl. How can I help you? Hey, it’s Steve and I need to get to DJ. Great. What day are you looking at? I’m not looking at a day right now.

What date are you thinking about? Oh, the date I’m thinking about?

Yeah.

I’m sorry.

I thought you meant something else. Yeah. June 5th. And where will you be hosting the event? Will it be at Society Burgers with Aaron Antis? Yes, we’re actually having a big event for him to be reintroduced to the brand, Society Burgers.

OK, awesome. Well, let me put you on hold real quick, and I’m going to go grab Clay, and he’ll help you out.

That’s as far as the script would take you. I would personally book.

I booked up to 29.

I have a picture of it. I booked up to 29 events a day.

before we anybody else could book stuff.

Is that why you had that?

I thought that was a script.

So you shortened the call by letting him do the intro.

We have two phones, a phone on each year.

This is true.

And I called I called it the Green Hornet.

I had a phone called the Moneyline and I painted it green.

And the rule was, if that thing rang, you had to answer it.

It had a cord. So that thing rang. I’m like, Moneyline, everyone gets it.

We get it.

Everybody gets the phone and they answer it.

And then they pitch me the phone.

And then we had another line that would ring, and the thing was that you had to answer the money line, because that was people calling.

That was money calling.

But that wasn’t a system.

And then when I tried to teach people, they said, well, how do you do it?

I go, well, you’ve got to read Soft Selling in a Hard World.

You’ve got to read that book.

Now, after you finish that, I want you to wash that down with a little bit of Augmandine.

After you finish that, you know, richest man in Babylon, you gotta read that, and think and grow rich.

So these guys would finish reading it, and they would come out with like, they would come out with like an intellectual soup, like they’ve been watching every Eric Thomas video in a row, like they’ve been watching Tony Robbins, like they’ve been like listening to like, they’re decoding Jay -Z lyrics or something, and they’re like, bruh, I have no idea what to do.

It was like the worst thing ever.

Now tell me what to do.

So Steve, again, I can ask any questions for Jeff.

You won here. We got about five minutes left to ask any questions you want. Now we’re going to have you ask. We’re going to have Charles ask. We’re going to have Nathan ask.

We’re going to have Jason ask.

And I want you to get to this place mentally.

Imagine, and you don’t consume alcohol, but imagine that you’ve had four adult beverages before noon, and you’re thinking about switching, and you no longer have a filter because you haven’t eaten anything yet.

Are you gonna bleep all this out?

Yeah, don’t curse. I don’t want to do too much editing today.

But what question would you have? You have no filter.

What question would you have for Jeff about the switching?

Because I know what you’re thinking.

You’re thinking, I don’t have time for this.

What question would you have?

I mean, and I said this before, I would love to not save money. I would love to spend twice as much.

Are you serious? Yeah. Why? So my phone works every single time that I bleep myself out. because I need my phone to work so I would gladly pay more so that the service would drop Nathan’s call instead of mine or that when I went to dial out it would give me priority you know that that’s what I would want so he I know Jeff’s working on this he hasn’t said anything to me about it he hasn’t like messaged me or text me or anything but I know he’s working on this plan where here you sir you get to pay double And your phone works every time. But I mean, I know he’s working on it.

You have like an executive. No, he. has it.

He can do it.

Like the red presidential phone package. He doesn’t offer it to guys that are black from the waist down. I don’t have that package. Oh, I do. I’m going to have to hit this button.

I’m going to hit this button.

I’m going to get it together. So, do you have a premium package, Jeff? That’s the question. So, what we could do for you, Steve.

Oh, daddy.

Listen to this.

I will give you a plan on all three carriers.

There you go.

Can you run one?

Can you do that?

You have one phone that has all three phones.

Yeah.

You can do two phones or two carriers on one phone.

You can but not.

I have that currently.

I’ve got.

You do? Yeah because I realized like I have. Yeah, I have two lines that ring to the same phone. So yeah, you can do that Okay, see I that’s amazing dude.

So who are your two carriers on the same phone? I have Verizon and then I have T -Mobile and why do you do that? Because when I especially when I travel, okay, sometimes I don’t have service Yeah, I mean Verizon doesn’t want to drop a freaking call.

Well, so it’s carriers compliment one another in in zones I would say the best would be AT &T. And does it just switch over when you’re on the phone?

No, it doesn’t switch.

It’s just whenever you have one bar and you’re trying to make a call and it doesn’t work, then you just change to dial out with the other line.

How do you do that?

Like on your phone.

You can’t see this, but you go to keypad and it says primary.

And I just change it to my secondary line.

I’ve never seen this before. Which is my XXX line.

Hey, Steve is high end.

Go, go Gadget Steve.

That’s impressive.

Okay, so Jason, we’re going to get Jason on the show here.

Now, Jason,

on behalf of all of the Caucasians out there, Jason is a Caucasian, very, very pale male. What questions would you have for Jeff Hawley? Well, while we’re talking about not Steve’s package, but packages in general, you said having transparent pricing and then making sure that all of your policies are transparent is super important.

Yeah.

So we’re building that out. I know I’ve had T -Mobile for probably 12 years, but anytime I’ve ever had to go in and change something, it’s like pulling teeth. So as a, you know, wireless provider, if let’s say I want to go the Steve route, I want to have two lines and I want to get out of what I’m currently in. Can you guys help me facilitate that? Do I have to get out first before coming to you guys? No, we can help facilitate that.

Uh, then you, then we would recommend canceling your. Once you’re out and done, and they can’t hurt you any longer, then we would recommend you go back and cancel your old provider. something to that nature. And then they would walk through all of the steps necessary to make that transition. Sweet. Now, if I ever decided that I wanted to make a poor decision and go back to my previous provider after working with you guys, how easy do you make it to cancel?

Do I have to come see you?

Do I have to call?

Is there something online I have to do? No.

So the beauty of what we do is that we are a service that is every 30 days.

So if you’re 15 days into that and you decide, hey, I want to go back, You can make that decision, you log on to your online account, you pull out your account number and your PIN number, and those are the only two items that you need to give to the provider that you’re going to, and then you can leave. Wow.

Shunda! You’re not going to say, hold on, let me put you on hold so I can get my manager.

And then your manager gets on the phone.

I think you felt satisfied by that answer.

That was actually, yeah.

If we can’t…

Sorry, I just, the whole boom thing, I want to hit the explosion button as much as possible. If we can’t earn your business, then you deserve to go elsewhere. I like it.

OK, Charles.

Charles, what questions would you have for Jeff about switching phone plans?

This guy, Jeff, claims that with his company, Boom Mobile, he can reduce everybody’s cell phone bill. What question would you have here for Jeff? So I have two quick questions. The first one would be, how long would a process be if I wanted to switch over to what you had going on? Like, is that going to be a long, drawn -out process, or can you make that short and concise? Yeah, great question.

So as long as we have the accurate information to make the switch, it usually happens within 20 minutes. 20 minutes. Yes, sir. That’s a promise. That’s a promise. All right, for sure.

All right. He seems somewhat as a skeptic. We’ll see.

We’ll see.

The listeners out there have to check it out.

We’ll see. Right. So the process for that happening in 20 minutes, the other end has to be reciprocal. OK.

And so the big guys, T -Mobile, Verizon, AT &T, all have that automated. So when you go to move and they see that you’re moving, they don’t try to hold it back from us.

My side, if I didn’t like you, and you were switching from me, I could hold up that process if I wanted to. If someone’s saying, hey, Dr. Breck’s moving this stuff over to T -Mobile, and I’m like, eh, I’m going to hold on to that for, and I can hold on to it for three days if I wanted to. Now, Nathan, Complete Carpet Man, sir, what question would you have for Jeff with Boom Mobile? Final question of the show here, and again, the goal is on behalf of our listeners out there is to try to stump him, to paint him into a corner, to ask him the kind of rude questions that we deserve. We’re investigative journalists, and what we investigate is does his phone come… Greetings Tulsa, my name is Clay Clark, I’m the host of

thrive time show I’m the host of the thrive time show and on today’s show. We’re doing kind of a thought experiment What I’m going to do on today’s edition of the thrive time shows.

I’m going to try to reach Aaron Antus via this show.

So if you’re listening to this show right now.

And you know Aaron Antus, the home building guru. Send him a text and say, Clay Clark is bragging on you on the Thrive Time Show right here on KRMG.

On today’s super quick three -hour show, we discuss why simplicity scales and complexity fails, and why Aaron Antus loves Society Burgers.

We also get into why I am colorblind, how to overcome self -doubt, how to overcome the fear of rejection, and why you must commit to getting 100 rejections per day.

All this and more on today’s ultra quick three -hour edition of The Thrivetime Show.

Grab the duct tape and mentally prepare yourself for yet another mind -expanding knowledge bomb from America’s number one business coach, Clay Clark.

Yes, yes, yes, and yes.

Jason, on today’s show, we are providing some clarity for a listener out there who has a sound and lighting company that you know well. Yes. He’s based in the Los Angeles area, and he has some questions about packages. Dr. Breck, how are you doing this morning, my friend? I’m doing well, Clay. My voice is a little weak, but I’m doing well.

Were you out partying last night? No, I wish I could say that was the case. Jonas Brothers concert or something? Well, his voice is weak because his body is so strong. Oh, thank you. No, it was some allergies, some drainage got down in there.

So it’s actually coming back. So you went to two all night Jonas Brothers concerts? Yes. Yeah.

Drainage, is that code?

Okay, so well, I want to ask this because you are a chiropractor.

I am and you and I both know as entrepreneurs that anytime you present a customer with too many options Yes, their head explodes.

Absolutely Unless it’s the Cheesecake Factory and for some reason it works because it’s such a elaborate build -out.

It makes no sense I want to ask you this.

I just yeah, I just think of like a convenience store with like the candy, you know aisle I mean you see somebody stand there for minutes and minutes and you’re like That’s not so convenient when they can’t make a decision. So I want to break down this idea.

Simplicity scales and complexity fails.

Steve Jobs talked about this all the time.

So this listener here, he has a sound and lighting company and they do.

Jason, can you explain what this listener does for a living?

Yes, they do event production anywhere from projections for, let’s say, keynote speakers to leveling the sound for a concert.

They do private parties. They just most recently did a gig for L . A. Reid’s new indie label out in Los Angeles. Are you serious? Yeah.

So basically at the Jonas Brothers one that Brecht got his sore throat from no But he has done stage production for Steve Aoki and the doors in Chicago This just in he knows what he’s talking about. Yes now. I want to go back to this core idea complexity fails simplicity scales Let’s try again simplicity scales complexity fails so to my right. I have a slate Microphone that was given to me by Colton Dixon I’m going to explain to listeners why I do not use this mic very much.

I have always wanted to ask you that.

It’s so shiny.

The mic that we were just using a moment ago to record with Charles is a condenser mic, and it has a very, very sensitive pickup pattern. So on this microphone, if I back up here, if I get really close, you can hear it. I do that because I broadcast from my house often. So if I open the door right now, the door’s open, out to the man cave, and the waterfall’s not on right now. If I turn the waterfall on, if the freeze stops, it sounds like the Raging Rapids out there. But if I’m recording, you probably won’t hear it.

Also, what weird animal sounds have you heard this morning, Jason, when you were pulling in?

Well, Breck just pointed out, apparently, there’s an owl going nuts.

There’s a rooster at, like, what, I got, I started walking up here at, like, 445.

I wake that guy up. I get up at three and wake him up. Every now and then, I hear a coyote.

Okay.

Yeah.

Yes, there’s a lot of noises out there.

There’s some wildlife out there.

Yeah. Yeah. And all I’m saying is, when you live on land with thousands of trees, there’s a lot of benefits to it, but also, when you go out there, if I’m in the hot tub or something, you will hear, like, a… You’re like, whoa, something’s getting eaten. It’s kind of primal out there. And so that might not be the sound that is the most conducive to learning entrepreneurship.

But if I hear it, and it’s obvious, I will mention it to the listeners so that way they occasionally will know what’s going on in the background. But if you were listening to the show and inadvertently all these sounds are being picked up, it would be a little bit crazy. This is how the show would sound if I used a slate microphone. You’d hear that all the time because the background noise, that mic would pick up every possible sound. It’s such a sensitive microphone. Now in addition to being a sensitive microphone, the Slate microphone is one you use to record songs.

So Colton Dixon will record music with that. So if you’re a top 40 recording artist, you might be using a Slate mic. That mic also requires customized programming. because it can imitate the pickup patterns of even the most expensive microphones on the planet. Wow. So how many people in our office are going to be here, Jason, with me for every single show that I could also teach how to program that mic?

How many people can you think of that are going to be with me on every single show that I could also teach to program that microphone? Maybe Andrew, Devin? Every show? No, definitely not every show. What time are we recording this show? As of right now, it’s 6 .07.

What time did we record our show yesterday? We always start Saturday and Sunday at like 5. Did we record yesterday or no? We did a brief episode with Carter. That was at 6. Oh, Carter watched.

We did. On Saturday at 6. So then we’re recording today at 6. So Saturday at 6, Sunday at 6. But then we record Monday at 3. Tuesday at 3.

Unless we don’t. Because it’s always in the schedule, but sometimes a guest will cancel. Next week we’re interviewing the founder of Netflix and the founder of Square and Spicer, the former president of Trump. We’ve got a lot of cool people next week, right? But if any of them were to cancel or reschedule, then I have to move stuff around. So when I say I have to move stuff around, I mean, I have to move stuff around and I have to move me around my schedule.

Sure. And so, Breck, I can’t necessarily call two people and say, hey, Devin, hey, Jason, can you also move your schedule around?

Right.

So I had to build a system that was so simple that even my small brain could handle. And so we use microphones that I can do on my own by myself. And I have Devin here as a backup plan and or Andrew. But if we use the complex microphone, nobody else could do it. And how often, Breck, have you seen it where there’s a cool piece of equipment, maybe back in the day you bought a cool piece of equipment, a cool piece of software, a cool customer relationship management software, a cool piece of technology, and nobody can figure it out. Oh, I’ve definitely seen that.

Have you seen this happen? Yes. I was talking to a doctor just the other day. He was bragging about this $110 ,000 piece of equipment that, you know, it’s not even worth it. to paying him back after the last, you know, eight, nine, maybe even 10 years. I see so many entrepreneurs, Jason, and I’m sure you’ve seen it too, that go out of their way to buy really nice, expensive software and then none of their employees can figure it out.

Have you seen this as well? Oh, sadly, yes. What kind of software can entrepreneurs never figure out? Anything that’s a CRM that also allows them to operate like a point of sale. So customer retention, is that what CRM is?

Customer relationship management.

And then of course, you know, the point of sale system.

So like Zanotti is what we use for Elephant and it’s great.

But we had to spend, what, three eight -hour days, the managers learning it.

And then when it was active, people still had questions.

And we’re training managers and system managers every day.

And I think other than Jonathan, myself, and Manna, nobody really understands that software.

Now, throw out all of the variables, all the cool tools that Zanotti has. that you know I’ve never used.

We’re never going to use. Really cool stuff that I’m never going to use. O ‘Reilly Oh yeah, so you can set parameters to say, okay, well if your shop has X amount of employees and you can see X amount of people per day, you could see basically the projections of all your sales you could do.

But nobody’s ever going to look at that.

We’ve got probably 20 different reports that we can run just to figure out the status of our members.

who’s active and who’s not.

We can run a report for every single bit of inventory.

Then you go over, oh man, the inventory side, you’ve got procurement, you’ve got, what’s the other one? Reconciliation. You’ve got all this crap that nobody, man and myself are the only people who have ever used the inventory part of it whatsoever.

And nobody who works for us is going to ever use it, because it would require me teaching them all these things that we never use.

So we go back to our listener here. Breck, he has the sound and lighting company. And he says, hey, what are some package ideas? And I’m now going to unleash knowledge bombs on how to do this. I have built several multi -million dollar wedding companies and entertainment related companies. And so to our listener, I would say this.

Step one, you’re going to have to make the packages simple and easy to scale.

All right, Tulsa, you’re listening to the Thrive Time Show right here on KRMG. And on today’s show, we’re trying to teach you how to scale a company, how to how to scale a company. You see simplicity scales and complexity scales.

Steve Jobs, the founder of Apple, once said simplicity scales and complexity fails. We’re teaching you how to start and grow a successful company. When we come back from the break, we’ll talk to you more about how to start and grow a successful company. Also, I want to invite everybody out there listening today to come join myself And Tim Tebow. Yes, the legendary football player Tim Tebow is joining us live at the Thrive Time Show in -person two -day interactive business workshop right here April 9th and 10th. April 9th and 10th in Tulsa, Oklahoma.

If you want to get tickets, and I know you do, go to thrivetimeshow . com. That’s thrivetimeshow . com.

And on today’s show, as a second goal, I want to reach Aaron Antus.

So if you’re listening to today’s show and you know Aaron Antus, tell him Clay Clark, right here on the Thrive Time Show, is bragging on him.

Tell him, say, hey, Clay Clark, the host of the Thrive Time Show, he’s bragging on you, Aaron Antus, the home building expert, Aaron Antus.

Tell him, hello, Clay Clark is trying to reach you.

Stay tuned. All right, Tulsa, welcome back to the Thrive Time Show. My name is Clay Clark, and on today’s show, we’re teaching why simplicity scales and complexity fails.

Also, my goal that I have on today’s show is I plan on reaching my friend Aaron Antus through this radio show, just to demonstrate the power of this incredible platform here.

So if you’re out there today and you know Aaron Antus, if you’re listening right now and you know Aaron Antus, this is a beautiful man that went to Arama Bible College.

many years to be teamed up to help grow. Shaw Homes.

Aaron ran Shaw Homes as the sales director.

And together, we grew Shaw Homes from 14 million in annual sales to 151 million dollars in annual sales before the company was sold.

And so, Aaron Antus and I have worked together quite a bit over the years.

He’s a great guy.

And just to see if it’s possible.

If you’re out there today and you know Aaron Antus, say, hey, Aaron Antus!

Clay Clark is bragging on you right here on the Thrive Time Show broadcast and podcast.

Hey listen, Aaron Antus, Clay Clark is bragging on you right here on the Thrive Time Show. Now without any further ado, back to our show with Dr. Breck.

Yes, Dr. Breck, the legendary chiropractor joins us today and we’re teaching you specifically why complexity fails and simplicity scales when growing a company.

So there is busyness or business.

So Breck, when somebody checks into your chiropractic center, who greets your patients? We have a front desk manager, so they’re standing right by the front door. In your tenure as a chiropractor, how many times have you had a different person greeting patients? I don’t know, I’ve lost count.

Why?

Why can’t you retain people for 18 years?

What’s wrong with you? Things happen in life. Whether that’s a new marriage, a new baby, a job that takes them out of town, out of state. See, Reid Hoffman, the guy who started LinkedIn, he’s a very successful venture capitalist. He works at Greylock Partners right now.

But he built LinkedIn, the online, let’s call it the social media app for business owners, for people wanting to build their resume up, that kind of thing.

Professional social media.

Professional social media, LinkedIn. He also bought Lynda . com.

He has mentioned this, that it’s called a tour of duty.

And because of the world we live in today, nobody’s going to get a job at Kimberly’s

or Hewlett -Packard or Coca -Cola and just stay there for 35 years.

And then get the gold watch.

They’re not going to do it. It’s a tour of duty. So people are going to be with you about two years. If you have a really growing company, people might be with you 10 years. If you’re growing and there’s opportunity to grow, but very few people are just going to sit there behind a desk and hang out for 30 years for a gold watch.

So what happens when you build packages, if this sound and lighting guy were to build super complex lighting packages that took you, I don’t know, a year to learn.

What would happen eventually?

Well, I mean, you spend all your time training up these people and then about the time they’re getting it and getting a flow, getting in the zone, then they’re leaving.

And so you waste so much energy and time.

You never get that momentum going forward.

So Jason, if you could take notes of the steps here for our listener, I’m going to break it down. Step one, I need you to create a visual flip book for your potential customers.

Use as few words as possible, but make it a visual flip book.

So a visual flip book.

Why, if you’re sitting down with customers, Dr. Breck, and you’re showing them wedding packages or entertainment packages, why do you want to be able to flip through a book and say, which of these do you like the best, as opposed to giving them a written description of things?

So I assume it’s a lot like just an ordering board menu. You want to have the pictures, you want to have it very easy to see, but yet you’re going mobile with it because you’re going to the customer. And so you’ve got to have a very clear, easy, concise way of saying, this is package A, this is package B, this is package C. Nobody’s going to stop and really read it, read all the details. They’re going to get lost in the minutia of all of that. You know, this includes X, Y, Z, you know, in the details. I think you need to have it very clear, concise and visual, if at all possible.

So again, create a visual flipbook. for your potential customers filled with ample examples that the human mind can handle. Right I mean a picture says a thousand words so you know use the pictures. So you got the pictures you bring it down to a third grade level. And somebody out there says I don’t understand what you guys are talking about. Okay, when I ran the company DJ Connection back in the day, a lot of brides would spend forever agonizing over what colors their bridesmaids were going to wear.

Jason, for your wedding, what colors did the bridesmaids wear? Oh, we went through so many iterations. Real quick, this is the point. That right there is the point. Continue thinking about it. It was gray.

The choice is gray but it’s just like but we have mob gray we have right. We have that’s what I was about to say it mob gray. I don’t know what it means. It’s just a word that was thrown around. Are you making up words over there. No like I know ours were pink but I know pink is not the right term.

There’s like 10000 color shades of pink. That’s why for the groomsmen it was black and white. White shirt, black pants. Ours are kind of an ambiguous gray. So what you do though is you have to create a visual flip book for the bride and you’d say, hey, if you want to light the room to match the decor of the bridesmaids gowns, to match the apparel, to match everything.

If you want to light the room to match the way the bridesmaids are dressed and the whole color theme, you just tell me the hex code.

and I’ll make it match. And the moment I say hex code, they go, I don’t, I don’t get it. I don’t get it. So you go, okay, so let me just, you show them a flip book and you say, let me show you how it looks. And you’re flipping through and they can see all the up lights shining up on the walls at the Mayo hotel, uh, or different nice venues. And they go, Oh, I like this one.

But you’ve got to have a visual flip book. Steve, when you talk to your clients about mortgages and you finally get to the point where it’s time to close on the loan, how often does somebody read through the entire mortgage packet and read every line before signing it? With me, they never do.

Why?

Because I tell them, you can read all of this right now, but if you disagree with any of it, you’re not getting the loan. So we’re not changing anything. So if you’d like to read this when you get home tonight, then go right ahead. But when you go to look, how much paperwork is somebody signing to buy a house?

A lot. I mean, there’s usually – You’re a mortgage banker. You guys did $251 million of loans last year. Yeah, people sign – 70 plus pages.

Usually every time someone sues a lender for something we create a new document for people to sign that says you can’t sue us for that.

Hey, we have a form that all it says is that you have to pay in U .

S. funds.

Now, why do you think that happened? Someone tried to pay their mortgage with like…

Pesos?

Yeah, pesos.

You guys don’t take Bitcoin? Rand or… Rubles. I remember when we bought our house, it felt like we were signing papers forever. I’m like, I’m pretty sure I just signed that same piece of paper. And they’re like, yeah, keep going.

My favorite thing to do is to say at the very end, I did this on Friday at a closing, I look right at the closer with a super serious look and say, We need two sets of originals. After they like sign all of them and then the client just gives you this look like, seriously? I’m sorry, did I not tell you? from Ramah Bible College, Aaron Antus, the man who used to run shawholmes . com.

Aaron Antus.

If you know Aaron Antus, shoot him a text message and say, hey, Clay Clark is bragging.

on you live on The Thrive Time Show. Tell Aaron Antus, Aaron, you’re a beautiful man.

You smell tremendous.

And right there on The Thrive Time Show, Clay Clark is telling the whole world what a beautiful man you are. Again, it’s The Thrive Time Show right here on KRMG. We’re going to teach you how to start and grow a successful company.

We’ll be right back after the break. Welcome back to segment number three of the Thrive Time Show right here on KRMG. Yes, Tulsa’s AM talk radio station, destination of choice.

It’s KRMG.

This is where Tulsa comes.

People come to this station, to this channel right here when they want to listen to talk radio.

It’s KRMG.

My name is Clay Clark.

I’m the host of the Thrive Time Show broadcast and podcast. And on today’s show, we’re teaching you how to start and grow a super successful company. And specifically, we’re hammering home the concept that simplicity scales and Complexity fails.

Simplicity scales, and complexity fails when scaling a company.

And my second mission on today’s show is I want to reach my good friend Aaron Antus via this broadcast.

So if you know Aaron Antus, if Aaron Antus is a contact in your phone, send him a text message and say, Aaron Antus, Clay Clark is bragging on you. He’s telling the world what a beautiful man you are, what a great American you are, how terrific you smell, and what a great home builder you are.

building grower expert consultant man you are.

Again, his name’s Aaron Antus.

If you know Aaron Antus, Cinematex, Cinema Voicemail, Cinema Call, hit him up on social media.

If you don’t know Aaron Antus, then don’t worry about it.

Carry on.

My name’s Clay Clark and you’re listening to The Thrivetime Show right here on KRMG.

Now back to our interview with Tulsa Mortgage Guru. Tulsa mortgage expert Steve Currington and Tulsa chiropractor. This man is a super chiropractor. He’s incredibly physically fit. He’s a great chiropractor. Dr. Breck Kasbaum.

So we got a chiropractor. We got a mortgage expert. And we’re talking about how to scale a successful company right here on the Thrive Time Show dot com broadcast in Tulsa.

Yeah,

Yeah, next time I’m going to do it presidential.

I’m taking a different pen for every signature.

We’re going to auction those things off.

I want to make sure we’re getting this idea. So when people go out there and they get a mortgage, they’re not going to read through all the paperwork.

So Steve’s job is to simplify it and say, all right, this right here essentially states, the closer does this, but this right here essentially states this, this page states this.

But if you gave somebody that document and said, you have to read this thing in its entirety before signing, how many people do you think would ever do it?

None of us would know. Even if you gave them two hours to do it.

No, they wouldn’t do it.

Furthermore, they don’t care. So when you’re sitting down, for our listener out there, if you’re sitting down with an event planner and you’re trying to help them choose a package, step one, you’ve got to create a very visual flip book. PMHOKC, one of our clients, they have the best catalog. You’ve seen that, Jason. Oh, yeah. It’s awesome.

You flip through and you can see outdoor chimneys.

You can see outdoor fire pits.

You can see pergola.

You can see pools. You just flip through it, flip, flip, flip. And then you find what you like. Second, Jason, you want to show visual examples of anything you want to sell. So yeah, you have a flipbook to show examples of what you can do, but anything you want to sell, you’ve got to have examples of. I took my kids last night, I took Havana and my mom and then my mother -in -law, because my wife is in Dallas, but I took Havana, my mother -in -law, and my mom last night to the Society out for dinner.

Have you been there, Breck?

Yes, I have.

You’ve been there?

I love that place.

That place is good.

It’s so good.

It blew my mind.

Breck, you’ve been there?

I have.

Currenton, have you been there? Yeah, but we have some friends that are like restaurant snobs, and if they listen, they know who I’m talking about.

And they’re like, oh, we hate that place.

We tried it twice.

What?

Listen here, Jeffrey.

They won’t go. Are you serious?

We’re about to force them to go.

They won’t go there?

You know who it is.

It’s my Tuesday date night people.

And they won’t go there?

they won’t. But we’re working on it because I like it too. Has he been there before? They say they’ve been there twice.

Has he been there?

I think so, yeah.

Really?

If anybody says, oh yeah, we’ve been there, they haven’t.

No, they said they would have more detail.

Well, you know how search engine optimization works, right? It’s what you do is when you take the words in the show, Jason, and what we do is we transcribe every show. We transcribe every show.

There’s four variables that impact your rank in Google.

One is the canonical compliance of a website.

Two, it’s the mobile compliance.

Three, it’s whoever has the most original content about the subject.

And fourth, it’s the most reviews.

So what I’m hearing you say, Steve, and I want to make sure I mention it at least 10 times during the show, is that Aaron Antis loves The Society. Right. He does. He doesn’t eat.

I think Aaron said that Society Burger is his favorite burger chain. That’s what Aaron Antis has said. Favorite lunch place, Society.

Aaron Antis.

It’s what he loves. It’s more Deb. OK, Deb, I outed you. I’m sorry. So, Deb doesn’t want…

What restaurants does Deb like in addition to The Society, which Aaron Antis loves so much, Steve? You know the local bison has anybody been to the local bison to local bison.

It’s downtown It’s downtown what downtown downtown.

Yeah, I can’t go there.

It’s called the local bison.

It’s got some good burgers We’ve done some downtown BA stuff, you know, like try to go to a different place every week Why do you think Aaron Antus likes the society so much?

I don’t I don’t know why Aaron I I’m going to put that on the title tag of the show.

I think because Aaron himself is very high society, it has society in the name.

He’s kind of big timing us and that’s why he does it.

What’s going to happen soon is Aaron Antus is going to Google his name and it will say why Aaron Antus loves Society Burgers. So step one, you create a visual flip book for the potential customers. Step two, show visual examples of anything you want to sell. So we go back to the Society last night, and you flip through their menu, and they’ve got some pictures of some stuff. And my mom looks through, and there’s like a blue cheese hamburger or something. And Steve, by the way, thank you for the highball.

Oh, you’re welcome. I knew you were probably needing it. I’ve only got like four left now. It’s a crisis mode. I need to switch your auto ship from pinion wood to highball.

That’s what I have to do.

Let’s make that happen.

It seems like you have plenty of pinion wood, so it’s going to go to highball. This is great.

This is some great stuff. Yeah, I was leaving the house and I was taking a sip of mine and I bet or I said, I bet clay would really, really. So again, my mom’s looking through the menu and she sees it goes, oh, that looks. Good. Good. There it is.

See that. See, that’s the thing. Oh, that looks good. Delicious. Yeah.

Very few people look through words and say, oh, that reads good. Right.

I’m serious. Yeah, I’m working on this book.

I’m editing right now over here. And this is the if the walls could talk and I’m editing this thing and I’m whenever you edit a book, you get to a place where you hate your life. Yeah.

And you say, what have I done?

What choices have I made? Clay, when you’re editing a book like that and you’re in your man cave at two in the morning.

Yeah. Do you feel like you hear voices like I don’t know. From the walls? I don’t know. But I was definitely, oh, yeah, maybe. I can just say, I was, I cut myself off last night at 11 o ‘clock.

I’m like, I gotta be done. But you’re working through this, and I know how readers read.

That’s why I make the books the way I make them.

Right.

But Jason, the boom book, which we have here.

Yeah.

Why is it, why do you think I fill this thing with so many visuals?

Because it helps people engage, but people are also looking for that. Like, that’s one of the biggest issues I ever had when I worked in the restaurant industry, was working at a sushi bar.

I have a menu, and Nine times out of ten, people would come up to the bar and interrupt me while I’m trying to roll and not cut my fingers off.

Like, sir, what is Hamachi? What is Ika? What is.. is the soy drizzle or they’ll say um can i ask you what’s included in this and it says right there what’s included right So what happens is when we go through the boom book at conferences, people come up to me all the time and say, we just had a guy we interviewed this morning, Jeremy, who’s dyslexic. He struggles to read. So this book would really help him.

Most entrepreneurs, by the way, Brett, you’ve been to a conference before. I have. People always tell me that they flip through the book and they’re like, oh, I love that. It’s more like a magazine. It’s great. I mean, yeah, it’s full of content.

tons of content, but yet it’s easy to read, quick, and you’re right, lots of visuals. Now have you read the book of Mastery before, Jason? Mastery? I have not. By Robert Greene? I have not.

I don’t know where it is on the shelf right now, but that book, if we went through that as a group, people would shoot themselves. It’s a great book. I’m looking at search engines and I’m like, God, I hope there’s pictures in there. Not really, there’s very few pictures in the book. Search engine for dummies. That’s why reading it almost caused my head to explode.

So I’m just saying if you’re out there today and you want to sell something, step one, create a visual flip book for potential customers filled with ample examples. Two, show visual examples of anything you want to sell. Three, here we go.

Three, here we go.

You want to make package deals.

package deals. Now, Breck, you sell things. I do. You are a chiropractor. I am. Why do people tend to want to package things?

And I’m not sure what all you package, but why? Yeah, we have different packages that we offer throughout the year or monthly specials that we package together. And I think one is simplifies it one more step. So we do like five visits at one time for one price. And it’s just brought it more simple. You know, they don’t have to do it five different transactions, they’ve done five in one.

So that’s that’s simplified. And then they also get a discount. But we also have packages where we’ll do a set of adjustments as well as a massage or 10s unit, you know, custom fit orthotics, I mean, different things, some nutritional supplements, we bring them all into one.

And then, you know, it’s like, it’s ready to go.

It’s easy.

convenient and people love it.

Can I let you on just a crazy awesome secret?

Yeah.

The other day I love reading these books by the way have you read these books?

No.

Jason, every African -American that’s on a book cover is not your father.

How would I know Clay?

First off, I don’t even know they’re African -American because I’m colorblind.

I don’t see the world that way.

I put up this cover of Picasso and George Washington Carver. I put it up here and to me they’re the same person.

Fair.

I love George Washington Carver.

I’m a big fan of peanut butter.

Steve, I love these books.

Look at this book real quick.

This is George Washington Carver. This is Picasso. I love these books. Mm -hmm and I put and I’ll because my back Steve you go to the back of the book It has a timeline of their life and stuff. Well, I go in I’ll usually buy these things like ten at a time at Barnes & Noble Yeah, and the lady says sir.

Do you want to get a Godiva chocolate to go and because I want to stay married one more week I always say yes and get one for my wife right but here’s the deal if I get ten of these they had a little special hey if you get I had like nine or eight right well sir if you get ten then you get ten percent off of what it is always a bundle right sure so even though I know I’m gonna spend more money to get the Godiva chocolate bar for free right most people do it Steve yeah they do the same thing with highball it quick trip when they used to sell it quick trip how did that work if you buy like ten you get one free or something just you If you buy two, they’re five bucks.

When? April 9th and 10th. Where?

Tulsa, Oklahoma.

Who? Tim Tebow, myself, and maybe you. Get those tickets today by going to Thrivetimeshow . com. Again, get those tickets today by going to Thrivetimeshow . com.

I promise you, our two -day interactive business workshops are life -changing and wallet -expanding. And we’ll be right back after the break. It’s the Thrivetimeshow. All right, you’re listening to The Thrive Time Show right here on KRMG. And my name is Clay Clark. And on today’s show, we’re teaching you how to scale a company, how to grow a company, how to make a company, how to create a company that will create time freedom and financial freedom for both you and your family.

And we’re talking about Steve Jobs. Steve Jobs once said that simplicity scales and complexity fails. Who said that? Steve Jobs. Why did he say that? Because he found that simplicity does scale and complexity does fail.

You want to keep things simple, repeatable. You want to build a business that has the ability to create both time and financial freedom for you.

And also my goal on today’s show, in addition to teaching you how to grow a company, my goal is to see if we can reach Aaron Antus.

Aaron Antus is a longtime client, a great friend of thethrivetimeshow . com broadcast and podcast.

Together we teamed up to help grow Shaw Homes from a $14 million company into a $151 million company.

He’s a longtime friend of the Thrive Time Show podcast and broadcast.

And if you know Aaron Antus, this is a Rhema Bible College graduate, send him a text and say, hey, listen, Clay Clark is bragging on you.

He says you’re a beautiful man and you should tell him what’s up.

Again, if you know Aaron Antus, send him a text, send him a call, send him an email, send him a social media inquiry or something and tell him we’re bragging on him right here on the Thrive Time Show radio show and podcast download right here on KRMG.

And remember, every single Sunday, at 5 p .

m.

Come back to hear the Thrive Time Show on News Talk KRMG.

Every time I go into Guitar Center, if I buy a microphone or a cord or a cable, it’s like, hey, if you buy, you know, you’re buying $2 ,000 of stuff today.

If you buy an extra $100 of whatever, we’ll go ahead and throw in that warranty for free. Right.

And then you’re running around going, I already have, you know, 45 SM58 mics, but I need one more, probably, because you’ve got to find some that’s another $100 to get that deal.

But the package deal works.

The package deal.

An elephant in the room.

Talk about the package. Oh, the packages are great because you give people three options.

Good, better, best or cheapest, most popular. Holy crap, that’s expensive.

But you’re not coming in saying, oh, sir, would you like a pompadour with a three and a half fade on the side?

Because people aren’t going to know what that is. I mean, There are so many gentlemen who have no earthly idea what length they want their hair. So we just say, hey, which one of these packages do you want to pay for? We list everything you get, and then the stylist takes it from there. Now, Steve, point number four, you want to make the pricing simple.

Steve, let’s do this real quick.

Let’s say I want to get a mortgage for $300 ,000.

Approximately what’s that going to cost per month?

I’m not really into approximates, but if you give me about 30 seconds, I’ll go to my handy dandy mortgage calculator available in the app store. Don’t play the game with me, Steve. You’re playing the game right now today. If you did a $300 ,000 loan and you put the minimum down, which I’m going to say would be like 5 % down, and you want taxes and insurance included in that because you don’t want to be paying those separately. No, I don’t want to be paying that, no. Is this gonna be on a brand new house?

Like, Shaw Holmes built it? Oh, yeah.

Yeah, well, Shaw Holmes will try to build the house if Aaron Antis is not at the society.

Right. Because he loves the society. That’s what Aaron Antis loves, is the society. $1 ,873 .13, including taxes. $1 ,000 what? $873 .13.

Now, this is what I tell clients. Approximately. This is what I tell clients all the time, and Steve, you tell me if this math is pretty good. They say, because a lot of my clients want to buy a house for the first time, or they want to buy another house. And I say, go talk to Steve. But approximately for every $100 ,000 you borrow, it’s going to be about $600 a month currently.

And they go, what?

It’s pretty close.

I said, so if you’re going to borrow, and again, this is just based off of current interest rates, but they’ll say, well, how much would it be for a $400 ,000 house?

And I’m like, well, it’s about $600 per month per 100 ,000 bucks borrowed.

So you got to do the math. They go, oh, okay. And at least let them know, because people who’ve never bought a house before don’t think about it that way.

They think it’s not possible, it’s not affordable.

I’m like, no, no, it’s super affordable for about $600 per 100 ,000 bucks per month.

You’ll be, this is what it costs, and they go, so if I buy a $200 ,000 house, it’s only going to cost me $1 ,200 a month.

And I’m like, yeah, approximately.

But then in their mind, they think it’s like $2 ,000 a month, Steve, or they think it’s like $2 ,500 a month.

And all I’m saying is you’ve got to simplify that stuff, because if you don’t make it simple, people won’t move forward. So to our listener who says, how do I sell wedding packages? One, make a visual flipbook. Yes, for potential customers filled with ample examples that the human mind can handle. Step number two, show visual examples of anything you want to sell. Step three, make package deals.

Step four, make the pricing simple. Step number five, make the agreement simple and transparent.

Simple and transparent, simple and transparent.

We’ve all gone to a place that does memberships for massages. Or it could be other industries too, but I just, all I’m saying is that there are places where you sign a membership and you get massages and you find out you have to talk to Moses. You get Moses, Jesus, and the Speaker of the House in the same room. to cancel that thing. Yep. We’ve all seen that before a gym membership.

I’m so envious of that.

Have you seen this before?

By the way, Aaron Antus loves the society. Have we talked about that yet?

I don’t know, but it doesn’t require membership.

No, it doesn’t.

But you know what I’m talking about, Brett?

Oh, absolutely.

We’ve all seen this where you’ve tried.

Have you ever tried to get out like a phone bill before?

you well for me Yeah, it was like the gym membership. So you actually had to move I think it was like more than a hundred and twenty miles away Really before they would cancel it because they considered that a reasonable commute to get to and from the gym Hey, we moved to Texas when I was like Sally and I were first getting married like yeah Making out all the time.

Yeah It was like a tanning membership thing or whatever.

And they made you come in.

You had to physically come into their store at 61st and Memorial and sign something saying you wanted to cancel.

I have a question.

As an African -American, why do you have a tanning membership?

I know you’re colorblind.

You’re not?

I thought you guys were brothers. That’s just how I see the world. I almost asked at the last conference if Steve Carrington was my real dad, but he wasn’t there.

Only from the waist down. I don’t know what you mean. I don’t know what you mean. Well, the thing is, I don’t know what you mean, but we continue. I can explain it for the dear listeners. No, no, no, no, we don’t.

No, we don’t need a diagram. Hernantes loves society burgers. Okay, so here’s the deal. So step five, you got to make this agreement simple and transparent because we’ve all been roped into a deal. There was a gym membership for a place in Tulsa.

I’m not going to mention the name, but I go in there to cancel, and they said, well, sir, we could do a reduced monthly package. Yep. I’m going, I’m moving 15 miles away.

We’re not going to do it. All right, you’ve been listening to The Thrive Time Show right here on KRMG. And a reminder, every single Sunday at 5 p . m. , you can find The Thrive Time Show right here on KRMG. What?

Yeah, every single Sunday, you can find The Thrive Time Show right here on KRMG, where we teach you how to start and grow a successful company.

Join us April 9th and 10th in Tulsa, Oklahoma.

Tim Tebow live in person, Tulsa, Oklahoma. Well, you know how search engine optimization works, right?

It’s what you do is when you take the words in the show, Jason, and what we do is we transcribe every show.

We transcribe every show.

There’s four variables that impact your rank in Google.

One is the canonical compliance of a website.

Two, it’s the mobile compliance.

Three, it’s whoever has the most original content about the subject.

And fourth, it’s the most reviews.

So, what I’m hearing you say, Steve, and I want to make sure I mention it at least 10 times during the show, is that Aaron Antis loves The Society. Right. He does. Doesn’t he? That’s right. I think Aaron said that Society Burger is his favorite burger chain.

That’s what Aaron Antis has said. That’s a favorite lunch place, Society. Aaron Antis. It’s what he loves. It’s more Deb. Okay, Deb, I outed you.

I’m sorry.

So, Deb doesn’t want – Go to the restaurant stop.

Well, what restaurants does Deb like in addition to The Society, which Aaron Antis loves so much, Steve? You know the local bison has anybody been to the local bison local bison downtown It’s downtown what downtown downtown.

Yeah, I can’t go there. It’s called the local bison. It’s got some good burgers We’ve done some downtown BA stuff. You know like try to go to a different place every week Why do you think Aaron Antus likes the society so much? I don’t know why Aaron I I’m going to put that on the title tag of the show. I think because Aaron himself is very high society, it has society in the name.

He’s kind of big -timing us, and that’s why he does it. What’s going to happen soon is Aaron Antus is going to Google his name, and it will say why Aaron Antus loves Society Burgers. Okay, so step one, you create a visual flip book for the potential customers. Step two, show visual examples of anything you want to sell.

So we go back to the society last night, and you flip through their menu. And they’ve got some pictures of some stuff!

Right.

And my mom looks through, and there’s like a blue cheese hamburger or something.

And Steve, by the way, thank you for the highball. Oh, you’re welcome.

I knew you were probably needing it.

I’ve only got like four left now.

It’s a crisis mode.

I need to switch your auto ship from pinion wood to highball. That’s what we have to do. Let’s make that happen.

It seems like you have plenty of pinion wood, so it’s going to go to the highball.

This is great. This is some great stuff right here.

Yeah, I was leaving the house, and I was taking a sip of mine, and I bet, or I said, I bet Clay. I really so again, but my mom’s looking through the menu and she sees it goes. Oh that looks Good good. There it is. See that see that’s the thing. Oh that looks good delicious Yeah, very few people look through words and say oh that reads good.

All right. I’m serious. Yeah, I’m working on this book I’m editing right now over here and this is the if the walls could talk and I’m editing this thing and I’m sorry Whenever you edit a book you get to a place where you hate your life. Yeah, and you say oh What have I done?

What choices have I made?

Clay, when you’re editing a book like that and you’re in your man cave at two in the morning, do you feel like you hear voices from the walls? I don’t know, but I was definitely, oh yeah, maybe.

I can just say, I cut myself off last night at 11 o ‘clock.

I’m like, I gotta be done.

But you’re working through this, and I know how readers read. That’s why I make the books the way I make them. But Jason, the boom book, which we have here, Why do you think I fill this thing with so many visuals?

Because it helps people engage, but people are also looking for that.

That’s one of the biggest issues I ever had when I worked in the restaurant industry was working at a sushi bar. I have a menu, and nine times out of 10, people would come up to the bar and interrupt me while I’m trying to roll and not cut my fingers off. Like, sir, what is hamachi? What is ika? What is the soy drizzle? Or they’ll say, can I ask you what’s included in this?

And it says right there what’s included. So what happens is when we go through the boom book at conferences, people come up to me all the time and say, we just had a guy. we interviewed this morning. Jeremy, who’s dyslexic? he struggles to read, so this book would really help him. Most entrepreneurs, by the way, Brett, you’ve been to a conference before.

I have. People always tell me that they flip through the book and they’re like, oh, I love that. It’s more like a magazine. Oh, it’s great. I mean, yeah, it’s full of content, tons of content, but yet it’s easy to read, quick, and you’re right, lots of visuals. Now, have you read the book of Mastery before, Jason, Mastery?

I have not.

By Robert Greene?

I have not.

I don’t know where it is on the shelf right now, but that book, if we went through that as a group, people would shoot themselves.

It’s a great book.

I’m looking at Search Engine and I’m like, God, I hope there’s pictures in there.

Yeah, I mean, not really.

There’s very few pictures in the book.

Search Engine for Dummies.

That’s why reading it almost caused my head to explode. So I’m just saying, if you’re out there today and you want to sell something, step one, create a visual flipbook for potential customers filled with ample examples.

Two, show visual examples of anything you want to sell.

Three, here we go.

Three, here we go.

You want to make package deals.

package deals.

Now, Breck, you sell things. I do. You are a chiropractor. I am. Why do people tend to want to package things? And I’m not sure what all you package, but why?

Yeah, we have different packages that we offer throughout the year or monthly specials that we package together. And I think one is simplifies it one more step. So we do like five visits at one time for one price. And it’s just brought it more simple.

You know, they don’t have to do it five different transactions, they’ve done five in one.

So that’s that’s simplified. And then they also get a discount. But we also have packages where we’ll do a set of adjustments as well as a massage or 10s unit, you know, custom fit orthotics, I mean, different things, some nutritional supplements, we bring them all into one. And then, you know, it’s like, it’s ready to go. It’s easy, it’s convenient, and people love it. Can I let you on just a crazy awesome secret?

Yeah. The other day, I love reading these books, by the way. Have you read these books? No. Jason, every afternoon. that’s on a book cover is not your father.

How would I know, Clay? Oh. Listen, listen, listen. First off, I don’t even know they’re African -American because I’m colorblind. I don’t see the world that way. I put up this cover of Picasso and of George Washington Carver.

I put it up here, and to me they are the same person. Fair. I love George Washington Carver. I’m a big fan of peanut butter. Steve, I love these books.

Look at this book real quick.

This is George Washington Carver.

This is Picasso. I love these books.

Mm -hmm, and I put and I’ll because my back Steve you go to the back of the book It has a timeline of their life and stuff.

Well, I go in I’ll usually buy these things like ten at a time at Barnes & Noble Yeah, and the lady says sir.

Do you want to get a a Godiva chocolate to go, because I want to stay married one more week, I always say yes and get one for my wife.

But here’s the deal, if I get 10 of these, they had a little special, I had like 9 or 8, well sir if you get 10, then you get 10 % off, there’s always a bundle.

So even though I know I’m going to spend more money to get the Godiva chocolate bar for free, Most people do it, Steve.

Yeah, they do the same thing with highball at Quick Trip when they used to sell at Quick Trip.

How did that work?

If you buy like ten, you get one free or something?

No, just if you buy two, they’re five bucks or they’re three dollars a piece.

You feel like you’re getting a better value. You feel like you’re getting a better deal.

Every time I go into Guitar Center, if I buy a microphone or a cord or a cable, it’s like, hey, if you buy, you know, you’re buying two thousand dollars of stuff today.

If you buy an extra hundred dollars of whatever, we’ll go ahead and throw in that warranty for free.

Right. And then you’re running around going.

I already have, you know, 45 SM58 mics, but I need one more probably, because you’ve got to find something that’s another $100 to get that deal.

But the package deal works. The package deal.

Elephant in the room.

Talk about the package.

Oh, the packages are great, because you give people three options.

Good, better, best, or cheapest, most popular.

Holy crap, that’s expensive.

But you’re not coming in saying, oh, sir, would you like a pompadour with a three and a half fade on the side?

Because people aren’t going to know what it is. is. I mean, there are so many gentlemen who have no earthly idea what length they want their hair.

So we just say, hey, which one of these packages do you want to pay for?

We list everything you get, and then the stylist takes it from there. Now, Steve, point number four, you want to make the pricing simple.

Steve, let’s do this real quick.

Let’s say I want to get a mortgage for $300 ,000.

Approximately what’s that going to cost per month? I’m not really into approximates, but if you give me about 30 seconds, I’ll go to my handy dandy mortgage calculator available in the app store. Don’t play the game with me, Steve.

You’re playing the game right now today. If you did a $300 ,000 loan and you put the minimum down, which I’m going to say would be like 5 % down, and you want taxes and insurance included in that because you don’t want to be paying those separately.

No, I don’t want to be paying that, no.

Is this gonna be on a brand new house?

Like Shaw Holmes built it? Shaw Holmes will try to build the house if Aaron Antis is not at the society.

Right.

Because he loves the society. That’s what Aaron Antis loves. $1 ,873 .13, including taxes. $1 ,000 what? $873 .13. Now this is what I tell clients.

Approximately. This is what I tell clients all the time. And Steve, you tell me if this math is pretty good. They say, because a lot of my clients want to buy a house for the first time or they want to buy another house. And I say, go talk to Steve. But approximately for every $100 ,000 you borrow, it’s going to be about $600 a month, currently.

And they go, what? And I go, yeah, it’s pretty close. I said, so if you’re going to borrow and again, this is just based off the current interest rates, but they’ll say, well, how much would it be for a $400 ,000 house? And I’m like, well, it’s about $600 per month, per $100 ,000 bucks borrowed.

So you can do the math.

They go, okay. And at least let some know, cause Steve, people who’ve never bought a house before, don’t think about it that way. They think it’s not possible. It’s not affordable.

I’m like, no, no, it’s super affordable for about $600 per $100 ,000 per month.

You’ll be, this is what it costs.

And they go, so if I buy a $200 ,000 house, it’s only going to cost me $1 ,200 a month.

And I’m like, yeah. approximately. But then their mind, they think it’s like $2 ,000 a month, Steve. Or they think it’s like $2 ,500 a month.

And all I’m saying is you’ve got to simplify that stuff.

Because if you don’t make it simple, people won’t move forward. So to our listener who says, how do I sell wedding packages? One, make a visual flip book for potential customers filled with ample examples that the human mind can handle.

Step number two, show visual examples of anything you want to sell.

Step three, make package deals.

Step four, make the pricing simple.

Step number five, make the agreement simple and transparent.

Simple and transparent, simple and transparent. We’ve all gone to a place that does memberships for massages. Or it could be other industries too, but I just, all I’m saying is that there are places where you sign a membership, massages, and you find out you have to talk to Moses. get Moses, Jesus, and the Speaker of the House in the same room to cancel that thing. Yep. We’ve all seen that before.

A gym membership. I’m so envious of that. Have you seen this before?

By the way, Aaron Antis loves this society.

He does.

Have we talked about that yet?

I don’t know.

But it doesn’t require a membership.

No, it doesn’t. But you know what I’m talking about, Brett?

Oh, absolutely.

We’ve all seen this. Have you ever tried to get out like a phone bill before and you just couldn’t? Well, for me, yeah, it was like the gym membership. So you actually had to move, I think it was like more than 120 miles away before they would cancel it, because they considered that a reasonable commute to get to and from the gym. Hey, we moved to Texas when I was like, Sally and I were first getting married. Back when you guys were always making out all the time.

Yeah, we still do.

We had this like, it was like a tanning membership thing or whatever, and they made you come in. You had to physically come into their store, At 61st and memorial and sign something saying you wanted to cancel I have a question as an african -american Why do you have it as an african -american? Why do you have it? tanning membership? Come on, Steve.

Clarence, I know you’re colorblind.

I am not. You’re not?

I thought you guys were brown.

No. That’s just how I see the world. I almost asked at the last conference if Steve Carrington was my real dad, but he wasn’t there. Only from the waist down. I don’t know what you mean.

I don’t know what you mean. I don’t know what you mean, but we continue I can explain it for the dear listeners Okay, so here’s the deal so step five you gotta make this agreement simple and transparent because we’ve all been roped into a deal There was a gym membership for a place in Tulsa I’m not gonna mention the name, but I go in there to cancel and they said uh well sir We could do a reduced monthly package. Yep.

I’m going I’m moving 15 miles away.

I’m just not we’re not gonna do it Well, they looked at me like this has never happened.

Like, we got a crisis here. Right. I need to call the manager. That’s what they did. So they get this guy in who clearly lives off of protein shakes and energy drinks. And he’s – And intimidation.

Yeah, and he’s like, well, sir, I hate to lose you. What if we did – and he’s trying every possible move. Right. And then he’s like, well, I’ll need you to sign what we call a release.

Now, what that’s going to do is I need you to prepay the next two months to get it. And we’re just I’m like, no.

And he starts to get and we work through this and he’s like, well, you did sign here on this and he’s got this big old document.

It looks like it’s like the it’s like the founding fathers wrote this.

It’s like the Federalist Papers. He’s getting out the Federalist Papers or a copy of my mortgage. Is it like a scroll? Yeah, he’s getting out a scroll like a like a rope. It looks like the entirety of the menu at the Society where Aaron Antis goes all the time. It’s just an incredible, it’s a massive document.

And all I’m saying, it frustrates people.

So you want to make it simple, make it easy.

Now, step number six, Jason, I want to put this on the show notes.

You have to be able to teach somebody who’s

you to do it.

Right.

Good.

So you’ve got to practice it until they can’t get it wrong. And you’ve got to be able to teach somebody to do it in 15 hours or less.

Because, Breck, if you build a system that takes more than 15 hours to teach someone how to do, what’s going to happen?

Well, it’s not going to get done.

I mean, it’s just like Jason was saying with all the CS, CM, CRM. Customer Relationship Management.

Yes, yes.

They’re not going to use it.

They’re not going to actually utilize it as a tool and they’re going to avoid it. They’re going to work around it. They’re going to, you know. Oh, I didn’t know how that worked. I mean, the whole system starts to fall apart. Jason, we sell memberships at Elephant in the Room.

Yep.

And what do we go over every single Friday in the team meeting with the managers and assistant managers?

How to sell the memberships.

Why do we go over the same thing every week?

Are they not smart? Am I not smart? Why do we do the same thing every week?

We just ensure that they’re always on the same page.

Yes.

And we just remind them week after week, hey, this is how you do it.

You just got to make sure that it’s so simple you can teach anybody within 15 hours.

Now, step number seven, we’re working through the steps.

You got to install video cameras and call recording, because you got to make sure people are actually doing what they’re supposed to do.

Steve, how often when you listen to the recorded calls and or watch the video cameras, have you found people not doing what they’re supposed to be doing?

There’s a there’s a there is an offender every single week at our meeting, every week, every week that skips part of the script or forgets part of the script or, you know, innocently.

Oh, well, I just thought that It’s interesting how people will know if they’re eating burgers at the Society with Aaron Antis or not.

You’ll know.

You’ll know if you’re there.

Are you there with Aaron Antis at the Society?

Enjoying the lovely atmosphere.

Or are you not? Because that’s where Aaron Antis loves to eat is the Society.

But you’ll know if you’re there or not, right?

You’ll know.

Are we at the bison place or are we at the Society?

Either way, with Aaron Antis.

We’re going to know whether we’re there or not.

But these same people don’t know whether they’re following the script or not.

to use the script.

But they remember to pump their car, they remember to fill up their car with gas.

Exactly. But they struggle with memory as it relates to following their system. Which is funny because – The script isn’t really working. Well it’s funny because you said, oh I struggle with memorizing it. Even when you paste it in front of, I used to be that jackass. I don’t know if you remember, this is like my second week on.

Oh yeah. But I was on fire on this call, it was great. It lasted like three minutes too long. You were working it. Yeah, and so I got the guy booked and everything and you walked over and you’re like, hey, great rapport, but I’m going to need you to follow that script. I was like, okay.

So I’m like reading through and then I go off book again. You’re like, okay. So a couple of notes, you did it again.

I just need you to read that.

I’m like, When you say read that, what do you mean?

I said, listen here Jason, as a white man, you’re going to have to stay focused because white guys tend to get distracted.

That’s true.

We also can’t jump.

What I’m just saying is you’ve got to follow the scripts and the people won’t do it. It’s the equivalent of saying to your employee, I need you to go to the gas station and fill up your car with gas. And they come back and they go, I filled it up, and you go, the gas tank?

Oh no, I just filled up the trash can with gas.

It didn’t work. And it’s weird, but people just do not follow systems.

I don’t get it.

So step number one, Jason, is what? Create a visual flipbook for potential customers filled with ample examples that the human brain can handle. Step two. It is show visual examples of anything you want to sell. Anything you want to sell Aaron Antis at the Society Burger, where he loves to eat. Just show him examples.

He’ll go eat it.

Step three.

Make package deals.

Why do you want to do a package deal? Why do you want to say, if you buy two towels, you get the third one free?

It appeals to people’s want for value.

If you show somebody the a la carte option, and then you show them you can get A, B, and C for this, it’s going to drastically determine how they’re going to pay for it.

Carnival Shoe Place, by our office, the Carnival Shoe Place, Shoe Carnival.

Shoe Carnival. Oh, okay. I was going to say, what’s a Carnival Shoe Place?

Buying shoes from Carney’s.

But that’s a place, I go over there and they get me every time, because you know I don’t like to wear the same socks twice.

That’s true. So I go in there every week to buy my socks and they go, So you get six socks for like seven bucks. Now if you get two, you get the third one free, the third, you know, a group of six. We’ll throw in a seventh.

All right. Which is why I have so many socks. But it’s every time. Or if I go in there to buy shoes, they’re like, you know, sir, if you get two pairs, you get the third one half off. Is that where you get your Yeezys? No.

By the way, I have had, by the way, this is, I have a Will Work for Yeezys program.

And Kevin with Multi Clean, he decided to do it.

My thing is when a client hits their goal, I just, I realize that people feel better to give than to receive.

So to help people feel good about themselves, I’ve made it myself available to receive free Yeezys. And so I’ve told certain clients, whenever you hit your goals, if you feel bad, start to feel guilty about the success you’re feeling, because people feel bad, you feel bad to receive.

So I’m willing to take that burden, and I want you to feel good by giving.

And receive the Yeezys.

And so Kevin got me a pair of Yeezys.

What size was that?

14, size 14.

And then I said, and then because of my extreme benevolence, I will thank them on the show. So Kevin brought in some Yeezys because he hit a goal that was very nice of him. That was great. And then Josh sent me a pair of Yeezys. Wow.

With Da Vinci.

They’re feeling terrible.

He was feeling terrible.

Copycat.

Making all this money hitting your goals, you feel bad.

Josh, Josh, can I tell you something about Josh?

Yesterday, we got a Stillwater for this car show and he’s got that Dodge Viper.

Oh, yeah.

This kid. Okay, so I meet this. What do you think about Dodge Vipers, by the way, in your world of exotic cars?

I just want to know your thoughts.

They’re all right. Okay. I mean, whatever.

I raced one yesterday.

That’s a glowing review.

He, like, disrespects the Dodge Viper. It’s unbelievable. Listen to this. What a car snob. This kid must be like 19.

He drives a Subaru, right? I actually met this kid on Friday. Okay. So now we’re in Stillwater on Saturday and I get there and he goes, I got to drive that Dodge Viper. And I looked at him like, no, you didn’t.

He goes, yeah.

So I go to Josh and I’m like, did you let him drive?

your Dodge Viper?” He goes, yeah, he has one.

So I knew, and I’m like, no, he does not have a Dodge Viper.

He’s a liar.

He drives a Subaru. And he goes, are you sure?

And I’m like, you just let some random kid at a car show drive your like 700 horsepower Dodge Viper.

But that’s why he buys Yeezys for you, too, because he’s like, he’s so nice.

Much in the way I’m colorblind, Josh is judgment blind.

Right. You can tell him I am 47 years old and I have a Dodge Viper. And you and I might see a 19 -year -old kid who doesn’t own a Dodge Viper, but he sees you could be 47 and you might own a Dodge Viper. It could happen. He’s a judgment -free zone. So he bought me a pair of Yeezys to help him feel better.

Think about this, Steve. Think about my benevolence to be willing to do that, to take the burdens of people who feel bad.

I’ll tell you what, it’s classy.

You feel good to give.

It’s classy. So Josh gave me a pair, and then Kevin gave me a pair, and then Colton Dixon gave me a pair. And then I have another another client is giving me a pair as well And it’s just like a thing where people feel bad, so I’m just telling you right now Steven I’m for people I’m willing now. We have a listener and a great great guy a great client here He owns a company called a boom mobile. Oh, and we like to have him on the show about once every week or so interrogate him and to ask him rude questions and so we’re going to bring Jeff, so -so -deaf Jeff on the mic here, Jason.

So I’m going to have you pass over the mic here as we’re talking about building packages that scale. Jeff, for the listeners out there that are not super familiar, how long have you been in the mobile phone industry? Mobile phone industry, about four years. And how are you different? than AT &T or T -Mobile or other carriers? We’re that value package.

You know you can come to us, you can find us on the net at boom . us and it gives you an opportunity to keep those same carriers but at a reduced cost. Now you sent me a text I believe that stated that you saved somebody some money this week. I did.

So you have thousands of customers. But my job on this show is to refuse to endorse the service, Steve. I refuse to endorse it. Yeah, we talked about this. We’re not endorsing it. We’re going to interrogate you each and every week.

And the listeners out there, they can they can randomly come in and do testimonials if they want to.

But I refuse because Breck, we must.

We’re like an investigative journalist team. Right.

Except we. Fair and balanced. Except for we are pro capitalism at all times. So we’re fair and balanced unless you’re a socialist, and then we don’t like you. So, Jeff, what was the success story this week? Yeah, so we had a family from Indianapolis reach out to us, and they were looking to switch off of AT &T.

How’d they find you?

They found us via the web.

Okay, they found you on the internet.

Okay, that’s just in.

Yeah, and so they decided to, they wanted to see what value they could get coming off of AT &T.

Got it.

They, obviously, everybody tells me, hey, we got unlimited everything.

Unlimited.

Yes. Yep.

And so I said, okay.

give me an opportunity, we’ll go through the bill, we’ll figure out what we can do. And so they gave us three months bills, we walked through them, and I said, do you want to keep unlimited everything? They’re like, yes, we do. I was like, great, we’ll save you $25 a month.

And they’re like, that’s it?

Per line?

No, total.

Total.

Total off the bill, $25 a month.

And so at that point, they were extremely happy about that, and it’s not worth their hassle to change.

Real quick, how big of a bill were we talking about where they were able to save $25?

So they were billing about $240.

Today we’re billing $2 .40 a month and they’re going to save $25 a month.

Sounds like 10%.

We have a lot of listeners who also listen to Dave Ramsey.

Who’s that in my head?

If you’re a Dave Ramsey show listener, you would immediately switch right now for $25 a month.

Dave Ramsey people are frugal.

But our listeners are a little bit bougie though.

Our listeners are like, I’m not going to switch to save $300. I’m not going through all that trouble.

No, I’m not going to do that.

Now, they used to be frugal.

A lot of our entrepreneurs are making money, feeling bad, mailing me Yeezys. You get it.

OK, but continue.

Yeah, so I said, OK, do you want to evaluate your bill and actually go off your spending, or do you just want the unlimited everything?

And they’re like, what do you mean?

And so we broke it down, and I told them, I said, look, for the last three months, two of you have only averaged a gig of data each.

So why are you paying for unlimited?

And so we walked through the process of moving the two of the plans, two of the lines to a three gig plan for each of them.

And then the one line was using considerable amount of data, 30 gigs plus.

That was the teenager.

That was the kid teenager. And it all shook out.

We ended up at a bill of about $135 compared to their $240.

Which would be a savings of $240 minus $135.

And they were still getting three times the gigs they were actually probably going to use. So to them, still very much unlimited.

Absolutely. They saved $1 ,260 per year.

Absolutely.

Now that sounds like a good thing, but now we have people who are in the studio right now who are each going to ask you rude questions because somebody out there, mainly Steve or Jason or Charles, they might say, I don’t have time for this.

I don’t have time to go and call Boom Mobile and I don’t have time to go to Boom, oh you got, there you go.

I don’t have time to call my carrier and say you’re fired.

because if I were to do that, it’d be a hassle of the whole thing.

So, Breck, we’ll start with you, and then you can ask any questions about Boom Mobile, anything rude at all, because you’re an entrepreneur, you’re a consumer, and you don’t have time to waste your time.

No, I do not. Steve, you don’t have time to waste your time.

Jason doesn’t have time. Charles does not have time.

I don’t have time to waste other people’s time.

And Nathan with Complete Carpet does not have time.

It’s like we’re in the customer service line at Boom Mobile, and all of us are a little bit pissed, and we’re coming in hot with rough questions, and we shall interrogate.

So let’s start with Dr. Breck. Dr. Breck, you’re coming to a Boom Mobile store. You’re on the precipice of making the switch. You’re thinking about it. You’re on the threshold. You’re going, I just, I don’t know.

I haven’t heard of the company before. I don’t know if I feel good about it or not. What question would you have for so -so Jeff?

Well, I mean, you know, some of my first questions are as far as like my carrier, you know, what I’m, am I going to get grandfathered in like with my phone, with the carriers, the service? So all the, we’ll say just on the service, all the people are using the same towers.

Uh, why is there, you know, dead spots in this place and that for different carriers? Am I going to have like that experience where I’m just losing calls, dropping, uh, in places that I shouldn’t be? Yeah. So every carrier has their strengths inside of their networks and we’re no different. Meaning that depending on which carrier it is that we’re putting you on or which carrier you’re coming from, you’re going to have their strengths and you’re going to have their weaknesses. There’s nothing to do with us providing anything less of a service.

It’s the service that the carrier itself provides. So if that, if that. particular carrier that you’re on has a dead spot in a particular area, it’s not going to change. It’s always going to be there until they fix it themselves. Gotcha. Does that satisfy you?

Do you still feel a tension there? Do you not feel resolved? Well, I happen to live in a cell phone black hole, as we call it.

So that’s just a personal frustration.

But you had to look as though you didn’t have your answer resolved.

And I’ll tell you what it could be, because I know where you’re going with this.

There’s two things. Let me get my megaphone, because the subtlety of the megaphone will help us. Sure. You might be feeling in your soul right now that you have questions about a smartphone plan. a smartphone plan, that are unresolved, or you could be feeling what I would call cognitive dissonance, where you feel like it’s better to give than to receive, and you want to mail me a size 14 pair of Yeezys, any color really, I’m a variety guy, and you just are going, yes, no, I don’t know if that’s what I’m feeling. Maybe you were misguided on my indigestion.

Mark, are you on StockX right now looking at shoes? Okay, sorry, back to you.

Do you still have any unresolved questions for Jeff?

So, personally, I’ve got my wife, myself, and my teenage daughter, but I also have a 10 -year -old and an 8 -year -old that will soon be coming of age to have a phone.

We found when they started having their own life, their own social life, that somewhere around 12, 13, that they kind of needed to have that digital tether, if you will. How difficult is it to add them to this package, or do we have to re -evaluate in a couple of years to see, You know, if we have to switch packages or can we just easily add somebody to the program? Hey, great question. So you can add anybody you want at any time that you want to add them. You just can pick a package that fits their needs and you can add them to your family package. The ability to add and take away is super simple.

If we ever decide to get rid of a rate plan that you’re currently on, that rate plan is also grandfathered for you as long as you stay on it. Now you have thousands of customers at this point.

That is correct.

Thousands?

Thousands.

Thousands and thousands?

Thousands and thousands. In order to sell thousands and thousands of something, you have to have a scalable sales system. That is correct. You have to have things written down. That is correct. When you were building your company, how many years ago did you start the company?

23 years ago. Do you remember when all of the answers to the universe were only in your head? They’re not now.

Do you remember then?

Do you remember then?

I mean, do you remember, though, like when you’re the only one that knew anything about anything?

Oh, for sure.

Now, what happens when that’s your normal?

I mean, when you’re the only one that has the answers to anything related to your company.

I remember with the DJ company, I was the only one who could price wedding packages for like five years.

Right.

I mean, it’s – It is so hard to scale when you’re the only person that knows everything.

Let me tell you what, Steve, this is what I thought was scaling.

This was so stupid.

My wife said, honey, you need to build systems.

And I’m like, Yeah, I do.

You’re right.

So this was the script that I wrote.

And you tell me, Steve, what was wrong with this.

Go ahead and call me real quick.

Ready?

Ring, ring. Thank you for calling DJ Connection.

This is the super humble DJ Carl.

How can I help you?

Hey, it’s Steve, and I need to get to DJ.

Great.

What day are you looking at?

I’m not looking at a day right now.

What date are you thinking about?

Oh, the date I’m thinking about?

Yeah. I’m sorry. I thought you meant something else.

Yeah.

June 5th.

And where will you be hosting the event?

Will it be at Society Burgers with Aaron Antus? Yes.

We’re actually having a big event for him to be reintroduced to the brand, Society Burgers. Okay.

Awesome. Well, let me put you on hold real quick, and I’m going to go grab Clay, and he’ll help you out.

That’s as far as the script would take you.

I would personally book.

I booked up to 29.

I have a picture of it.

I booked up to 29 events a day.

before anybody else could book stuff. And I thought that was a script.

So you shortened the call by letting them do the intro.

Where you have two phones, a phone on each ear. This is true. And I called it the Green Hornet. I had a phone called the Moneyline and I painted it green. And the rule was if that thing rang, you had to answer it. It had a cord.

So that thing rang. I’m like, Moneyline! Everyone gets it.

We get it. Moneyline!

Everyone gets the phone and they answer it.

And then they pitched me the phone. right and then we had another line that would ring and the thing was that you had to answer the money line because that was people calling it was money calling but that well it wasn’t a system yeah and then when i tried to teach people they said well how do i how do you do it i go well you got to read soft selling in a hard world

you gotta read that book.

Now, after you finish that, I want you to wash that down with a little bit of Augmandino.

After you finish that, Richest Man in Babylon, you gotta read that, and Think and Grow Rich.

So these guys would finish reading it, they would come out with an intellectual soup, like they’ve been watching every Eric Thomas video in a row, like they’ve been watching Tony Robbins, like they’ve been listening to, they’re decoding Jay -Z lyrics or something, and they’re like, bro, I have no idea what to do. It was like the worst thing ever. Now, tell me what to do. So, Steve, again, you can ask any questions for Jeff.

You won here. We got about five minutes left to ask any questions you want. Now, we’re going to have you ask. We’re going to have Charles ask. We’re going to have Nathan ask. We’re going to have Jason ask.

And this is this is the I want you to get to this place mentally.

Imagine you don’t consume alcohol, but imagine that you’ve had four adult beverages before noon and you’re thinking about switching and you have no longer have a filter because you haven’t eaten anything yet.

Are you gonna bleep all this out?

Yeah, don’t curse. I don’t want to do too much editing today.

But what question would you have?

You have no filter. What question would you have for Jeff about the switching? Because I know what you’re thinking.

You’re thinking, I don’t have time for this. What question would you have?

I mean, and I said this before, I would love to not save money.

I would love to spend twice as much.

Are you serious?

Yeah.

Why?

So my phone works every single time that I bleep myself out.

Because I need my phone to work, so I would gladly pay more so that the service would drop Nathan’s call instead of mine. Or that when I went to dial out, it would give me priority.

You know, that that’s what I would want.

So he I know Jeff’s working on this.

He hasn’t said anything to me about it.

He hasn’t like messaged me or text me or anything.

But I know he’s working on this plan where here you, sir, you get to pay double.

your phone works every time. But I mean, I know he’s working on it. Do you have like an executive super coverage plan? No, he has it.

He can do it. Like the red presidential phone package. He doesn’t offer it to guys that are black from the waist down. I don’t have that package. Oh, I do. I’m going to have to hit this button.

I’m going to hit this button. Let me get it together. All right. So, do you have a premium package, Jeff? That’s a question.

So, what we could do for you, Steve.

Oh, daddy.

Listen to this.

I will give you a plan on all three carriers.

There you go. Can you run one?

Can you do that?

You have one phone that has all three carriers.

You just have to have three phones.

Yeah.

You can do two phones or two carriers on one phone.

You can? But not – I have that currently.

I’ve got – You do?

Yeah, because I realized I have – Yeah, I have two lines that ring to the same phone.

So yeah, you can do that Okay, see I that’s amazing dude. So who are your two carriers on the same phone? I have Verizon and then I have T -Mobile and why do you do that? Because when I especially when I travel, okay, sometimes I don’t have service Yeah, I mean Verizon doesn’t want to drop a freaking call. Well, so it’s carriers compliment one another in in zones I would say the best would be AT &T. And does it just switch over when you’re on the phone?

No, it doesn’t switch. It’s just whenever you have one bar and you’re trying to make a call and it doesn’t work. Yeah. Then you just change to dial out with the other line.

How do you do that?

Like on your phone? You can’t see this, but you go to keypad and it says primary. And I just change it to my secondary line. I’ve never seen this before.

Which is my XXX line. Hey, Steve is high end. Go, go gadget Steve.

That’s impressive.

Yeah. Okay, so Jason.

Pretty cool, huh?

We’re going to get Jason on the show here.

Now, Jason, on behalf of all of the Caucasians out there, Jason is a Caucasian, very, very pale male. What questions would you have for Jeff Hawley? Well, while we’re talking about, not Steve’s package, but packages in general, you said having transparent pricing and then making sure that all of your policies are transparent is super important. So we’re building that out. I know I’ve had T -Mobile for probably 12 years, but any time I’ve ever had to go in and change something, it’s like pulling teeth.

So as a, you know, wireless provider, if let’s say I want to go the Steve route, I want to have two lines and I want to get out of what I’m currently in.

Can you guys help me facilitate that? Do I have to get out first before coming to you guys? No, we can help facilitate that.

Uh, then you, then we would recommend canceling your.

Once you’re out and done and they can’t hurt you any longer, then we would recommend you go back and cancel your old provider.

Okay, so what does it look like being the go -between person?

So if I’m like, Jeff, I gotta get out of T -Mobile, I wanna do the whole double AT &T Verizon package, how can you help me basically start the conversation so it makes it easier for me to go back and cancel with them?

Absolutely, so what we would do is I would assign you somebody in my office to handle your account specifically, and you would tell me who they need to be in touch with, whether it’s you directly or an assistant or somebody else.

something to that nature, and then they would walk through all of the steps necessary to make that transition.

Sweet. Now, if I ever decided that I wanted to make a poor decision and go back to, you know, my previous provider after working with you guys, how easy do you make it or how easy do you guys make it to cancel?

Do I have to come see you?

Do I have to call? Is there something online I have to do?

No.

So the beauty of what we do is that we are a service that is every 30 days.

OK, so, you know, if you’re 15 days into that and you decide, hey, I want to go back, you can make that decision. You log on to your online account. You pull out your account number and your PIN number.

those the only two items that you need to give to the provider that you’re going to and then you can leave.

Wow Shunda you’re not gonna say hold on let me put you on hold and so I can get my manager and then your manager gets I think you felt satisfied by that answer if that was actually yeah if we can’t sorry I just the whole boom thing I want to hit the explosion button as much as possible.

If we can’t earn your business then you deserve to go elsewhere. I like it.

OK.

Charles, Charles, what questions would you have for Jeff about switching phone plans? This guy, Jeff, claims that with his company, Boom Mobile, he can reduce everybody’s cell phone bill. What question would you have here for Jeff? So I have two quick questions. The first one would be, how long would a process be if I wanted to switch over to what you had going on? Like, is that going to be a long drawn out process or can you make that short and concise?

Yeah, great question. So as long as we have the accurate information to make the switch, it usually happens within 20 minutes.

20 minutes.

Yes, sir.

That’s a promise.

That’s a promise.

All right, for sure.

All right, 20.

He seems somewhat as a skeptic.

We’ll see.

We’ll see. The listeners out there have to check it out.

We’ll see.

Right. So the process for that happening in 20 minutes, the other end has to be reciprocal.

OK.

And so the big guys, T -Mobile, Verizon, AT &T, all have that automated. So when you go to move and they see that you’re moving, they don’t try to hold it back from us. My side, if I didn’t like you, and you were switching from me, I could hold up that process if I wanted to. If someone’s saying, hey, Dr. Breck’s moving this stuff over to T -Mobile, and I’m like, eh, I’m going to hold on to that for, and I can hold on to it for three days if I wanted to. Now, Nathan, Complete Carpet Man, sir, what question would you have for Jeff with Boom Mobile? Final question of the show here.

And again, the goal is on behalf of our listeners out there is to try to stump him, to paint him into a corner, to ask him the kind of rude questions that we deserve. We’re investigative journalists, and what we investigate does his phone company actually do what they say they’re going to do. Nathan, what question do you have there?

You know, once a year or so I get really lonely and I will call my current provider.

And I know I’m going to get at least five to six hours of a really good, long conversation where they’ll just, it’s almost as if they try to keep me on the phone as long as possible. And eventually near the end, I’m thinking, I just want off the call now. I just want to get out. When I call in to get tech support or I call in to get something, do they purposely just put you on hold for five to 10 minutes to just to. Eventually make you want to just hang up or like like what’s your process like comparatively if I had somebody do that? They’d be fired So we answer the we answer the call within first two or three rings and you spend less than probably Three minutes on the phone with us our goal and we don’t we don’t make any money keeping you on the phone any longer And our goal and desire isn’t to talk to you any longer than we have to Do you know why they do that?

Because every time I’ve called in, I’ve never been able to get off under 30 minutes. It’s almost impossible. Well, generally, you’ve waited 27 of those minutes before you actually talk to somebody. And then when you do talk to somebody, they’re not educated enough to help you.

You guys are pretty harsh here.

I mean, just because that has been my experience every time doesn’t mean you should talk about it.

Oh, that was you on the phone?

No, I’m just saying, just because every single time we’ve all had the same experience, it doesn’t mean we should talk about it.

I mean, aren’t we kind of throwing them under the bus by telling specifically of our actual stories? I don’t think so.

No.

Because we’re fair and balanced. I will say that the T -Mobile guys in the store at 101st Memorial, they are very nice people right now. Yes. The group four or five years ago, not so good. Right now, we have a good group of people there at 101st Memorial. They’re nice people.

And I don’t have the ability to use any apps or programs, and I can’t ever figure out anything.

And I went up there the other day to figure out how my GPS works.

And our graphic designer, Darlan Tucker, was there.

And he also is on team North of 40, where we can’t figure out how phones work.

And they did help us out there.

Do you offer that kind of support? Do you offer, Jeff? If somebody says, I can’t figure out how to make my freaking phone work, do you help people? Every day. Every day we either help people in the store or we help them on the phone. all day long.

We end up, you know, describing how to take care of different things on the phone. How am I going to be in the queue if I do come in and need help? Because, you know, like at 71st Memorial at AT &T, I walk in the door and it doesn’t seem to be that busy necessarily. But yet I’m going to wait, you know, 15, 20 minutes.

Do you actually wait that long?

Well, if I have to, I don’t want to. There are times I’ll have to, like, stop and come back or do something different. The last time I went to T -Mobile, I was waiting about a half hour. Yeah, it’s frustrating. And there was about, you know, Two people in line. And I’m usually doing this over my lunch break in a hurry, you know, trying to run out of their hands, got to get to the bank, got to go to the post office, need to go to the cell phone store.

What I like is the bonus feature where they don’t actually say hello to you until you’re next. So the first 20 hours is spent in silence wondering if they see you and you’re like, am I a hologram? Well, especially at this store, it’s like you just wait at the front door because you’re waiting to get into the queue. So how long is the queue? Yeah, so if you walk into our store, I mean, you’re gonna come first serve, I mean, first come first serve, and we get them in and out. Again, we don’t, there’s no money made by slowing this process down.

And so we’ve got to, not only do we have to be super quick, we have to make sure that the customer understands exactly what he came in for to get fixed. Two, online chat, we worked so many problems through online chat as well as calls. So where is the store? The only store we have right now is currently in Bartlesville. We’re looking at locations here in Tulsa as well. And so I could do all this remotely, too, though.

Oh, absolutely. I mean, online I can call. We don’t have to show up in person.

What’s the website?

www .

boom .

us So if I’m listening right now from Minnesota, I could call in right now and switch.

You could call in right now.

You could chat in.

Steve, did you go to your high school reunion?

Did you go to your high school reunion there, Mr. Currington?

Did you go to that?

I went to the tenure.

I was about to say, which one?

You did go to your high school reunion? My wife made me. OK, what we’re going to do now is we’re going to have kind of a reunion. I graduated in 99. It is the year 2020. I’m going to call somebody I haven’t talked to for 21 years right now.

His name is Jeff Kilpilla. He lives in Minnesota. And apparently, he now listens to our show.

And he’s discovered that the guy he went to high school with has a podcast.

We’re calling him now.

Here we go.

We’re calling him.

Like, legit, we’re calling him.

This is fun.

This is what’s happening. Hello, this is Jeff Jeff what up man, this is clay Clark. How are you dude? I’m not too shabby.

How are you?

So, how are you doing yourself?

I’m doing well, man. I Julia told me that you’ve made some poor life choices and decided to start listening to our podcast I’ve made that that that’s one one among many clip.

How did you find the show? How’d you find the show?

Okay, so making a short story long I was I have a listing in a town over here in Waconia. I was going from Waconia to a clothing and I stopped by to get a clothing gift, right? Yep. And I was sitting in my truck and I was looking for a podcast to listen to. And I was on Podbean. As I was scrolling through Podbean.

Are you aware of Podbean? This is so crazy. More and more people tell me they find me on Podbean all the time. And I didn’t even know what Podbean was. But continue, this is just, I think somebody out there doesn’t know what Podbean is. Can you explain what Podbean is?

It’s a podcast provider, I guess.

I don’t know how else to call it.

Just like iTunes or like any other podcast.

Podcast Republic is another one.

So anyway, they’ve got a massive collection of podcasts that you’re able to listen to through this app. And I was scrolling through apps or podcasts that I had listened to, looking for another podcast that I’d be interested in, and I saw a face scroll across. I got a little ticker. I saw a face scroll across, and it was you with your fingers steepled up. I’m like, I’ve seen that face before.

I hate that face. I was like, I know that guy. I think I dated that guy in high school. Right. Well, I’m I’m 40 years old now. So my memory is not quite as good as it used to be.

Yeah. But so I was like, I know that face. I clicked on the podcast.

This is the number one business podcast.

Well, I don’t need to tell you, you know. And and so I I looked at the name of the Dr. Z and Clay and I’m like, I know that guy. I do know that guy. So I started listening to the to the Podcast the intro says you’re brought up from Minnesota Clay Clark, and I was like no way Clay Clark graduated 1999 from the Alpaca Hill High School. Oh, yeah, guess if a what yeah, that’s okay, okay, okay now our town just so we’re clear a cocaine at the time at 2038 people and Nassau had I want to say like a thousand people there Jeff and they got to combine the two towns into one school It’s like Liberty Mounds Yes. Yes.

Consolidated. So what show did you like the most or which one did you hear first? Tell us what’s been your favorite show so far. Well, each one has humbled me in ways that I cannot cannot imagine because, you know, it but as I was listening, I listened to it. It must have been the most current one. And I drove for probably about three hours that day from Edina, Minnesota, up to Blaine, Minnesota, from Blaine, Minnesota to Faribault, Minnesota, from Faribault back to Howard Lake.

And I listened to your podcast exclusively while I was driving. And the one that really grabbed me was the one about Napoleon Hill, where you guys were talking about, I believe it was like six or seven keys that Napoleon has.

And the biggest one was fear.

And I was like, yeah, the fear factor there, like the fear of failure, the fear of rejection. And as a realtor, that probably sounds ridiculous.

to have the fear of failure and the fear of rejection because that’s something we deal with on a daily basis, right?

And so I’m more apt as a realtor to work with the warm clients than to go after these old leads that haven’t been active or haven’t been responding for months, years, whatever, just because I know the warm leads wanna buy or sell.

And I know there’s a goldmine out there in these cold leads that I have, but…

I’m going to tell you some fun stuff here.

This is interesting.

Just so you kind of get an idea, Jeff, of who’s here with you.

You’ve got Steve Currington with Total Ending Concepts.

Steve and I have worked together for about five and a half years.

And Steve’s the Lamborghini driving mortgage guy.

If you go on YouTube and you type in Lambros, L -A -M -B -R -O -S, that’s Steve’s YouTube channel where he is.

Steve, what’s the purpose of your Lambros YouTube channel?

What are you doing?

shenanigans shenanigans okay so but but um steve makes you know a commission every time he closes a mortgage and his company last year did 251 million dollars of mortgages and then you have dr breck here he’s a chiropractor how you doing jeff i’m doing great and then you have jeff holly here who owns a boom mobile it’s a carrier with thousands and thousands of clients and uh you’re based in bartlesville oklahoma and expanding correct and so what i wanted to do was uh

this fear thing, if that’s okay.

And I’m going to tell you how I did it and then how you shouldn’t do it and then how you should do it.

So when I first started the DJ business, if you remember, I used to DJ with Mark Haugen and I drove around that Ford Escort. in 1997, 98.

And Mark Haugen was the youth pastor at the Lutheran Church, and I convinced him to be my wheels.

because I didn’t have a vehicle that I could drive. So he drove me to places, and he also was over the age of 18, so I couldn’t get into a lot of wedding reception halls because I was not 18 years old yet. I wasn’t 21 years old, so I couldn’t get into these places where they served alcohol, and so he would get me in. He was my youth pastor. It’s such a crazy thing. Do you remember that school dance, Jeff, that I got kicked out of for getting too rowdy in there?

Do you remember that?

To be honest, Clay, I grew up in a culture where we didn’t really attend that kind of stuff. I don’t know if you remember that or not. Oh, snap. Because you guys – Basically, he was the other side of the youth group.

You were the party of them.

Jeff, you’re Finnish, are you not?

You’re Finnish, correct?

I am Finnish.

Can you explain to the listeners what it means to be a Finnish apostolic? Oh, that means you complete it, right? This is – You finished it, yeah. We’re done.

Yeah, so it’s a branch of a Lutheran church.

And they really like to stick together. I don’t know. They have their own type of youth functions that the kids are encouraged to attend. And they’re encouraged to just kind of hang out with their own kind or own people type of thing. They’re very good people. They mean well.

But it’s kind of a closed off community. Yeah. Do you remember the Ahos family?

The Ahos? I do, I do.

How many kids do they have?

They have 12 or 13.

They had 24 years of, of

football players, I want to say, came out of that. Wow.

Just, you know, the boys alone all played varsity football. I was on a traveling basketball team, and I can’t remember which Ajo was on my team, but we had three Ajos on the same team. That was Bill, probably. Yeah. Bill was graduating in 98, and then He was really good. I don’t remember after that.

There was a lot of Ajos on the same day. So anyway, so I got, you know, thrown out of middle school dance, which is how it kind of perpetuated me getting asked to teach other dances. If you make a splash, people can talk about it. So anyway, so I was getting the DJ business going. And around 1999, when I left for college, I recognized that I’m going to have to do it on my own. And so I didn’t have any warm leads, because my youth pastor used to generate warm leads.

So what I would do, and again, you should not do this, Jeff, but this is what I did. And this is what not to do, but this is what I did. I made this little pact with myself, Steve. I said, I’m going to make 100 calls every day. I’m going to do that. I’m going to do it, 100 calls.

And every time I get a hardcore rejection, I’m going to slam a beer.

Oh, man.

Now, this is not a move.

It’s like, yeah. But I did it. And by about the third rejection, we’ll go like, you know, 10 AM. Steve, I’m feeling pretty good. My confidence is at an all time high. I’m like the best man at the wedding who’s had two or three beverages before he toasts.

And I was a cold calling machine. And then I had a ton of bookings. And I recognized, I’m becoming an alcoholic here, Steve. I’m on the path to becoming an AA member, but I’m selling some stuff. So then I realized that can’t be a thing.

So then, Jeff, I made myself a new reward.

And the new reward was every time that I got rejected, I would call into sports talk radio 1430 the buzz in Tulsa and I would pretend to be a

redneck who is deeply passionate about either OU or OSU, Oklahoma State or Oklahoma University. And I would have a hot take and secret information that nobody else knew.

And Breck, I’d practice this for hours.

I’m pretty sure I heard you on the radio.

So I’d call in, they’d say, 1430 The Buzz, and what’s your take?

And I’m like, well, I got a hot take. And they go, what’s your take, sir?

Because there’s a call screener. Yep. I got some dirt on OU. They’ve been paying their players, and I’m about ready to oust them right here on the radio. And they’re like, well, go ahead, because they love controversy. So they’d put me in.

And I’m like, well, I’m Bob Stoops. He’s my brother’s cousin, and he’s been paying players under the table. I’ve seen it hand hands from cash, wads of cash. And they’re like, whoa. And then all of a sudden the OSU fans call in just irate. And that OSU fans like, we knew it.

We knew it. The next caller would call it.

We knew it. Oh, you has been screwing us for years. And then I just would love it. I’d switch. I’d switch sides, stirring up the pot all the time. Yeah.

Yeah. I would talk about how I was sitting on the sidelines and I knew specifically that the running back went out of bounds, but they don’t want you to see it on TV. I saw it. I was right there. I saw it. His foot clearly went out.

I claimed at one point to be the line judge. I went through and looked up what a line judge does. Seriously.

Nice.

So that way I could speak credibly.

I love your commitment. I was like, I was the one. I was the one moving the chains there. And he specifically stepped out. And I knew it, but I was told just to let OU get the call because it’s rigged.

And the people are like, I knew it!

That’s just great. So that was what I used to do. But then I just recognized that these are not good moves. So my new move, and I want Steve to talk about this, and I want to get Breck to take on this as well as Jeff. I just recognize the pain of not having deals is worse than the pain of getting rejected.

Yeah.

Right.

And I just recognized in my mind, the pain of getting rejected is not as bad as the pain of not having deals. And so I’m just going to say this. on the phone and I’m going to call and I’m going to find a way to like rejection. I’m going to find a way to drink the haterade.

Steve, when I get rejected now, it’s like a fuel that goes into my into my gas tank.

Yeah.

And it just gets me going.

Oh, yeah. It gets me fired up. All of a sudden I go, oh, man, I love that rejection. Yeah. So, Jeff, people that have rejected me recently.

Do you know who Seth Godin is?

Not right off hand.

He wrote the book The Purple Cow.

He started a company called Yo -Yo Dine, which he sold to Yahoo for millions and millions of dollars.

He’s been on our show one time.

I asked him recently if he wanted to be in my new book, and he said no.

Yeah, he said no. And then this week, the founder of Netflix has agreed to be on our show. He actually reached out to us to be on the show.

The founder of Square has reached out to us.

But this week, I got rejected again by Bill Belichick.

Oh no, you’re the biggest Patriots fan.

Bill, come on.

He doesn’t talk to the press either.

Six years in a row.

Yeah. But I get rejected a lot. So, Steve, what would be your advice for Jeff about how to get over the fear of rejection? Don’t suggest drunk dialing, please. No, I would say just get rejected a lot more. There’s a book that I really like that’s super easy to read.

It’s probably like a 45 -minute listen on audible.

It’s called go for no and it kind of has I think a lot of people are like alright I’m gonna sit down and I’m gonna make some of these calls and you’re in real estate So I do mortgage so a lot of very similar is there so I’m gonna make calls. I’m gonna get some deals I’m gonna call for the next hour or I’m gonna make a hundred phone calls and I need to get five deals so I’m just gonna get five deals and the concept of this book go for no is instead of Focusing on how many deals you’re gonna get focus on

how many no’s you’re going to get.

And what you’ll find is sometimes you focus on making calls for three hours and then you’re going to get five deals.

You might get those in the first seven phone calls, but if you’re going for 25 no’s, you may hang out for two hours and get 25 nos but get 15 yeses you might get nine yeses you might kind of over do that and plus if you’re going for no then you’re not really surprised when someone tells you to kick rocks and you kind of make it a game where it’s funny like I’ll call people and they’ll say I look dude stop calling I just bought a house and we’re like oh oh do you want to buy another what did you do I’m like what did you buy like well it sounds like it’s time for some investment property so just having having fun with it but the biggest thing is just not having I don’t know you like you if someone looked at you it’d be like this blank stare like you’re just you’re Inhuman and you have no emotion whatsoever.

Like you just do not care It’s just where you have to get where it’s just I’m expecting to get a no So when I get one, it’s not like a big surprise and that some will some won’t so what?

Next and then the other thing I’ll tell you is when you do get here’s what some people do they get a yes And they get excited right because they’re like there’s some good energy that goes with that and then they’ll spend the next I don’t know like 10 to 15 or 30 minutes or an hour, like, you know, preparing for that, like, because they got an appointment, you know, maybe you got a listing appointment.

So then you get off the phone, you’re setting up the email calendar reminder, you’re looking at their house, you’re doing the CMA doing all that stuff.

Yeah.

And then you’re because you’re excited. And then when you get done with that, whether it takes you five minutes, 15, 30 minutes, you have to now sufficiently motivate yourself again to pick up the phone call. So I would say While you have that energy and everything’s good, just prepare the client.

Say, hey, give me a few hours.

I’m making some calls right now. When I get done, I’ll put all these things together and I’ll get back to you. that way you can use that positive energy to get right back on the phone while you’re motivated and try to get more deals. Steve, do you mind if I read some quotes from the book Go For No?

Oh yeah, go ahead.

This just in. These are some quotes from Go For No by Richard Fenton. Rather than setting goals for the number of yeses you’re planning to get each week, you set goals for the number of noes you’re going to collect. Very good, Steve. Your retention is incredible.

The next notable quote from the book by Richard Fenton, Go For No, is courage is not the absence of fear.

Courage is acting in the face of fear.

It’s being afraid of something and doing it anyway.

Richard Fenton writes, What if we made the decision to seek rejection?

Instead of avoiding no, or perhaps simply tolerating it, what if we went out of our way to actually go for the no?

Steve, this is my tip, and I want to get Jeff’s take on this. Have you seen, or have you seen Jeff, the movie Anchorman?

I have.

You’ve seen it? You’ve seen it? Yes. Okay. And in Minnesota, have you, Mr. Minnesota, Mr. Minnesota Jeff, have you also seen Anchorman? I sure have.

Ron Burgundy. Yeah, so this is the, mentally, this is how, when I cold call people, I pretend that I’m Ron Burgundy. before Ron Burgundy existed. They actually made the movie off of actual film of you.

I’m being serious though.

When I cold call, the mindset I have…

See, Ron Burgundy thinks that he’s awesome and nobody else does.

And his obliviousness is what makes it great.

I was reading Steve Martin’s book called Born Standing Up.

I read a lot of books about comedy, by the way.

I love studying comedy.

And Steve Martin said that’s the key to his humor is he would get up there and act as though…

Have you ever seen Steve Martin live, Dr. Brecker? I have.

Well, not personally live, but I’ve seen video of it.

I’ve seen a video of it. but whenever he has a big audience, he does this move. He gets up and says, ladies and gentlemen, you guys deserve a fabulous show for as much as you paid today.

And so I’m going to start off with a magic trick.

And so he gets out a dime, which nobody can see unless you’re sitting up close, which I’ve done.

So you’re like in the nosebleeds, or if you’re not in the first row, you can’t see the dime.

And he’s like, no, I’m going to make it disappear.

And like he does this sleight of hand trick, but you probably like throws it over his head. Yeah, you see him.

You see him toss it. Right. And he’s like, whoa. And people are like, if you’ve never seen him before, you’re thinking because a lot of times you’ll go to a concert with a friend of yours, but you’re not familiar with him. You’re thinking.

This guy’s an idiot.

This guy’s an idiot.

He’s like, now folks. Really, why did we pay this? He’ll say, folks, I’ve got more. And people are like, we don’t want more. And he’s like, now folks, some of you are impressed, and I don’t want to spend my whole show doing magic. So I’m going to do music.

And I like to do pop music, music that’s popular. And he actually has won a Grammy for banjo playing. People don’t know this. But the banjo is the most non -popular music ever. So he gets to go, I’m going to do some pop music. This is one of my hits off my third album.

And he gets on his banjo and he sings a song but there’s no chorus. So he’s like, I’m a rambling guy. I’m a rambling man. Everybody now. And no one knows what the lyrics are. And he’s like, all right, that’s great.

He’s oblivious. So let me cue up audio, because this is how you need to feel when cold calling. This is Ron Burgundy. Here we go. He’s at a party. He sees his target.

He’s making his way over to his love interest. He’s looking around. He’s got a robe on.

He sees her now. He’s making eye contact. Here we go. This is how to overcome fear.

Act like Ron Burgundy.

He literally has a Speedo on and a robe on. Hope I’m not disturbing you, but I saw you from across the party and I don’t usually do this, but I felt compelled to tell you something. You have absolutely breathtaking tiny, and that thing is good. I want to be friends with it. Certainly know how to compliment a woman. Now if you’ll excuse me.

Do you know who I am?

No, I can’t say that I do. I don’t know how to put this, but kind of a big deal. Really? people know me. I’m very happy for you. Listen, can I start over again? I want to say something.

I want to put it out there. If you like it, you can take it. If you don’t, send it right back. I want to be on you. Wait. Wait, wait, wait, wait, wait, wait.

I want to be on you. Okay. Jeff, what tips would you have for overcoming fear?

Because when you started Boom Mobile, how many years ago?

The mobile side, four years, but the business, 23 years.

When you started 23 years ago, you got down to your final few bucks, I’m sure.

Absolutely.

The stress had to be huge. Now you’ve got a big multi -million dollar company. What tips would you have for Minnesota Jeff on how to overcome fear? Absolutely. So, no is a pathway to yes.

And so, anything that I’ve done…

So, my wife constantly tells me that I think rules aren’t made for me.

And so, what I mean by…

Because they’re not. Yeah. I mean, what I mean by that is that I don’t ever judge anything that’s out there. It’s every door, every floor. It’s 25 calls, five presentations, three sales.

And if you knock that out and you stay consistent with that, and you let the nose roll off.

and you know they’re going to turn into yeses, you’ll conquer that fear easily.

Didn’t you just land a mega deal?

Can you talk about the mega deal yet or is that too soon to talk about your mega deal there, Jeff?

No, I don’t mind talking about it.

I mean, we landed anywhere between a $50 million to $100 million deal in the last week.

And how does that deal work?

We have another part of our business that’s the software side where we also engage and sell our software to companies that want to become wireless companies as well. And so we engaged and I sold our software to a particular company who has done this in South Africa and to the tune of 5 million customers and $64 million a year in traffic. Sold this deal to a guy for the states and he’s ready to commit and bought 400 ,000 SIM cards already. How many deals did you not get last week?

Think about that for a second though.

I mean, think about this for a second.

Breck, you’re a chiropractor.

I am.

How big is your waiting list now? Right now we’re still at about eight weeks. I think we’re we’re booked out and you’ve had the opportunity to work with Tim Redmond as your coach for about two years But to give Jeff some context how many years did you kind of struggle in the wilderness of chiropractic? Mediocrity before I really struggled along for you know the better part of 13 years And I’ve been in practice now 16 and now that you have a hot no -brainer your first exam is how much free?

the first exam, the adjustment, the x -ray, it’s free.

Right.

You’re getting Google reviews from people.

That’s a catch. We are. But when you ask people for Google reviews, how often do people not give you a Google review when you ask? I think it’s less often when I ask than when like my staff ask. As a percentage, what do you think?

Oh, it’s still, even when I ask, it’s maybe one out of three. One out of three people say yes.

Yes. To me, to my staff, it’s probably like one out of five. So if you were shooting free throws, you’re batting 33%. By the way, if you’re swinging a bat while shooting free throws, that’s probably part of the problem. But if you’re shooting free throws, you’re only making 33 % of them.

Do you feel bad? No.

How much rejection do you get?

How many people choose not to use you as a chiropractor every week? People are making choices every day.

I mean, there’s over 200 clinics in Tulsa area.

I want you to obsess on this for a second.

Think about this.

My wife brings our kids to see you because she likes you. You do a great job. But how many people choose not to go to your chiropractic more than do? I mean, you know, there’s I don’t know how many people are in Tulsa, but yeah, there’s far more that don’t choose me than do.

So how have you possibly been able to get over the rejection?

Well, I was going to tell Jeff, I mean, there’s a there’s a couple of things and I look at it kind of even just the mentality aspect.

So I spent a lot of time, I feel like I’m a pretty intelligent person.

And I’m smart enough to figure out how to fail.

And so for those 1213 years, I failed.

And part of it was wanting to no longer fail, wanting to stop stinking up the place and sucking the life out of life itself.

And so I had to get smart enough to be dumb enough to listen to somebody else and to do it differently. And part of that was getting over this fear of rejection. And one of the things that helped me significantly was to remind myself to kind of figure out and let it go from my head to my heart, if you will, that my identity is not found in their yes or no. that I am who I am, regardless of if they say yes or no, that oftentimes I want the well being and the health of the patient more than they want it. And so if they reject it, then that’s that’s a commentary of them, not of me. And so once I kind of was able to wrap my mind around that, and actually own that idea that this is not my identity, then the fear kind of just

faded away in and of itself.

It’s like, hey, I’m giving you the opportunity for a better life. I’m giving you the opportunity for health and well -being far beyond what you’ve experienced in the past.

Whether you take it or not is really on you now.

And so, yeah, we get far more.

I mean, I’m seeing typically six, seven new patients a day.

And even out of those who came into the clinic, we’re still only closing uh about a third of them yeah so uh but before that percentage yeah but before that i mean i wasn’t even i wasn’t even getting six or seven new new patients in a week or sometimes even in a month And so, you know, it’s it’s it comes back to the numbers.

I’m willing to go and do that and let them try us out for free.

And, you know, I understand I’m not going to be everyone’s cup of tea.

They may have a preference on the hours that I’m not available.

They may have a preference on the technique that I don’t do. They may prefer a woman chiropractor to a male. There could be any number of reasons.

And that’s all OK.

You know, we’re still there and we let them know.

And oftentimes, you know, when we just give them hard truth, They’re not ready to receive it, and yet a month later they come back and say, I really respected that you told me the truth, and now I want to give it a try.

Now, Jeff, we have time for one more question, Minnesota Jeff.

Do you have any questions for these guys about overcoming fear? Because I don’t know how many times you’re going to be on a podcast slash radio show where you have several multimillion dollar business owners in the same place. What questions would you have for the team about fear? Anything else about overcoming fear?

I’ve been writing notes like a madman here, and you’re right, I probably won’t have this opportunity ever again.

I definitely appreciate you guys giving me this time.

I’m overwhelmed.

I guess my biggest question would be, just to restate,

you guys are pretty much saying that no is not your identity. If you actually shoot for no as the goal, you become more successful, basically. To recap.

Yeah, and I have one audio clip. You’re 100 % correct. I have one audio clip I wanted to play for you. This is my friend Ryan Tedder from Oral Roberts University.

He now writes songs for U2 and Beyonce.

And if you look up Ryan Tedder and the word Forbes, you’ll see this. But Ryan actually told us in college he’s going to write songs for Paul McCartney, U2, and Peter Gabriel.

And we’re going, what?

He would tell people this.

And so he would spend his time in his dorm room cold calling the back of CDs.

They have a customer service line on import CDs.

So this is him on the Today Show.

This is the guy who writes all the songs now for Taylor Swift, for U2.

Huge artist.

And this is him explaining this.

Let me play the audio real quick here.

was mostly gospel music or Christian music.

Growing up, I was surrounded by cowboys and pickup trucks and football and, like, Friday Night Lights, and I was the guy that was, like, quietly listening to Peter Gabriel and, like, import CDs that I was getting from my uncle who lived in London.

It was the back cover of one of those discs that gave Tedder his first break.

At the back of every CD that you’d buy or DVD, there’d be a number.

If you have issues or whatever, calls and complaints, I’d call the complaint hotline.

Somebody would pick up eventually after like a hundred calls. How can I help you?

Oh, and I would say, I’d say, Oh, I’m sorry, I was on the phone with HR, Human Resources, and I think they misconnected me.

Crafty.

And I would literally then work my way up.

They just keep connecting you.

Oh, I’m sorry, because they always feel so bad.

Right.

And then they would connect me up to the, eventually I’m talking with the head of HR of Paramount Pictures from a dorm room in Tulsa.

I got a call from DreamWorks one day.

It was their Nashville office and they had just opened a record label and a publishing company.

And they’re like, we want you to work for the publishing company of DreamWorks through a complaint hotline.

I ended up in Nashville. That’s unbelievable. Yeah, and I practice with my wife too.

Do you really?

Yeah, I just try to see how many times she can reject me.

Like, hey, babe, you wanna go on a date?

And she says, nope.

Oh, no, not dates.

Oh.

I’m talking about other stuff.

Oh.

But yeah, yeah, like all kinds of stuff.

And if you can weather that storm, I mean, no.

Hey, listen, there’s no client that’ll ever tell you no that you’ll care.

Oh, okay.

That’s a beautiful tip.

Sally said yes.

Hey, Jeff, just be a great question asker.

I mean, listen, all the way through the process, through it, just ask questions. And the final question that you’re going to ask after they’ve told you no 10 times is, I’m sorry, I haven’t done my job. Is there anything that I could have done differently for you to have said yes? That’s powerful. And then just learn. Yeah.

I have built multiple successful real estate companies and coached a lot of real estate agents, and I will just tell you, if you’ll just commit to making 100 rejections a day, just cold call every for sale by owner listing, every expired listing, and just call them like a wild man.

And if you get 100 rejections a day, we had a man in our office, she’s 20 years old, and she closed this past week three houses, 20 years old. And that young lady just makes a ton of calls. And she’s like right off the boat young, is she not? Yeah, we’ve had a teacher a lot of great stuff and she’s a knowledge sponge.

We could even she couldn’t even speak or write Amazing though, I mean, you know cuz I was the opposite like I wouldn’t accept the coaching and she’s just naive enough to say Okay, I don’t know.

I’ll do it.

Yeah, she did She doesn’t know what she doesn’t know and that’s the power and Jeff My final little pro tip for you is if you’re super smart Rejection can be harder to process because smart people start to see a pattern.

They go, keep getting rejected.

Perhaps there’s a pattern here. Whereas guys like me, I think that are either dumb or numb or whatever that is, we don’t really care. It doesn’t mean we’re that smart or that great. We just don’t process rejection.

My wife will ask me sometimes about whether a deal happened or not, and I don’t even remember the rejections.

There’s so many rejections. So Jeff, hopefully that was helpful for you. Yeah, it’s been great. I definitely appreciate you guys’ time. And thank you so much from the great state of Minnesota. Oh, don’t you know.

Yeah, you betcha. I’m going to share this show with you first thing tomorrow morning so you can hear it before everybody else does. And I will make sure to cut this part out of the show here. As far as your email address, I won’t mention your email address to the listeners out there. But I will share it to your email first thing tomorrow morning. OK.

Cool. And Brett gets on. Yeah. Jeff is there any good stories you could share with us about clay. Oh yeah. High school.

Oh clay with the ladies man. Oh from what I remember. Ladies man. To be honest I think I was probably a little too cool and for school. So I I was kind of I was out of there before, you know, really getting to know a lot of people. I remember people, but I do remember Clay was a ladies man.

He was always, he was always running his game. That’s not a nice way of saying that you bullied people. is it? No, Clay was bigger than me. Jeff, I appreciate you.

And being smart, I did not bully Clay.

There it is.

That’s wise.

I appreciate you very much, my friend.

Don’t be a stranger, and we’ll get this show to you first thing tomorrow.

I appreciate it, Clay.

Again, thank you guys so much for your time. I know your time is very, very valuable. All right, you take care, dude. Go kill it. See you, Jeff. Thanks.

Now, real quick, Clarity, before we call our next guest here, I definitely spent a lot of time, I pretty much dated everybody in high school that I wanted to.

I was never – I knew we were so much alike. And I can tell you this – See, and I’m married, my wife is from the same school, so now I have to live in that because she’s like, you kissed a lot of girls, and she knows all of them.

I did not engage in premarital sex, that is true, but I can tell you this – I did not either.

I made a list of all the girls I wanted to date in high school, and I dated all of them.

Way to go.

dozens my daughters now i have three daughters so i’m gonna get paid back for it but yeah my wife because we went to high school together she’s like yeah my dad kissed every one of the homecoming queens while we were in high school i’m like i have a serious question my wife knows this story because my my mom brings it up to the kids all the time yeah and the kids are like mom Do you know that dad dated everyone in high school? Yeah. We still have friends.

We’re moving on.

We’re going to call our next guest, Tyler Hallblade. This is a wonderful guy. We’re going to be calling him here.

Steve, are you ready?

We’re calling people on the phone. Can you handle this new technology? Yeah. Here we go. We’re calling him. We’re calling Tyler.

He’s got some questions about scripting and cold calling and internet leads.

Here we go.

Oh, yeah. Rejected. We like rejection. That’s what we live for.

This is what we do.

The backup number we’re going to try.

He’s in Hawaii.

The thing is, because we are entrepreneurs, if he does reject us, and he won’t, but if

he does, we don’t even care.

We’ll just burn his house down.

That’s no longer the best practice move.

We stopped doing that.

We agreed on that.

Oh, a real ring.

That’s a real ring.

Here we go.

I feel good about this one.

I’m sensing some good ringage right here.

Yep.

I feel like he’s about to pick up.

It’s going to happen.

Dad?

You know what we’re going to do, though? What?

We’re going to assume that maybe there was a miscommunication about the time.

Right.

That kind of thing.

We’re going to call back one more time. Now, Steve, when you have a lead that comes in at Total Ending Concepts, how many times would you call that lead before you give up?

I just want to know.

What’s your rule? Seriously. How many times do you call a lead before you say it’s too much? Forever? Until they threaten to sue me? Well, I mean, usually when I get a lead that comes in, I’ll usually call the lead, I don’t know.

I usually call back.

Five or six times within five minutes. And I’ll text you. Call back to back. And text. So we’re calling Tyler right now. We’re calling.

This is our third call. OK, we’re going to do it. We’re going to do it again. This is the fourth time. Now, usually I will call, text and email the person. It’s hard to do when we’re doing a live show.

Do you do the wolf? I do the wolf.

I do call, text and I email.

Let’s try it out here. Wolf is from The Office. It’s an app. It’s a fictitious app they created on the show, The Office, that calls, texts, emails and sends notifications to all your social media at the same time. All at once. OK, here we go.

And Well, looks like we’re going to eat some rejection in the morning potentially. Here we go, one more time. Well, but we’re going to go ahead and answer the questions and we’ll send the show to him because maybe we have the time.

Steve, maybe there’s a miscommunication.

Maybe. And you know what you do when you have a lead? You just don’t stop. So here are the questions from our listener. He wants to know, when should you start taking money out of the company? That’s the question.

When should you start taking money out of the company? I will go first and then, Breck, you can one up me. I’ll try. Okay, here we go. One, make a number that you write down called the jumping point. Write down a number right now, the jumping point. Write down the number, and the number is this.

How much money do you need to achieve your goals? What’s that number? How much money do you need on an annual basis? So I’m gonna pick on myself. My wife and I, we need 96 ,000 a year. Why am I saying this?

I’m saying this because this is an actual number that I’ve actually sat down and talked about. This is an actual number. 96 ,000 a year. We have five kids. Healthcare, school, etc. So for Elephant in the Room, we have roughly 4 ,000 members.

So I pay myself $2 per member. Basically $2 per haircut. $8 ,000 a month. um well well why don’t you pay yourself more i don’t because that’s all i need that’s all i need to to make that jump into where i’ve hit my goals i i there’s like a goal i have and to jump from being um you know unable to thrive to thriving to me that’s 8 000 a month and you might say well But what do you do with the rest of it? Save it for me. And you say, well, why?

Because I have no other hobbies or interests or things that I want to buy really that are outside of that goal. When you say save, is that save as in reinvest into the company or save like truly somewhere else? I put it into other accounts and I just stack it. Well, it must be nice since all your friends buy you Yeezys. If you had to buy your own Yeezys, you probably would not have earned every pair of Yeezys you got. Let’s do this.

Let’s play a fun game here. Let’s play a fun game. Steve, if you can make your way over there to the printer area, I think I have a bunch of new books that I got sent this week. And I would like to go over those books because it happened. I had no money back in the day, and I’m sure you can relate to this, Breck.

I had no money very recently. Yeah. Well, I had no money and I had to go out and buy books. Right. Jeff, do you remember when you had to buy books to learn how to grow a company or buy audio self -help CDs? So, Steve, can you look at that?

books? That is an arm full of books. I bought these small books, but the ones that are the bigger books, can you read the books, and I believe these are the books that got sent to me this week by listeners that I did not buy. So let’s pull up the first book here. Let’s look at the first book. What do you got here?

Well, first there’s nine of these. Who was Steve Jobs that you bought? Those are ones I bought, yeah. Those are books I bought. But the yellow cover. So number one is The Ultimate Vacation by Randy Carver.

Now Randy Carver, by the way, is the world’s number one private investment manager. He manages billions of dollars. And he sent that book to me to read it because he would like to be on the show. He’s a great guy.

Great story, Randy Carver. What’s the next one? Then you have this book called Drive from Kelly Earnhardt Miller. That’s Adele Earnhardt Sr.’s daughter. She sent me a copy of the book. That’s a free book.

What’s the next one? The Ministry of Common Sense, How to Eliminate Bureaucratic Red Tape, Bad Excuses, and Corporate Bullshit. Who’s that book by? Martin Lindstrom. And that book was sent to me. He’s Time Magazine’s one of their most 100 influential people this year.

Next one. Then we have The A -List from Zach O’Malley, Greenberg. And that one’s signed. That’s the senior editor of Forbes. Look at that. That’s the first copy.

That one’s never been out in the world yet. It’s not out yet. A book on A -list angels for an A -list entrepreneur.

There it is. So again, I now get books sent to me, but back in the day I had to buy books. So back in the day when I had no money, I remember working at Target going, I have to work four hours to buy this book. You got Ron Burgundy, Let Me Off at the Top?

I bought that book. You got Triggered by Donald Trump? Yeah, Donald Trump Jr., somebody who knows him has said that we should have him on the show, so I got this book, yeah. Oh, and if we get him on the show, we must… So all I’m saying, though, for the listeners out there, is that you’ve got to write down the number, the amount of money you need to get to where you want to go, and then once you get there, in my opinion, save it, stack it, get to where you want to, and you have to delay gratification until you get there, because you’ve got to write it down. in the business over and over and over.

And I’m not asking you, Breck, how much money you need to hit your goal, but I am saying you probably have that number written down somewhere.

Yeah, and it’s changed. There was a point where You know, it’d be half of what what you’re talking about.

I mean, it might be, you know, 40 ,000 or something. I mean, like, yeah, where you’re, you’re still willing to kind of lived on the scorched earth and, and beanie weenies and ramen noodles for a while, because you’re still growing, but you still need something to keep gas in the car and the electricity on. And so, yeah, you need to take money out in the smallest form possible so that you’re reinvesting and you’re growing the company. And then that number, once you’re doing that, you’re taking steps forward, that number’s gonna change. And that definitely happened for me. Now, Tyler, I want to make sure, Tyler, you get this idea.

Steve, you and I have different goals, but we’re friends. and that you can do that. And you have a goal, have many goals, but one of your goals I know was to buy a Bentley. One of your goals was to buy a Lamborghini. One of your goals was to have a Lexus SUV for your wife. One of your goals is to have a Lexus for your daughter to drive.

One of your goals is to have a beautiful house with a koi pond. These are all goals you have. And they cost more than $96 ,000 a year. And so how much money do you make on a mortgage? If I bought a house today for $300 ,000, how much money do you keep if you’re the one who actually does the loan? About five grand.

Okay. And how many deals do you need per year? 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 for you in whatever niche market you’re in or whatever type of service you’re providing. 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 got to be coachable. You got to be wanting to get feedback. You got to be wanting to really grow your company. You got to 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 a I first 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. 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 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 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 be successful. 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.

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 long ago, expecting this year to, we’re at 400 ,000, that’s what we’re gonna 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, and such good insight, the resources that 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 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’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, 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 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 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