Business Coach | Knowing Your Numbers | “It’s not how much money you make. It’s how much money you keep.” – Robert Kiyosaki (Rich Dad Poor Dad) + Interview w/ Eric Trump & Kiyosaki + Join Eric Trump At Dec. 4-5 Bus. Conference

Audio Transcription

Transcribed with Cockatoo

(Speaker 11)
Everything is know your numbers. That’s the biggest mistake that young entrepreneurs make. You’ve got to understand your cost of sales, you want to understand your revenue, and you want to understand your profits. Everything is about liquidity in business, and if you don’t know your numbers, know your receivables, know your payables, you’ll never be successful. Not even in your home life will you be successful, because you need to know what your checkbook balance is.

(Speaker 7)
Some shows don’t need a celebrity narrator. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi -million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former U .

(Speaker 7)
S.

(Speaker 1)
Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s bunny, Dr. Robert Zilner. Two men, eight kids, co -created by two different women, 13 multimillion dollar businesses. We started from the bottom, now we’re at the top. Teaching you the systems to get what we got. Colton Dixon’s on the hoops. I break down the seeds, bringing some wisdom and the good roots.

(Speaker 1)
As the father, that’s why I’m so good. If you see my wife and kids, please, it’s the CNC up on your right. Folks on today’s show, we’re going to talk about why details are the difference maker. Details are the difference maker. So let me just give you an example. If I go to window ninjas .

(Speaker 1)
com, that’s the home of Gabe Salinas, his wonderful business window ninjas . com. When I go there, Gabe, you have a services page, you have an about us page, you have a pricing page, you have a blog, you’ve got the locations. So a lot of information there, a lot of leads are coming in. But if we don’t convert those leads into profit, it’s a waste of time. And so it is very possible to be very busy as a business owner and to not be profitable.

(Speaker 1)
But again, the details are the difference maker. It’s not about how much money you make. It’s about how much money you keep, to quote Robert Kiyosaki. So you really have to know the numbers. You got to know the numbers. And on today’s show, I really want to focus in on the numbers, because Gabe Salinas He and his team at windowninjas .

(Speaker 1)
com. Yes, they have a proven turnkey system you can follow. Yes, you can become a franchise owner for less money than it costs you to open many other franchises. And yes, they have a track record of doing well. And yes, Gabe has been a client for a long, long time. And yes, they’ve got over 11 locations.

(Speaker 1)
There’s so many great things about the business. But if you don’t know your numbers, you will not succeed. Gabe Salinas, welcome onto The Thrive Time Show.

(Speaker 4)
Your thoughts on numbers, sir. Why do you have to know your numbers? Well, the world revolves around numbers, Clay. And if you don’t know your numbers, that’s staring at you straight in the face every single day when you open up your business, man, then you are definitely not going to be in business very long.

(Speaker 1)
Numbers are key. It’s the very first thing I look at every single day. Okay. So that being said, I’m going to go to McKenna here, then I’ll go to Rihanna. You guys have an opportunity to work with wonderful business owners and you’ll find over time, maybe you’ve seen it McKenna, maybe you haven’t, but a lot of business owners don’t want to look at the numbers. They don’t want to look at the numbers.

(Speaker 29)
And I don’t quite know what it is.

(Speaker 4)
McKenna, what question would you have for Gabe Salinas, the founder of widow ninjas . com about knowing your numbers?

(Speaker 55)
What would be the most shocking thing that you had found out about your business through tracking that you wouldn’t have known if you didn’t track?

(Speaker 29)
I didn’t hear the very first part that you asked.

(Speaker 54)
Can you ask me one more time, please?

(Speaker 35)
Okay.

(Speaker 4)
What is the most shocking thing that you found out through tracking that you wouldn’t have known otherwise if you weren’t tracking? Okay. Shocking.

(Speaker 1)
Wow.

(Speaker 4)
That’s a good choice word there.

(Speaker 1)
Shocking.

(Speaker 4)
Let’s see. Had I not looked over our numbers, I probably wouldn’t have realized that my water bill was going to be $2 ,000 for the month. Your water bill? A water bill, yep. For your business? Yeah, yep.

(Speaker 4)
Because there was a leak, right? There was some sort of fitting in one of the exterior of the building.

(Speaker 1)
And yeah, once we dove into it and figured out that it was actually part of the city’s then I wouldn’t, I wasn’t, I didn’t have to pay the two grand water bill, right? Because they had, they had an issue on their side, but because of the meter had been running, I already knew what the, I had, I already know what my, my monthly spend for our water bill in this 6 ,000 square foot building is. It was way out of whack. So I knew as soon as I opened up that, that letter, I was like, well, there’s a problem here. And sure enough, it was so. Now Gabe to this morning, this is a hot story, hot and fresh.

(Speaker 1)
I try to be a positive guy, Gabe. But this morning, I caught one employee who was lying to me. paycheck by 27%. And I, and I, but I have, it’s like every, every week, just a lot of employees, you know, and this is a likable person that played this game. And so it’s not like an oops, like I forgot. Cause they’re never 27 % short.

(Speaker 1)
They’re long. You know what I’m saying?

(Speaker 8)
And so you catch it.

(Speaker 1)
And so what my style is, I look at the numbers and I like to pull the person aside privately. And I say, Hey, numbers, looking at some numbers, some stuff looks weird. Do you have any thoughts?

(Speaker 53)
I’m not going to get into the detail.

(Speaker 1)
They’re like, no, why? So I contact Andrew, who you know well. I said, Andrew, there’s something off here. And he goes, yeah, by like, what, 30 %? Yeah. And he goes, yeah, it happens a lot, actually.

(Speaker 1)
This is like a game that’s been a recurring theme the last. And so it’s only to give you an example. If you work for the elephant in the room, our haircut chain, you got one review, or you got two reviews. We pay you per review you gather, per objective review you get from a customer. So if you got 10 reviews this week, you got 10. But if you got seven, you didn’t get 10.

(Speaker 1)
Another example, if you get paid per membership, you sell and you sell Tim told you sold 10 memberships this week. That’s not 14. But if you turn in 14, knowing that you sold 10, and you do it all the time on everything, you could see where that’s a problem.

(Speaker 52)
And if I wasn’t looking at the numbers, I would think that this person was a good person, because they have good branding. They’re kind of like a squirrel.

(Speaker 4)
Like a squirrel and a rat are very similar, just a squirrel has better branding. I want to get your thoughts on this. The numbers, because the numbers don’t lie, but people do, Gabe. Oh, yeah. All the time. Every single day.

(Speaker 1)
I mean, there’s lies coming through teeth all day long. and you know what but the numbers don’t lie you sold what you sold right you’re getting you’re getting commission on what you sold not what you’re you’re you’re hoping to sell right there’s one thing on there’s there’s definitely a difference between what you closed and what you left open right you don’t get paid on what you left open, you definitely get paid on what you closed, right? What is sold is what you get paid on. Your hopes and your dreams over here doesn’t pay you anything. I’m going to get into the five metrics everyone needs to look at, the five numbers everyone needs to know in just a moment.

(Speaker 1)
But before I do that, I want to go to Rhianna. Rhianna, you work with wonderful business owners. Are you finding there’s any reluctance for people to track their numbers? Are you finding that?

(Speaker 20)
Are you not finding that? Because again, you got to know your numbers. What are your thoughts?

(Speaker 28)
Are you finding that people do not want to track their numbers or they do?

(Speaker 4)
What’s your thoughts? Oh, yeah. Some of them definitely are reluctant to track their numbers, and I think it’s because they don’t see the value in tracking their numbers. So a question that I have for you, Gabe, is what is the most impactful result that you have seen from tracking your numbers? Impactful? Got a good one today.

(Speaker 4)
Me and my sales manager were going through some numbers this morning, and it looks like one of our franchisees is on track to hit $1 .5 million this year. Had I not been looking at those numbers, I knew they were definitely well over the 1. I figured they were going to be right around about 1 .2, but nope. My man said, hey, look over here. Look over here. Look at what we got booked here.

(Speaker 4)
Hey, check this out, right? You’re looking at your numbers, right? This is where they’re at today, right? But however, look at what we’ve got in the pipeline that has already been sold. all of these holiday light jobs that are getting booked and actually completed this week, man, they’re on their way to hit 1 .5 this year. And I’m like, dang, you’re right.

(Speaker 4)
Thanks for bringing it to my attention. But I was looking at certain numbers, right? And I was looking at just the averages, the things through the year, this, that, the other, right? We hadn’t even put October’s numbers in yet. October’s almost over, right? And he’s like, yeah, you don’t have all the numbers, man.

(Speaker 4)
You’re not looking at the full calculation of October because it’s not on your sheet yet. Let me show you this, right?

(Speaker 1)
Bang. Oh, and by the way, let me show you all of this. stuff that has been booked in November and December.

(Speaker 22)
And I was like, wow, good job.

(Speaker 1)
Thanks for bringing that to my attention. And I had a bigger smile on my face. So here are the five areas I want to get into here, Gabe. There’s other numbers we should track, but one is your gross sales, your total sales. Gross is like a number where you say gross, get nauseous. It’s gross.

(Speaker 1)
It’s not your net. It’s gross. It’s nasty because it’s big and you feel great because woo, got a lot of sales, did 18 ,000 a week of sales. Oh my gosh, did a lot of sales. Wow, we did 30 ,000 of sales.

(Speaker 4)
It’s the gross. It’s not the profit. It’s just the gross. Let’s talk about that for a second. Why do you want to have an idea of just the total sales? Even though that’s not profit, why do you want at least know the total sales.

(Speaker 4)
Well, total sales is a good indicator of like what you’ve got going on, right? So maybe you’ve had, if you’ve got X amount of leads coming in.

(Speaker 35)
How much did it cost you for those leads?

(Speaker 4)
So once we calculate that as well and we know, okay, well, great. Each one of those leads cost us this, but we’re getting a 10X on every one of those leads as far as that return. Okay, great. Now, how many of those do you have sold? And how many are still in the pipeline? Okay, great.

(Speaker 4)
Well, we got this number sold over here. They’re already booked. They’re either getting ready to come up. We’ve already got a credit card for the booking, whatever the case may be. All right, this is already here where we’re at. Now, What do we got to do to get more?

(Speaker 4)
Right. All we got to do is we got to pull that information and that data from those ones that aren’t closed in that pipeline. And we say, all right, great. We’ve still got this much that we still have a chance to acquire if we follow the steps and close those deals. Right.

(Speaker 1)
But man, it comes back to those numbers. Clay, you got to look at how many leads you got coming in.

(Speaker 51)
You got to look at what the close rates are.

(Speaker 1)
You got to look at You know, how much is the average customer spending with you, right? How much is that going to be? If it’s this great, okay, we can calculate that. If some are spending a little bit more, some are spending a little bit less, we’re still going to be pretty close. But at the end of the week, at the end of every week, you still got to go through and say what was done, how much revenue was brought in, and where are we at as an overall picture. Got to know your gross sales.

(Speaker 1)
Okay, everyone write that down. Gross sales. Got to know your total gross sales. Second, is your net? How much money is left? And again, And this is just today, this is my Wednesday.

(Speaker 1)
Hello. This Wednesday, I found a lot of money being stolen today. Oh, yes, I did. This is a Wednesday. What a good day to catch it. So I caught, you know, I’m like, wow, this is amazing.

(Speaker 1)
So somebody has a lot of gross sales, but they’re spending a lot of money. Now there’s all different ways people can lie and cheat and steal. And everyone should look this up. Brianna, you should look this up. According to the U . S.

(Speaker 4)
Chamber of Commerce, 75 % of employees steal from the workplace. 75 % of people steal from the workplace. And there are a lot of great ways to lie and cheat and steal if you don’t mind going to hell. So one would be, you could take money that comes in and use it to pay your boyfriend or your girlfriend or… right? That’s… Gabe!

(Speaker 4)
Is that shocking to you that I could catch a young man paying for his girlfriend using the company card? Is it shocking to you? Have you ever caught an employee using a company card for something not related to the company? Has this ever happened? I mean, surely it’s something I must be doing wrong. No, Clay, I don’t think you’re doing anything wrong because I’ve been there with you, brother, man. I’ll tell you what.

(Speaker 4)
We had a guy. God, it was unfortunate, man.

(Speaker 50)
Great guy.

(Speaker 1)
Started off well. Hey, he was with us for like two years, man. Rock star. Rock star. Man, then he got hold of the rock and he was literally taking our gas card and filling up other people’s cars with fuel at the gas station for cash. so he could go be the rock star that he was, if you know what I mean.

(Speaker 1)
Yeah. So it’s unfortunate. It happens. But you know what? You got to know the numbers because, hey, when you’re checking those statements every month, you’re sitting going through each week and you’re saying, OK, the average fuel bill for this specific truck in this specific area is X and he is now spending Y. We got to figure out where’s Z. Where is that money going, man? Gross.

(Speaker 4)
Got it on your net. Three, you got to know your key performance indicators. So in your case, we need to gather objective Google reviews. We need to gather objective Google reviews from real customers. We need to gather some of the clients we work with. They need to gather video testimonials.

(Speaker 4)
Whatever those actions, some businesses, you have to make cold calls. You maybe have to make a certain amount of follow -up calls. But you need to track your marketing activity. You’ve got to track those numbers. Gabe, what happens if you do not consistently follow up with your staff about gathering objective Google reviews or your great call center, managing people, how many calls they need to make per day. What happens if you don’t give people set numbers?

(Speaker 4)
Well, it’s pretty simple, man. They just start wandering off like they’re like a like a nomad in the desert. I mean, they have no clear instructions that they have no clear directions. They don’t know. They don’t know where that that North Star is, then they’re just gonna start meandering around like I said, like a lost puppy in this hanging out in the desert somewhere trying to find some water. I mean, it’s just it just it always happens.

(Speaker 4)
So it’s super important that you just guide your team. You give them instructions.

(Speaker 1)
You lead them. You show them, OK, great. This is where we’re going to go.

(Speaker 4)
This is how we’re going to get there. This is what I need you to do for all of us to win. At the end of the day, you make these calls. You over here, you make these emails. You over here do your marketing. And I’m going to come over here and I’m going to follow up with all these unclosed deals.

(Speaker 4)
And then we’re going to all win together. You’ve got to give them some time. man. People need direction. Moving number four, you have to know how much it costs you to get a new customer. You talked about that earlier.

(Speaker 4)
Why do you have to know how much money it costs you to gain a new customer?

(Speaker 1)
Man, because if you don’t know what that acquisition cost for your customer is, you’re definitely You could be spending a lot of money that you don’t need to be spending. If your customer acquisition cost was $5 and you’ve got a marketing budget of like $10 ,000, but you never ever meet or exceed that $10 ,000, then it’s kind of like, Why are we even budgeting this much money, right? If a $5 lead costs, it’s five bucks, man, okay, great. How many leads do you want? Do you want 20, do you want 50, do you want 100, right? Do the math, run the numbers, figure out what you can budget for your marketing spend, figure out what your acquisition costs are based on that, and you know what?

(Speaker 1)
You could quickly figure out what your budget for the entire year is gonna be if you’re wanting to acquire more customers.

(Speaker 49)
For example, we’re working on that right now.

(Speaker 36)
We have a goal in mind for a specific location that we want to increase its revenue by 100%.

(Speaker 18)
Okay, great.

(Speaker 23)
Well, we know where we’re at with the revenue.

(Speaker 1)
We know exactly how much money it cost us to capture those customers to produce that amount of revenue. Now, we just need to double our ad spend in order to double that number. Final area you have to know, we can talk about many, many areas, but final one is you have to know your number. You know, so I remember, uh, this is a true story. I remember Gabe, I was, you know, 17, 16, some age. And I’m like, man, when I get to this age, I want to earn this much, you know?

(Speaker 1)
And then one day I was 20 and I go, I did it. All right. It’s good. We’re here. We’re here now. Hello.

(Speaker 1)
We’re here. You know? So I, but it’s like, maybe it was, maybe it happened faster than I thought. Maybe it took too long, maybe whatever those feelings were. But once I got there, the number, the world would tell me I need to go get more and more and more and more and more.

(Speaker 1)
But I’m very happy, you know, where I’m at. Because I know where I wanted to get to, I got there. And so now there’s other things to think about. To quote Forrest Gump, that’s one less thing to think about if you have a lot of money, right? So in my case, there’s a lot of things I’m interested in.

(Speaker 4)
I’m really interested. Like today, I’m doing a dad -daughter date with my daughter. She’s 15. We’re going to go do dad -daughter date stuff. I’m fired up about that. And frankly, I’m excited to be on the show with you.

(Speaker 4)
I’m excited to talk to my daughter, but I’m not gonna be at the office till nine o ‘clock tonight trying to think about, you know, conjure up ways to sell more crap to people that I don’t, I’m not, because I’ve kind of hit certain goals. And so now I get to be more selective about what kind of clients I work with and what I do with my time and these kinds of things. I think we all have to have a number, like you have to have it written down, like what kind of goal you have. Why is it important if someone buys a window ninjas . com franchise that they know their goals? Because I see a lot of people that like, Man, they wreck their marriage, they wreck their family, they wreck everything in pursuit of the almighty dollar.

(Speaker 4)
I see it a lot. Why do you have to know that number? Man, I’m going to go back to that North Star, Clay. I mean, everybody has their North Star. What is it that’s driving you to get to the point in life that you want, right? So some people want, maybe they want to make a million dollars a year.

(Speaker 36)
Maybe they want to make 10 ,000, 10 ,000, I don’t know, whatever that number is, right?

(Speaker 4)
It has to be equivalent to what it is that you want to achieve with your life, right? So I’m kind of right there in the same boat that you are in, right?

(Speaker 1)
I’ve set some high goals. I set some high standards. I set some decent revenue generating goals for the company, for myself, because I know what kind of life I want to live. And by doing that and knowing what my numbers are, then I’m able to

(Speaker 48)
take off Fridays and go hang out with my son in South Carolina.

(Speaker 20)
Or I’m able to go watch a football game with some buddies of mine on a Thursday evening because I don’t really have to come in on the office on Friday because I’m pretty good with where I’m at. Or maybe I decide that I want to change that number and I want to say, okay, you know what?

(Speaker 4)
I’m going to double this number. just for giggles, right? Because I want to. And so that means I’m going to have to work on Fridays every single day this year. Okay, cool. But if I can hit that number, I’m happy because I set a goal based on some numbers that I wanted to achieve.

(Speaker 4)
And then I’m still living the life that I essentially dream of. So, you know, McKenna, you’re working with wonderful business owners, some of which are selling mattresses, as an example.

(Speaker 28)
Rhianna, you’re working with great business owners, some of which rent boats and, you know, ATVs and that kind of thing.

(Speaker 4)
Rhianna, what question would you have for Gabe about knowing your numbers? Any question you have on behalf of maybe your clients or any question that you might have? Yeah. What do you do in order to ensure that your numbers are consistent and that your tracking is consistent? So that way, how do you ensure that those things are consistent? You got to check those things every single day.

(Speaker 4)
I go back to my leadership teams. I have a CFO that is awesome. I got a COO that is amazing. I got a sales manager that is a rock star. I have A couple of other key players that I have surrounded myself and I hold every single one of them responsible for certain aspects of the business, all of which it comes back to numbers, right? The sales manager has to know exactly how much we got to sell every single day in order for us to hit our numbers.

(Speaker 4)
If he meets that goal, great. Okay.

(Speaker 1)
If he’s short, then that means the service guys are going to be short. If those guys are short, then that service manager has to come talk to me about why they’re short. Right. If my CFO comes to me and talks to me about why some numbers aren’t adding up properly, maybe the water bill was too daggone high this month.

(Speaker 47)
Right.

(Speaker 4)
But now I’ve got all these leaders that are that are all tracking numbers. They’re all they all have a specific focus on each one of those numbers because it relates to every single one of them in the business. Right. And all those numbers come back into me. Everybody has to report back to me and say, OK, this This is where we’re at. And if anybody’s short, then I know exactly where to go.

(Speaker 21)
It’s really quick, really easy, right?

(Speaker 4)
And if anybody’s really high and way above par of where they’re supposed to be, hey man, that’s an even better conversation because I can sit there and take them out for lunch or whatever. I could grab them around the neck and say, man, come here, let me give you a noogie because you’re just doing such a great job. But man, it comes back to those numbers, man. If you don’t know your numbers, you definitely aren’t going to be able to follow that North Star that you have set for yourself like Clay and I were talking about. Now, final question here, McKenna, you’re talking to a guy who’s had a lot of success. He’s been a client for a long time, has 11 locations, and you’re working with wonderful people, some of which sell mattresses.

(Speaker 4)
I know Gabe doesn’t sell mattresses, but it’s kind of the same thing. What question would you have for Gabe about numbers? How does tracking your numbers keep you and your team accountable? Well, that’s a great question. First of all, you’ve got to be able to hold people accountable for the numbers, okay? So if we’re setting goals and we’re setting standards and we’re saying, here is the bottom, you can’t go below this, right?

(Speaker 4)
Now that starts going into a whole nother ballgame because that is part of what we call their scorecard. And each employee, let’s say every one of our sales team members, we’ll use them as an example, each one of those guys has a scorecard. And that scorecard has right at the top, revenue per day, calls out every single day, inbound calls every single day. follow -ups. I mean, there’s just a whole batch of things that are going on over there on that side. And so we can definitely tell where the shortcomings are coming from just by building a scorecard for each individual.

(Speaker 4)
person on that team, just that team alone. We do the same thing with all of our service technicians, and that allows us the opportunity to know, hey, are these guys doing a great job?

(Speaker 1)
Are they bringing in the revenue? Are they getting the upsells? Are they getting the Google reviews? Are they doing the things that’s going to wow that customer and produce the revenue that we have set for the standard over here at Window Ninjas? And if they are, great. And if they’re not, they’re falling short.

(Speaker 1)
We can coach them. We can get them better.

(Speaker 4)
And if they can’t get better, then we can just get them off the team and bring somebody else in. The numbers really, really matter, man. You can do a whole lot in a business with numbers. You can hire people. You can fire people. You can set really high goals.

(Speaker 4)
You can set really high standards. But if you’re not looking at those numbers and you’re not holding the people accountable that you expect to bring those numbers in, man, you’re just wandering around that desert, man. That’s why if you look at our systems and our processes and you come to our workshops, there’s multiple boxes on our workflow system we teach devoted to knowing your numbers. And it’s so important if you’re watching today’s show that you know your numbers. Gabe Salinas, if someone’s watching this show and they want to learn more about buying a Window Ninjas franchise, tell us here, what makes windowninjas . com unique?

(Speaker 4)
And why would somebody want to buy a Window Ninjas franchise? Because you’ve nailed down the systems. it works. Why would somebody out there want to buy a window ninjas . com franchise comes down to the lifestyle that they want to live. I mean, you want to be an absentee owner, you want to be a full blown owner, you want to be the guy cleaning the glass, you don’t want to be the guy that’s out doing the marketing, right?

(Speaker 4)
I mean, it all comes down to what it is the person who wants the business is looking for out of their What do they want to get out of their life? What do they want out of their day -to -day, right? That’s the very first conversation I have with anybody that comes over here and looks at a Window Ninjas franchise. I’ve got people that are Hasidic Jewish people who are in temple all day that have come to me looking for a franchise. I’ve had guys that have been cleaning windows for 20 years in a blue -collar town that just cannot figure out how to increase their revenue over you know, over what they’re doing.

(Speaker 4)
They’re working part -time jobs, man. It’s just like, it’s ridiculous, right? All these different types of people are coming over here to us because they want an opportunity.

(Speaker 1)
They want somebody that’s going to be their coach. They want somebody that has a system that they can just plug and play and go. And man, at the end of the day, a lot of people really want to live the life that they want to live, whether that’s time freedom, financial freedom, both. Maybe they want to take vacations every eight weeks for three or four days, whatever it is, man, whatever your dream and your vision is, man, That’s the people that we look for.

(Speaker 10)
I’m looking for those hardworking blue collar guys who are tired of working for a boss that’s making millions and they’re not making anything more than 30 grand.

(Speaker 5)
They want an opportunity. They want somebody to show them the way. They want somebody that says, dang, man, that guy has definitely got exactly what I’m looking for. Those are the people that I’m looking for right now. Anybody out there that is that kind of guy or knows somebody that is that kind of guy, tell them to call me, because you know what? I was that guy, Clay.

(Speaker 5)
I came from blue collar. I came from nothing. I literally, I was practically homeless, man. And I was able to turn things around. And now I am where I am. Gabe Salinas, founder of window ninjas .

(Speaker 5)
com. Gabe, thank you so much for joining us today. And for everybody out there looking for a franchise, and I know you are, check out window ninjas . com.

(Speaker 10)
Gabe, have a great weekend. Thanks. You too, Clay.

(Speaker 7)
There are some good ones.

(Speaker 10)
I’d have to think through that. There’s a gentleman named Clay Clark. He has a really, really good set.

(Speaker 46)
He’s a business coach.

(Speaker 5)
He essentially will take businesses and help them build systems, processes, procedures, has a number of books, podcasts, training.

(Speaker 10)
He puts some really good content out. I love his stuff. And here’s the thing about it. It’s not that he’s inventing or creating anything. It’s that he’s packaging all the best concepts And this is kind of a side tangent, but I lose patience with business books now because they have one or two good concepts and they take 200 or 300 pages to just give it to me in 20 or 30 pages. Clay takes all of the best practices of building and growing a business.

(Speaker 10)
And not that he’s creating any of these, a lot of them you could just pick and choose out there and you can get them, but he packages them all together in such a tactical approach that it’s very, you know, his book, he has one book that I used to, I don’t anymore. In fact, I should give it, but I would, every time I’d sell a business, I would give it as a closing gift to the buyer because it was so valuable. It was, it’s like 500 pages, but it’s just packed with tactical concepts rather than of a book that big that has two or three or four concepts and it gives you all this long history and research.

(Speaker 5)
It’s just packed after page after page of really tactical concepts. I’ll have to put that in the show notes. That sounds like a good resource. Thanks for sharing that one.

(Speaker 10)
Okay. Well, so you have a history seeing from the ground up, being involved in deals. You met some brokers, you ran some businesses, you sold some.

(Speaker 5)
And fast forward to today, you’ve been at this, how long have you been a full -time business broker? I can’t remember. I started in 2017. I think it’s about the same time as me. So we’re looking at a decade. We’re nine years or something like that.

(Speaker 5)
I remember it started around the same time. So what’s your experience? What is it like? Because we have a lot of people that watch this that are buyers, owners, brokers. What’s your experience of being a full -time business broker. What’s a day in the life for Trent look like?

(Speaker 3)
It’s part detective, financial detective, accountant, part therapist, part deal maker, part negotiator, part online marketer, part paralegal. I don’t want to say legal because we’re certainly not doing legal, but you have to have such a vast, You have to have a knowledge of so many different areas to be a good business broker. That’s partly why someone coming right out of high school or college really just they just don’t have the experience to do it and to do it well. So it’s a mix of, you know, financial strategy, negotiation, people skills all rolled into one day and then you mix it by a bunch of different businesses. Never a dull day as a business broker, right? Is there a certain part that you enjoy more than others?

(Speaker 3)
What’s your favorite part of this gig? Actually putting the deals together. I like getting buyer and seller on the same page where we put an APA, an asset purchase agreement together, or an LOI together. and we’ve come to terms on everything. I enjoy bringing parties together, and that’s partly why I don’t chase the—in business brokering, traditionally, it’s like we’re getting bigger deals, bigger deals. Now, you get to a certain point where you’re like, oh, that That’s too small for me. I would never touch that little pizzeria.

(Speaker 3)
I still do the small deals because one, they pay the bills. They’re often, not always, they’re often easier to close, but they in turn turn into referrals. But I still get a thrill and I still get joy from putting buyer and seller together and getting on the same page to put a deal together and have it actually work. Now, of course, you have to get it across the finish line. But that same joy, that same thrill doesn’t necessarily, at least for me, I don’t find that I have a greater thrill or more joy that the deal’s any bigger than it is small. It’s just putting the people together and that satisfaction of bringing two people together to make something to work.

(Speaker 3)
And I enjoy that on the small or big deals. I’m Glenn Shaw, owner of Shaw Homes in Tulsa, Oklahoma. Started the company in 1985. At that time, it was one employee doing everything, me. I met Aaron Antus in 2007. 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 3)
He was able to find the right people for the right seat on the bus. And Aaron brought sales techniques that we weren’t familiar with up until that time. When Aaron came, 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.

(Speaker 3)
And I was completely unable to perform that job. 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 3)
I’d sit in the model home over the weekend. And I had a salesperson or two, but I was actually out there all week and working that. Since hiring Aaron, I was able to take my weekends off, even reduce my workload during the week.

(Speaker 1)
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. 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.

(Speaker 1)
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. And so over time, we were able to move away from unlimited customization to pre -design options.

(Speaker 1)
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. 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.

(Speaker 12)
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. We get weekly reports on sales, on profitability, on production, and

(Speaker 17)
it provides all the manageable tools that I need to review the company from a 10 ,000 foot level. All right, Thrive Nation, on today’s show, what we’re going to focus on is how to grow a successful company.

(Speaker 19)
So what I’m going to do is I’m going to pull up a graphic that is the theory of how to grow a successful company.

(Speaker 1)
But vision without execution is hallucination. And so if you go to Thrivetimeshow . com forward slash millionaire, you can download a book that I have written called A Millionaire’s Guide, How to Become Sustainably Rich. You can download it for free at Thrivetimeshow . com forward slash millionaire.

(Speaker 45)
But you have to actually implement that which is in the book.

(Speaker 1)
And so on today’s show, we’re joined by a very successful person in the home building business, a great friend of mine, a man by the name of Aaron Antus. Aaron Antus, welcome on to The Thrivetimes Show. How are you, sir? I’m doing great, Clay. Thanks for having me on. Hey, so I got to ask you this for people out there that want to prove you’re not a hologram.

(Speaker 1)
First off, what’s the website for your company so people can verify that you are, in fact, a real business? You bet. It’s shahomes . com. S -H -A -W -H -O -M -E -S dot com.

(Speaker 8)
shahomes .

(Speaker 1)
com. I’m pulling up shahomes .

(Speaker 34)
com.

(Speaker 1)
Pulling up. That’s the website, shahomes . com. And when you and I met, before we met, you had been already very successful as a home builder. You turned your dream of being a home builder guy into reality. Yeah.

(Speaker 1)
And so how many homes had you sold, or what kind of sales had you done? and your career as a home builder guy before you and I even met? Before we met, probably about $750 million in sales prior to meeting you. And then you did, the year we first started working together, what were the sales totals that year? Uh, we were at like 19 million 19 million. And then when you ended 20, uh, 22, obviously we’re in 2023.

(Speaker 1)
And so we’ll see how this year ends, but as far as ending 2022, how much sales did you do last year at the end of 2022? Uh, 2022, we were at like 84 million. Okay. So from 19 million to 84 million, 84 million. So you’re doing some things right here and we’re going to try to do is, is kind of demystify the plan here. Okay.

(Speaker 1)
So here we go. So, um, establishing revenue goals. Yep. Um, when you and I first started working together, we started off with a 13 point assessment. We, we went over, um, your goals. I’m not going to ask you to share your goals on the air, but why is it important that you have goals?

(Speaker 1)
Well, I mean, goals are sort of your guideposts that, you know, you set something out there in front of you and you start chasing after it. And without that, you’re just kind of floundering in mediocrity.

(Speaker 21)
You don’t have any reason to get up in the morning and really get after it.

(Speaker 1)
And so, you know, I think goals are, you know, it’s, you know, you can have lots of different types of goals. And we’ve talked about a lot of this. We’ve talked about, you know, having financial goals and having, you know, fitness goals and having friendship goals and just all these different areas. I know you’ve got the F6, you know.

(Speaker 19)
So that’s kind of something that, you know, we touched on very early on. You asked me, like, is the goal, is one of your goals more income or is it more time?

(Speaker 1)
And so I said, well, really, at this point, it’s more income. And then later, it became more time. So it’s changed over the time I’ve known you since 2016. We’re going on seven years. And the income went up considerably. So now it’s turned in the last couple of years towards more time.

(Speaker 1)
Now, the breakeven numbers, again, I’m not asking you for the numbers on the show. But you guys have a lot of fixed costs. I mean, if you go to shawhomes . com, you’ve got framers. You have plumbers. You have tile people.

(Speaker 1)
You have so many skilled people. You have a full -time salesperson. team. You have an admin staff. And if you don’t sell a house, you still have the service of the land. You still have all the overhead.

(Speaker 1)
Why is it important for every listener out there to know their break even point? How many deals they need per month just to break even? Well, yeah, because you’re going backwards real quick. And it doesn’t take very long if you’re at the beginning of your business. It doesn’t take very long for you to be in a place where you know, the creditors are knocking at your door and you’re, you know, you can’t pay your bills and all of a sudden you’re going to lose all your, for us, all of our trades, all of our suppliers are going to start backing out.

(Speaker 1)
So, you know, you’ve got to know what that number is that lets you tread water so that, you know, okay, this is the worst case scenario, everything above that, at least I’m into the profit zone.

(Speaker 12)
So, you know, you go out of business pretty quick.

(Speaker 1)
Most businesses don’t last more than just a few months if they get below that break -even number. Now, folks, again, these might seem like simple steps, but they’re all the linear steps you have to take to create time, freedom, and financial freedom. And if you want to grow your company, this is how you do it. Box number three, though, is you have to know the hours you’re willing to work. Now, your incredible wife is here off camera. It’s for accountability.

(Speaker 1)
So at any point, she could yell like, amen or boo. But you guys are on the same page with the hours you’re willing to work. And you guys, as a couple, I want to brag on both of you. You guys both committed to sacrificing time and energy and a lot of things to get to where you’re at in life. And then as you had your children, you raised them, you decided to devote time to raising said kids. And now that your kids are older, you’re devoting time to raising these kids.

(Speaker 1)
So it’s not like you advocated being a parent while also growing a company.

(Speaker 44)
You did both well.

(Speaker 1)
Let me get your thoughts on sitting down with your spouse, if you’re watching this today, or your significant other, and making sure you’re on the same page about how many hours per week you’re willing to work. Well, yeah, I mean, you don’t want to grow a business to, you know, make a whole bunch of money just so you can split it in half later. Oh, cause that’s kind of what happens when you don’t work out those details ahead of time. And so my wife and I have been married 25 years. We’ve been together for four before that.

(Speaker 12)
And, uh, so yeah, 20, sorry, 26.

(Speaker 1)
Did I just say 25, 26? I hate to do this to you. I just got in trouble. Your wife just turned 27 on Thursday, and what you said is 100 % false. OK, so the unique value proposition here, now let’s talk about this. Whether it’s growing a home building company, or a dog training business, or a haircut chain, or a carpet cleaning franchise, or whatever business we’re involved in helping to grow, you have to sit down as a listener out there, as a business owner, and you’ve got to figure out what makes your company unique.

(Speaker 1)
Absolutely. So I want to ask you, what makes Shaw Homes unique in the marketplace with other home builders? Yeah, we have more furnished and decorated model homes than any other builder in the market. So a lot of times people, when they walk into a home and they’re trying to decide if they like the floor plan, the layout, whatever, usually most builders in our market have an empty house that they walk into.

(Speaker 42)
kind of echoes when you walk through it.

(Speaker 1)
There’s no furniture or anything. And we completely, as you can see in this little video here, we completely furnish and decorate it, make it beautiful. We are the most award -winning builder in the state of Oklahoma. That’s true. We’ve won like five times as many awards as any other builder in the market. Definitely, that is one of our big takeaways.

(Speaker 1)
And I’m going to throw you under the bus real quick, and I don’t mean to do this super passively aggressively. It’ll just be more of a subtle passive aggressive. When I met you, you guys had all these awards, but no one knew. That’s true. It was like this weird, bizarre thing where you had all these awards. I remember talking to you, and I’m like, what makes you guys different?

(Speaker 1)
And you’re like, you know, we do a good job. And you’re being nice about it. You’re a good salesperson. But I said, well, I mean, tell me about the awards. And you’re like, well, we got this award. That award, this award, like 45 minutes later, it’s like that award, this award, I need to shave now, this award, that award, I need to go brush my teeth, this award, that award, I want to go mow the lawn now, this award, that award, I think I’m retiring, this award, my kids are turning 18, I can see it, this award, you’re just going, and this award, and that award, and so we’re

(Speaker 1)
put those on the website, and that helped. And the other thing you guys were, we needed to change, was all these people were saying great things, but we didn’t have video reviews of them saying it on camera. Right. So it was like your online reputation didn’t match your real world reputation. You had so much good momentum there, and so many people loved you guys. And now you guys have, would you say, 100 video reviews?

(Speaker 1)
Oh, gosh, I would say more than that. We’ve got, yeah, we have a lot. You can just keep scrolling and scrolling and scrolling.

(Speaker 12)
And this is actually all that’s on this page.

(Speaker 1)
If you go to our YouTube channel, we have way more than this. So again, and this is all the stuff you’re going to grow a successful company, folks. Step one, you got to figure out your revenue goals. Step two, you got to figure out your breakeven goals. Step three, sit down for an hour of power. Sit down with your spouse.

(Speaker 1)
Make sure that you guys are on the same page of your hours. You’re willing to work. Step four, unique value proposition. Figure out what it is that makes you unique. in -depth guide that you can download for free at thrivetimeshow . com forward slash millionaire if you get stuck.

(Speaker 1)
Next box, you gotta improve your branding, your website, your one sheet, in your case, model home presentations, business cards, social media branding, everything that a customer sees needs to be first class. And I was talking to a guy named Ronnie Morales today and it’s Morales Brothers. I think you met him at a conference. He told me this and I’m not slamming Ronnie. Ronnie, if you’re listening, I’m not slamming you. This is the real thing.

(Speaker 1)
Ronnie said he listened to our show for seven consecutive years before ever reaching out. And now he’s reached out, and he’s up 57 % in about eight months. That’s awesome. And we’re going to put his story on part two of today’s show, because he’s in Texas, and he’s seven years behind you. But he’s doing a great job. What do you think that thing is where people have bad branding, and we’re not aware of it?

(Speaker 1)
Someone hasn’t brought it to our attention? What causes bad branding? You know, the number one thing I hear business owners say is, well, you know, I don’t really know. good branding because I sell everything by word of mouth. I’ve got such an incredible reputation that everybody just comes to me by word of mouth. And then it’s like, OK, yeah, but how much business did you do last year?

(Speaker 1)
Well, not very much. And, you know, I’m really unprofitable, but but I’ve got great reputation out there and I get a lot of word of mouth. So when people switch over to starting to improve branding, I know you helped us a lot with that in just creating a lot better looking website, creating a, you know, we’ve got an office environment now that is, when people walk into our model home, they are blown away. We truly wow our customers when they come to our model homes. It’s a one of a kind experience in the state of Oklahoma. And the process of that, you know, just going through branding it so that it looks really top -notch.

(Speaker 1)
And, you know, that includes everything from, you know, marketing to all of your senses and everything else. So it just really brought us to another level. And when the customer comes in and experiences us after having walked through other builders’ homes, they usually come in and go, you guys are just on a whole nother level.

(Speaker 12)
It’s sights, sounds, smells, experiences, everything that your customer sees, they’re grading you on.

(Speaker 1)
And you might not know that they are even judging you because they’re not filling out the form. And I have a funny story to share with you that’s kind of sad. I was working with a fitness guy years ago, and I’m not going to tell you what studies he’s in or what study folks. I know you want to know, but I’m not going to tell you. And he filled out the form because his wife wanted him to schedule a 13 -point assessment. He did not want to.

(Speaker 1)
And he tells me, Clay, honestly, I’m just doing the call because my wife wants me on the phone. I don’t really get leads from social media. I don’t get leads from marketing. I get all my leads word of mouth, like you were saying. And I said, well, let me just do this. Let’s just, um, this first month working together, let me get all the passwords for your Facebook, your Google, your YouTube, and I’m just.

(Speaker 1)
the first month we do this with every single client. We optimize your YouTube, your Facebook, your Instagram, your Twitter, all that. We log on. This is a fitness guy. He was spending like $400 a week every week on ads. And he hadn’t known, he wasn’t aware that every time a lead came in, it got stuck in Facebook and went to an email address that he wasn’t checking.

(Speaker 1)
So think about this. And it’s like 15 to 20 leads a week for years this guy had. That’s not good. And so I’m going, you’re spending $20 ,000 a year on ads that you’re not getting anything from. And are you aware that the phone number on your site rings to a phone that’s no longer a real phone? And I’m serious.

(Speaker 12)
This was real and then he had before and after photos where somebody had had the idea of let’s get before and after photos You know where you interview someone before they start working out?

(Speaker 1)
Yeah, but then they never completed the thought You know what? I’m saying? I do where it’s like they interview him about getting in shape Yeah, but then they never actually like aired the part where they’re in shape Oh, no. So it’s just sort of like an interview with people that are not in shape. And I’m like, and again, he’s a busy guy, busy entrepreneur, that kind of stuff is very common. It’s kind of laughable if it’s not your company.

(Speaker 1)
But OK, next box, you’ve got to determine your customer acquisition costs. How much does it cost you to get a customer? So Aaron, you guys run ads on Google, on Facebook, on retargeting ads. You have massive signage. There’s a lot of stuff you do. Why is it important to know how much it costs you at the end of the day to get an actual new buyer of a shawl home?

(Speaker 1)
Well, because if you want more of those, you know what it costs to go generate more of those. And it’s, you know, it’s a cost where it’s like, okay, well, you know, I’m down in sales this month or this quarter or whatever, and I need four more sales to make it a good quarter here before the end of the quarter. And it’s like, I know I can go put money into that and it’s going to cost me X number of dollars per customer to get there. And so then it’s just a matter of, do I want to spend that money to get to that point? So, you know, for us, it’s, you know, a pretty high number because it’s a lot, it’s a big ticket item, but for some people, it might be, you know, very small to get that, you know, each customer.

(Speaker 43)
But for us, You got to know what the number is, because ultimately, that goes into the price of your product and whatever you sell.

(Speaker 18)
We’re doing homes. That is one of our line item costs in our homes.

(Speaker 1)
That’s a cost. Yeah. Now, if you go to any of the businesses that I’m involved in, you go to eitrlounge . com forward slash staff. I put in the password here. Once I put in the password, I have all of the documents needed to run the company.

(Speaker 1)
And they’re all saved. So the checklist for the manager, The opening checklist for the assistant manager. The bathroom cleaning checklist. Everything needed to grow the companies all in one place. And therefore, the business, everybody who works there knows where to go to find those documents. This is the kind of stuff that fires me up, and it makes other people crazy.

(Speaker 1)
Oh, yeah. So with the conferences we do, if we ever do a conference that’s out of town, I have a checklist of stuff I print out. I know it seems kind of crazy for people, but this is real. I print it out, and it’s like, OK, socks. I’m gone for four days. I want to have 12 pairs of socks.

(Speaker 1)
Why? Because it could be hot. I don’t know. Could get wet. I don’t know. I have a list of deodorant and socks and shaving.

(Speaker 1)
And I have a laptop and a backup laptop. And I have patch cables and XLR cables. And we bring three. You’ve seen all this stuff. But it’s multiple monitors, backup monitors. Backups for everything.

(Speaker 1)
When you guys build a Shaw home, you’re not moving off a guesswork. There’s blueprints. There’s plans. There’s systems. So houses don’t fall down. There’s somebody out here listening right now that doesn’t have systems in place.

(Speaker 1)
They don’t have checklists. They don’t have it. And so they have to think about everything all the time, because if not, they forget a step. What would you say is the importance of having taken the time to have built these systems now? It is the night and day difference between running around like your hair is on fire every day, constantly playing firefighter, or you hear people say, I’m up to my armpits in alligators.

(Speaker 23)
It’s because you don’t have systems and processes.

(Speaker 1)
And every time at Shaw Homes, every time that we have a problem come up, we automatically go, okay, what step in our system did this fall apart in? And what’s broken in that step and how can we fix it so it never happens again? So we go fix the process. We address the problem for the customer, but then we go back after that and we go, how do we fix the process so we don’t repeat this problem?

(Speaker 12)
And the business owners that are running around with their hair on fire all the time, it’s because there’s no systems, no processes.

(Speaker 1)
Everything is urgent. Everything is hair on fire. And it is a chaos. chaos world that you live in. And if you’re going to build homes for a living and build a lot of them, you cannot live in that chaos world. Now, this next box, I get excited about all these boxes.

(Speaker 1)
This is what I get excited about. This right here is what I care about. OK, the next box is management and execution. You have people on your team, and I’m just going to give some examples. And I hope this benefits somebody out there listening. You have people on your team.

(Speaker 1)
It’s their responsibility. Every time that you do a new house, they go out there and they design or they get the blueprint on the website. They get the new design of the home, because people want to see floor plans. So somebody’s job is to get those up there. Yes. Somebody gets photos of every house that you guys are building.

(Speaker 1)
Yeah. Somebody gets videos of every house. Somebody puts them all up for sale. Somebody answers the phone every day. Somebody calls the leads every day. Every day.

(Speaker 1)
Somebody cleans the bathroom every day.

(Speaker 25)
Somebody builds the houses every day.

(Speaker 1)
Now, this is what I find, and I’m sure none of our listeners can relate to this. Some of our listeners, they don’t Fire people and then nothing happens. So work with me on this. There’s listen out there that I talk to every day because we do free 13 -point assessments. So I talk to two or three people a day who go to thrivetimeshow .

(Speaker 1)
com. They want to schedule a consultation. And the other day, you heard me talking to Jordan. I said, Jordan, go ahead and keep setting those. He set an appointment with someone who’s definitely not a good fit. And you could tell he had a little question if that was OK.

(Speaker 1)
And I said, I would rather you set an appointment with somebody than not. Because I don’t know if who’s a good fit or not. But the idea, though, is I sit down. I was talking to a guy the other day, and he was like, the reason why my team did not get Google reviews or videos reviews this week is because we fired a guy. And I go, because I’m just asking him, where are we stuck? What’s your biggest limiting factor?

(Speaker 1)
I have a big process I go through in my evaluation. I said, who calls the leads? He’s like, well, normally I have a person that calls the leads, but we just fired her. And I mean this, I’m going, how long have you been in business? This guy’s been in business for over 10 years and he’s reaching out for help. Good person.

(Speaker 1)
We’re trying to help him. I think it’s going to be a good fit. But so I said, so basically everybody follows the systems until they don’t work there anymore. And then no one does the systems. And you go back and forth vacillating from things being done to not being done.

(Speaker 12)
And one of my favorite things about working with you guys is that you’re honest people. What does that mean? You do your best to do what you say you’re going to do.

(Speaker 1)
And you, you hold yourself and the employees accountable.

(Speaker 26)
Absolutely.

(Speaker 1)
But what would happen if every week you, uh, if somebody wasn’t performing, you remove them from the position and then the houses weren’t built for the week because something wasn’t going well, or because maybe a salesperson wasn’t performing at the peak, you let them go. And the next thing you know, what would happen if you manage your company that way? It would be a disaster. I mean, I can’t just fire my superintendent without having somebody already ready to take over all of those responsibilities because I’ve got materials showing up at the job site today, tomorrow, and the next day. I’ve got training. showing up who need some supervision, need to know what they’re supposed to be doing.

(Speaker 1)
If I fire that guy with no warning, somebody else has to come fill in that position. So for us, we try to never have that gap happen. And sometimes it’s like you know that you’re going to need to fire somebody, and you can see the writing on the wall. But you want to get the next person up and ready to go before that happens. And you guys have a weekly meeting. So we talk a lot on this show from an employer perspective.

(Speaker 1)
But how frustrating would it be to be an A -player employee and you’re working for a C -player boss? You know, a boss that doesn’t have a staff meeting, that’s not organized, that doesn’t pay people on time, that’s constantly emotional. I see that a lot. And so management is a learned skill. And thankfully, you know, when I first met with you, you’d already really mastered, in my opinion, managing people. But this next box is where I thought we needed some help, was to build a system for constantly recruiting new people, because certain people work for Shaw Homes for three years or four years, and then they want to go move, they want to have a baby, they want to stay home, they want to get a new job.

(Speaker 1)
And even though you have low turnover at Shaw, certain people get to their expiration date and it’s time for them to move on to something else. And because we didn’t have a process in place at Shaw at that time to consistently bring in a pipeline of new people, it made it difficult to do the management that was needed. Can you talk about the importance of implementing a human resources program for hiring, inspiring, training, and retaining good people? It’s huge. I mean, that was definitely an Achilles heel for us. And you helped us a lot with that.

(Speaker 1)
You know, putting in a, you know, where every single week I’m seeing, you know, potential candidates that could come work for us, and they’re job shadowing and seeing what it’s like to work in our company every single week. Yep. It does multiple things. It helps the people who work there to know, hey, there’s other people who desire to create. here. And, you know, if I’m not doing my job, I might get replaced.

(Speaker 1)
So there’s a little bit of that. And then it’s also a thing of, you know, the people who are shadowing get to see the job being done by people who are happy doing their job. And it helps them to want to come be a part of Shaw Homes. I’ve got a very long list of people right now in every single position that would be willing excited to come work for us. If I did all of a sudden find myself with an opening, you know, because occasionally people leave with no notice or whatever, you know, something happens, family emergency, whatever. Right.

(Speaker 1)
And you have that, oh, I need to replace somebody immediately. And the great thing about it is I have a whole bunch of people that I could plug into that position very quickly because every single week I am interviewing. Now, the next box here is you’ve got to do your accounting. And in order to earn millions, you have to automate your accounting. What does that mean? You have to have a system in place for making sure you price your products and services correctly, and that you pay yourself first, that you set aside a set amount of money to pay yourself and your staff.

(Speaker 1)
And all these things work together. And what I find is people ask me, often just not knowing. They come from a place of a good heart. They don’t know. They say to me, Clayton. What is the most important step in growing Shaw Holmes?

(Speaker 1)
I’ve heard Aaron on the show. He’s a great guy. Clay, I’ve heard PMH OKC on the show. Clay, I’ve seen Oxyfresh on the show. What was the most important thing they did? And to me, that’s like asking a hiker, what was the most important step you took to get to the top of that mountain?

(Speaker 1)
Well, it was the one we took there an hour ago. I took a left step. So it’s like asking a baker, what’s the most important ingredient? Is it milk? Is it sugar? Is it eggs?

(Speaker 1)
It’s like asking a farmer, what’s the most important thing, feeding the animals or watering them? What’s the key to your success? There’s just certain questions that I understand people want to know, but all of this has to work together, and nothing works unless you do. So I have three questions. questions for you. For anybody out there that’s thinking about scheduling a consultation, a free consultation, with Thrivetimeshow .

(Speaker 1)
com and myself, obviously, they’re stuck with me if they fill out the form. I’m the only person that does 13 -point assessments. I believe we, I’ve seen it since 2005, we help people decrease their costs, increase their time, freedom, and profits. What would you say is the benefit of scheduling that 13 -point assessment? Well, actually, the 13 -point assessment was very eye -opening for me. You asked me a lot of tough questions that I probably should have been asking myself and wasn’t.

(Speaker 1)
And so as we went through the questions, I was like, I think at every question you asked me, I was like, oh, that’s a good question. I was like, hang on. Let me think about that for a minute. So I find that it kind of helps open your eyes to, you know, Hmm, these are some things that I know I have some areas of weakness. And then there were, I think, a couple of the questions where I was like, Oh, I know the answer to this one. I got this one, no problem.

(Speaker 1)
But it helps you sort of identify, I walked away having identified areas of strength and areas of weakness, even though that really wasn’t the purpose of the phone call, necessarily. It helped me to see that. And then I was like, Hmm, I think I have a need in a couple of these areas. And I didn’t really know what to do for myself. I didn’t have the answers. You know, in part three of today’s show, part two, we’re going to show the Ronnie Morales story.

(Speaker 1)
On part three, we’re going to do a testimony with Myron. And Myron just bought his first Lamborghini today. And he’s super fired up. And so Myron’s about six years down the path. We’ve been working with you for about eight years, whereas Ronnie’s been with us for less than a year. And it’s at a certain point that we have to take action.

(Speaker 1)
Knowledge without application is meaningless. What would you say to somebody who’s like, you know, it’s $1 ,700 a month and, you know, I’m spending that much right now on random ads and that much money on random regrettable purchases at the gas station and, you know, on iTunes I’m downloading, I’m spending $1 ,700 a month on various things. And I don’t know if I can afford it because I’ve just bought another vehicle that I can’t afford, but I’m leasing it.

(Speaker 12)
What would you say to anybody who’s kind of on that fence?

(Speaker 1)
I mean, I would say you need to do it.

(Speaker 42)
I mean, it has been a game changer for us.

(Speaker 1)
I don’t know why you would sit there and think $1 ,700 a month is too much money to spend. Go find the money somewhere. Go empty out your sofa cushions. Go sell the stuff that you have in your house that you’re not using. I mean, go get whatever you need to do to get to that place. You need to find that $1 ,700.

(Speaker 1)
And I will say this. That cost was very quickly replaced with the extra money we were making. And I’ve actually seen, because I’ve been around you for a long time, I’ve seen a lot of your clients come in and right off the bat, they’re real nervous about, am I going to be able to, you know, because maybe they’re a smaller company or whatever. And they’re like, I’m wondering if I’m going to be able to handle this $1 ,700 a month. And then I see them six months later, and I’m like, how’s it going now? And they’re like, I don’t know.

(Speaker 1)
Man, we’re just hitting record after record. I have referred several business owners to you. And they’re doing great. That are killing it. And that, you know, I’ll give one example. I won’t name the person.

(Speaker 1)
But I did send one of my very good friends to you who was on the verge of losing his business because he just wasn’t able. He had bought another one of the shops of what he does. He opened it, and it was not profitable. And it was going to take under both of his shops. And I sent him over to you. And I remember about three months later, I asked him, how’s it going?

(Speaker 1)
And he goes, man, we just had a record -breaking month. This was amazing. And by the way, he said, first, you just had another record -breaking month, just so you know. Yeah. And I know right now, not only does he have way more income, but he has a lot more time freedom because he’s been working with you for many years now. And so it changed his life, just like it changed my life.

(Speaker 1)
I would say, if you’re thinking about doing a 13 -point assessment, stop thinking. Dial the phone.

(Speaker 41)
Pause this video.

(Speaker 1)
Make the phone call. Reach out to Clay. Get it started right now.

(Speaker 34)
Now, final question I have is, I think people look at oxyfresh .

(Speaker 1)
com, and they go in. There’s 500 locations now. And they look at Elephant in the Room and they go, there’s five brick and mortar locations now. They look at Shaw Homes and they go, you know, these are big success stories. I don’t know that I can do it. What would you say to somebody out there that just feel like they might not have the, like all this stuff they’re going to learn is going to be over their head, too complicated.

(Speaker 1)
What would you say? I would say the information, the ideas are easy. It’s the application that is difficult for people. The ideas that you share, there’s nothing that’s like, oh my God, I don’t have a PhD, therefore I can’t do it. I feel like it’s all very, very simple stuff. But it is a lot of action to get traction.

(Speaker 28)
And you’ve got to get the action going.

(Speaker 1)
And I think if somebody has diligence and discipline or can learn diligence or discipline, they’re going to do extremely well. And it’s not about education. It’s about action. Now, Aaron, I got one thing I want to say, and then we’ll wrap up today’s show with a boom. Because boom stands for big, overwhelming, optimistic momentum. And that’s what’s required to have success.

(Speaker 1)
People watching this are going, Aaron, he looks like a normal guy. Well, that’s true. They say, well, he sounds like a normal guy. Sounds like an all right guy. That’s true. But the one thing you can’t quite picture on the show, and I want to just give that gift to you folks who are watching, is Aaron smells tremendous.

(Speaker 1)
If you had smell -o -vision, if you could just get up there and just smell that it’s incredible and it’s really it’s it’s his aroma that allows him to achieve massive success so unless so if you’re out there and you’re going what’s the secret sauce it’s not a sauce it’s more of just a smell so uh i don’t know if you qualify to have the kind of success he has unless you smell like he smells it’s a really tremendous smell okay let’s do this thing with the boom here we go three two one boom well thrive nation we have an opportunity all the time we have okay aaron antus guess who’s joining us the December 4th and 5th, 2025 Thrive Time Show Business Growth Workshop.

(Speaker 35)
Ooh, Santa Claus?

(Speaker 36)
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.

(Speaker 7)
And yes, Amanda Grace will be in the place.

(Speaker 40)
And yes, Dr. Stella Manuel will be there, so you know it will go well.

(Speaker 1)
Yes, we have Mel K in the house. Pastor Phil and Tammy Hotzenpiller 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 39)
Make this a December to remember and join us at the two -day interactive Business Growth Workshops.

(Speaker 1)
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? Go to thrivetimeshow . com. Again, how do you get tickets? Go to thrivetimeshow .

(Speaker 1)
com. I’m Ron Burgundy. need 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.

(Speaker 1)
I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages them. Billions of dollars of real estate and thousands of employees is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand? I mean, look at it.

(Speaker 12)
And this is the man behind the business for the last pretty much since 2015. He’s been the man behind it, so you’re talking, we’re into nine, going into 10 years of him running it, and we get to tap into that knowledge.

(Speaker 38)
That’s gonna be amazing.

(Speaker 1)
Now, think about this for a second. Nothing is over until we decide it is! Was it over when the Germans bombed Pearl Harbor? German? Forget it, he’s rolling. And it’s $500 for a VIP ticket.

(Speaker 1)
Now, we only have limited seating here. Whoa. 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 . com. Go to thrivetimeshow .

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

(Speaker 1)
Just text my number. It’s my cell phone number, my personal cell phone number. We’ll keep that in mind. private between you, between you, me, everybody. We’ll keep that private in anybody. don’t share that with anybody except for everybody.

(Speaker 1)
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. And so to be bilingually sensitive, my cell phone number is 918 -851 -0102. That is not actually bilingual.

(Speaker 1)
That’s just saying Juan for a Juan. 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 out there. 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.

(Speaker 1)
So many people struggle to sell something. 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.

(Speaker 1)
And most people struggle with managing people. Why does everybody have to learn how to manage people? Well, because first of all, people are, you either have great people or you have people who suck. So it could be a challenge, you know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes and you’re really good at selecting great ones. And we have a process we teach about how to find great people.

(Speaker 1)
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. 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 time management?

(Speaker 1)
How do you manage your time?

(Speaker 35)
How do you get more done during a typical day?

(Speaker 1)
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. And again, folks, this is a two -day interactive 15.

(Speaker 1)
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. 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 1)
So Aaron, what kind of great stuff stuff happens during that 15 minute question and answer session after every teaching session. I actually think it’s the best part about the workshops because here’s what happens.

(Speaker 37)
I’ve been to lots of these things over the years.

(Speaker 1)
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. 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.

(Speaker 1)
And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch. And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett.

(Speaker 36)
You could meet Mel K. You could meet Amanda Grace.

(Speaker 35)
You could meet Dr. Stella Emanuel.

(Speaker 1)
You could just grab a coffee. You could find some alone time. You could get lost in the bathroom.

(Speaker 34)
You could try to go and get a photo with one of the speakers.

(Speaker 33)
You could try to photobomb a photo where someone else is getting a photo with the speakers.

(Speaker 1)
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 1 out of 1 ,000 chance of succeeding in the game of business.

(Speaker 1)
But yet the average client that you and I work with, we can typically double this. No hyperbole, no exaggeration.

(Speaker 17)
I have thousands of testimonials to back this up. We have thousands of testimonials to back it up.

(Speaker 1)
But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. And you say, double? Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples you can see. see it thrivetimeshow .

(Speaker 1)
com. But again, this is the most interactive best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet.

(Speaker 32)
Add to that Eric Trump, the man that runs the Trump organization.

(Speaker 1)
You say, Clay, I still I’m not going to get a ticket unless you give me more. OK, fine. We’re going to serve you the same meal both days. True story. We have we cater in the food and because keep it simple, I literally bring in the same food both days for lunch.

(Speaker 1)
Who’s with me? Let’s go!

(Speaker 31)
Come on! incredible Mexican restaurant.

(Speaker 1)
That’s going to happen. I want more.

(Speaker 14)
This is not enough.

(Speaker 16)
Give me more.

(Speaker 30)
OK. I’m not going to mention their names right now because I’m working on it behind the scenes here.

(Speaker 29)
We just continue to add more and more success stories.

(Speaker 16)
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 .

(Speaker 28)
com.

(Speaker 15)
Go there right now. Thrivetimeshow . com.

(Speaker 7)
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.

(Speaker 8)
Make this a December to remember. Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event.

(Speaker 7)
I think it is incredible.

(Speaker 14)
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.

(Speaker 8)
It’s like I picked the wrong week to quit smoking. Don’t do the Smoke Your Way to Thin conference. That is, I’ve tried it, don’t do it. Yeah, chain smoking is not a viable, I mean, it is life changing. It is life -changing.

(Speaker 27)
If you become a jade smoker, it is life -changing.

(Speaker 2)
Not the best weight -loss program, though. Right, not really. 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 . com. Again, that’s Aaron Antis. I’m Clay Clark, reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop in beautiful Anaheim, California.

(Speaker 2)
I’m also from Sarasota, Florida. You dragged me here.

(Speaker 13)
Yep, I was here in 2018 and it changed my business and I built another business and now I’m here to do it again with this business. Yeah, I’m a brand strategist and it’s been really easy to go to a lot of events like this and just leave really in repair.

(Speaker 9)
Already, there’s the strategic, step -by -step, real -life implementation that we can do to our business. I’m super excited to be here. I’m very excited that Eric Trump is here. That is going to be epic.

(Speaker 2)
Hi, my name is Erica, and it has been amazing being here at the conference.

(Speaker 13)
I’m learning so much.

(Speaker 26)
Everything is perfect for me.

(Speaker 2)
Clay Clark, man, he is one character. That’s a good word for him, character.

(Speaker 6)
Yeah, that is it. driven, smart, and I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother and she just says, she just lets him be Clay Clark. I mean, so he’s endorsed by his mother and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with.

(Speaker 6)
His, Clay Clark starts his days at five o ‘clock in the morning. Oh, it’s incredible. Yeah. He’s, he’s like, he’s, he’s a machine. He’s a machine.

(Speaker 8)
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 7)
m.

(Speaker 1)
in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man.

(Speaker 19)
No, he is.

(Speaker 25)
And the greatest thing that will come out of all of it, aside from winning the presidency of the United States, we’ll get to that in a second.

(Speaker 1)
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. You guys are incredible warriors. You guys are incredible, incredible warriors.

(Speaker 1)
So, thank you, my friend. Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s the greatest. I met his goats today. I met his dogs.

(Speaker 1)
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. I don’t think you know this.

(Speaker 2)
I’m pinching myself and if I cry, forgive me. In the last two and a half days, We have bettered our entire month of February and the last two and a half days. So and the phone’s blown up. Everything’s just blown up. Well you’re right. It is like a rocket ship.

(Speaker 2)
So we’re pinching ourselves. I learned at the Academy in Kings Point in New York Octa nonverbal. 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.

(Speaker 2)
Now, Jackson, you know, this just in, they raided Mar -a -Lago. You know about this? 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.

(Speaker 2)
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. We’ve never been there before.

(Speaker 1)
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 Fight 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.

(Speaker 24)
So again, step one, you go here to amazon .

(Speaker 1)
com. You buy a copy of the book Under Siege. Then you just text a screenshot of your purchase, your proof of purchase. 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.

(Speaker 1)
Mar -a -Lago right there, just for your viewers. It’s the most exclusive private club in the world. $2 million to get into. It’s just base membership fee. And I promise we’re going to make your night absolutely incredible.

(Speaker 23)
Clay goes, listen, why don’t we do this?

(Speaker 2)
Why don’t we put it out to all the amazing Reawaken people, all the people who supported us all around the country, all around at every one of these conferences who adore your family.

(Speaker 22)
We’ve got to beat The New York Times.

(Speaker 2)
The New York Times is going to do everything they can.

(Speaker 1)
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. You know that. I know that. You know the games that they’re willing to play. But Clay goes, why don’t we do a couple of things?

(Speaker 1)
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 1)
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 1)
I want to pull this up again one more time here, Jax, because 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. What book?

(Speaker 1)
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 that is my cell phone number so we’ll keep that private between you and me and everybody 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 featuring Eric Trump at 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 1)
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 pre -sale. This just in. It has to be between October 14th. That’s why we’re clarifying. So between now and October October 14th. Now, folks, let me just clarify this real quick here.

(Speaker 2)
So make sure I’m leaving you with some good clarity here. One, you buy a copy of Under Siege on Amazon. 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, this just in.

(Speaker 2)
It has to be before October 14th. And you have a chance to win a backstage pass to the upcoming business workshop. 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.

(Speaker 2)
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. If you want to make America great again, it is a great book. It’s a book you gotta 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.

(Speaker 2)
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 win a backstage pass at the upcoming Thrivetimeshow .com 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’d 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.

(Speaker 2)
Also, Eric, a final question here for you. You are donating a portion of the proceeds to support Charlie Kirk in his continued mission there.

(Speaker 1)
Could you tell us about that briefly there, and then we’ll let you get back to what you’re doing today, sir? Yeah.

(Speaker 21)
Well, I was on with Benny Johnson.

(Speaker 1)
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 Kash Patel is a very good friend of mine and was a very good friend of Charlie’s. You watch everybody that’s up on that stage every single day as they got to the bottom of exactly what happened, and they brought justice to what happened, or are trying to bring justice to what happened. And it’s kind of unthinkable. But you know St. Jude, and I talk a lot about St. Jude in this book, because fighting pediatric cancer has always been 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.

(Speaker 9)
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 reawaken 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. And I was on stages across, you know, the country and three campaigns, I’ve stood on 1000s 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 go 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 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