Business Coach | Business & Employee Management 101 + “Only the Paranoid Survive” – Andy Grove (Co-founder of Intel) 7 Steps for Protecting a Business from Jackassery + Join Eric Trump At Clay Clark’s Dec. 4-5 Business Conf.

Audio Transcription

Transcribed with Cockatoo

(Speaker 11)
You have questions? America’s number one business coach has answers. It’s your broda from Minnesota. Here’s another edition of Ask Clay Anything on the Thrive Time Business Coach Radio Show.

(Speaker 4)
Yes, yes, and yes. Thrive Nation, this particular show is gonna, it’s gonna feel a little dark there. It could feel a little dark, Jason, but it’s because we have a thriver who has found somebody close to him stealing from him. And so this show’s gonna feel a little bit kind of Darth Vader -y. You know where it feels a little heavy? But I think when you run a business and you’ve had a business, I know when you own a business and you have a business, sooner or later, you’re going to discover that only the paranoid survive.

(Speaker 4)
Only the paranoid survive. Someone should write that down. Only the paranoid survive. Someone might be saying, well, that’s good, Clay. No, no, I didn’t invent that. That’s not me. I’m not that clever.

(Speaker 4)
This right here is a national treasure, but I’m not that clever. Andy Grove, the co -founder of Intel, who was born into communism but escaped and then went on to found Intel, the microchip processor people. Intel, it’s what’s inside your computer. He said, only the paranoid survive. In fact, he felt so strongly about this idea, he named his book that, Only the Paranoid Survive. Bam.

(Speaker 4)
So let’s talk about this for a second. I’m gonna tee up the moves, and I want you, Jason, as a coach and as an implementer, to explain why all of your clients need to do this. this. So here are the action items. This is what they said. They said,

(Speaker 4)
I am going through one of my work trucks this morning and I found a purchase agreement in the truck for one of my employees. He is currently negotiating a contract to buy another business. Do I confront him or just let it play out? Side note, this employee is my brother -in -law. What should I do? What would you recommend I do?

(Speaker 4)
I’m going to walk you through what you should do. This is the proven steps, but I wanna make sure we embrace this idea. Only the paranoid survive.

(Speaker 36)
You have to embrace and accept that you and your business are not immune to experiencing a coup d ‘etat.

(Speaker 61)
And you might say, what?

(Speaker 60)
What is that clever word that you’re saying?

(Speaker 4)
Well, let me.

(Speaker 60)
Coup d ‘etat.

(Speaker 4)
Coup d ‘etat. Coup d ‘etat.

(Speaker 60)
Coup d ‘etat.

(Speaker 4)
Everybody with me now. Coup d ‘etat.

(Speaker 1)
Coup d ‘etat, right?

(Speaker 60)
And what is that?

(Speaker 4)
What does it mean when we say. Coup d ‘etat. Coup d ‘etat. It’s a it’s where a group of people in kind of a militaristic way overthrow a government. It’s it’s a lot of people just call it simply a coup.

(Speaker 7)
But it’s the overthrow of an existing government by non democratic means typically illegal, unconstitutional militarized overthrow.

(Speaker 4)
It happens in Iraq a lot.

(Speaker 59)
Yeah, you go Travis.

(Speaker 4)
There we go.

(Speaker 59)
coup d ‘etat.

(Speaker 4)
Oh, a guy reading it now. coup d ‘etat. Everybody sit with me now. coup d ‘etat.

(Speaker 58)
coup d ‘etat coup d ‘etat matata what a wonderful phrase philosophy a coup d ‘etat coup d ‘etat I mean it’s so it’s you remember that song a coup d ‘etat yeah I was gonna say coup d ‘etat if you pronounce it right almost as do you remember the movie Puditang you know say watata what did you just say you don’t remember that movie Chris Rock wrote it no like early 2000s no I don’t you get out of here let me let me do this let me

(Speaker 39)
let me cue it up here because this is important for all the listeners to get this.

(Speaker 29)
Let me cue it up here.

(Speaker 1)
This is a, yeah. It means no worries.

(Speaker 56)
But a coup d ‘etat means there’s a lot of worries.

(Speaker 26)
Let me cue it up again here.

(Speaker 4)
I get it.

(Speaker 29)
Hakuna matata.

(Speaker 4)
That means.

(Speaker 53)
It means no worries.

(Speaker 4)
But a coup d ‘etat means, well.

(Speaker 53)
Coup d ‘etat.

(Speaker 4)
Oh, that’s kind of loud. Coup d ‘etat.

(Speaker 1)
That means only the paranoid survive.

(Speaker 57)
So here are the steps every business owner needs to do to win.

(Speaker 1)
But people push back and Jason is here to help break it down to bridge the gap between the education and the implementation. There we go. You got to install video cameras via nest . com. Nest . com is a as a company that was founded by a gentleman who also invented the iPod.

(Speaker 1)
His name is Tony Fidel, and he is the founder of Nest. Jason, why do all of the listeners out there, if they have a brick and mortar company, why do they need to install Nest . com cameras?

(Speaker 7)
Or if they have a construction crew, why would they want to have cameras on the job site when the houses are being built, when the remodeling is going on? Why does everybody listening here need to have cameras? need to have video recording in place via Nest . com, if at all possible. Well, Nest allows you to be able to remotely access your cameras, to be able to watch footage on the fly in real time, or watch archived footage. But the main thing is, if you have a brick and mortar store, or a construction crew, or any …

(Speaker 7)
If you have employees in general, they’re going to do three things.

(Speaker 1)
They’re going to lie to you, they’re going to steal things, and they’re going to break crap. And if you have it on video, you have a better chance of catching them, proving that there is a problem, and then moving past that. Do people or did people lie to you? Is it once a month, once a week, once a day? How often were people lying to you?

(Speaker 1)
I would say, optimistically, it would have been nice if it was only every now and then, but I would say once a day, if not, you know, four or five times a week. And what kinds of stuff would people lie about? Oh yeah, I totally put that tool back that I borrowed, but I didn’t. Or no, I didn’t see this go missing in the back room, but actually I did because I took it. Or no, I promise I was here on time, you were just in the back, you didn’t see me. Why do you believe that when you see a lot of people that kill people, why are some of the most poisonous people disguised as friends and family?

(Speaker 1)
Why are some of the most poisonous people poisonous people disguising themselves as friends and family.

(Speaker 7)
And why do you think that a lot of murders or robberies tend to happen from those closest to you? Because you would think if you’re just kind of thinking about it casually, you would think, oh, no one would ever rob their own family. Right. Why are the robberies usually happening as a result from people who are closest to them?

(Speaker 56)
Because it’s easier for them.

(Speaker 2)
They’ve already got that in. People wouldn’t, you know, it’s for the same reason that they do it is why people think that it wouldn’t be a thing.

(Speaker 1)
It’s just you didn’t expect it.

(Speaker 21)
Mm hmm.

(Speaker 4)
And you also have more access and there’s that level of trust. So I am of the opinion that nobody can hurt you as a business owner without your permission. Right. Not having Nest cameras is giving them permission. Exactly. You got to put those in.

(Speaker 4)
Nest .

(Speaker 19)
com.

(Speaker 4)
Nest . com.

(Speaker 3)
Nest .

(Speaker 4)
com. Nest . com. You say, what was that? Nest . com.

(Speaker 4)
Go get them. Tony Fadell invented them. They’re a great product. Get those things. Two, you got to install call recording via ClarityVoice . com.

(Speaker 4)
Why do we want to install call recording via ClarityVoice . com and how has it helped some of your clients? Oh man, it’s helped my clients. Just recently, one of my contractors locally had a guy who was very awful on the job and not only said terrible things about the company, but about the owner because he thought, oh, nobody is going to know my boss isn’t here. Well, that customer called in to the boss to say, hey, I like you guys, but this dude that you just sent me is not only saying bad things about you, he is corrupting your business in front of another employee, and I overheard him, which doesn’t make me feel very confident, and so the whole time he’s getting this feedback, he’s recording it through Clarity, so then now he fired that guy yesterday, and he was able to do that by saying, hey, did you say this? The guy said no, and he goes, oh really?

(Speaker 4)
Let me play this callback from a customer who heard what you said. Oh boy!

(Speaker 35)
There it is.

(Speaker 4)
The truth shall set you free. Everybody, if you’re out there listening right now, the truth shall set you free. But you have to make sure that install the call recording and you have the video cameras in place and that you understand that a coup d ‘etat means the exact opposite of a coup d ‘etat of Hakuna Matata.

(Speaker 24)
Hakuna Matata.

(Speaker 4)
It means no worries. No worries. You can’t have no worries and run a business. No. No, you can’t. Okay.

(Speaker 4)
Move number three. I like this move.

(Speaker 1)
I do this move a lot. I’m doing this move right now. All right. You want to install moles and spies in your office, moles and spies, mystery shoppers and mystery employees, mystery shoppers. Jason, what role do mystery shoppers have in the elephant in the room? I mean, when you have a customer that comes in and we don’t and no one else is in the room.

(Speaker 1)
that they’re being paid to give us feedback. Well, the role that they play is they are completely unbiased. I mean, they get paid to give feedback, but at the same time, they don’t have loyalties to somebody, because it is their job to go in and purposefully look for the things that stand out, no matter how bad they are. So, it could be something as simple as, oh, it just seems like this one checklist, or this item was missed, or there were some towels on the floor. Or, it could be the difference of, yeah, I actually heard from one of your stylists that they’re moving on, and they plan to take half your business with them.

(Speaker 55)
This only happens every time.

(Speaker 4)
I’m just telling you, every time I work with a business owner, they always act like, I cannot believe this happened to me. And I say, yo, yo, yo, yo, yo, the stats that we have, Jason, what percentage of employees lie about Lie on their resumes according to Inc. Magazine.

(Speaker 1)
What percentage of employees lie on their resumes according to Inc.

(Speaker 7)
Magazine? 85 %?

(Speaker 54)
85 %!

(Speaker 4)
And somebody’s saying, oh that’s a big number.

(Speaker 3)
That’s so negative.

(Speaker 4)
Have you ever heard somebody tell you that you’re negative when you gave them the facts? Yeah, actually. It’s like, oh that’s not nice. No, I’m negative.

(Speaker 53)
You don’t believe in the best in people.

(Speaker 4)
The mean thing I could do would be to lie to you. That’s the key to getting abducted.

(Speaker 1)
You want to run around the worst part of town in the city park at night and just go, I believe in people.

(Speaker 7)
I believe you’re going to get yourself abducted, man.

(Speaker 1)
Yep. That’s a bad deal. That’s true. Now, 75 % of U . S. employees do what from the workplace, Jason?

(Speaker 1)
They steal and do so regularly. And if you’re listening to this show, you know that I cite everything I say.

(Speaker 4)
So I’m putting links to the U .

(Speaker 7)
S.

(Speaker 4)
Chamber of Study right now. That’s where you can hear me type and I’m putting links. Why am I putting links, Jason? Why am I going to cite what I say? Because some people are just going to say, oh, that’s just because Clay has experienced people who have stabbed him in the back or burned him before. And you’re directly quoting clients right now.

(Speaker 4)
You’re directly quoting the words they’ve said to you. Just because it’s happened to you doesn’t mean it’s going to happen to me. And let me tell you, this is some serious bull that I had last week. A client I’ve worked with for a long, long time. I got so mad at him, but we sorted it out. But he says, you know, the reason why the bad things happen to you is because what you speak about, you bring about.

(Speaker 4)
And you talk about it on your show. And so you’re causing the law of attraction. I’m like, cause what? Oh, the thing is, I’ve helped that particular guy grow from like one employee to like five, right?

(Speaker 7)
I’m like, dude, it’s because there’s hundreds of people.

(Speaker 4)
Yeah, that’s why I get screwed more often. It’s a ratio thing, right? You only got screwed once this year because you only have five people. I get screwed every week because I got more people, right? More money, more problems. Get out of here.

(Speaker 7)
75 % of people do what from the workplace? Steel? Yes.

(Speaker 1)
And it says in most do so repeatedly.

(Speaker 11)
So step one, you got to install those those cameras, right?

(Speaker 4)
Jason, why do some people say, no, I don’t want to? What are some pushback you hear sometimes? I just know I don’t want to because… Well, I don’t want to because I know it’s going to anger my staff and they’ll feel like how can they do their job if I’m always watching them, which that one always makes me laugh. I work better knowing that I could at any point be either reprimanded or corrected for whatever action I’m taking. It gives me motivation to do better.

(Speaker 4)
My thesis as it relates to running a company is ignorance is not bliss. True. As it relates to the news, ignorance is bliss. I do not care what’s going on in the Congo right now. I don’t care what’s going on. And every time you turn on the news, it’s like Donald Trump may become impeached.

(Speaker 38)
And then it’s like do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do do

(Speaker 1)
might take. Russian ship collides with you.

(Speaker 4)
Iraq has problems. They’ve been having problems for thousands of years. They’re not going to sort it out. This just in.

(Speaker 1)
They’re not going to sort it out over there.

(Speaker 2)
No, it’s not looking like it.

(Speaker 4)
Doesn’t matter how many troops we send over there, homeboys and homegirls. That’s not going to ever get fixed. So we move on. We focus on what we can control and what we can’t control is installing those video cameras. Two, we can install the call recording via ClarityVoice . com, there it is.

(Speaker 4)
And then three, you want to install moles or spies. Secret shoppers. Who catch the lies. Secret shoppers. And in my office, I also have secret shoppers, secret employees, and one of which told me a cool thing about four weeks ago. That’s a really cool idea.

(Speaker 4)
They said to me, hey, I was in the girls’ restroom and they were talking about boop, boop, boop, boop, boop. And then I was able to thwart the enemy attack because we had a female employee who was trying to do a Trojan horse the opposite of the Hakuna Matata. They were trying to do. They’re trying to do a somebody, somebody out there.

(Speaker 51)
We just, yes, we’re learning new words.

(Speaker 4)
We’re learning new words. It’s so important that we learn these new words.

(Speaker 1)
So it’s, they were trying to do a coup.

(Speaker 4)
They were trying to get me. And so the only way that I can, uh, you know, right. Is to allow that to happen. I just, if you can’t allow and it’s going to happen by default, homies, you got to pull those weeds. All right. Now, move number four, have a manager that works for you and not for them.

(Speaker 4)
Have a manager that’s on your side and not the employee’s side. Jason, talk to me about this because do employees not try to get you to side with them against the company? Yeah, and I’ve worked directly with the managers who want to be the managers for the employees, which means, hey, we’re getting drinks after work and oh, hey, you know, this round’s on me because I appreciate you guys, and you know, as long as I’m your best friend, you’ll do what I say. Well, that’s not the thing. So what happens is the employees want to create a fog and a blend between the employee and the management, and they want you to be on their team, don’t they?

(Speaker 4)
Oh, yeah, and they tell you such things as, you know, People don’t really like you, but if you were to act this way, then they would like you. Or hey, some girls have been talking and we don’t like the way that Clay does this. He doesn’t know hair, you know, he’s not a hair guy. He doesn’t do hair, but we, he obviously doesn’t do hair, but we know the industry. And so a lot of us are getting frustrated because it’s every time. Right.

(Speaker 4)
But if you queue up again, these people, they try to be like kind of strangers in the night where you can’t necessarily get a, you know, You don’t know who’s on your side and who’s not, and you’ve got to figure that out.

(Speaker 25)
You’ve got to have a manager that works for you and not for them.

(Speaker 4)
You can’t be having a manager who’s a stranger in the night. You don’t really know who they are. to know who’s on your team and who’s not. No strangers in the night. Come on, Thrive Nation. Come on, Thrivers, here we go.

(Speaker 4)
Come on, Thrive Nation. Here we go. Something in your eyes Was so inviting Something in your smile Was so exciting Something in my heart Told me I must have you Strangers in the night

(Speaker 1)
No strangers in the night. You can’t have strangers in the night. You gotta have people who are on your team. You gotta know who’s for you and who’s against you. Now move number five.

(Speaker 4)
You’ve gotta install GPS trackers on those work trucks via T -Mobile.

(Speaker 52)
I love the T -Mobile trackers.

(Speaker 4)
Get a tracker. Do it. You got to get a GPS tracker for your vehicles. You say, what? You got to get a global positioning system tracker for your vehicles, for vehicles. You got to do it.

(Speaker 4)
And I recommend the T -Mobile brand for this.

(Speaker 1)
Get it done.

(Speaker 7)
Do it.

(Speaker 51)
Don’t talk about how you can’t do it.

(Speaker 7)
You can’t find it.

(Speaker 25)
You don’t know where to go.

(Speaker 4)
Just search right now. Do a Google search right now for the T -Mobile Sync Up Drive 2. T -Mobile Sync Up Drive 2 GPS Vehicle Tracker. You’ve got to install vehicle tracking. Because, Jason, when you install vehicle GPS tracking, you will discover that the employees go many places, but the one place they never go to is what? The job site.

(Speaker 4)
True. Work. Appointments. Right. So you’ve got to install the GPS. Now, next, inside the building, you need to install a keystroke key.

(Speaker 4)
recorder.

(Speaker 1)
It’s called ActiveTrack. ActiveTrack . com. A -C -T -I -V -T -R -A -K. A -C -T -I -V -T -R -A -K . com.

(Speaker 1)
You want to install a keystroke recorder.

(Speaker 7)
Why would you possibly want to know what your employees are typing when at work?

(Speaker 18)
Well, because at any given point, if they are using your work computers, they could be doing such things as wasting time or ordering a prostitute.

(Speaker 1)
That’s true.

(Speaker 7)
Adult content, ordering prostitutes, poaching your customers, downloading your customer database.

(Speaker 4)
And then somebody’s going, yeah, well, you’re just negative. See, that’s if you ever had someone tell me, tell you that we’re just that I’m just being negative because I think we should do keystroke recording. Yeah. And I would tell them I used to work at a corporate America job where there were people who we would record money wires and there were people who would use the system to blatantly steal and they went on you know They got caught for the longest time because they didn’t believe that keystroke recording was conducive. They thought it was a breach of people’s security.

(Speaker 4)
If you don’t do that, people are going to breach your security and then you’re going to be broke. According to an article that came out by Ken Blanchard in the New York Times, employees are now wasting 41 % of their day not working. When you’re at work, what should you be doing? You should probably be working.

(Speaker 7)
Unbelievable. Are you saying we should be working at work? That is what I’m saying. That is just it’s a it’s an interesting idea. We should be working at work. We should be doing work and getting paid to work at work.

(Speaker 7)
And then again, if you read the Newsweek story called I crazy, you’ll find that 25 % of employees spend their days looking at adult content on a daily basis is 25%. So what I’m saying to you right now, is that you need to install these things.

(Speaker 4)
Every single fun fact I’m giving you today, these are fun facts, I am giving you guys links to them where you can click on the show notes and verify them. Jason, why? Again, why do we cite these things?

(Speaker 18)
Why do we not just make up statistics and not actually go through the effort of putting the links to the actual articles?

(Speaker 9)
Why do we actually put the links on the show?

(Speaker 1)
We put the links on there because we want you to do it. We’re trying to let you know that. That’s how I was actually going to finish. My last thought for today was, people who say, oh, this couldn’t happen, it is 100 % happening to you right now. And so, if you had these systems in place, you would know that. So, go to the links, verify what Clay is saying is true, and also read the case studies that go along with it to better protect yourself.

(Speaker 1)
Be paranoid. Don’t be that person that trusts everybody. Don’t get abducted. So, we have seven steps now for protecting your business from jackassery. Step one, install those video cameras from Nest . com.

(Speaker 39)
Step two,

(Speaker 4)
install the audio recording from ClarityVoice .com. Three, com. Three, install moles and spies to see people doing the lies. Mystery shoppers, mystery employees. Four, whoo -hoo, four, batten clean up. Have a manager that works for you.

(Speaker 4)
Have a manager that works for you and not for them. Install GPS trackers via the T -Mobile GPS tracker. Get that so you know where they’re going. Step six, install the keystroke recorder.

(Speaker 50)
And action step number seven that will take you to a jackass free heaven.

(Speaker 4)
Action step number seven, make the case and then replace their face. Ooh.

(Speaker 5)
Anytime that you now see, we go back to this guy’s brother -in -law, build the case, baby, build the case, record, get the call recording, keystroke recording, get that video recording, catch him embezzling that money, catch him doing what he’s doing, catch him work, taking jobs on the side and let him think that he is clever. And he’s very clever. He’s found a way to steal your treasure. He’s very clever. Look him in the eye all the time, knowing that there’s a lie behind the scenes. And then whenever it’s convenient for you, make the case and replace his face.

(Speaker 5)
Oh, I’m getting a critical key morning phone call from my wife. I’m going to take this call here, Jason. So let’s end this thing with a boom. Let’s do it. Three, two, one, boom. 1980 was the year of my conception From the dorm room found a DJ connection Entrepreneur of the year in 07 On my path to the top I learned a lot of lessons We’ll help it grow.

(Speaker 4)
God’s got a plan you just didn’t yet know about Workflows, systems, scripts, and hirings Motivate yourself when you need inspiring These faces are made for radio and not TV Talking everything from K to Z Audemars Piguet’s haircuts and glasses You want to sell, we’ve already sold it to the masses No classes, prerequisites Just business school as raw as it gets It’s a thrive time show on the radio Yes it is Robert Kennedy, I go by Bob, web address is surface -renew .com.

(Speaker 49)
com.

(Speaker 5)
I would say we’re a very niche remodeling company. We went from being stuck to more than doubling in size and we’ve learned so much over the last few years. We didn’t learn everything on the first conference. We’ve made mistakes even since then and Sean has helped guide us. We can easily grow 30 % a year, even though we’re at about a $2 million in sales on our refinishing. Knowing what we know now about marketing, about hiring, about training, about having processes in place, we can easily grow 30 % a year.

(Speaker 5)
What we pay for your services, I mean, it is insane what we get for it. And that’s not even talking about the coaching, just the services that you provide in terms of content and the website, creative design. It’s just, at least give it a shot. I mean, I’ll be honest, Ryan and I were very skeptical way back in 2019 when we first started too, because that was a lot of money for us at the time. And now it’s like, we can’t imagine not spending that money because it’d be just downright stupid for us because we get so much more back than we ever invested in it. We just, we couldn’t be where we are today without a coach.

(Speaker 5)
Can you maybe describe, have you been to a couple of workshops, or one or two workshops, or just for people out there that maybe have yet to attend one of the workshops? Oh, we’ve been to a bunch. We started probably what, 2019, Ryan, was it probably? Yeah. And we really didn’t know what to expect, but it instantly was the kind of workshop we talked about. Because we’ve also been to others, and we hated because we just basically paid to go to a sales presentation.

(Speaker 5)
When we showed up at yours, we were just like, man, fire hose. It was like, holy, I got to keep it clean on here. But it was a lot of material. It was the stuff we were looking for. And so we’ve been to, I don’t know, probably 10 or 12 of them, you think? Better than double.

(Speaker 4)
And that’s not even doesn’t doesn’t do it justice that when we were there one time we talked about this, we came to this conference, your first conference and went with the coaching because we knew we’re in trouble. We had we were stuck at about 900 ,000 in sales. And unfortunately, about 300 ,000 of that was from one customer for like three years in a row that was going away. They were done.

(Speaker 18)
They were flipping.

(Speaker 4)
Basically, they flipped apartment complexes, essentially. So we were looking at our sales falling down to more like the 600 range. And instead, we’ve steadily increased ever since we started.

(Speaker 3)
This year, we should finish just somewhere right around 2 .1 or 2 .2 million in sales.

(Speaker 5)
$1 ,700 what we get for that is just, it’s insane.

(Speaker 48)
It’s a flat fee every month.

(Speaker 5)
We don’t call up Sean and say, Hey, we need a design for a truck wrap.

(Speaker 1)
And all of a sudden we got to pay another $500.

(Speaker 31)
It’s just, we just get this awesome design for a truck wrap or for a one sheet or whatever it is we need.

(Speaker 3)
It’s just crazy.

(Speaker 5)
Thrive Nation on today’s show, we are joined by some diligent doers.

(Speaker 4)
Guys, it’s an absolute pleasure to work with these guys, to serve these folks. The website they have, you can verify they’re a real company. It’s surface -renew .

(Speaker 1)
com.

(Speaker 5)
That’s surface -renew . com. One more time, surface -renew . com. Bob, welcome on to the Thrive Time Show.

(Speaker 1)
How are you, sir? Thank you. Doing great. Appreciate you having us. Now, Bob, for anybody out there that wants to verify you’re not a hologram and you’re a real person, can you share with us your first and last name and one more time that web address?

(Speaker 39)
Robert Kennedy.

(Speaker 5)
I go by Bob. Web address is surface -renew . com. Now, this will help your website actually rank higher. So I encourage all the listeners to go to your web address. That’s surface -renew .

(Speaker 5)
com. As our listeners are headed over to the website there, tell us a little bit about what are the kinds of services or results or the solutions that you provide to your ideal and likely buyers.

(Speaker 3)
Well, we’ve got a couple lines.

(Speaker 47)
Our primary line is tub and tile refinishing.

(Speaker 3)
So instead of tearing out a tub, for example, like someone’s got a pink tub, we’ll go in, repair it, we’ll spray a new coating on it and turn it into a nice white shiny tub form.

(Speaker 5)
And then we also do natural stone restoration. So somebody’s got a travertine shower, we go in there, our guys go in and clean it real well and seal it because people don’t know natural stone is very, very difficult to maintain. Those are kind of our main lines. Can you tell us, I mean, what industry would you describe you’re in?

(Speaker 3)
Some people say I’m in the painting industry, I’m in the landscaping industry, I’m in the remodeling industry.

(Speaker 1)
What industry would you describe yourself as being in?

(Speaker 5)
Really, under the home services umbrella when you talk about strategy, but actual service that we provide, I would say we’re a very niche remodeling company. Niche remodeling. Now, how did you guys get started in this particular niche? Well, actually that’s a great story too. I actually started it because I have my own property myself. I was gonna make my millions in real estate, Clay, at one time.

(Speaker 4)
And I had a great apartment complex and I couldn’t find anybody to come do this service for me. I called six people that were in the phone book at the time, two called me back, one showed up to do the job and he said it was too hard and walked away. So I just… Went to Chicago, trained with a guy. 2008, Ryan joined up with me. Sammy came along, what, 2010, 2011 -ish? 2011.

(Speaker 4)
And ever since then, we’ve all three been working together.

(Speaker 5)
And it just kind of, it took off kind of by accident. So who are your ideal and likely buyers? When we talk about the Dream 100, it would be apartment complexes. And they’re great buyers because we go there and we get one sale, and they’re continuous customers because they, you know, three to four hundred units in these apartment complexes. Every one of them has at least a bathtub, has a kitchen countertop, and has a bath vanity. And what regions of America do you provide service for?

(Speaker 5)
We serve the Central Arkansas market, which would be kind of like your Little Rock Metro, where basically we serve almost the whole state from here. We’ve got Northwest Arkansas, which is that blooming area up around Bentonville. And then just recently, we’ve got over into Tulsa, because we love Tulsa so much coming to your shows that we’re like, you know what? We want to come over here and do some business over here. And Tulsa’s going great. We think it’s our future, actually.

(Speaker 5)
So for people out there that are watching this, we’re going to get really specific into practical, actionable steps.

(Speaker 1)
But before we do that, I want to ask you, you guys have been to some workshops.

(Speaker 4)
And a lot of people, I ran into a guy at the last conference, Darren, who’s been attending our conferences for over 13 years.

(Speaker 5)
So I mean, one of my clients, Brett, up there in Idaho, Brett’s been a client for 18 years.

(Speaker 42)
So a lot of people have been familiar with our program over the years.

(Speaker 4)
Can you maybe just give us a little bit have you been to a couple of workshops, or one or two workshops, or just for people out there that maybe have yet to attend one of the workshops? Oh, we’ve been to a bunch. We started probably, what, 2019, Ryan, was it probably? Yeah. And we really didn’t know what to expect, but it instantly was the kind of workshop we talked about.

(Speaker 4)
Because we’ve also been to others, and we hated because we just basically paid to go to a sales presentation. When we showed up at yours, we were just like, man, fire hose, it was like, holy, you got to keep it clean on here. But it was a lot of material. It was the stuff we were looking for. And so we’ve been, I don’t know, probably 10 or 12 of them, you think, and they’re all great. I mean, the great part is Sam came along with us about what, two years ago or so.

(Speaker 4)
And it was awesome, because we were sitting there going through this stuff, and you’re presenting the different, you know, things you’re emphasizing each one. And Sam was just like, Man, we’re doing that stuff. That’s pretty cool. He kind of put it together for Sam, who’s our operations manager, about where all this crazy stuff sometimes that Ryan and I would come back from conferences with, why it mattered. Now, I think you, and maybe I’m wrong, but I think you won the Robert Kiyosaki signed book. I did.

(Speaker 4)
That was awesome. You want it? OK, yeah. Robert Kiyosaki, I’ve been chasing him around to get him on my show, on the Thrive Time Show podcast for well over a decade.

(Speaker 1)
And I use what was called the Dream 100 system.

(Speaker 5)
So Chet Holmes, I’ll pull it up on the screen here. Chet Holmes invented this system or created the system, documented it, called the Dream 100 system. And someone says, who’s Chet Holmes? He wrote this book called The Ultimate Sales Machine. It’s got a red cover on it. And Chet Holmes was mentored directly by Charlie Munger.

(Speaker 5)
somebody says who’s charlie munger charlie munger was uh warren buffett’s uh number two so this is the guy who worked directly with uh warren buffett the most of his working life so this guy charlie munger worked directly with warren buffett and anyway chet holmes worked for Charlie Munger. And one of the things he noticed that Warren Buffett’s companies or Berkshire Hathaway implemented masterfully was this system called the Dream 100. And so whenever I wanted to interview Robert Kiyosaki, I made a massive list of all the guests I wanted to interview someday. You know, Wolfgang Puck, John Maxwell, Robert Kiyosaki, the founder of Netflix, the founder of Square, insert the name of the big companies, and the founder of Hobby Lobby. I put them all on a big old whiteboard.

(Speaker 5)
I like to do the big whiteboard. And then I just consistently follow up each and every week. Most often, I get rejected. Mostly, I get told no. But I just keep going because I know that over time, eventually, these folks will warm up to the broadcast. And eventually, they’ll say yes to being on the show.

(Speaker 5)
Let’s get into the Dream 100 and how you’re implementing that at Surface Renew. How are you implementing the Dream 100 system at Surface Renew? Well, you know, Sean’s our business coach. He really, because we tried it before, Clay, to be honest, we had these three list of like three 100 apartments in different markets and we didn’t do well. Sean got us focused and we went and we kind of scaled it down. We called it our little dream 25 test.

(Speaker 5)
We picked out 25 apartments in Little Rock that would be great customers for us.

(Speaker 1)
15 in Tulsa we thought would be great customers for us.

(Speaker 4)
And then we made a schedule and we just started, the three of us would split it up. And we’d go out and do visits. And we went to do visits. We took out a dozen donuts. Typically, sometimes it was brownies or other things that people might want in the office. And we just stopped by.

(Speaker 4)
We handed out one sheets. We talked to them in the office. We tried to figure out who they were using. Talked about our warranty.

(Speaker 5)
We have a no -brainer of half off on the first. And plus, our purple cow would be the fact that we do a three -year warranty in the apartment business. No one else comes even close to that. that one year is the best out there. And we just got started getting to know people. And then to supplement that, we used our CRM, we use go high level.

(Speaker 5)
And as we collected info from these people on the visits, we dropped them into an automation and go high level where it Every week sends them an email, like an informative email or might be a holiday greeting. And then every other week it texts them out, a reminder about our warranty and that we’re here, don’t forget about us kind of thing. And it just took off. I mean, we were shocked how well the system worked for us when we focused and got to know people and become top of mind for those at that time when we started 40 different customers. So step one, if you’re watching this right now, you want to make a list of your ideal and likely buyers. You mentioned apartment complexes.

(Speaker 5)
Make a list of your ideal and likely buyers. Step number two, you have to consistently reach out to your ideal and likely buyers. Could you talk about that for a second? Because my understanding is you guys, for six months, have been dropping things off consistently between Little Rock and Tulsa, very consistently. I think a lot of people will do a drop off once and then move on to a new idea. They’ll drop off something once.

(Speaker 5)
They get discouraged.

(Speaker 4)
process of reaching out every, you know, consistent intervals over a six month period of time. Yeah. And that’s been the key for us because as I told you, we’ve done it in the past, but we thought let’s get our name out as far and wide as we can.

(Speaker 5)
And that did not work. We focused on those, went to those people and got to know them.

(Speaker 39)
In fact, I think our best story, uh, Sam’s got a win that we got a new complex Sturbridge townhomes.

(Speaker 4)
And I can’t remember how many times it’s just like, you know, Sean told us, yeah, we’d worked on it for years.

(Speaker 5)
But when we focused on this, Sam would go in there. At first, they were kind of like, hey, thanks for the donuts. That’s really nice of you. What do you do again? You know, and then he’d be in there again and about, he probably went in there at least a dozen times. And finally around the 10th or 11th stop they started to get interested.

(Speaker 4)
You could tell they had, you got a three -year warranty? Yeah, you do half off? Yeah, we might give you a try when it comes up. And man, finally, it was literally a six -month process. We just picked up Sturbridge Townhomes and they’re thrilled with the first job we did for them. I feel like they’re gonna be a lock.

(Speaker 4)
And every customer is worth about 13 ,000 in annual sales to us.

(Speaker 1)
So every single one of these Dream 100 wins translates to another 13 ,000 in sales for us each year.

(Speaker 5)
It looks like you guys have, I’m looking at my stat sheet over here, but it looks like you’ve increased your weekly sales by 12 % by doing the Dream 100. Is that accurate? Am I getting that right? Oh, no, that’s definitely right. I got just short of 109 ,000 in sales that are directly attributable to the Dream 100 since we started it on April 1st. 109 ,000.

(Speaker 5)
I believe in the background, one of your teammates was saying they went to a place a dozen times before they got any fruit. At least a dozen times. And it was great, because it was a textbook Dream 100 thing, where you just come in and somebody is really not interested. And then over time, just showing up and wearing them out with kindness and interest, they all of a sudden want to, you know, they start to like you. And you can ask them, you know, to give you a shot, to try to use us.

(Speaker 4)
Why don’t you try to use us? And they do, finally. What do you say to somebody watching this show? They’re a doctor. Like one of my clients, he’s a dentist, and he has to market to other pediatricians.

(Speaker 5)
So he’s a pediatric dentist, and he has to market to pediatricians. One of my clients is an orthodontist. She has to market to dentists. So one of my clients is a home remodeler, and he has to market to real estate agents and developers. What do you say to somebody out there that’s thinking about implementing the Stream 100 system? Consistency.

(Speaker 5)
I think if I could stress anything, what we’ve learned from Sean is consistency. Constantly getting in front of, ideally, the decision makers, handing out things. Like we did gifts. Like one time, instead of going for donuts, we tried something different. Ryan came up with a little pocket knife.

(Speaker 5)
And we had just some little corny little note with it that we wrapped up in it and sent it out to them. Just all those different things that would different approaches that would make people remember you, that when it came time for them to need your service, you would pop into their mind.

(Speaker 1)
Yeah, oh yeah, even these, yeah, these awesome little, oh, you can’t already see it, there we go, these awesome little bathtubs. We’d fill them with candy with a label on there with the company and our three -year warranty and hand them out at trade shows and walk them into apartment complex offices and the ladies in the offices just loved them.

(Speaker 5)
Now, Chet Holmes has this notable quotable here.

(Speaker 4)
He says, implementation, not ideas. Implementation, not ideas, is the real key to success. What do you say to somebody watching this that keeps moving from one new idea to the next? What do you say?

(Speaker 5)
Well, that was us. We’re okay. Okay. I can’t throw these guys under the bus. That was me. I’ve done that before.

(Speaker 5)
And the difference it made this time around by the consistency. I mean, we did, we planned, we’d sit and talk about it. Usually on Wednesdays, Tuesdays and Wednesdays, Tuesday was our sales meeting. We’d go over, who are we going to hit tomorrow?

(Speaker 1)
We’d split it up between the three of us.

(Speaker 4)
We get out there, we get in front of those same people every week and get to know them, get as much of our sales material in their hands as possible. It’s just the whole consistency thing. That’s what it comes down to. Now, how many years ago was it, or when did you first come to one of our workshops? 2019, I want to say, was the very first one.

(Speaker 5)
I think we came in the fall of 2019.

(Speaker 1)
From 2019 to now, 2025, what kind of growth have you had over these past six years?

(Speaker 4)
Because you’ve been diligently implementing search engine optimization, the Dream 100, and you’re implementing one

(Speaker 5)
system at a time. From 2019 to now, what kind of growth have you experienced? better than double. And that’s not even doesn’t do it justice. When we were there one time, we talked to you about this, we came to this conference, your first conference and went with the coaching because we knew we’re in trouble. We were stuck at about 900 ,000 in sales.

(Speaker 5)
And unfortunately, about 300 ,000 of that was from one customer for like three years in a row that was going away. They were done. They were flipping.

(Speaker 4)
Basically, they flipped apartment complexes, essentially. So we were looking at our sales falling down to more like the 600 range. And instead, we’ve steadily increased ever since we started. This year, we should finish just somewhere right around 2 .1 or 2 .2 million in sales. And again, somebody out there, they are there right now. Somebody out there is going, man, I’m stuck at $900 ,000 a year.

(Speaker 4)
And you said, what number are you at this year? What year are you? Or I guess, what are you projected to end this year at? I would say 2 .2 million. So what do you say to the guy who hasn’t been to a workshop, who hasn’t implemented this stuff? What do you say to someone watching this show right now who feels stuck?

(Speaker 4)
Yeah, Ryan was just saying, go. That’s the simplest answer. Yeah, because here’s what I liked about the workshop, and I speak for Ryan and Sam, I know, on this too, is it was not, we don’t need someone to pump us with false motivation, get us excited so that we go home and just kind of get all these ideas and then just do the same thing. learn to make change at your show and come back to our shop. Easy change. Come back to our shop and implement those changes.

(Speaker 4)
That’s what makes the show work, is that it’s easy to implement practical ideas for any small business. And if it hadn’t been for that, I don’t know how we would have got over the million mark. We were just spinning our wheels there for three years in a row. Now, somebody out there is watching this, and they’re not used to the rhythm of entrepreneurship. So I’m going to walk all the listeners through this. At the time we’re recording it, today’s show, it’s Tuesday.

(Speaker 4)
And so in my calendar, Sean knows this. My team knows this. I have gaps in my schedule that are specifically blocked out to interview clients. So every week, anybody who watches the Thrive Time Show podcast, you’re going to see a success story coming out every week. And I don’t have to talk to Sean. Sean doesn’t have to talk to me.

(Speaker 4)
He just knows these are gaps in my schedule that I’ve blocked out specifically for the purposes of doing client success stories. Another example, we do a morning meeting.

(Speaker 1)
Every single morning at 5 .50, I meet with my staff.

(Speaker 5)
Every single morning at 5 .50, I meet with my staff. I don’t have to ask them. They don’t have to ask me. Every single morning at 5 .50, I meet with my staff. Every Wednesday, I do the group interview. Every Wednesday at 5 .30, I do the group interview.

(Speaker 5)
Every Friday at 5 .30, I do the group interview. I don’t have to talk to my staff. My staff doesn’t have to talk to me. There’s a rhythm to it.

(Speaker 1)
There’s a cadence.

(Speaker 4)
There’s a cadence. There’s a rhythm. At 7 o ‘clock, we have our morning huddle. Every single day, morning huddle. Why do we do it? Every day, we do a morning huddle.

(Speaker 4)
Why? We want to prevent drifting. We want to make sure things are happening. We want to keep the morale high. Can you talk about the importance of having a code or an implementer in your life on a weekly basis to make sure that things are not drifting and that things are staying on course and on track as opposed to drifting into new ideas? Well, I think what Sean does that’s great for us is keeps us focused or pulls us back into focus because When you’ve got 26 guys and gals, there’s a lot of issues that come up.

(Speaker 4)
And then when you’re dealing with every one of those people is basically, call it two customers a day. So there’s a lot of different crises and issues that could come up. And you can get lost in that if you don’t have somebody that’s telling you, focus. He’s really Sean is really big on putting processes in place so that there’s answers that that these are texts our leaders can come get without having to come to me or to Ryan or Sam every time that occurs. comes up. I think that’s why the biggest takeaway for us, plus just the fresh ideas.

(Speaker 4)
Like I said, we had tried the Dream 100 and just thought, well, maybe that just won’t work for our business. We’re different, it won’t work for us. And then Sean’s little tweak on it taught us that, yeah, actually it can work really, really well for us. So just the fresh ideas, the staying focused on what’s important and not getting lost in the weeds. Another thing I find is people, I think, oftentimes view updating their website as an event and not as a process. So I’m going to teach all the listeners out there these five variables that make you rank on Google.

(Speaker 4)
One, you’ve got to get video content. And you have to keep doing it, because Google’s constantly scraping the internet to figure out who’s the most relevant website.

(Speaker 1)
I, images.

(Speaker 5)
In a business like yours, you want to get before and after and images of your work. S, search engine content. Every single week, we’ve got to add search engine content. M, have to get those Google reviews. We just have to get those Google reviews. And then finally, every single week, people might not know this behind the scenes.

(Speaker 5)
I don’t talk about it a lot at our conferences, but we do a diagnostic test on every client, every website, every week. We’re doing this where we’re using a tool called and a tool called Moz.

(Speaker 4)
And imagine you take your car to the repair shop, and you plug your car in, and it runs a diagnostic to tell you what’s wrong with your car, why the check engine light is on. We do that with every website on a monthly basis, constantly. Every week, we’re doing this. So we’re constantly updating our website to adhere to all of the search engine updates. And I think people don’t know that. They don’t recognize that.

(Speaker 4)
And it’s very similar to me. A website optimization process is very similar to growing a garden. We get all excited to plant the garden. We get fired up to plant the garden. But we have to pull the weeds on a weekly basis to make sure that that garden is producing fruit and it isn’t being choked out by weeds. Can you talk about the consistency every week of really trying to get video testimonials and images and so forth?

(Speaker 4)
content and more Google reviews. What kind of impact has that made on your business, ranking high in the search results and then now having a good online reputation? I think especially if you talk organic growth, like growth that we aren’t paying advertisers for, those factors are the biggest growth factors for us. And I really think they’re probably the biggest part of our growth as well. Every Monday morning, we have a tech meeting and every Monday morning, Our techs all hear about that, about getting videos, before and after videos, before and after pictures. They’re attached to our invoices.

(Speaker 4)
Our system supports that. And we have them, we talk to them about getting Google reviews because it turns out there was a study apparently that you put out that we quote most every Monday morning, an unofficial study. that you’re 60 times more likely to get a Google review if you ask for one. So we talk about that as being the limiting factor. Oh, let me tell you a true story. This is a sad story.

(Speaker 1)
It’s a good story, but sad story.

(Speaker 5)
Good now, started off sad. One of our clients, they have a beautiful restaurant out there on the left coast. Most of our clients are not in Oklahoma. This client, huge restaurant out in the West Coast, beautiful build out, the world’s best food. I mean, this food is incredible. And our first meeting, I look at their website.

(Speaker 5)
I look them up.

(Speaker 1)
And they’ve got like a 2 .4 rating on Google.

(Speaker 4)
And the reviews are toxic, Bob. I mean, it’s ex -employees ripping them. It’s competitors ripping them. It’s the occasional mistake that everybody makes ripping them. And nobody’s leaving good feedback. It’s just constantly, like one lady left a complaint that she was complaining that the restaurant didn’t serve sushi.

(Speaker 1)
And when the restaurant is in fact not claiming to sell sushi.

(Speaker 5)
So they just had like complaints from people that were and it was bad. And I go, I’ll tell you why people aren’t going there. A, they can’t find you and B, if they do look you up. I don’t know how many women are excited to go on a date with their husbands or men are excited to take a woman on a date or whatever to a restaurant that has a 2 .3. I mean, who wants a 2 .3?

(Speaker 5)
Can you talk about that, the importance of maintaining that online reputation?

(Speaker 1)
Oh, it’s huge.

(Speaker 45)
Because if you don’t actively seek Google reviews, those are the only Google reviews you’re going to get the unsatisfied customers.

(Speaker 4)
And there’s all these happy customers out there that think we’re doing great. We have to ask them and get those reviews. Because we have those reviews like you’re talking about the you know, the the occasional where we just can’t make someone happy. We didn’t provide the service in some cases, ex -employees, but we also have a ton of Google reviews from real, satisfied customers. Not all of them fives, by the way. We have a lot of four -star reviews, but we still love them because I think it just makes it look more realistic that, yeah, people are, in fact, really leaving reviews and they’re saying, these guys are good, but only Jesus gets five stars.

(Speaker 5)
That’s hilarious. OK, now I’ve got five final questions for you coming in hot. Chet Holmes, bestselling author of The Ultimate Sales Machine, he once said, best buyers buy more. They buy faster and buy more often than other buyers. These are your ideal buyers. Have a special Dream 100 effort dedicated to just the dream clients.

(Speaker 5)
What do you say to somebody out there that’s not doing the Dream 100 system? Well, if you want sales, I mean, it is in inexpensive.

(Speaker 1)
It’s just insanely realistic to be able to increase your sales. It’s a surefire way to increase your sales. You just do like we did if you don’t believe because 100 is kind of daunting to do a visit. 100 apartment complexes every week is pretty daunting. We just took it down to 25 and started with that. Do something that’s manageable that you can actually get in front of people and be consistent with.

(Speaker 5)
Chet Holmes writes only 3 % of any market is in the buying mood now. What? Only 3 %? of any market is in the buying mode now. So if so many people you’re reaching out to on that Dream 100 list, they’re not going to buy this month. But maybe in, just do the math, in 30 months, they are going to buy because only 3 % are people.

(Speaker 5)
What are your thoughts on that to somebody out there that says, wow, I went to a place and it seemed like they weren’t interested at all? What do you say to somebody who’s struggling maybe to grasp that idea? Well, we talked about that. kind of broke down here, we didn’t like gain everything, you know, in one month, I got a broke down, you know, we went, like, May, this was after we got to see people in like April, and maybe got nowhere, we got a few clients in April.

(Speaker 4)
But like, every month, we just steadily, like you said, just one or two people, we’re looking at those people we hit. So we picked up like five in May, three in in June, two in July. And that’s how it’s just progressed all the way through October. We just Like you said, there’s somebody that’s unhappy with their current vendor. In our case, that’s usually what it is that makes them a willing buyer.

(Speaker 5)
And when we hit them on the right day, and if we hit them enough, eventually we are going to hit them on the right day where they’re ready to buy from us. Next question I have here for you. The ultimate sales machine, Chet Holmes, writes, the missing ingredient for nearly all of the 1 ,000 plus clients that he worked with directly to improve their businesses was pigheaded discipline and determination. He writes, we all get good ideas at seminars, and from books, and radio talk shows, and from business building gurus. The problem is that most companies do not know how to adapt, how to identify and adapt these best ideas to their business. Implementation, not ideas, is the real key to success.

(Speaker 5)
What do you say to somebody out there that doesn’t have a business coach, somebody like Sean or our team, to guide them down the path and help them implement? Well, I think you’ve at least got to consider. And I can tell you what I’ve learned We pay for your services. I mean, it is insane what we get for it. And that’s not even talking about the coaching, just the services that you provide.

(Speaker 3)
terms of content and the website, creative design.

(Speaker 4)
It’s just, at least give it a shot. I mean, I’ll be honest, Ryan and I were very skeptical way back in 2019 when we first started too, because that was a lot of money for us at the time. And now it’s like, we can’t imagine not spending that money because it’d be just downright stupid for us because we get so much more back. than we ever invested in it. We couldn’t be where we are today without a coach. Final two questions for you.

(Speaker 4)
We charge you $1 ,700 a month. Everybody watching this, that’s what we charge, 1 -7 -0 -0. And we provide photography, and videography, and web development, and search engine, and coaching, and the conferences, and all that stuff is included. How would you describe the return on investment that you’ve seen paying that $1 ,700 a month? I don’t know if I could even quantify it. But like I told you earlier, we went from being stuck to more than doubling in size.

(Speaker 4)
And we’ve learned so much over the last few years. We didn’t learn everything on the first conference. We’ve made mistakes even since then, and Sean has helped guide us. We can easily grow 30 % a year, even though we’re at about a $2 million in sales on our refinishing. Knowing what we know now about marketing, about hiring, about training, about having processes in place, we can easily grow 30 % a year. 30 % a year.

(Speaker 4)
I think you’re putting me on the spot for math. Let’s call that 600 ,000 in sales a year. How do you compare 600 ,000 to $1 ,700 a month? That’s a pretty good return.

(Speaker 1)
It’s powerful.

(Speaker 5)
Final question I have here for you. When I started growing my first company, DJConnection . com, I was 20 years old. I looked up one day, and I had 40 employees. And I’m going, wow, I probably need to hire a mentor. Full disclosure, I haven’t owned that company in well over 10 years.

(Speaker 5)
But when I was building DJ Connection at the time, I knew I needed to get a mentor or something. And the mentor that I went with, I’m not being disparaging of the guy, but I knew

(Speaker 1)
money and I thought it was going to be a flat couple thousand dollars a month.

(Speaker 4)
Well, every time I called the guy for help, I got another charge. So he told me, he said, Clay, if you ever need something, you call me.

(Speaker 18)
And every time that I called him, there was another bill.

(Speaker 2)
He was charging me per hour, per call, per email.

(Speaker 39)
And then he would always recommend something.

(Speaker 4)
He’d say, Clay, you got to make your website better. And I would say, OK, great. Who do you recommend? And he would say, oh, I recommend this service. Well, Bob, I had to go pay that service. So every time that I would hop on a call with him, the call would result in me needing to hire another vendor, another provider.

(Speaker 4)
And every time I had another question, it cost me more money. What’s it meant like to you from a peace of mind perspective, knowing that when you call us, when you’re working with us, when we’re coaching you, you’re paying a flat monthly rate to grow your company and everything, the photography, the video, the ads, all that’s included, all that, that putting it all together is included in that flat monthly fee. No, it’s huge because we can plan them. And that’s a big, you know, a huge part of business, as you know, is, you know, making sure that you can control your fixed expenses so that you’re not don’t have money just going out the door that you haven’t planned on.

(Speaker 9)
Seventeen hundred dollars.

(Speaker 46)
What we get for that is just it’s insane.

(Speaker 3)
It’s a flat fee every month. We don’t call up, Sean, and say, hey, we need a design for a truck wrap. And all of a sudden we got to pay another five hundred dollars. It’s just we just get this awesome design for a truck wrap or for a one sheet or whatever it is we need. It’s just it’s just great. Now, folks, if you’re watching today’s show, what I want you to do right now, this will help our guest out a lot.

(Speaker 3)
Go to surface -renew . com. That’s surface -renew . com. And if you learned something on today’s show, share today’s show with your friends, family on social media. If you learned something on today’s show, share today’s show with your friends and family on social media.

(Speaker 3)
But more importantly and most importantly, go to surface -renew . com because that does help the website rank higher if you share a link to the website. So go to surface -renew . com and share a link to the website. Bob, Bob, I really do appreciate you taking time for being here with us.

(Speaker 3)
I do appreciate your whole team, Ryan, and Sam, and the whole team behind the scenes that makes it happen.

(Speaker 8)
Thank you so much for being diligent doers, and we’ll talk to you soon.

(Speaker 3)
Awesome. See you, Clay. Bye -bye. But it’s been tremendous.

(Speaker 8)
I can’t say enough about it.

(Speaker 45)
Carter keeps me accountable.

(Speaker 8)
He keeps me focused on working on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees. And now I’m up to 10 employees. And it’s all because of the work we’re getting.

(Speaker 3)
We’re getting more and more work.

(Speaker 44)
play.

(Speaker 3)
I was suffocating. I was, like I said, I was doing the business since 2009 and everything was going through me. And at a point it’s, it’s a breaking point. And that’s where I think businesses just cave in and give up. And I found you on rumble, and I started listening to you. And I think I told myself that it’s possible this, this guy’s system is possible.

(Speaker 3)
And I can see hope. And I could keep the business going. And I just encourage people, if you’re on the fence, get off the fence and try it. What do you have to gain? Everything. There’s a proven path.

(Speaker 3)
There’s a way to get through it and there’s hope and the vision becomes clear. You’re not stuck. I would join and learn from them and implement, be a diligent doer. Does it happen in one day? No. Does it happen in one week?

(Speaker 3)
No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning. You’ll see some improvement and you’ll get hope and your vision will clear up. It’s Jay Poole and my web address is absoluteheatingcooling .

(Speaker 4)
com.

(Speaker 3)
We’re pretty much a suburb of South of Seattle. And so we service the West Seattle to Lakewood area and from the water, Puget Sound water, all the way to Maple Valley. I’ve been in the industry over 20 years. I started my business in 2009. We’re basically a family -owned heating and cooling company and we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks. Prior to joining your system, I was overwhelmed.

(Speaker 3)
And that’s because I didn’t understand the difference between working in my business and working on my business.

(Speaker 8)
I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures because I didn’t know the difference between working in and working on it.

(Speaker 4)
Give up hope. There’s a path out, out of your misery. And that’s joining the Thrive Time and reading books and learning and being a doer. You know, prior to joining Thrive Time, I wasn’t a reader. And now I am. And I just started out with telling myself, I love to read, I love to read, I love to read.

(Speaker 4)
I didn’t start that day reading, but it just kept soaking in. And I picked up a book and I started reading. And that gave me hope and a vision.

(Speaker 8)
And that’s what people need. We’re a family HVAC company.

(Speaker 4)
We do residential and light commercial.

(Speaker 8)
We specialize in quality installation, quality repair.

(Speaker 3)
and quality service.

(Speaker 4)
How much of an impact has it made on your business having your website updated and reinvigorated? Oh, tremendously.

(Speaker 8)
We, we had a website through another contractor.

(Speaker 3)
And we barely got any leads, I probably could count them.

(Speaker 4)
And we had it up for over a year or more.

(Speaker 3)
And I can count on one hand how many leads we cut off it.

(Speaker 8)
And now we’ve been with you going on 10 months.

(Speaker 4)
And we we get leads. It’s amazing.

(Speaker 8)
On today’s show, we’re interviewing a client who is having success because he’s putting in the work.

(Speaker 4)
And this just in, nothing works unless we work, right? Nothing works unless you and I put in the effort. And so I’m super honored and excited to interview a diligent doer, a person who says, look, just show me the proven path. I’ll put in the work. He’s the man with the plan. And he’s on today’s show.

(Speaker 4)
Jay, welcome on to The Thrive Time Show. How are you, sir? I’m doing awesome. Thanks, Clay. Now, Jay, for people who want to look you up and verify you’re real, can you tell us your first and last name and your web address so people can go look you up? Yeah.

(Speaker 4)
It’s jpool, and my web address is absoluteheatingcooling . com. And where are you guys based? Or maybe what markets do you, what areas of the marketplace do you service? We’re pretty much a suburb of south of Seattle.

(Speaker 8)
And so we service the West Seattle to Lakewood area and from the water, Puget Sound water, all the way to Maple Valley.

(Speaker 4)
And how long have you been in this particular industry? I’ve been in the industry over 20 years. I started my business in 2009. And what are all the services that you guys provide? So maybe we can have a little bit of a context. We’re basically a family owned heating and cooling company and we provide quality installation, repair and service.

(Speaker 4)
on all heating and cooling systems, gas fireplaces, gas hot water tanks, Now, I’m going to pull up something on my screen, and you can analyze this. And you might rebuke it and say, Clay, you’re out of your mind. But I’m going to pull it up so the listeners can follow my logic or lack thereof.

(Speaker 3)
But if we go to usdebtclock . org, which I encourage people not to do, but if you go there, you’ll see the US population is sitting at 342 million right now. And there are just 9 million self -employed people. So you have less than 2 .5 % of our population is self -employed.

(Speaker 4)
And for anybody who doesn’t like quick math, let me break it down. If 10 % of our population was self -employed, 4 million, but it’s not 34, it’s 9 million. So you have 2 .5 % of our population is self -employed. And then Inc. Magazine is, Inc. Magazine, this is Inc.

(Speaker 4)
Magazine, Inc. Magazine is reporting now that 96 % of businesses fail. Who’s saying this?

(Speaker 1)
Inc.

(Speaker 3)
Magazine. Why are they saying this? Because it’s true. And so what happens is, Jay, I meet entrepreneurs all the time who come to our conference or they listen to our podcast and they say, Clay, I don’t think it’s possible to grow my company. I don’t think it’s possible to get unstuck. And I think we get used to being stuck.

(Speaker 3)
I think we get used to it. We almost endure it. We almost go, well, I’m just going to be stuck here.

(Speaker 8)
Could you share with the listeners, how much have you been able to grow this year since you and I have been able to team up?

(Speaker 4)
Tremendously. Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my business. I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures, because I didn’t know the difference between working in and working on it. You know, we have a wonderful listener I just talked to moments ago, and maybe you could say something to her or maybe people out there.

(Speaker 4)
She says, look, I’m so overwhelmed. And we haven’t had the opportunity to really guide her down a path. I mean, we’re just getting to know this person, and she’s like, I’m so overwhelmed.

(Speaker 8)
I just feel like I’m swamped.

(Speaker 3)
I feel like I’m stuck.

(Speaker 4)
I almost feel like giving up.

(Speaker 3)
But she’s got a lot of money invested in the thing.

(Speaker 4)
What do you say to somebody who hasn’t gone through our system yet, so they’re not where you are, and they maybe feel stuck? Don’t give up hope. There’s a path out, out of your misery. And that’s joining the Thrive Time and reading books and learning and being a doer. You know, prior to joining Thrive Time, I wasn’t a reader.

(Speaker 1)
And now I am.

(Speaker 8)
And I just started out with telling myself, I love to read, I love to read, I love to read. I didn’t start that day reading, but it just kept soaking in. And I picked up a book and I started reading. And that gave me hope and a vision.

(Speaker 4)
And that’s what people need. You know, it’s interesting you say that, because there was a client of mine, I won’t mention his name, but he was telling me, you know, I really don’t like to read books, let alone write them. I don’t like to read books, and I definitely don’t want to write them. And now this particular individual, I’ll be vague about what he does and what industry he’s in, but now he writes books and he sells thousands of them. And he had to tell himself, OK, if you’re telling me you know how to turn an idea into a book, And he said to me, well, why would somebody want to read my book? And I go, because you have a problem that you can solve.

(Speaker 1)
And I know that you uniquely can solve the problem.

(Speaker 8)
So you could write a book that will teach people how to solve the problem, and people will pay for the solution. So with your company now, you’re in the industry where you solve problems.

(Speaker 3)
What kind of problems do you solve for your company?

(Speaker 2)
Well, on the technical level,

(Speaker 4)
or on the business level?

(Speaker 43)
On the technical level like what kind of problems when a customer calls you what problems are they typically have?

(Speaker 8)
Yeah lots of times they don’t have no heat or they don’t have no cooling and so they want us to come out and diagnose the problem and be forthright and not go there with the idea I’m going to find a reason to upsell them on a new system when in reality they just need a part replaced or they just need a general tune -up, a precision tune -up, and that’s what we provide. So what we do, and we work with every client, is we basically want to attack 13 areas of business improvement all at one time.

(Speaker 3)
And the first area is knowing your goals.

(Speaker 4)
And I always sit down with a client. We try to figure out, where are you now versus where do you want to get to? And I don’t want you to share on today’s show your specific financial numbers. But as far as knowing your goals, how much did that help you initially, just having somebody working with you on a weekly basis that was aligned to help you achieve those goals? Tremendously, I learned about tracking my numbers. I learned about accounting.

(Speaker 8)
I wasn’t doing any of that. And so talking to Carter, who’s my coach, he’s helped me to understand those things and to realize those goals and put the numbers down and look at them every day to keep working for that. This is powerful, folks. And again, someone says, well, this doesn’t seem like a super complicated, circular, emotional -based interview. This seems very literal.

(Speaker 3)
That’s what it is.

(Speaker 4)
Box number two, you’ve got to know your break -even numbers. You’ve got to know, how much somethings do I have to sell to break even? And again, I’m not asking you to share your specific numbers, but how much does it help you to know, hey, we’ve got to sell at least this much to pay my mortgage or my utilities or just to break even? Well, it gives you peace of mind that you can make your, your employee wage is paid. A peace of mind that you’re going to be able to pay your rent. A peace of mind that you can buy equipment so you can install it the next week.

(Speaker 4)
And for people out there that don’t know your industry, would you also refer to your industry as HVAC? Is that what people call HVAC? Oh yeah. Like I said, we’re a family HVAC company. We do residential and light commercial. We specialize in quality installation, quality repair, and quality service.

(Speaker 42)
Now, I talked to a gentleman today who happens to be in California, true story, who does what you do in the California area.

(Speaker 4)
And I hear all the time, people will say, because i’m in california you don’t understand it’s tough out here in california it’s tough in one of our great clients they’re in new york and i remember telling talking to this client they’re in new york and they go you don’t understand what it’s like to be a new york business owner it is tough and what i find is no matter where people live they always will find that that is the excuse that they’re going to give themselves if they want to Or I find people, no matter where in the country they live, they’ll make that kind of the motivator. They’ll say, in spite of the fact that I live in this city or this state or wherever, I’m going to have success. Do you feel like the success you’re having is accelerated because you live just outside of Seattle? I mean, is Seattle booming? Is that what’s driving your success? Yeah.

(Speaker 4)
Seattle area and the suburbs are highly densely populated. But you know what’s generating our success? is the integrity and the honesty that we deal with the customer. People are craving for contractors to be truthful. And when you are and you deal with them on that level, they become your relational customer.

(Speaker 3)
I believe in that. I believe in that. Now box number four, we have to figure out your unique value proposition. I want everybody to go with me right now. We’re going to go to the website. Absolutely.

(Speaker 8)
.com.

(Speaker 4)
com. Everybody put it in your web browser right now. Search for it. Find it. Absoluteheatingcooling . com.

(Speaker 4)
Everybody go there right now. I’m going there. You’re going there. Everybody’s going there. Absoluteheatingcooling . com.

(Speaker 4)
What we have to do with your business, Jay, and for every business, is we’ve got to make your website look first class.

(Speaker 1)
And it doesn’t mean that your website is done.

(Speaker 8)
We’re not done improving it. But we have to get it done, and then we have to keep perfecting it until it’s perfect. So I want to get your thought here. With your website right now, how much of an impact has it made on your business having your website updated and reinvigorated? Oh, tremendously. We, we had a website through another contractor.

(Speaker 8)
And we barely got any leads, I probably could count them.

(Speaker 3)
And we had it up for over a year or more.

(Speaker 4)
And I can count on one hand how many leads we cut off it. And now we’ve been with you going on 10 months. And we we get leads. It’s amazing. You’re getting leads. And again, if you’re watching this show and you say, I feel discouraged.

(Speaker 4)
I feel like I’m frustrated. I’m telling you, Jay can do it. You can do it. Next box, box number five. You got to improve that branding. Your website, your print pieces, your auto wraps, everything has to be awesome or nothing.

(Speaker 4)
Awesome or nothing. Great or nothing. Jay, how much has it helped you knowing that, hey, frankly, I mean, full disclosure, You’re paying us $1 ,700 a month, and that includes everything.

(Speaker 8)
So we guide you down the path, but knowing that you have a team. How much, I guess, has that helped you, knowing that you have a team that’s going to do everything that we’re asking you to do from a branding perspective, website, photography, video, search engine, video, online ads, all of that’s included in that flat monthly fee? It’s been tremendous. I can’t say enough about it. Carter keeps me accountable. He keeps me focused.

(Speaker 4)
working on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees and now I’m up to 10 employees. And it’s all because of the work we’re getting. We’re getting more and more work. Amen. And that’s why we do it.

(Speaker 4)
Now again, money’s a magnifier.

(Speaker 17)
So if you’re watching this show right now and you’re a jerk, if you have a lot of money, you’ll become a huge jerk.

(Speaker 4)
And one thing I have found in my life, I mean this, I mean this, I mean this, Jay, I have seen people in my life in a four year period of time, five year period of time, go from a humble, coachable person to a massive jerk. And it hasn’t happened once or twice or three times. It’s happened a lot because money’s a magnifier. And so money just allows you to give more if you’re a giver. It allows you to take more steroids if you want to take steroids. It allows you to be cold to people, really cold.

(Speaker 4)
If you’re a person who wants to be cold, it allows you to be really cold. If you’re a person who wants to be nice and giving to the community or the people around you, it allows you to do that to a greater extent. As your company has grown, what has it done for you? And again, I’m not fishing for those numbers, but what has it done for you knowing that, well, you know, we’ve got a little extra money now, we’re able to pay the bills, you know, we’re not in panic mode. What’s that done for you, just your mindset or you and your family and what you’ve been able to do? Well, first of all, it’s been able to give me, it’s been able, I’ve been able to give more to my church.

(Speaker 4)
Second of all, I’ve been able also to to bless my employees by buying them some stuff. And one example was you brought up Mike Lindell, and we bought bedsheets for everybody and pillowcases for everybody. And I know that’s kind of quirky sounding, but I

(Speaker 8)
totally got into it. It was a blessing. That’s the kind of stuff. I’m just telling you, folks, once you grow a successful company, it’s going to allow you to give more, to be more. OK, now box number six, you have to have a three -legged marketing stool. Now, we’re kind of pacing ourselves.

(Speaker 4)
I want to respect your time. But a three -legged marketing stool is you have to have a proven turnkey system in place that allows you to gain more customers without needing to do the following five things. Without needing to go viral. Hello? Because if your business model is based upon you going viral, then you have to think about going viral. Two, it doesn’t require you to geographically travel the earth.

(Speaker 4)
Jay, you don’t have to circumnavigate America in order to generate leads. Three, you don’t have to be a genius. You don’t have to be a genius.

(Speaker 3)
What if your marketing plan involved you being a genius and traveling around all the time and going viral? You wouldn’t have time freedom or financial freedom. Four, it’s profitable. What does it profit you if you have a marketing strategy that makes everyone around you poor, and it allows you to gain customers, but you don’t actually do it profitably? I mean, if you have to pay your employees nothing, and you don’t have any profit left to pay your partners, what’s the point of it? And the fifth thing, your marketing system.

(Speaker 3)
It needs to be something that allows you to create time freedom and financial freedom. Jay, if you had a marketing system that required you to be up at night till 10 o ‘clock every night responding to things and posting things and going viral for things and constantly reaching out to people on social media, you wouldn’t have much in the way of time freedom.

(Speaker 4)
So I want to get your thoughts. What’s it meant for you and your wife and your family to have a turnkey marketing system that generates you leads day in, day out? has been tremendous. One part of the marketing leg was working our dream list with property management companies and with HOA associations and churches, just consistently reaching out to those places once a week. Now, all of a sudden, we don’t have a low period and a high period.

(Speaker 4)
Because of reaching out to those places, we’ve been able to fill the low with service work and keeping our employees employed. It’s tremendous. Now, you have this thing called the Dream 100 that you do. And I want you to talk about that. Chet Holmes, the best -selling author of The Ultimate Sales Machine, he’s the one that came up with the system.

(Speaker 41)
It’s The Ultimate Sales Machine, written by Chet Holmes.

(Speaker 4)
Incredible book.

(Speaker 1)
Chet Holmes, may he rest in peace. But he talks about making a list of your ideal and likely buyers and relentlessly reaching out to them to tell them, hey, we exist and we can solve problems for you. Could you tell us a little bit more about your Dream 100 system and how you do that? Because you do it very well. Well, I watched your video on your tower of power.

(Speaker 4)
And then I just implemented the plan.

(Speaker 8)
And that was for a three or four week stretch, we just send them a one sheet all about us. And then after that, we would show up with a little gift bag and talk about just opportunities that, hey, we’re just there to help you. And if there’s ever a time you need an HVAC company to work on any kind of your systems like fireplaces or heating and cooling, we’ll be there. And we’d love to get your packet so that we’re all signed up and ready to go.

(Speaker 40)
And all you gotta do is call us.

(Speaker 4)
It’s been tremendous. Now, again, you are doing it. You’re following the systems. That’s called the Dream 100 system.

(Speaker 21)
That’s one part of the system.

(Speaker 4)
Box number seven, for sake of time, we have to have great sales systems. You’ve got to have sales scripts, recorded calls, one sheets. That’s like a marketing brochure. You have to have pre -written emails and a tracking system. We do all that. We’re doing all that.

(Speaker 4)
Have we done all of it? No. Are we building all of it? Yes. We’re getting there. And again, Jay, if you had to describe the growth you’ve had, you’re stuck in an elevator with somebody, and they go, come on.

(Speaker 4)
How much growth have you really had?

(Speaker 3)
If you had to describe it, I mean, you said you went from what? You said a couple tech or four techs? to? Four to 10. Yeah. In 10 months.

(Speaker 3)
It’s been 10 months. Yeah. Powerful. I’m telling you, folks, you can do it. If you’re watching this and you feel discouraged right now, you can do it. And to quote the guy who follows Adam Sandler around in his movies, you can do it.

(Speaker 3)
Yes, Rob Schneider.

(Speaker 4)
Yes, you can do it. Box number eight, you have to determine a sustainable customer acquisition cost. So how much does it cost you to gain a new customer? You have to track that. If you don’t track it, again, you must measure what you treasure. You will slack where you don’t track.

(Speaker 4)
What am I saying? You have to measure what you treasure.

(Speaker 39)
You will slack where you don’t track.

(Speaker 4)
It is so important. So again, we track all the numbers. So we know that, Jay, you’re getting business from your Dream 100 marketing. You’re reaching out to people that don’t know you, and you’re saying, Hello, we would love to serve you and provide services for you. And we know it’s working because we track what would happen Jay, if you didn’t track weekly every single week with with with Carter and our entire coaching team, we would, we’d be lost. And we wouldn’t know how much money we’re spending on advertising.

(Speaker 4)
And Prior to that, we were spending probably $150 a week on Google advertising. And now because we’re implementing your processes, we’re getting Google reviews and video reviews, and you guys are doing the HDL content on our website. We’re down to like five bucks now a day. $28 a week spending on Google ads, which is tremendous. And I want to backtrack one thing, Clay, when we talked about the previous one is we didn’t have hardly any maintenance agreements signed up with our customers. And so we slowly been working on that.

(Speaker 4)
And then we have stand up crew meetings at 745. And in that we we do some job roles.

(Speaker 3)
shadowing where we try to help our techs work with objections, overcoming objections with customers. And that’s been tremendous. And that has increased our maintenance program big time. Plus we incentivize our technicians with money to talk to our customers to sign up with the three options of a maintenance agreement.

(Speaker 8)
Again, you’re doing a daily huddle.

(Speaker 4)
We teach that. We teach that, folks. That’s something we teach. I’m telling you, if you have a business and you hate yourself, don’t do a daily huddle. So we’re moving on to box number nine. You have to create it.

(Speaker 4)
To build an organization, you have to be organized. Yes! So to build an organization, you have to be organized. You can’t spend your entire meeting looking for passwords and documents. You’ve got to save things properly, file nomenclature, saving passwords in the right place. I can’t tell you how many clients I meet with wonderful people.

(Speaker 4)
They’re going, you know, I haven’t updated my website in four years. I say, why not? They say, I can’t find the passwords. So you got to have systems and processes. Box number 10, you got to manage people. This just in.

(Speaker 4)
You can’t just hire people.

(Speaker 1)
It requires teamwork to make the dream work.

(Speaker 3)
Jay, you’ve got those daily huddles going, those daily standing meetings. How much has that impacted you, having those daily standing huddles where you get on the same page with everybody before you start your day? They’re huge. They create a teamwork atmosphere. Everybody knows what needs to happen and what needs to get done. And everybody knows what we need to get done to be profitable so that we can then pay our employees more money.

(Speaker 3)
That’s important. Again, folks, there’s so many things that Jay is doing. He’s doing it well. I’m just super excited for Jay to be able to encourage everybody out there. Box number 11, you got to have a repeatable, sustainable weekly schedule. There’s always one more job, one more opportunity, one more crisis.

(Speaker 3)
You got to build a schedule. And Jay, you’ve done that. You’re doing that. It’s always something we’re working on.

(Speaker 8)
Box number 12, again,

(Speaker 4)
I mentioned it earlier. It requires teamwork to make the dream work. You’ve got to have a system in place for hiring, inspiring, training, and retaining. You have to have a system in place to hire, inspire, train, and retain. Once again, you have to have a system in place to hire, inspire, train, and retain. If you cannot find good people, train good people, yes, even in Seattle, someone says, you can’t find good people in Seattle.

(Speaker 4)
Oh, yeah, you can. People say, you can’t find good people in California. Oh, yes, you can. Could you talk about the hiring process, the hiring systems, and how much that’s impacted you being able to now find good people, hire, inspire, train, and retain good people? Sure, before Thrive, I would interview people one at a time. And that was a waste of my time.

(Speaker 4)
Because sometimes I’d interview four people, and there went four hours of my life. And then I learned about the group interview. And so we started scheduling that.

(Speaker 1)
And it’s been incredible.

(Speaker 3)
You can find the A players in those kind of situations. And that’s so beneficial to us. And plus, I don’t waste time. four hours. I only, I’m only concentrating on one hour and it’s been super beneficial. I got to also when I went down to the Thrive Time conference last month, I got to watch you do the interviews.

(Speaker 3)
And you just made it so easy and understanding. And I was putting too much stress on myself. And I followed your advice. And then I read the little sheet of paper you handed out talking about Adam Sandler and his. I put that into my interview. It just lightens it up a little bit.

(Speaker 3)
It lightens it up a little bit.

(Speaker 4)
I’ll say this for anybody out there watching. We had 31 people that were supposed to be at our interview on Wednesday night. 31, which is more than 30, by the way. And you would think, wow, how are you going to interview 31 people at the same time? seven people showed up. But of the seven that showed up, we only had two that I could count that mentally showed up.

(Speaker 4)
What am I saying? Only two of those seven even showed up anywhere close to on time. And these aren’t like early morning interviews. These aren’t late night interviews. This is 5 .30 PM.

(Speaker 8)
So I’m just telling you folks, you got to do this process for hiring people. My final question I would ask you, for anybody out there, my final two questions. For anybody out there that is not a client, that is not paying our team $1 ,700 a month to help them start and grow a successful company, Could you describe, what kind of impact has it made on you, your business, your family? Like I told you earlier in the interview, Clay, I was suffocating. I was, like I said, I was doing the business since 2009, and everything was going through me. And at a point, it’s a breaking point.

(Speaker 8)
And that’s where I think businesses just cave in and give up. And I found you on Rumble, and I started listening to you.

(Speaker 4)
And I think I told myself that, you know, it’s possible. This, this guy’s system is possible. And I can see hope. And I could keep the business going.

(Speaker 8)
And I just encourage people, if you’re on the fence, get off the fence and try it. What do you have to gain everything? There’s a proven path, there’s a way to get through it.

(Speaker 38)
And there’s hope and you know, and the vision becomes clear.

(Speaker 8)
Final question is, how would you describe the conferences? Because I never know how you guys are going to react. People like Dr. Zellner show up, or Tim Tebow, or Eric Trump.

(Speaker 3)
We bring in a lot of people.

(Speaker 4)
The room is filled with clients who are successful. So we bring up client success stories. And the way it works is we do 30 minutes of teaching, and then I do a 15 -minute Q &A. And those questions are based upon the questions that attended. are writing on the whiteboard. So I never know how it’s going to go.

(Speaker 4)
I know we’re going to cover the systems, but how would you describe the conferences? They’re incredible. They’re full of energy. And then when you have a break, you can talk to people that are in the business too, and learn from them. And also sometimes give some advice that, hey, I went through that. And so I started doing a calendar, and it’s helped me keep on task.

(Speaker 4)
And I started doing a to -do list, and it’s helped me to keep on task. And there’s hope. There’s a way to get out of it and to move on. I’ll give you the final word, final 30 seconds. Anybody watching this right now, maybe someone feels down in the dumps.

(Speaker 8)
They feel like they are stuck with their business.

(Speaker 3)
What do you say? No, you’re not stuck. I would join and learn from them and implement, be a diligent doer. Just, you know, does it happen in one day? No. Does it happen in one week?

(Speaker 3)
No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning. You’ll see some improvement and you’ll get hope and your vision will clear up. Jay, thank you so much for your time, for your energy, and for anybody out there, if you learned anything on today’s show, I want you to share this show with a friend. Surely you shall share. If you’re watching this right now and you learned something, share it with a friend.

(Speaker 3)
And I would encourage you to check out that website, absoluteheatingcooling . com. Jay’s a real guy. He has a real business, a great family. That’s absoluteheatingcooling . com.

(Speaker 3)
And by the way, folks, a little search engine tip. It does help Jay’s website rank higher. Thus, it will benefit him in the short term and the long term if everybody goes to visit that website. So everybody right now, go with me now. Go to absoluteheatingcooling . com.

(Speaker 3)
AbsoluteHeatingCooling . com. That’s AbsoluteHeatingCooling . com. Jay, it’s an honor to know you, sir, and we’ll talk to you soon. Thanks, Clay.

(Speaker 3)
It was an honor to talk to you. Bye -bye. I’m Glenn Shaw, owner of Shaw Home. in Tulsa, Oklahoma. Started the company in 1985. At that time, it was one employee doing everything, me. I met Aaron Antus in 2007.

(Speaker 3)
The top three things that Aaron did for Shaw Homes was he brought in processes that helped us be able to repeat over and over. He brought in unique hiring skills.

(Speaker 1)
He was able to find the right people for the right seat on the bus. And Aaron brought, uh, sales techniques that we weren’t familiar with up until that time. When Aaron came, uh, we were selling about 80, 85 houses a year. And during the 16 year period, we saw sales get up over 400. Before I met Aaron, the only sales manager we had was myself. And I was completely unable to perform that job.

(Speaker 1)
And so Aaron brought major changes and great results with them. In the many years that I was building houses before Aaron, I was great at selling if somebody wanted to buy. But they had to be knocking on my door, asking me to sell them a house before I could actually make that sell. I had no sales techniques and no ability to generate sales. Aaron coming in as a natural salesperson just absolutely transformed that and made the sales experience better for the company and better for our buyers. Prior to Aaron, I would work all week for the company.

(Speaker 1)
I’d sit in the model home over the weekend and had a salesperson or two, but I was actually out there all weekend working that. Since hiring Aaron, I was able to take my weekends off, even reduce my workload during the week. I went from working 60, 70 hours a week to almost a normal workload. So I’ve been a member of the Builder 20 program in the National Association of Home Builders for 25 years, 20 years. And during that time, I’ve seen a lot of sales managers with the other companies that have been involved.

(Speaker 1)
And in my opinion, Aaron is smarter and sharper than any sales manager of any builder that’s ever been in our group. Now, some markets They don’t have to try to sell, they just sell themselves. But with the ability to sell and to train and hire, Aaron was better than any of those sales managers that were in my program. Well, I remember when I considered hiring Aaron many years ago, the thought of spending the extra money was a little scary, but in hindsight, it was one of the best things I’ve ever done. It freed my time, increased our sales, and at the end of the day, increased our profitability beyond my wildest expectations. Years ago, I was concerned that if I didn’t do whatever a customer asked me to do, it might be the last house I sold.

(Speaker 1)
And so over time, we were able to move away from unlimited customization to pre -designed options. The problem that we were having in those days is that the customer would tell us what they wanted, but they didn’t really know what they wanted. they wanted. And we would deliver exactly what they told us to do, and they wouldn’t be happy with it. So as we became more standardized, we give lots of options, but we don’t customize. And in the end, that allows us to sell more homes for better margins than spending countless hours trying to customize in just every avenue of the sales process.

(Speaker 1)
Hi, I’m Aaron Antus with Shaw Homes. 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.

(Speaker 1)
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 100 ,000.

(Speaker 1)
internet leads in a month.

(Speaker 4)
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.

(Speaker 4)
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.

(Speaker 4)
It has really exceeded my wildest expectation of what he might be able to do.

(Speaker 37)
I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months,

(Speaker 4)
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.

(Speaker 21)
And so we kind of felt like we knew what we were doing.

(Speaker 1)
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.

(Speaker 36)
I think in the 35 -year history of Shaw Homes, this is probably the best thing that’s happened to us.

(Speaker 1)
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 Klay 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 Klay and his team.

(Speaker 1)
I guarantee you’re not going to regret it because we sure haven’t. Okay, Aaron Antis guess who’s joining us for the December 4th and 5th 2025 thrive time show business growth workshop No, we will not be joined by Santa Claus But we will be joined by Eric Trump the son of the 45th and now 47th president of these United States and yes

(Speaker 4)
Amanda Grace will be in the place.

(Speaker 29)
And yes, Dr. Stella, man you well will be there so you know it will go well. Yes, we have Mel K in the house.

(Speaker 23)
Pastor Phil and Tammy Hotson -Pillar will be hosting this event at their beautiful church right there in sunny Anaheim, California.

(Speaker 35)
Yes, folks, make this a December to remember.

(Speaker 1)
Make this a December to remember and join us at the two day interactive business growth workshops. For over 20 years, folks, I’ve been hosting business growth workshops, where we’re going to teach you marketing, sales systems, human resources, accounting, social media marketing, branding, sales training, search engine optimization, accounting, workflow development, financial management, all this and more. How do you get tickets?

(Speaker 34)
Go to Thrivetimeshow .

(Speaker 33)
com.

(Speaker 1)
Again, how do you get tickets?

(Speaker 32)
Go to Thrivetimeshow .

(Speaker 4)
com and request tickets today. Trump. People don’t know this, but the Trump organization has thousands of employees. There’s not 50 employees. The Trump organization, again, most people don’t know this, but the Trump organization has thousands of employees. And while Donald J. Trump was the 45th president of these United States, this just in from our home office, President Donald J. Trump is now the 47th president of these United States as well.

(Speaker 4)
I’m Ron Burgundy. He needed someone to run the companies for him and so the man that runs the Trump organization for Donald J Trump as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump. Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages billions of dollars of real estate and thousands of employees is here to teach you. how to do it. You are talking about one of the greatest brands on the planet from a business standpoint.

(Speaker 4)
I mean, who else has been able to create a brand like the Trump brand?

(Speaker 1)
I mean, look at it.

(Speaker 18)
And this is the man behind the business for the last, pretty much since 2015.

(Speaker 4)
He’s been the man behind it. So you’re talking, we’re into nine going into 10 years of him running it.

(Speaker 31)
And we get to tap into that knowledge.

(Speaker 4)
That’s going to be amazing.

(Speaker 1)
Now think about this for a second. Nothing is over until we decide it is.

(Speaker 31)
Was it over when the Germans bombed Pearl Harbor?

(Speaker 1)
German? Forget it, he’s rolling. And it ain’t over now! And it’s $500 for a VIP ticket. Now, we only have limited seating here. Whoa!

(Speaker 1)
There’s a lot of togetherness and closeness, camaraderie. So again, if you want to get tickets for this event, all you have to do is go to thrivetimeshow .

(Speaker 25)
com.

(Speaker 1)
Go to thrivetimeshow . com. When you go to thrivetimeshow . com, you’ll go there.

(Speaker 4)
You’ll request a ticket. Boom. Or if you want to text me, if you want a little bit faster service, you say, I want you to call me right now. Just text my number. It’s my cell phone number. My personal cell phone number.

(Speaker 4)
We’ll keep that. private between you, between you, me, everybody.

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

(Speaker 1)
And so to be bilingually sensitive, my cell phone number is 918 -851 -0102. -01.

(Speaker 4)
Zero tip.

(Speaker 30)
That is not actually bilingual.

(Speaker 1)
That’s just saying Kwan for a one. It’s not the same thing. I think you’re attacking me. Now, let’s talk about this. Now, what kind of stuff will you learn at the Thrive Time Show Workshop? So, Aaron, you’ve been to many of these over the past seven, eight years.

(Speaker 1)
So let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn here, OK? OK. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh, yeah.

(Speaker 1)
We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there like the Trump brand. You want to get that brand? It’s like, how do I actually make people know what my business is and make it a household name? You’re going to learn some intricacies of how you can do that. You’re going to learn sales. So many people struggle to sell something.

(Speaker 1)
This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people. throughout your career and thousands of contractors and most people struggle with managing people.

(Speaker 1)
Why does everybody have to learn how to manage people? Well, because first of all, people are, you either have great people or you have people who suck. So it could be a challenge, you know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge, but If you have the right systems, you have the right processes, and you’re really good at selecting great ones. And we have a process we teach about how to find great people. When you start with the people who have a great attitude, they’re teachable, they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization.

(Speaker 1)
We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you

(Speaker 4)
management.

(Speaker 29)
How do you manage your time?

(Speaker 4)
How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop. Now let me tell you how the format is set up here.

(Speaker 4)
And again, folks, this is a two -day interactive 15. Think about this, folks. It’s two days. Each day, it starts at 7 AM, and it goes until 5 PM. So from 7 AM to 5 PM, two days. It’s a two -day interactive workshop.

(Speaker 1)
The way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question and answer session.

(Speaker 29)
So Aaron, what kind of great stuff stuff happens during that 15 -minute question and answer session after every teaching session?

(Speaker 4)
I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them. And you go in there and they talk in vague generalities and they’re constantly upselling you for something, trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing. And what’s awesome about this is we literally answer every single question that any person asks.

(Speaker 4)
And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch.

(Speaker 29)
And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett.

(Speaker 17)
You could meet Mel K. You could meet Amanda Grace.

(Speaker 4)
You could meet Dr. Stella Emanuel. You could just grab a coffee. You could find some alone time.

(Speaker 28)
You could get lost in the bathroom.

(Speaker 27)
You could try to go and get a photo with one of the speakers.

(Speaker 4)
You could try to photobomb a photo where someone else is getting a photo with the speakers. You could go attempt to find your phone, wallet, and your keys. Now that’s a good idea. That means you have less than 3 % of our population that’s even self -employed. So you only have 3 out of every 100 people in America that are self -employed to begin with, and when Inc. Magazine reports that 96 % of businesses fail by default, By default, you have a one out of a thousand chance of succeeding in the game of business.

(Speaker 4)
But yet the average client that you and I work with, we can typically double this. No hyperbole, no exaggeration. I have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months.

(Speaker 1)
And you say double? Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples you can see. see it thrivetimeshow . com.

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

(Speaker 26)
You say, Clay, I still I’m not going to get a ticket unless you give me more.

(Speaker 1)
Okay, fine. We’re going to serve you the same meal both days.

(Speaker 4)
True story. We have we cater food. And because simple, I keep it simple. I literally bring in the same food both days for lunch.

(Speaker 1)
Who’s with me? Let’s go!

(Speaker 25)
Incredible.

(Speaker 24)
A Mexican restaurant.

(Speaker 1)
That’s going to happen.

(Speaker 23)
I want more.

(Speaker 1)
This is not enough. Give me more.

(Speaker 10)
Okay.

(Speaker 16)
I’m not going to mention their names right now because I’m working on it behind the scenes here. We just continue to add more and more success stories.

(Speaker 10)
So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, You want a life -changing experience. You want to learn how to start and grow a company. Go to Thrivetimeshow . com.

(Speaker 22)
Go there right now.

(Speaker 15)
Thrivetimeshow . com. Request a ticket for the two -day interactive event.

(Speaker 14)
Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California. Great weather. Make this a December to remember.

(Speaker 9)
Eric Trump, the man who leads the Trump Organization.

(Speaker 10)
It’s going to be a blasty blast.

(Speaker 13)
There’s no upsells.

(Speaker 9)
Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now, you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. You think that’s going to change your life? I promise you this will be 10 times better than that. It’s like I picked the wrong week to quit smoking.

(Speaker 9)
Don’t do the smoke your way to thin conference.

(Speaker 13)
That is I’ve tried it. Don’t do it. Chainsmoking is not a viable.

(Speaker 9)
I mean, it is life changing. It is life changing.

(Speaker 8)
If you become a chain smoker, it is life changing.

(Speaker 9)
Best weight loss program. Right. Not really.

(Speaker 21)
So if you’re looking to have life changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow .

(Speaker 2)
com. Again, that’s Aaron Antis. I’m Clay Clark and reminding you and inviting you to come out to the two -day interactive Thrive Time Show Workshop in beautiful Anaheim, California. I’m Vince Suzuki, also from Sarasota, Florida. He dragged me here. Yep.

(Speaker 2)
Was here in 2018.

(Speaker 12)
And it changed my business. And I built another business.

(Speaker 2)
And now I’m here to do it again with this business. Yeah, I’m a brand strategist. And I’ve been doing this for a long time. go to a lot of events like this and just leave what to do next. Already there’s the strategic, step by step, real life implementation and explore business and I’m very excited that Eric Hump is here and that is going to be epic.

(Speaker 12)
My name is Erica and it has been amazing here at the conference.

(Speaker 20)
I’m learning so much.

(Speaker 2)
Everything is perfect for me. Clay Clark man, he is one character.

(Speaker 6)
That’s a good word for him, character. Yeah, that is it. Good, driven, smart. And I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother, and she just says, she just lets him be Clay Clark.

(Speaker 6)
I mean, so he’s endorsed by his mother, and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. Clay Clark starts his days at five o ‘clock in the morning. Oh, it’s incredible. Yeah.

(Speaker 9)
He’s like, he’s a machine. He’s a machine.

(Speaker 1)
But his, you know, I have problems with my company starting at nine o ‘clock. He has hundreds of people showing up at 5 a .

(Speaker 4)
m.

(Speaker 19)
in Tulsa, Oklahoma.

(Speaker 18)
Man, he’s a leader of a leader.

(Speaker 4)
He’s a fantastic young man. No, he is. And the greatest thing that’ll come out of all of it, aside from winning the presidency of the United States, we’ll get to that in a second. Was an everlasting friendship between clay and I because I’m telling you there’s not too many people in the world that have this man’s Backbone and his tenaciousness and his perseverance and so buddy. I love you and to General Flynn Thank you. You guys are incredible.

(Speaker 4)
You guys are incredible warriors you guys are incredible, incredible warriors. So thank you, my friend. Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s the greatest.

(Speaker 2)
I met his goats today. I met his dogs. I met his chickens. I saw his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs.

(Speaker 2)
So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. 4 ,000%. from February to February. Now, I can better that. Okay, Clay, I don’t think you know this.

(Speaker 2)
I don’t think you know this. I’m pinching myself, and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. So, and the phone’s blowing up. Everything’s just blowing up. You’re right, it is like a rocket ship.

(Speaker 2)
So, we’re pinching ourselves, actually. I learned at the Academy, at King’s Point in New York, Acta non verba. Watch what a person does, not what they say. We’re going to move into action mode here. So for anybody out there, if you say, I would like to go to Mar -a -Lago. Now, Jackson, you know, this just in, they raided Mar -a -Lago.

(Speaker 2)
You know about this?

(Speaker 4)
This just in. And so some people say, you know, that wasn’t cool. I didn’t like that. But, you know, so a lot of people out there, we want to kind of stick it to the New York Times. We want Eric to become the number one best selling author in America. And we also, we kind of also want to go to Mar -a -Lago and check it out.

(Speaker 4)
We’ve never been there before. So what we’re going to do is for anybody right now, if you go to Amazon right now and you buy a copy of Eric Trump’s book, Under Siege, My Family’s Fighter, to save our nation. So you go to Amazon right now, you buy a copy of the book, and you just text a screenshot of your proof of purchase to my cell phone number, 918 -851 -0102. So text my number, 918 -851 -0102. So again, step one, you go here to Amazon . com, you buy a copy of the book Under Siege, then you just text a screenshot of your purchase, your proof of purchase.

(Speaker 4)
You text my number, 918 -851 -0102. You have a chance to win a dinner at Mar -a -Lago with Eric Trump and myself, and there’s more. Yeah, by the way, Mar -a -Lago right there, just for your viewers, most exclusive private club in the world, $2 million to get into just base membership fee. And I promise we’re going to make your night absolutely incredible. Clay goes, listen, why don’t we do this? Why don’t we put it out to all the amazing reawakened people, all the people who supported us all around the country, all around at every one of these conferences who adore your family.

(Speaker 4)
We’ve got to beat the New York Times. The New York Times is going to do everything they can. Even though we’re number one on Amazon right now, we just hit number one this morning. New York Times is going to do everything they can to keep you from being number one bestseller.

(Speaker 17)
You know that.

(Speaker 2)
I know that.

(Speaker 4)
You know the games that they’re willing to play.

(Speaker 2)
But Clay goes, why don’t we do a couple things?

(Speaker 4)
First of all, love having dinner with Clay. He’s the greatest. Second of all, why don’t we bring one of the amazing people that I guarantee you I’ve been in front of at all these events? Why don’t we bring a couple to dinner at Mar -a -Lago? And I said, absolutely. Consider it done.

(Speaker 4)
So I said, they have to text you, Clay. They can’t text me, because we’ll be getting 1 ,000 of these. But yeah, go buy a book. Text Clay. And we’ll set up a dinner. I’ll make sure you guys have the absolute time of your life.

(Speaker 4)
I want to pull this up again one more time here, Jackson. I think sometimes I’m a poor communicator, and I need to work on communicating more effectively. So you go to Amazon. That’s step one, OK? Yes. You buy a copy of the book, Pop Quiz.

(Speaker 4)
What book? Under Siege. You buy a copy of Under Siege, and then you screenshot a picture of that, and you text my phone number. It’s 918 -851 -0102. Folks, that is my cell phone number. So we’ll keep that private between you and me and everybody.

(Speaker 4)
And then when you text that to me, you have a chance to win a backstage pass to the actual in -person business workshop. That’s a business growth workshop, December 4th and 5th. Eric Trump in Anaheim, California. and you have a chance to win dinner with Eric Trump and myself at Mar -a -Lago. Now, someone says, when does this contest end? Now, Eric, your birthday was hijacked, OK?

(Speaker 4)
So your birthday was hijacked. January 6th is this man’s birthday.

(Speaker 2)
He now has to switch his birthday, because no one wants to talk about his birthday on January 6th anymore. So we’re going to run this promotion until November 5th. That’s my birthday. No, no. So we’re going to run it until October 14th. October 14th.

(Speaker 2)
It has to be a presale. This just in. It has to be between October 14th. That’s why we’re clarifying. So between now and October Now folks, let me just clarify this real quick here, so make sure I’m leaving you with some good clarity here. One, you buy a copy of Under Siege on Amazon.

(Speaker 2)
That’s the step one. Step two, you text a screenshot of that purchase to my cell phone number, 918 -851 -0102. Three, you have to do that before October 14th. Before October 14th, it’s just in. It has to be before October 14th. And you have a chance to win a backstage pass to the upcoming business workshop.

(Speaker 2)
You have a chance to have dinner with Eric Trump at Mar -a -Lago. And I want to tell you some benefits of buying the book. One, I’ve read the book. It’s incredible. If you’re a father out there and you want to learn about mentoring your kids, it’s a great book. If you want to learn about American history, it’s a great book.

(Speaker 2)
If you want to make America great again, it is a great book. It’s a book you got to have. Now here is just a quick editor’s note. You do not have to buy a copy of Eric Trump’s book Under Siege to be entered into the drawing. Just text the number. All you have to do is just text the number 918 -851 -0102 and you will be entered into the drawing for a chance to win a copy of Eric Trump’s book Under Siege and a once in a lifetime opportunity to hang out with Eric Trump and Clay Clark at Mar -a -Lago, and to win a backstage pass at the upcoming Thrivetimeshow .

(Speaker 2)
com two -day interactive business workshop. Again, you do not have to buy a copy of the book to be entered into the drawing, but it would be great if you’d buy a copy. of the book because that would make sense. However, that is all. And now back to the interview. Also, Eric, a final question here for you.

(Speaker 4)
You are donating a portion of the proceeds to support Charlie Kirk in his continued mission there. Could you tell us about that briefly there? And then we’ll let you get back to what you’re doing today, sir. Yeah, well I was on with Benny Johnson. Benny Johnson was a great friend of Charlie Kirk’s, as you know, and you know Benny, and Benny’s a very good friend of mine, and you know, Cash Patel is a very good friend of mine, and was a very good friend of Charlie’s. I mean, you watch everybody that’s up on that stage every single day as they as they got to the bottom of exactly what happened and they brought justice to what happened or trying to bring justice to what happened.

(Speaker 4)
And it’s it’s it’s kind of unthinkable. But, you know, St. Jude and I talk a lot about St. Jude in this this book because that’s been, you know, fighting pediatric cancer has always been at, you know, a cornerstone of my life.

(Speaker 2)
But Charlie, truly, truly, truly was the epitome of being under siege, not only in the movement that he helped create, but obviously in how his life was savagely taken. My book came out three days, two and a half days before Charlie’s assassination. You better believe he would have been the final chapter of this book as just another illustration of what these people will do at any cost. to try and win, because it’s who they are. It’s the not -so -tolerant left. And we can never let our voices be extinguished, Clay.

You stood on that stage, as well as anybody I’ve ever seen stand on a stage. You did our reawakened events all across the country, which you funded out of your back pocket, because you believed in America. You believed in a greater country. And you were on that stage every single day. You know I was on that stage with you every single day. And I was on the turning point stage with Charlie all the time.

on stages across the country and three campaigns, I’ve stood on thousands of them. And honestly, they don’t want us to stand on that stage. That’s why they’re sending bullets from rooftops. They don’t want us to out there with a bullhorn and have loud, independent thought. When they see these beautiful arenas full of kids and they’re cheering, they’re celebrating, they’re holding American flags, they don’t want that.

And so they want to silence us. They want to silence our voice. That’s why they killed Charlie. That’s why they tried to kill my father. That’s why they sent 112 subpoenas to me. That’s why they wanted me in jail and my father in jail and Don in jail.

That’s why they made up the hoaxes. They wanted to see us destroyed and gone with no voice, with no money, with no company, with no political aspirations, gone. And we can’t allow that to happen. And so we need to make sure that turning point continues. We need to make sure incredible patriots like you continue to spread you know, sensical speech, pro -American values, pro -religious, pro -constitutional values. And that’s why I want to donate the funds to Turning Point.

I want to donate a portion of the funds to Turning Point, because we can’t allow anarchy to win, and we can’t allow voices to be deleted, and we need to keep Charlie’s legacy going. Eric Trump, thank you so much for joining us. Pastor Jackson, thank you so much for joining us. Absolutely. Eric, have a great day. We really do appreciate you.

Everybody go out there and buy that book, Undersea. Just not too early to buy your Christmas gifts. And if you have a Democrat in your family, buy them a copy as well. Eric Trump, take care. Thanks, guys. See you later.

Transcribed with Cockatoo