Business Coach | Leading Calling 101 + Why You Must Call, Text & Email Your Leads Until They Cry, Buy or Die + Celebrating the Success of Clay Clark Clients, SteveCurrington.com & DrBreck.com

Audio Transcription

Transcribed with Cockatoo

(Speaker 11)
Hi, yes, this is Toby from Vacuums and More. I was wondering if I could, I’m sorry, hello?

(Speaker 83)
Hi, I’ve got a, oh, come on.

(Speaker 11)
Hi, this is Toby from Vacuums and More. I’m sorry, sir, okay. Are our phones down or something? No one’s answering the phone. Oh, I gotta dial nine?

(Speaker 10)
Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men, eight kids, co -created by two different women. 13 multi -million dollar businesses. Ladies and gentlemen, welcome to the Thrive Time Show.

(Speaker 1)
frequently know that is our intro, that’s our intro music. But you might not know that intro music was recorded by Atlantic recording artist Colton Dixon. Now, Colton Dixon is represented by the same A &R rep, David Silberstein, as Ed Sheeran and Jason Mraz. And just four days ago, he flew into Tulsa and he was on these microphones sharing with you his story, his process, and he is having all sorts of success. But I encourage everybody out there, if you’ve yet to check out Colton Dixon, go online right now, do a Google search for Colton Dixon and find his new music.

(Speaker 1)
This guy is really, really putting in the work and I would encourage you to check out his new music. It’s very positive. It’s very uplifting. It’s kind of like Imagine Dragons meets One Republic. It’s just very fun. up -tempo, encouraging, it’s not negative, it’s not dark.

(Speaker 1)
Check out ColtonDixon . com.

(Speaker 6)
And Steve, I don’t know if you know about this, but Colton Dixon has been writing his music with some actual great songwriters.

(Speaker 2)
Yeah, so you’ve been, tell me about that.

(Speaker 1)
Kind of a big deal now, huh? Well, let me list off, he’s teamed up with songwriters who have written for Martin Garrix, Gavin DeGraw, Kelly Clarkson, John Bellion, Shakira, Timbaland, Keith Urban. He’s teamed up with Robopop. Now, Robopop has written songs for, let me read these to you. Robopop has written songs for the Gym Class Heroes, Maroon 5, Sean Paul, Charlie XCX, Nick Jonas, Britney Spears, Andy Grammer. And he’s teamed up with Busby, who’s written songs for Kelly Clarkson, Gavin DeGraw.

(Speaker 1)
I mean, just huge, huge songwriters, and we could not be more excited for him. So Colton Dixon, congratulations to you. I’m so excited about your new music. And for everybody out there who doesn’t know Colton Dixon, check him out, coltondixon . com. But on today’s show, Jason, we’re talking about cold calling.

(Speaker 1)
Cold calling. Cold Calling.

(Speaker 82)
Now, we have a listener out there who has a question.

(Speaker 1)
Could you read the question? Absolutely. Let’s go for it. They say, I’ve been listening to your podcast for some time now. I hear you talk about cold calling, which I do. My question for you is to leave a voicemail or not.

(Speaker 1)
I personally cold call interior designers, which are mostly sole proprietor type businesses. As it turns out, most don’t subscribe to answering their phones on a regular basis. I will say that I have left voicemails mostly with follow up calls with no luck of actually talking to most of them and have never ever had a callback.

(Speaker 8)
I’m sure some of it comes down to how or to me and how I sound on the voicemail, talking too fast, maybe saying, um, too much, et cetera.

(Speaker 64)
I’m working on that.

(Speaker 1)
But, uh, but still, is it beneficial to leave one or just keep calling until I get a live person? Any advice would be much appreciated. Okay. I’m good.

(Speaker 6)
I’m going to break down this into, oh, there’s, there’s kind of new rules out there.

(Speaker 1)
There’s new rules for, uh, sales and I’m going to break down the rules. And then as I, as, as, as I share the rule, Steve can explain why this is the case and And then Dr. Brett can one -up him with an epiphany that is so profound that Steve and I don’t even get it. So here we go. I dare you. The text message killed voicemails. Text message has killed voicemails.

(Speaker 64)
Steve, you have grown Total Lending Concepts and specifically SteveCurrington .

(Speaker 1)
com over the past five years.

(Speaker 6)
I mean, five years ago, Total Lending Concepts was just a startup. And now Total Lending Concepts lended $251 million of mortgages last year, and you have grown your Tulsa branch, stevecurrington .

(Speaker 62)
com.

(Speaker 2)
Explain to the listeners what you’ve done and how it’s changed your approach now that the text message has in fact killed voicemails. We never, ever, ever leave voicemails. Ever. Ever? The only time I would ever leave a voicemail Excuse me, it would sound like this.

(Speaker 29)
Hey clay.

(Speaker 6)
It’s Steve.

(Speaker 1)
Give me a buzz because just out of the curiosity people might call you back if you just say hey, it’s Steve call me, you know, because if you got a message that said that you might call him but what we do is we call and we immediately follow up with a text message.

(Speaker 10)
And sometimes that’s what my text message says.

(Speaker 8)
It just says, Clay?

(Speaker 1)
Because most people, if they get a text that says their name, they’re going to reply with what?

(Speaker 82)
Yeah.

(Speaker 51)
Who’s this?

(Speaker 6)
I have seen this phenomenon happen a lot with doctors and dentists and professionals, but Jason, the doctor or dentist will work very hard to get to the top of Google and to generate a lead, and then the front desk lady or front desk guy will call the lead and the person they’re calling, the lead they’re calling, never answers their phone. Why do people by default not answer the phone when they don’t know the number? Why?

(Speaker 2)
Well, because they typically think it’s going to be somebody scamming them or they’re going to say, oh, well, you know, if I don’t know who they are, they’re going to let me know who they are in the form of a text message or some other type of, you know.

(Speaker 1)
notification it’s because of those dadgum extended warranty people that’s why people don’t answer their phone clay it’s because of the extended warranty and the health insurance calls that we get that’s why because we get like 90 of them. You’re just inundated with them. Yes. And so if you don’t know the number, it’s like I’m not I’m not answering that.

(Speaker 9)
I I happen to answer my personally because if I see the phone ring and I answer, but you’re just curious guy. Yeah. Most people don’t. You know, most people will not answer. So rule number one, 2020 practical rules for cold calling.

(Speaker 1)
These are very practical rules for cold calling in 2020. Text message has killed voicemails. Dr. Breck, do you actually listen to your voicemails, or do you just have it transcribed into text, or do you just call back somebody if you know the number, or what is your move? Yeah, it’s a mix.

(Speaker 20)
So yeah, it depends. My voicemail does do the transcription, so sometimes that’s the case. Other times, if I do know who it is, I’ll listen to it, or just see that I know that person and call them.

(Speaker 1)
and not actually have listened to the voicemail. We as a society have never sat down and said, all right, society.

(Speaker 2)
There’s new things we’re agreeing upon here as a society.

(Speaker 1)
There’s a majority vote for the whole world.

(Speaker 6)
We’re taking a world vote here.

(Speaker 8)
How many of you people think we should no longer check our voicemails?

(Speaker 1)
Signed! Man law! I mean, we’re not doing that, but as a culture, as a society worldwide, the vast majority of people do not check voicemails. Nope. Steve, do you check voicemails?

(Speaker 9)
Absolutely not.

(Speaker 1)
Jason, do you check voicemails?

(Speaker 63)
I don’t, even when they’re transcribed.

(Speaker 79)
I’m like, meh.

(Speaker 1)
So I don’t know a lot of people that are checking the voicemails. So again, rule number one, text message has killed voicemails. Do you remember, Breck, you and I are old enough. Do you remember when MTV actually used to play music, when music television, yes, music television was MTV, it’s music television. Do you remember when they actually used to show videos on MTV?

(Speaker 62)
Absolutely, yeah, it’s one of my favorite channels.

(Speaker 81)
But the video killed the radio star.

(Speaker 60)
Yeah, that’s great.

(Speaker 6)
Great song.

(Speaker 80)
So let me play a little sample of this song here.

(Speaker 6)
This is a here we go.

(Speaker 60)
This is the song video killed the radio star.

(Speaker 1)
It’s a deep thought and true. Here we go. Sure. Come on out. Come on. Here we go.

(Speaker 1)
Is this Colton?

(Speaker 67)
It is not.

(Speaker 1)
That’s him. Here we go. Now, if you don’t like it, it doesn’t matter. It did.

(Speaker 23)
It did, because back in the day, you’d have a song like this song.

(Speaker 1)
Listen to this song. This song couldn’t happen now. Great song, though. It’s going to be stuck in my head all day.

(Speaker 40)
Here we go.

(Speaker 1)
Everybody go check out The Outfield. Everybody go check out The Outfield, Your Love, today. Go check it out today on Spotify or iTunes or something.

(Speaker 3)
You’ve got to hear the rest of the song.

(Speaker 1)
Here we go.

(Speaker 28)
Get past this long guitar solo.

(Speaker 48)
Get past it.

(Speaker 1)
Work through it.

(Speaker 59)
Come on, Outfield.

(Speaker 1)
Oh, wow. Come on, now. You know you want to sing along. Come on, now, Thrive Nation.

(Speaker 79)
Here we go.

(Speaker 1)
Oh, yeah.

(Speaker 67)
Come on, now.

(Speaker 1)
Come on, let’s go. Now, see, that can’t happen now, because now you’ve got to be a pretty person, and there’s not a pretty guy in that group. That’s fair. On behalf of Team Not Pretty, I’m the captain of the team and I will tell you who I’m picking on my squad.

(Speaker 9)
We’re picking players right now in our little pick up non -pretty thing.

(Speaker 10)
And I’m saying, if I’m looking for unpretty people, I’m going back to the 80s and I’m choosing a lot of the lead singers of bands.

(Speaker 2)
I mean, do you remember Foreigner?

(Speaker 9)
Oh, yeah.

(Speaker 1)
What was the song? What was the song? Hot Blooded. Z loves that song, Hot Blooded, back in the day. Yeah. Let me cue this.

(Speaker 1)
This is by Foreigner. Well, there were new stars that came along because of the videos. True. I mean, people like Pauly Abdul.

(Speaker 58)
probably I mean a big credit to her was the video.

(Speaker 47)
Video killed the radio star but it made her career.

(Speaker 6)
Yeah she was a Lakers cheerleader.

(Speaker 78)
that could also put out some music.

(Speaker 1)
Now, Steve, let me tell you what Foreigner did.

(Speaker 77)
Because the Foreigner’s going, hey, listen, I’m not pretty, you’re not pretty, none of us are pretty.

(Speaker 39)
The drummer’s not pretty, the lead singer’s not pretty, the guitarist isn’t pretty.

(Speaker 6)
So we’re going to do a little hack here.

(Speaker 1)
The video killed the radio star, so what we’re going to do is we’re going to feature someone else. Steve, look at this video.

(Speaker 9)
What is this video, essentially, here? What is going on here? What’s going on in this video? They just put some sex symbols on there instead of themselves.

(Speaker 27)
All it is is just…

(Speaker 19)
The whole video is just a bunch of ladies grinding.

(Speaker 1)
That’s all it is.

(Speaker 24)
They’re not even in the video.

(Speaker 1)
I can’t stop watching. No, but that’s all they want to do is they’re going, hey, you know what?

(Speaker 6)
We, we, we, now look. What was her name?

(Speaker 1)
Uh, Tawny Katane. That was like the one image of her on top of the Trans Am. Like made her career. Look at this. Look at this. Look at this, Steve.

(Speaker 1)
Look at this here. Now this is them when you see them in person.

(Speaker 2)
Why did they describe that as a, as a pretty man? That’s a chick. That’s a man chick. So what happened is that culturally music videos killed moderate to ugly artists.

(Speaker 69)
And now you’ve got to be an attractive person with an attractive voice.

(Speaker 6)
You’ve got to put on more of a show. The video killed the radio star. Now the text message is killing the voicemail. That’s a rule. Rule number two, I touched on it earlier, Steve, is people no longer answer.

(Speaker 1)
the phone if they don’t know the number. Why? Why? It’s the telemarketers, man. It’s the, like I said earlier, it’s the, do you want to extend your car warranty? And it’s the, you know, the Obamacare salespeople or whatever, you know, you’re getting your phone blown up.

(Speaker 1)
I got, you know who else is calling now?

(Speaker 9)
Who’s calling? Apparently, I’m guessing Amazon must have got sued because they were recharging people’s Amazon Prime without telling them.

(Speaker 1)
So now you get an automated call from Amazon from Nebraska, starting at 745 in the morning, every 15 minutes until you answer. Just letting you know that we’re charging $39 .99 for your Amazon Prime. So you just get crap like that, and it just desensitizes you to the phone ringing. Like, I don’t even have my ringer on. So people don’t answer numbers they don’t know. Jason, do you agree with this?

(Speaker 1)
I mean, do you find yourself when the phone rings and you don’t know the number, do you answer it? Yeah, and that’d be sometimes like if I get a new client, they’ll call me from a number I don’t recognize, and then they’ll shoot me a text from the number that I actually know, and they’re like, hey, I tried to call you. Why don’t you call me from the number that we agreed on? It’s a random number I’m not answering, and then it gets weird. So, okay, Breck, have you noticed this, that people don’t answer numbers they don’t know?

(Speaker 6)
Oh, absolutely.

(Speaker 58)
Yeah, I’m the same way.

(Speaker 1)
Okay, so let’s think about this. As an entrepreneur, this is how I do it now. These are my new rules for engagement, all right? So we’re going to call this thing, and Jason, we’ve talked about this a lot at shows, at our conferences, we talk about it on the show. Probably not enough on the show. We talk about it at conferences a lot.

(Speaker 1)
It’s called the wolf. Now the wolf the wolf is the new rules. It’s the new move for getting ahold of somebody now today so down today Steve if I told you about my my new book. I’m working on the the mastermind manuscripts. Do you know about this? No, dude.

(Speaker 1)
Look at this. I’m gonna pull it up here for the listeners out there who don’t know about this book yet. It is it’s it’s number one thing I’ve ever done in my career in terms of just a thing I’ve produced. It’s called The Mastermind Manuscripts, and this book is a book that I’ve been working on way too long. Seriously, closer to six years.

(Speaker 1)
Here it is. This is The Mastermind Manuscripts, and I have got a release from all of these people to be in the book. So we’ve got Zach O’Malley Greenberg. He’s the guy who does the Forbes rich list for the rappers. And he wrote the book about Jay -Z. It’s on the shelf over here.

(Speaker 1)
He’s the one writing these great books about Dr. Dre, the life and times of Michael Jackson. He’s going to be in the book. We’ve got Sharon Lecter. She’s going to be in the book. You know, for the lady who actually wrote a Rich Dad Poor Dad with Kiyosaki, we’ve got all these great people that are going to be in the book. And the problem with getting all these people in the book is one, I’m in Oklahoma and I’m not famous yet.

(Speaker 1)
So I had to go out there and make a list of these people. And Steve, look at these chapters. I mean, look how they’re laid out, dude. This is beautiful. This is Sharon Lecter in the upcoming book Mastermind Manuscripts. There she is, the co -author of Rich Dad Poor Dad.

(Speaker 1)
So I had to find the division behind it was to write a think and grow rich 2020.

(Speaker 64)
So instead of talking about Ford and Carnegie and Edison, it’s like, let’s have the chapter about branding be taught about the world’s number one PR guy ever, Michael Levine.

(Speaker 50)
Or let’s have the chapter on real estate investment be taught by the world’s number one writer on the subject, Sharon Lecter.

(Speaker 1)
Let’s have the chapter on sales or selling to retail stores be written by the guy who started Honest Tea.

(Speaker 33)
and beyond meat.

(Speaker 1)
Let’s have the search engine chapter be taught by Bruce Clay, the author of Search Engine for Dummies.

(Speaker 77)
Let’s get them all in one book.

(Speaker 2)
You can look at this to verify this, and I think, Dr. Breck, you can see my screen over there.

(Speaker 1)
The chapters are going to be beautifully laid out, but it’s going to feature content from these people.

(Speaker 15)
I mean, we’ve got just huge, huge names that are confirming, but I want to show you guys the email I sent out, because I was getting rejected every time that I would send an email to ask for permission to get featured in the book.

(Speaker 9)
No one was responding.

(Speaker 1)
And I was thinking, man, how do I, I got to go back to my sales roots because in sales we do the wolf, but they’re not responding. So I wrote this email and I feel so good about this email.

(Speaker 24)
I feel like I titled it urgent.

(Speaker 33)
Awesome.

(Speaker 1)
There it is. So the title is urgent. Awesome. And so when you get an email, Steve, that says urgent, awesome, what would you, would you, would you at least, I mean, in the clutter of emails and you see when it says urgent, awesome featuring you in our upcoming book, would you at least read it? Yeah. But I read all the emails from you.

(Speaker 1)
I mean, but I’m just saying if you didn’t know me, though. Yeah. Right. It gets you to open it. These are very famous people. I mean, we’ve got the world’s we have the who’s who the head of Adobe.

(Speaker 1)
Yeah. Belsky. is in the book. These guys have all said yes, it’s crazy. This thing is being represented by Foundry Media, the world’s top literary agency, so Urgent Awesome is the key to getting them to open it.

(Speaker 43)
So, Jason, I’d like if you can, can you pull up my deleted box, my trash, and search for Urgent Awesome and read the email to the listeners?

(Speaker 1)
Because the key to getting these people to say yes, it took me five years. almost six, to interview all these people. Then I had to transcribe it and turn it into a book. Then I had to get signed with the world’s number one literary agency, Foundry Media. And now I’m trying to get releases. And Roger Freit, who’s my direct agent, Roger Freit has represented Michael Levine and other big names.

(Speaker 1)
He says, dude, you’ve got to get a release. I mean, Wes Carter, our attorney, Wes represents TD Jake’s Craig Rochelle. And he’s like, dude, you have to get a release. You can’t just You can’t just put them in a book. You’re gonna have to get some kind of release from them.

(Speaker 1)
Jason, did you find it in the deleted box there? Yep, found it. Okay, please read the email to the listeners. Let’s start off with the subject line, then read the email. It says, urgent, awesome, in the subject line.

(Speaker 6)
Then it says, Brian, one, I have been working on this project for the past five years, and I am now being represented by Foundry Media. It goes into all of these crazy awesome credits, Elon Musk’s book. how to stop doubting your greatness and start living an awesome life. I think that’s a badass book. Point two, you were one of my favorite interviews.

(Speaker 9)
Now quick time out here, I want to make sure we get this.

(Speaker 1)
This is powerful because in, Steve and Breck, you’re the same way. If you got an email that says, one, I have been working on a project for five years and I’m now being represented by foundrymedia . com, I put a link to where you can click their best sellers. Steve, why is that a move right there? I mean, why is it important for the person getting this email to have a link that’s super easy to open, that takes them to the subtle art of not giving an F to Chris Kyle’s book? Why is that a move right there?

(Speaker 1)
I’m going to pull it up, Breck, so you can see it. Why is that a move?

(Speaker 58)
Because they may not know who Foundry Media is. I mean, you know who they are, but they may not know.

(Speaker 1)
But once they see all the books that they’re behind, they’ll definitely recognize them. and you’re just making it easier for them to go do the research, you’ve already done it for them. So here, let me go back it up. Before they get any further, you’re already giving yourself that credibility of who they are and who you’re working with.

(Speaker 6)
So it lends its credibility, I can’t talk, credibility back to you. This is so big, and I want to make sure the listeners get this.

(Speaker 76)
I’m trying to teach you a move, guys.

(Speaker 2)
I’m trying to teach you a move here.

(Speaker 36)
So one, the subject line has to say Urgent Awesome, featuring you in our upcoming book.

(Speaker 6)
and then it says their name, and then it says, one, I’ve been working on a project for the past five years, and I am now being represented by, that’s big, point two, Jason, what does it say?

(Speaker 1)
Says, um, you are one of my favorite interviews of the past five years and 1 ,900 plus shows. And I would like to include the transcript of our interview in an upcoming book, mastermind manuscripts, uh, words of wisdom from mentors, millionaires, and industry leading experts. I believe it will bring additional exposure to you and, uh, sorry, my mic stands in the way to you and, um, truly believe it would be a win -win. Real quick. I said, I believe it will bring, uh, additional exposure to you. and it will truly, and I truly believe it will be a win -win.

(Speaker 8)
Steve, why is it important to say in the text, I believe it will bring additional exposure to you, and I truly believe it would be a win -win.

(Speaker 50)
Why do I have to start with you?

(Speaker 1)
Because you’re focused on them and not you. What many people say is, I really need to get my book launched so I can sell a lot of copies. For me. For me. Right. So you’re just putting the focus on them.

(Speaker 1)
Now, Jason, point three.

(Speaker 75)
The book will feature industry leaders such as John Maxwell, Seth Godin, David Robinson, Wolfgang Puck, Craig Groeschel, Eric Thomas, Grant Cardone, and you.

(Speaker 34)
Think Tribe of Mentors and Tools of Titans from Tim Ferriss.

(Speaker 1)
And I want your permission to add your interview as a chapter.

(Speaker 6)
There is zero fees and requires zero of your time.

(Speaker 1)
I just need your permission.

(Speaker 6)
Please let me know as soon as possible.

(Speaker 9)
There it is.

(Speaker 1)
And when they respond yes, Wes is having me screenshot that. Roger Freit, Wes was super concerned about, you know, releases. And Roger’s like, just get screenshots, get that.

(Speaker 29)
So we’re saving all those.

(Speaker 1)
But that right there, I’m just telling you, that was keeping me for a year and a half for that. the book in Target. This is the only thing keeping my books out of Barnes and Noble is that email. Yeah. Ouch. Frick.

(Speaker 1)
Almost six years. Out of the number of different featured guest artists.

(Speaker 31)
Yeah.

(Speaker 1)
Seth Godin has said no.

(Speaker 15)
How many have – He said no.

(Speaker 1)
Yeah. Out of what percentage do you have the releases now for? How close are you? I think we had 45 we sent it to, and we had 44 or 43 said yes.

(Speaker 6)
I know that Seth shut me down.

(Speaker 1)
Why? Seth Godin is very, very careful about his brand to a level that is beyond everybody else. I don’t think people realize this, but he started a company called Yo -Yo Dine back in the day, and he sold that to Yahoo. And when he did, he made a lot of money, and I don’t think he’s ever talked about how much money he made. Let me see if I can find the actual story here on Wikipedia. On Wikipedia it says he sold it for $30 million to Yahoo in 1998, but my understanding is There were some shares, some stocks, some things, but he’s worth a lot of money.

(Speaker 1)
He’s also written a lot of books, and all these people in the book are worth a lot of money and have written a lot of books, but I think he is always paranoid, and I think justly so, that his reputation might be used in a book that maybe he doesn’t agree with or something. So I think he’s uber -guarded. And I don’t know him that well. You know what I mean? I interviewed him, and he said the interview went well, but he’s the first one to shut me down. And I get it.

(Speaker 1)
You know what I mean? These are people that have a lot to lose. You know what I mean? They’re already huge. Right. Are you going to keep asking?

(Speaker 1)
I want to get him on the show again. I do want to have him on the show again. But yeah, I would like to have him on the show again. And the way I’m pitching this book series is it’s mastermind manuscript.

(Speaker 8)
Volume 1.

(Speaker 1)
And then the next book will be Mastermind Manuscripts, but it’ll be just with real estate experts. You see what I’m saying? And I ask them in the book, what time do you wake up? How do you organize your day?

(Speaker 9)
What books do you recommend?

(Speaker 1)
What’s the key to your success?

(Speaker 9)
And then I ask them about their specialty.

(Speaker 1)
So you’re getting their wisdom on their thing.

(Speaker 9)
But you’re also hearing their routines.

(Speaker 6)
So it’s really cool.

(Speaker 2)
I mean, Melissa Hartwig, who started the Whole30 program she’s in.

(Speaker 6)
So it’s really fun.

(Speaker 34)
But this will be the first of a series.

(Speaker 1)
See how there’s the Rich Dad series?

(Speaker 9)
I think we’ll have a series of these books.

(Speaker 6)
And I think we’ll probably get five or 10.

(Speaker 1)
I want it to be like the chicken soup for the soul.

(Speaker 6)
I was about to say, you’re going to be chicken soup for the holidays. But I want it to be about every industry.

(Speaker 1)
So it’s like mastermind, manuscripts, branding. And then it’ll be a whole book about branding. and so I’ve got all these. Almost 20 years ago I got to do some reading and editing of Chicken Soup for the Chiropractic Soul. Really? Yeah, it’s a thing.

(Speaker 1)
You were editing it?

(Speaker 29)
Well, yeah, they brought some of the manuscript stuff and they had us proofread and go through it.

(Speaker 1)
Why do you sound so surprised, Clay? That’s so rude. He’s like, oh really, you? I can read. No, I believe that they would ask a man of Brecht’s stature to do it. It was through the university.

(Speaker 1)
So I was in chiropractic school at the time and so they were doing this at a couple of our chiropractic schools across the nation. And I want all the listeners to hear this and document this and to take note of this. Especially you, Seth. You still have time. No, no, Seth is great.

(Speaker 74)
I got reached out to by the guys who do the dummies books.

(Speaker 1)
You know where it’s like search engine for dummies and sales for dummies.

(Speaker 8)
And they reached out to me to ask me to write a book on small business growth for dummies.

(Speaker 9)
Yeah.

(Speaker 23)
And then I got rejected.

(Speaker 1)
But they’re the ones who reached out to me. I want to invite you to be rejected. No, they invited me to be to be the person who writes the book.

(Speaker 6)
Right.

(Speaker 51)
And so I go through and John can vouch for this.

(Speaker 1)
I go through. I’m like, OK, what do I need to do? They said, write an overview, include client stats and growth. And what would it be about? And I do all that. And then they tell me no.

(Speaker 1)
I’m like, what the crap? Because I thought, man, good fortune. Things are happening. I guess somebody in that organization listens to our show. Mm hmm. and thought this guy would be perfect.

(Speaker 1)
It’s a weird power play.

(Speaker 31)
At that point, had you already written some books or not yet?

(Speaker 56)
Yeah, I had.

(Speaker 73)
Yeah.

(Speaker 33)
I mean, this was recently.

(Speaker 73)
This is like the last two years. That’s crazy.

(Speaker 72)
I know.

(Speaker 50)
And I’m like, they interrupt me to ask me to be featured in their book, and then they shut me down.

(Speaker 72)
It was weird.

(Speaker 19)
But anyway, we go back to the way to reach people in today’s culture. It’s called The Wolf. Now, The Office is a fictitious show.

(Speaker 62)
Um, that is a fan favorite for a lot of people.

(Speaker 19)
And, uh, in that show, um, the, the main character who, who plays the main character in that movie?

(Speaker 58)
Yeah, it’s Michael Scott is his name on the show, but Michael Scott.

(Speaker 71)
Okay. So what happens is that he, um, invents an app in the show and the app is supposed to allow you to reach people in today’s modern culture.

(Speaker 57)
And it’s called the wolf.

(Speaker 1)
So let me queue up the audio clip here.

(Speaker 6)
Okay.

(Speaker 1)
So this is the guy, he’s another character in the show, standing next to Carell’s character, and they’re explaining how the new app works. And let me hit play on it. Here we go. Hey, I’m Woof. I’m Facebook. What’s up, Facebook?

(Speaker 1)
I sent you a Facebook message yesterday. Still haven’t heard anything back. You should have sent me a Woof. A what? When you send a Woof, it goes to your home phone, cell phone, email, Facebook, Twitter, and home screen all at the same time. Woof.

(Speaker 1)
Woof. Woof.

(Speaker 6)
Woof. Woof. Woof. Woof. Woof . com.

(Speaker 6)
Hey, I’m Wolf. I’m Facebook!

(Speaker 1)
you today to reach somebody, you have to do all of the above. He’s literally getting a fax, there’s a thing printing out, there’s this thing on the screen popping up, his phone’s dinging, like everything. So this is how we do it right now. If you reach out to us at Elephant in the Room to schedule your first haircut or to buy a ticket to a Thrive Conference, we’re going to immediately send you a text and the text is going to be filled with very to the point information. But it’ll say, thank you for reaching out to us. Here’s a link to testimonials of people who’ve attended the conference.

(Speaker 1)
So it’s like the text says something to the effect of, we appreciate you reaching out to us.

(Speaker 70)
And here’s a link to what happy customers have to say.

(Speaker 1)
And we’ll be in touch with you ASAP. And that way they know who it’s coming from. And then we text them right away.

(Speaker 8)
Then we call them. And then we email them. And we call them all until they cry, buy or die. But let’s get into this text, call, email. Steve, why is it imperative that you text your leads, then call the leads, then email the leads? Because people, we just talked about how people don’t answer their phones and they don’t respond.

(Speaker 1)
And, you know, if you want to get a hold of them, you’re going to have to make an attempt other than, I don’t know.

(Speaker 69)
I think people think that just because they put a sign out in front of their building that people are just going to like walk in, you know, like they’re just going to be like, Oh, here I would look at what my lucky day.

(Speaker 1)
I just drove by and here you are selling something that I want. So it’s just, if you want to break through the clutter of all of your competition, you’ve got to make an effort to reach somebody besides just. dialing their phone and leaving a generic voicemail that no one’s going to listen to. Well, and we were just talking about having a billboard on a major highway where tens of thousands of people are driving by and it still doesn’t generate a call sometimes. Right. So, yeah, I mean, just putting something out there doesn’t mean there’s action behind it.

(Speaker 1)
This is this is so, Jason, how often do you see your clients before you’re able to help them where they get a lead and they call you?

(Speaker 6)
and they say they can’t reach their leads. I mean, how often do you hear that?

(Speaker 63)
I see it all the time and I feel like it’s a big thing I help my clients with because they’ll tell me, they’ll go, that changed my life.

(Speaker 1)
Seriously, you heard the interview this morning, we just interviewed Randy Antrican and he did, check this out guys, he did $350 ,000 of sales this week.

(Speaker 60)
And all of last year, he did $100 ,000 during January.

(Speaker 1)
Homeboy has done $500 ,000 of sales in the first 11 days of January.

(Speaker 6)
That’s beautiful. And he did $100 ,000 all of last year. He’s in the process of 10xing his business. And one of the things he’s doing is he’s calling, texting, and emailing his leads relentlessly. Jason, how often do you have clients, specifically in the medical space, Botox, and things like that, where they might get a lead, and they might call the lead one time? It happens so often, it’s scary.

(Speaker 6)
And so their one thing is, well, I just feel like I don’t have any leads coming in.

(Speaker 1)
No, your leads came in.

(Speaker 6)
Did you contact them? Well, I called them, but they didn’t answer. And like Steve was saying, just because by the grace of God or just having a business, they assume that people are just going to say, oh, hey, you’re here. Cool. I’m going to use you.

(Speaker 2)
Well, if they’ve done that, if they go to your website and they submit a form, you have to call them back.

(Speaker 1)
They’re not going to just keep calling you until you pick up. They’re going to shop somewhere else if they feel like you’re unresponsive. Steve, you wrote a book about this. You wrote a book about calling your leads.

(Speaker 9)
What’s it called?

(Speaker 1)
Call Your Leads. Available on Amazon. That’s very clever. It’s a book, is it not? Yeah. And what kind of tips do you share in that incredible book, Call Your Leads?

(Speaker 29)
Very basic knucklehead -type tips, like, you know, once you’ve called your leads, call your leads again.

(Speaker 6)
Lead didn’t answer, text your lead, email your leads.

(Speaker 9)
I mean, it’s literally 101, like, repeat and repeat and repeat of the same dadgum thing.

(Speaker 3)
most people won’t call their leads.

(Speaker 1)
And I was going to share, I have a, like one of my memory photos that I keep like on my featured photos on Facebook and it has some, some sales statistics about, about people actually calling leads. Do you know that 48 % of salespeople never even follow up? with a prospect. Where are you getting these stats from? This is from the National Sales Executive Association. I don’t know the date of this, but I found it years ago and put it on there.

(Speaker 1)
Go look it up yourself if you want to confirm the accuracy of it, but I think it’s pretty good. 25 % of salespeople make a second contact and stop. 12 % only make three and stop. Only 10 % of salespeople make more than three contacts, so 90 % of people won’t even make more than three calls. Here’s a fun stat for you. The people that come to our conferences are entrepreneurs.

(Speaker 1)
Jason, you were at the last conference.

(Speaker 30)
Dr. Breck, were you at the December conference?

(Speaker 1)
No, I was out of town. Okay. This is a fun statistic for you that might just blow your mind.

(Speaker 58)
At the conference, I asked one of our employees, I was on the mic and it was just a spontaneous thing.

(Speaker 34)
I asked Julia who was working in the bookstore.

(Speaker 68)
I said, how many times do you have to call the average person who fills out the form to attend our conference?

(Speaker 1)
How often do you have to call this person before you actually reach them on the phone? we’re sitting there uh uh people are kind of guessing and the conference are going is it five times is it ten times i believe and i could be incorrect but i believe she said she had to call the average lead for people that have who have attended the conference 20 times holy cow 20 times yeah it’s a lot i mean that is crazy 20 times Holy cow. And they signed up and said they won.

(Speaker 6)
The very people who struggle with this issue are part of the same issue.

(Speaker 55)
Right.

(Speaker 1)
And what’s crazy is that we’re sitting there at the conference, and it was so cool because the people at the conference know that we did call them over 20 times. And so they knew it.

(Speaker 67)
And so it was a great, powerful thing because it wasn’t a statistic that they couldn’t prove.

(Speaker 2)
And then I said, by show of hands, how many of you had to be called more than 10 times before you picked up the phone?

(Speaker 1)
All the hands go up.

(Speaker 66)
We would have no conference attendees if we did not observe the final rule of 2020 cold calling.

(Speaker 28)
Call them all until they cry, buy, or die.

(Speaker 29)
Call them all until they cry, buy, or die.

(Speaker 1)
Steve, preach the good news.

(Speaker 36)
You’ve got to call them all until they cry, buy, or die.

(Speaker 1)
I’m going to give you a megaphone. I’m giving you a big leash.

(Speaker 6)
You do what you have to do, but convince our listeners to call them all until they cry, buy, or die. Oh, you’ll figure it out.

(Speaker 1)
You got it. You’re a mortgage lender. You’re a mortgage banker. He’s going to figure it out.

(Speaker 8)
Oh, my god.

(Speaker 1)
Call the freaking lead!

(Speaker 27)
Steve, I don’t know.

(Speaker 1)
I don’t know if I want to call. I don’t want to upset my leads.

(Speaker 9)
I don’t want to call them too much. No one cares about your feelings. Call the leads.

(Speaker 1)
But I just don’t want to upset people. I know that if someone calls…

(Speaker 6)
Come on over to Man Down by the River. Call the leads.

(Speaker 9)
But Steve, I don’t want to upset people.

(Speaker 1)
Get out of here. You’re supposed to upset them. Maybe they’ll die. Now, sometimes what happens is, as a human, you’re not good at something and you think you are. Mm hmm. And those closest to you.

(Speaker 1)
don’t, they don’t want to hurt your feelings. They tell you, go ahead, try out for American Idol. You sound beautiful. So they actually, and Jason, you know, I’ve talked about this before.

(Speaker 9)
Yeah.

(Speaker 1)
We’ve talked about are you a mean, mean person? Who’s meaner, the person who lets their best friend or their daughter or their son try out for American Idol and become the laughingstock of American culture? Who’s meaner, the person who allows you to go on The Voice and bomb, or is it the person who pulls you aside and says, I think you should go on that show? That’s the person that allows you to fail horribly. So what happens is somebody out there right now is not calling their leads enough, and therefore they’re not making any money. True.

(Speaker 1)
Brick in your office you get dozens and dozens of leads every week people reaching out to you to go to Dr Breck calm right and they schedule their first exam which tell the listeners how hot that first deal is a doctor Breck dot com well it’s free and so yeah you get a consultation exam any necessary x -rays and a treatment all at no cost and your team. Calls those leads relentlessly. It’s a hot deal and he’s still got to follow up on those leads. People give us their information and then they run and hide. But we got to find them. I think there’s some chiropractor out there right now who thinks he’s calling his leads enough.

(Speaker 18)
Right. He’s calling his leads once or twice. No, we’ve had to reevaluate this and actually increase the number of times that we reach out to people.

(Speaker 32)
I mean, there’s there’s just no point where you say, OK, we’ve we’ve actually done it until they call us.

(Speaker 65)
Cry buy or die.

(Speaker 1)
I think, um, not calling your leads enough is very analogous to Carl Lewis singing in the national anthem. It’s like, you think you’re calling them enough. You think you’re great. You think you’ve won this debate. You think you’re calling your leads enough and you’re going, I don’t need to call them more. I’m already calling them enough.

(Speaker 1)
Well, Carl Lewis was telling his PR people, he’s like, listen guys, I’m gonna go out there, and I’m gonna sing that national anthem.

(Speaker 6)
And when I sing that national anthem, I’m gonna dominate that thing, and it’s gonna be good.

(Speaker 1)
And they’re going, no, Carl, Carl, you are an Olympic athlete, you’ve won gold medals, but you cannot go out there and sing that national anthem. Heard it played a million times. And Carl says, no, I am Carl Lewis, And I will sing that national anthem with the greatest of the greats. I will be, I will go down with Whitney Houston as being perhaps the best or one of the best or a very good national anthem singer. And you can’t stop me. There’s somebody out there listening right now, Steve, who says, I am calling my leads enough.

(Speaker 1)
You cannot give me that kind of coaching. I’m calling my leads enough. Let me cue up this audio of Carl Lewis. singing the national anthem, which is analogous to how people approach calling their leads. You’re not doing it well, you’re not doing it enough, you’re not being intense enough, but you think you’re being good at it, you think you’re on top of your game, but you’re not.

(Speaker 6)
So you, as you listen to Carl Lewis sing the national anthem, think about you Think about yourself and how often that you’re calling your leads. Think about how great you are at calling your leads as you listen to the great Carl Lewis singing the greatest performance in American history of the National Anthem.

(Speaker 1)
Let me hit play here.

(Speaker 6)
Carl Lewis apparently didn’t see the movie.

(Speaker 24)
If his rendition of the Star Spangled Banner prior to the Nets -Bulls game last night is any indication, as a public service we present now only excerpts.

(Speaker 1)
Ladies and gentlemen, our national anthem.

(Speaker 6)
All right, are we all ready?

(Speaker 1)
Oh, we’re ready. It’s so bad, but you’re talking about him and this is what I’m saying. I’m saying right now though.

(Speaker 64)
This is how I feel about you calling your leads.

(Speaker 6)
I see churches all the time. They call someone fills out the form because they desperately need prayer. I see accountants, somebody fills out your form because they definitely need help and then you call them one time.

(Speaker 1)
You can’t call your leads one time. Steve, what happens if you call your leads one time? Bankruptcy.

(Speaker 29)
You’re going to lose.

(Speaker 1)
Now we have another question from a Thriver out there who asks us, they say, what is the most affordable kind of business to start? So I’m going to give you the quick answer on this, and I’d like Dr. Breck and Steve to feel free to one -up me here. But there’s two concepts I want to teach. Whenever someone asks me, they say, I want to become an entrepreneur. Clay, I’d like to become an entrepreneur, but what kind of business should I start? I tell them this.

(Speaker 1)
This is the process. Step one, find a problem that you can solve that people are willing to pay you for. Find a problem that you can solve that people are willing to pay for. As an example, Steve, explain to listeners out there what you do for a living at SteveCarrington .

(Speaker 8)
residential home loans, like mortgage. You want to buy a house, I get you the money. And did you just do a million dollar plus mortgage?

(Speaker 1)
Oh, I’m working on a couple of them right now actually. Right, there you go. You love rich people. I do. But then you make a 1 .5 % commission approximately whenever you help someone find a mortgage, correct?

(Speaker 24)
Yep.

(Speaker 1)
Okay, so the problem you solve is you help people get the funding needed to buy a house. Now, Dr. Breck, what problem do you solve for a living? What do you do?

(Speaker 42)
So when people’s neurology is not functioning at its optimal, we actually optimize the way that your brain communicates with your body, which helps you relieve pain because your body is a self -regulating organism.

(Speaker 60)
And so we relieve that interference to allow you to regulate.

(Speaker 6)
your own body and heal and feel well. And for a simpleton like me, if you hurt, we help you not hurt. OK, so you’re a chiropractor.

(Speaker 1)
If you’re hurt, you help people not hurt. Right. You’re a chiropractor. You solve the problem of pain in the body. Steve solves the problem of helping people get a mortgage. Jason, how do you help your clients?

(Speaker 1)
What do you do with your clients? You offer tremendous value. Your clients are growing by 40 percent, 35 percent, 50 percent. I mean, huge growth.

(Speaker 17)
All of them are growing by more than 35 percent. What problems do you solve? I provide them with accountability.

(Speaker 16)
I help them structure their schedules, help them get used to how to create and sustain a to -do list. I help them with their hiring, their writing, their scripting. So again, people get all hung up on, oh, do you need a degree?

(Speaker 1)
Do you not need a degree?

(Speaker 17)
It doesn’t matter whether you need a degree or not need a degree.

(Speaker 1)
You just need to solve a problem for people that they’re willing to pay for. You got to solve a problem that people are willing to pay for. for. Steve, you see this all the time. People have a problem that they can solve. Yeah.

(Speaker 1)
So as an example, um, but no one wants to pay for it. There it is. Yeah.

(Speaker 6)
Hey, I saw this the most amazing problem in the world that no one cares about.

(Speaker 1)
No one will pay me. This is crazy.

(Speaker 63)
There is a, um, uh, Michael Bloomberg, who is a very, very

(Speaker 1)
um, uh, famous, uh, mayor of a New York. He started Bloomberg, the very successful company.

(Speaker 3)
I’ve been featured on Bloomberg before.

(Speaker 8)
He was recently giving advice to students. And let me, let me cue this up real quick. He’s asked, well, first New York city mayor, Michael Bloomberg, when he’s asked by students, what should I do for a living? What kind of, what advice would you have for graduating high school students? What should they do for a living? And this is what Michael Bloomberg has to say.

(Speaker 8)
Well, first, New York City Mayor Michael Bloomberg went after your cigarettes and then your supersized soda cans.

(Speaker 1)
Now he’s telling so -so students that college might not be worth the cost. During his weekly radio program, Mayor Bloomberg made a push for technical and trade schools, saying that the jobs they train you for pay nicely in the short run and can save your pocket from the burden of student debt in the long run. People who are going to have the biggest problem are college graduates who aren’t rocket scientists, if you will, not at the top of their class. Compare a plumber to going to Harvard College. Being a plumber, actually, for the average person, probably would be a better deal because you don’t spend four years spending $40 ,000, $50 ,000 tuition and no income. Let’s try it again, let’s try it again.

(Speaker 1)
Let’s do it again. That’s what he’s saying, don’t miss it. Bloomberg is telling you, find a problem that you can solve for people. Plumbing turns out to be a problem. People are willing to pay for it. So he tells people, become a plumber or a coder, but get the crap out of college.

(Speaker 1)
Quit going to college for four years to study business. Steve, would you hire somebody out there today because they show up to Total Innovation

(Speaker 9)
and they have a business degree?

(Speaker 6)
Does that matter to you at all?

(Speaker 2)
No, it works against them.

(Speaker 1)
And the fact that they have $200 ,000 of student debt or $100 ,000 of student debt. Dr. Brick, do you want to pay a guy more money simply because he has a lot of student debt and a lot of loans that he has to pay? Of course not. But that’s what they do when they argue. Jason, you’re friends with a lot of people who have a lot of student debt. True.

(Speaker 1)
And don’t they bring that to the job application process? Don’t they tell their new employer, hey, I need to make at least this much money because I got to pay my student loans. I’ve had two friends that told me that they actually secured higher hourly rates than the job offered because their credentials were so great. Oh, I graduated with this degree.

(Speaker 63)
However, it’s going to take X amount of time to pay it off.

(Speaker 1)
And the employer was okay with giving them a bump in order to pay it off faster.

(Speaker 2)
Yep.

(Speaker 1)
And it turns out they don’t even work there anymore.

(Speaker 2)
So concept number one, concept number one is one.

(Speaker 1)
You’ve got to, you have to, you have to.

(Speaker 9)
You have to do this.

(Speaker 1)
You’ve got to find a problem that you can solve that people are willing to pay you for.

(Speaker 62)
Now, concept number two, this is how you get rich.

(Speaker 14)
Someone should write this down.

(Speaker 6)
This is how you get rich. Someone should write this down and should probably tell two or three people.

(Speaker 9)
You should tell, if you’re in the car right now, look for a piece of paper, pull over, pull over, get out a pen.

(Speaker 2)
If you’re driving, if you’re walking, you want to write this down.

(Speaker 1)
There are three ways to get rich, okay?

(Speaker 9)
One, do something that nobody else is willing to do.

(Speaker 1)
There’s a crime scene cleanup franchise right now that’s making bank. Steve, why would you not want to do crime scene cleanup as a profession? He has a weak stomach. Because it’s disgusting. I don’t want to see dead people. Look at this.

(Speaker 1)
I’m going to hit play. This is a real company right now. It’s called Bio One. What they do, let me list off the services they do.

(Speaker 6)
Let’s fire this off.

(Speaker 1)
These are the services they currently offer.

(Speaker 9)
They do blood removal. It says, eliminate dangerous pathogens.

(Speaker 6)
Blood and biohazardous pathogens can carry disease and other unwanted substances such as, okay, service number two, suicide and homicide cleanup. Good to know. Who do you call when you’re in the need of, when you find yourself in the need of suicide and homicide cleanup? They should mail out those magnets that you can put on your fridge. Hoarding.

(Speaker 9)
It’s like, hey, just so you guys know, if anyone blows your head off, there’s got this number down here. Hoarding cleanup. Yeah, I know some people who need to call.

(Speaker 6)
Undiscovered death and body decomposition cleanup.

(Speaker 1)
Wait a minute. Look at this. This is a real undiscovered. Then how would they get the car, you know, if it festers for a while? Oh, they have to go into a wellness check when you haven’t seen someone for a while. Biohazard is an undiscovered death.

(Speaker 1)
Emergency vehicle decontamination. Now, that’s a niche right there. Biohazard and waste removal of rodent droppings, cleanup, sewage, odor, removal, pieces, pieces in urine, cleanup mold. remediation tear gas tear gas cleanup that seems very that’s who i should have called so again this company here and everybody check it out it’s called bio one tulsa . com bio one way to handle each of these scenarios and they’ve got it figured out and they’ll do it for you and i know people that have had a we have at a trade show their booth was next to the bio one guys True story. Yeah.

(Speaker 1)
And the bio one guys are like, Oh, man, and they have kind of a this particular rep had some had a sense of humor that you would only have if you dealt with this on a daily basis that you have to have to do what you ask him he did this is what I’m just a true story one of the reps was talking to the bio one guy He says so how are so how are our things and he says oh, we’re killing it And he’s like what is it no no man sales are really up in Chicago He’s just joking about it, but it’s true, but it’s also true, and so it’s but I don’t want to do that But again, how do you get rich do something that no one else is willing to do Steve? Why don’t you cut your own grass?

(Speaker 24)
Why don’t you clean your own carpet?

(Speaker 6)
Why don’t you cut your own hair?

(Speaker 1)
Why?

(Speaker 22)
because there’s someone else that’s willing to do it.

(Speaker 9)
Rick, why don’t you cut your own grass?

(Speaker 1)
Same reason.

(Speaker 6)
You know, I used to. He’s up until a couple of years.

(Speaker 9)
He’s lazy.

(Speaker 1)
And so it’s a matter of my value of time. And so, you know, cut your own grass. That’s so lazy. I don’t know. I want to spend time with my family. And so it’s a value question.

(Speaker 1)
And so, yeah, when it becomes something where I can pay somebody else to do it for less than what it’s going to cost me, then it becomes valuable to me.

(Speaker 8)
Now, move number two to get rich is you can do something amazing that no one else can do.

(Speaker 1)
You can do something amazing that no one else can do. Now, that would be like a professional athlete. That would be like a musician.

(Speaker 9)
I’m gonna queue up the audio, which right now is my favorite audio out there.

(Speaker 1)
This right here is audio. This is OneRepublic, Ryan Tedder, performing the song Wanted with an orchestra and an audience of nobody. Just check this. It blows my mind. Blows my mind. Best performance I’ve ever seen.

(Speaker 1)
Just amazing. Everybody go check it out on YouTube right now. One Republic wanted string performance remix. One Republic wanted string mix performance. One, two, three, four. What in the world?

(Speaker 1)
He’s a lyrical master. Sick! That is amazing. I mean, What?

(Speaker 9)
I have such a respect for people who can write music.

(Speaker 1)
I mean, to be able to reach in and like touch your emotions and connect with people.

(Speaker 23)
It’s an amazing gift.

(Speaker 9)
Now, here is Ryan performing at the Red Rocks. OK, everybody check out that song Wanted One Republic.

(Speaker 1)
It’s worth watching. Now, here is Ryan. Jonathan Barnett, my partner with Elephant in the Room, the guy who started Oxi Fresh. His house looks out over Red Rocks. So if you go to the top floor of his house, did you go up to the top to the top of his house? I did not.

(Speaker 1)
If you go up to the top floor, you can look out, there’s like a tower, and you can see Red Rocks, the concert amphitheater. This was an amphitheater created by God. I mean, it is unbelievable. Amazing concert. Outdoor.

(Speaker 8)
But this is him performing, again, with an orchestra.

(Speaker 1)
And this is a song about his parents getting divorced. And it’s written from the perspective of either he’s the mom or the dad, but it’s about his actual parents who got divorced. But just listen to this. It’s just, look at this. I mean, but he’s doing something no one else can do. Now Colton Dixon was at this concert and he was actually got a chance to interact.

(Speaker 2)
He’s friends with the guy who did the orchestra arrangement. And he just said, dude, this is, you gotta watch this.

(Speaker 6)
Check this out.

(Speaker 1)
He’s going to weave in an orchestra into pop music and nobody’s doing this. I mean, this is this next level stuff. Here we go. Let me cue it up here. doing that. Nobody knows music to the level they can do pop.

(Speaker 1)
I mean, a lot of these pop artists are good singers, good voices, but nobody’s out there taking their pop music and arranging an orchestra. Or they’re not, and they’re really good at autotune. Colton was just telling me the story a little bit, and his friend is the guy who is the head of the orchestra or who did the arrangements. But it’s goosebumps. Oh, that’s yeah. I mean, literally, I’ve got goosebumps on my arm over here.

(Speaker 1)
That song is called Somebody to Love. That’s called Somebody to Love by OneRepublic. Everybody check it out. I’ll put a link to it on the show notes. But everybody out there, I’m just telling you, you’ve got three ways to get rich, and there’s only three ways.

(Speaker 41)
And so let’s stop trying to fight and pretend that we’re going to do it one way when we’re not going to.

(Speaker 1)
One, you do something that no one else is willing to do, or they adjust a back, like sell a mortgage, like help someone grow a company.

(Speaker 6)
Or two, do something that no one else can do.

(Speaker 1)
It’s just amazing, like LeBron James.

(Speaker 6)
Dude, it’s big.

(Speaker 1)
I mean, have you seen how big LeBron James is? He’s a big dude. I mean, so again, but nothing’s more sad, in my opinion, Breck, you’ve probably seen this, than somebody who doesn’t have the ability to be LeBron James, or to be Ryan Tedder, and they keep trying. Why is that so sad, Steve? When somebody just doesn’t have what it takes, but they want to. and they just don’t have it.

(Speaker 9)
But they can’t do this.

(Speaker 1)
And they want to do something, but they don’t have the skills.

(Speaker 61)
I don’t think it’s sad, I think it’s funny.

(Speaker 1)
I’m like, yeah, I’m one of those people, the antagonist is like, oh my God, that’s beautiful. You should go on American Idol. There’s three ways to get rich, okay? One is do something that no one else can do.

(Speaker 9)
Two, do something that no one else has the ability to do.

(Speaker 1)
Solve a problem that people aren’t willing to do. That’s step one. Do something no one else is willing to do. They’re just not willing to cut their own grass, so do it for them.

(Speaker 40)
Two is do something amazing that no one else can do.

(Speaker 1)
Or three, do something vastly better than the competition, aka build a better mousetrap. So I think about some clients that are doing this right now, that are building a better mousetrap. And I’m going to give you four examples right now, I’ll put on the show notes here, of people that are doing something vastly better than the competition. One, complete carpet Tulsa. Nathan’s doing a great job on that. company, and it seems like a lot of the carpet companies in Tulsa can’t seem to figure out the idea of showing up on time and doing it right.

(Speaker 1)
So he charges $100 for the first carpet cleaning.

(Speaker 6)
Steve, did you just use Nathan for your house? Yes. I think he charges $100 for the first time, is that right? Yeah. And did he charge you $100? Yes.

(Speaker 2)
Did he do a good job?

(Speaker 6)
Um, yes, 100 bucks though.

(Speaker 9)
You have to ask Sally.

(Speaker 6)
So he’s, he’s three X to his company.

(Speaker 1)
He’s grown by 300%. He’s, he’s tripled the size of his company in the past three years. He’s been a client, but he also is doing it. Carpet cleaning better than everybody else in Tulsa.

(Speaker 6)
So he combined one in three.

(Speaker 32)
That’s what he did.

(Speaker 1)
Yeah. Now, Dr. Breck, drbreck . com. He’s right here on the show. Um, you, according to people that I know, my wife and friends who’ve used your chiropractic services, they are always raving about how, how efficient you are. But how big is your waiting list at this point?

(Speaker 1)
We’re working on this, but we’re still about seven weeks out for new patients. And I think you’ve tripled the size of your chiropractic center in the past three years, or doubled? We’ve doubled. So you’ve doubled the size of your company in the past three years. PMHOKC, we just talked about him this morning, Jason. Oh, yeah.

(Speaker 1)
Shouts out to Randy. He’s in the process of 10x -ing his growth.

(Speaker 24)
10x -ing his growth.

(Speaker 1)
10x, 10 times bigger. Because he’s just building pergolas and outdoor kitchens better than everybody else. So if you say again, what kind of business, what’s the most affordable kind of business to get into, it’s different for everybody. But if you don’t know and you’re like, I have no idea, I have no idea, I would cut grass. If you had no idea where to start, that’s what I would do. Yeah, it’s not hard to find something that other people are doing.

(Speaker 56)
I mean, people create businesses all the time.

(Speaker 1)
You can find out what they’re doing and then just do it better.

(Speaker 32)
I mean, a lot of people are mediocre and they do a halfway job.

(Speaker 9)
So, you know, you can just start.

(Speaker 59)
I mean, if you don’t have like a crazy idea, think tank to come up with a new business, just find something that isn’t oversaturated and wherever you’re at and then go shop there and find the holes in their system and make it better.

(Speaker 6)
You’ll win.

(Speaker 9)
Where you find a problem, there’s an opportunity.

(Speaker 60)
I mean, so if you have a frustration in your own services provided, the things that you want, the places you go, then there’s an opportunity where there’s a problem.

(Speaker 6)
So here’s the question from The Thriver. He writes, if someone were looking to start a business, which businesses are best to start? I would think a service business with low capital costs and repeat customers like a grooming lounge. Now, I want to throw this out.

(Speaker 9)
Does he think that’s low capital cost?

(Speaker 1)
I don’t know. To start a grooming lounge, I mean, you’re going to be out $250 ,000. Minimum easy now if you go right now, and you wanted to open up a Let’s go with what are our competitors a Floyd’s can you read this question again? Yeah, if you wouldn’t open up a Floyd’s franchise Let me just read this to you real quick gotta have some bank Floyd’s barbershop comm I’ll put a link to this you are required right now to have $500 ,000 of cash and a net worth of 1 .5 million or they won’t allow you to open up a Floyd’s And why is that? It’s because it’s expensive.

(Speaker 6)
He says, so which businesses are best to start, I would think a service business with low capital costs and repeat customers, like a grooming lounge others, which businesses are most searchable? By that I mean, for which services do most people find businesses on Google, for example, I would be more likely to Google nearest coffee shop, or nearest coffee shop, but a babysitter would rely more on word of mouth.

(Speaker 2)
Now, here’s something interesting.

(Speaker 1)
And it’s not, kind to disagree. It’s poor form to disagree with a listener who asks the question. But I will tell you, most people that I know look for everything on Google, especially babysitters. And I’ll tell you why. because people lie. Yep.

(Speaker 1)
So check this out. If let’s say hypothetically, Jason, that you are looking for a babysitter, right? Right. And you’re looking for a babysitter, Dr. Breck. And I have a cousin who’s a babysitter. And you ask me, hey, is your cousin a good babysitter?

(Speaker 1)
And I know that my cousin is an idiot. Right. How is a percentage? What percentage of the time do you think someone might say something like this? They go. Oh, yeah, they’re my cousin.

(Speaker 1)
They’re great. This has happened to me.

(Speaker 59)
It happens.

(Speaker 1)
Yeah.

(Speaker 9)
I mean, I’ve got three daughters and my wife and I were wanting to go on a date night.

(Speaker 1)
And our previous, you know, reliable, trusted babysitter had gone off to college. Yep. And so we were, quote unquote, between babysitters. We didn’t have a regular person that we were ready to call. We called to that we were familiar with and they couldn’t do it. And then we called some friends for referrals.

(Speaker 1)
We got a referral and it turned out terribly. There it is. Now, let me tell you this. I had kids are OK. I had a really, really tough situation that happened here fairly recently. Somebody at the conference called me after the conference, and they said, Hey, I’m thinking about doing business with this particular business. Do you vouch for them?

(Speaker 1)
Clay doesn’t even vouch for me. I’ve been a client for how long?

(Speaker 6)
Like four or five years?

(Speaker 28)
Okay, let’s do an example.

(Speaker 8)
I don’t disagree with you entirely, but I want to make sure you get this idea.

(Speaker 58)
They said, do you vouch for this person?

(Speaker 6)
And I said, let me explain this to you. In that service industry, there are many providers, and they are one of them.

(Speaker 2)
So you need to go out there and do your research. So they called me back. It got weird.

(Speaker 6)
They read the reviews and people are like, this person drops the ball.

(Speaker 1)
I’m in a bad situation now in the game of life because this person didn’t do it right. said they’re going to do. This is a bad service provider. The online reviews are brutal. And it’s not just one person, Steve. It’s like a theme.

(Speaker 2)
And they called me back and they said, true story, I thought that you said to use them.

(Speaker 1)
And I said, no, no, no. What did I say to you? And they said, well, you said there are a lot of service providers and they’re one of them. I said, correct. Right.

(Speaker 6)
Jonathan Barnett.

(Speaker 56)
No point that I say I vouch for them.

(Speaker 1)
Jonathan Barnett, the founder of OxiFresh, he says this funny phrase all the time.

(Speaker 52)
If you’ve met him for the first time, when he’s wrapping up a conversation, he does this all the time.

(Speaker 1)
He’ll go, you know, out of all the people I’ve met in this world, you’re one of them. And that’s basically what I did, because I’m not going to say don’t use them, they suck, or definitely use them, they’re the best, because if I do that, I hurt my reputation if they drop the ball. Now when people reach out to me and they say, should I use Steve Currington for my mortgages? This is what I say. He has great reviews and many people in our office have used him. So I think that he is a good service provider.

(Speaker 1)
However, I have personally used this woman for my mortgage needs for like 20 years in a row. So if you’re asking me who I have personally used, I’ve used somebody who’s never dropped the ball. But Steve has never dropped the ball either. So I would recommend that you would consider using Steve strongly, but you have to make that decision. Yeah. But I don’t sit there and I bet there are certain people I can’t.

(Speaker 42)
I mean, because what happens, Breck, if you tell somebody, don’t use this babysitter, what happens if you say, you know, you between you and me, you just don’t want to use what’s going to happen?

(Speaker 1)
They go, oh, it never stays between you and me. No, it doesn’t. And then it gets really awkward and you lose a friend.

(Speaker 6)
There it is.

(Speaker 1)
You’d be better off saying, make sure you tell him that I said. that you shouldn’t use them. Because they actually might not tell him, just because you’re so adamant. But if you say, keep this between us, hey, your cousin said that you suck. So that’s how it’ll go. Every time.

(Speaker 1)
Every time. Every time. So what we’re going to do is we’re going to go ahead and read a question from a listener here. This is a guy in Russia. Jason, this is a guy in Russia who writes, how is it possible to install HTTPS encryption to the website as it is not explained in the book? I think he’s reading Search Engine Domination in Russia, which is cool.

(Speaker 1)
Do you have like a Russian version of that book? Jason, do your Russian thing. Read his question and kind of sound, let me cue it up. Jason is phenomenal. No, seriously, he’s phenomenal. This is like his secret gift he has.

(Speaker 1)
You should sell this. Go for it, Jason. Read the question, please. Sorry, how is it possible to install HTTPS encryption to the site as it is not explained in the book? Okay, lots of Rocky’s it was a rocky two or three with the rocky for me for yeah So what you need to do is you need to go out there right now. I’m mr. Listener You need to find a way to get to a workshop, right?

(Speaker 1)
You got to find a way to do it. Now, I know the tickets to get here from Russia are going to set you back about $1 ,500. But you want to get here, because we need to sit with somebody who’s going to show you all this. But to give you the best answer possible, you want to use GoDaddy to host your website. And then GoDaddy, when you log into the console, you can then purchase HTTPS encryption. which is basically code, and you copy and paste that code into WordPress.

(Speaker 1)
And I recommend you use wordpress . org and the Divi theme. So hopefully that helps. It’s the Divi theme, the Divi template, and you want to copy and paste it. code. But I know it’s hard to understand that on an audio only show, but that’s how you do it.

(Speaker 1)
All right. So question number two, Jason, is what from our listener? meta keywords are words that should be in html on the page to tell the search engine about the page but if it is true how the search engine understand what keywords essentially or type it in specific column with definition colon meta keywords he’s basically asking if your meta keywords need to go in your html page description How does the search engine know, one, what they are, and two, can they differentiate other keywords? That’s the secret Google won’t tell you.

(Speaker 9)
You want to install the Yoast plugin, OK, the Yoast plugin. And then you’ll want to have an HTML sitemap at the bottom of your website and an XML sitemap. And the XML sitemap is a sitemap where essentially only Google can see it. I kind of, I’ve remembered it as the XML is kind of like an x -ray.

(Speaker 6)
And so it can only be seen by Google.

(Speaker 1)
It’s not seen to the average human eye. And XML stands for extensible markup language. And it’s a markup language that defines a set of rules for encoding documents in a format that is both human readable and machine readable. But that’s what you would want to do is use it and have an XML sitemap. You have an HTML sitemap. An HTML sitemap, I remember, is H stands for that humans can see it.

(Speaker 1)
It’s an HTML sitemap. Humans can see it.

(Speaker 6)
And it stands for Hypertext Markup Language. And if you go to eitrlounge .

(Speaker 1)
com and you go down to the bottom of the website and you see the word sitemap, that’s what that is.

(Speaker 6)
And Yoast is the plugin we use.

(Speaker 1)
And that basically tells Google the meta keywords, the meta description, the meta title. It tells Google what your page is all about. And whoever has the most words about that subject comes up top.

(Speaker 8)
So if you Google search Bill Belichick fan today, Bill Belichick fan, I think if you Google search this from Russia, you’ll see this.

(Speaker 58)
I come up top as the number one Bill Belichick fan in the world because I have spent an unethical amount of time talking about Bill Belichick.

(Speaker 8)
So that’s how that works. So you have the Yoast plugin, the HTML sitemap, the XML sitemap. That’s how that works, and if you need further coaching on that, I would recommend all the listeners go to thebestseobook .

(Speaker 1)
com, thebestseobook . com, and there you can download a copy of my book, Search Engine Domination, and if you open it up to chapter two of that book, you should learn more there. Jason, what’s the next question? The next question is about the 1 ,000 words of content. He says that he gets every page on the site should have it. But it may be a silly question.

(Speaker 1)
He can’t fully grasp where to write the words on the site itself.

(Speaker 57)
You want to put the words on every page.

(Speaker 1)
So every single page of your website needs to have 1 ,000 words. And Steve, when I was first teaching you these moves, and if everybody searches now, Tulsa mortgages, you come up top. When I was first teaching you these moves, didn’t it seem a little woo -woo, a little weird? Yeah. I mean, it didn’t seem probably like, oh, sure, that’s how it works. Sure.

(Speaker 1)
I believe you. Sure. Did you believe right away? Did it seem weird? Breck when you first heard this did it seem weird to you or? Well I mean I was thankful for the explanation kind of like you just did with the HTML versus XML you know the human eyes can see versus the x -ray yeah that that made sense to me and the same was done when I first started working with Tim Redman with Redmond Grove with Thrive and you know it’s like hey the biggest book in the library gets the most attention and so we’ve got

(Speaker 1)
to put more words to make your book bigger. And it gets seen. And so that that helped me understand the thousand words per page and growing from there. Now, Jason, question four from this same listener based in Russia is what says in the book you mentioned that you buy your permalink or as far as he understands the domain on GoDaddy and we don’t create it ourselves. He’s basically asking. So we buy a domain, not necessarily just building one from from scratch.

(Speaker 1)
Yeah. Buy your domain from GoDaddy dot com. You want to buy your domain from GoDaddy dot com.

(Speaker 2)
Steve, what does a domain cost roughly?

(Speaker 1)
to buy a domain on GoDaddy. Is it $10 or $50? Yeah, like $8 .99. If you buy a lot of them, they give you discounts, but I think they cost me about $8 .99 a year. It’s super important that you own it, because if you don’t own it, what’s going to happen when you switch web guys, Steve? Oh, they’re going to keep it and they’ll hold it hostage.

(Speaker 1)
Or they’re going to turn it into a spam search engine, which is going to destroy your ad account. I’ve had that happen to a client. That guy can go straight to hell. They did that to him? Yeah. Really?

(Speaker 1)
That’s what happened to Angel’s Touch. We tried to get their passwords back to their previous web guy, and he not only had their passwords and then owed them $7 ,500 for some restoration they did for his car, walked away with everything, and then they forwarded that domain somewhere else. So their entire ad account, John and the team had to save it. I have a story I can tell that’s not Super recent. I think it’s long enough. There’s a guy who I knew through Earl Roberts University Who did some work for me for a while and he doesn’t work for me now And this is going back more than 15 years ago, and I’m still I’m still upset about it I’ve let it go, but I’m still mad So I run into the guy I run into the guy the other day a quick trip.

(Speaker 1)
I see him Flashback, right? This is what he did He worked for me for a few years and then he went around Tulsa telling people that he works with me. Mm -hmm So he says, Oh, I work with Steve. I’m sure you’ve seen this before. Yeah. Oh, I work with clay.

(Speaker 1)
I work with the team. So this was years ago. So he’s calling up local businesses. saying, I work with Clay, he started a web company, and I would love to build your website. I’m one of his brand ambassadors, I’m one of his salespeople, I’m a partner with him. And he convinces this bakery in town to allow him to build their website for like 2 ,000 bucks.

(Speaker 8)
Now I know nothing of this.

(Speaker 9)
I don’t know anything about this.

(Speaker 6)
But he’s using my reputation to get the conversation going. So he builds the person’s website, And once it’s done, he calls and tells her it’s going to be $250 a month to host it for you, to maintain it for you. And that wasn’t what she was told.

(Speaker 1)
So she calls me and is like, hey, your sales guy is really being unethical. I’ve known you for a long time. I think it’s kind of jacked up. And I said, what are you talking about? And she said, I’m talking about your sales guy quoted me a few thousand dollars for the site, which was fine. And the site looks great.

(Speaker 1)
But now he said it’s $250 a month to host the site. Now Steve, have you ever run into this kind of situation where you’re told it’s $250 a month to host the site? Yeah. Have you ever ran into this before, Brad? I have. Okay.

(Speaker 1)
So then she says, I’m not going to pay it. And I said, well, I wouldn’t pay it either. But furthermore, I don’t know what you’re talking about. I knew nothing of this. So she came to my office and she showed me the emails, the back and forth, and Homeboy’s name dropping me all the time. Like, oh, I just talked to Clay about this.

(Speaker 1)
He thought this would be a good idea. One of his tips was this.

(Speaker 25)
So the moment that she told him, I’m not going to pay, he turned her site into a porn site.

(Speaker 8)
So he literally took the entire look of the homepage, which was a bakery.

(Speaker 29)
But like when you click on about us, it had all the texts, but it was nude women everywhere.

(Speaker 19)
I mean, super crazy stuff.

(Speaker 27)
And I’m thinking to myself, oh my gosh, I cannot believe that this is actually a thing.

(Speaker 55)
And I called the guy and he says, it’s just business.

(Speaker 1)
So this lady, imagine all these brides are going to her website to confirm what color cake they want, what size, because it says she built an online thing where you would go to send in your details of your cake.

(Speaker 8)
And every bride -to -be is going there and having to look at that.

(Speaker 1)
But it’s still the site still worked. I wonder if there’s one person was like that’s a hell of a purple cow You speak my interest, but I mean you’ve got to have your own domain and you just have to do it What are you looking at honey cookies leave me alone? Yeah?

(Speaker 8)
So if you’re out there today though, and you have any questions feel free to email us you can email us at info at thrive timeshow . com and We like to answer your questions on the show. And that’s why our show is so practical, because we’re answering real questions from real thrivers out there just like you.

(Speaker 56)
And if you feel stuck, don’t be stuck.

(Speaker 8)
Just go to thrivetimeshow . com.

(Speaker 1)
And with great skepticism, I encourage you to read our reviews, to watch video reviews, to look up folks like drbreck . com or stevecurrington .

(Speaker 48)
com.

(Speaker 6)
Look them up.

(Speaker 1)
Do your research. Look into the success of Kola Fitness. Did Charles just buy himself a Lamborghini?

(Speaker 9)
Yes.

(Speaker 1)
He’s my new Lambro.

(Speaker 31)
Can he fit in a Lamborghini?

(Speaker 23)
He’d just crank the seat back and tilt a little bit.

(Speaker 42)
Lean over a little bit in the passenger seat?

(Speaker 1)
Go on Twitter and just look through our feed. We try to document all of the wins.

(Speaker 2)
So if you go to Thrivetimeshow . com or if you do a search for Twitter, the Clay Clark. Twitter, the Clay Clark. You can see the clients having success. You can go on our social media and see the success. But with great skepticism, do your research and then enter into the conversation.

(Speaker 2)
Book your ticket to a workshop. Schedule a 13 -point assessment to learn how you can become a one -on -one client if we have an availability. If not, come to the workshop or listen to the show or email us at But don’t just listen to the show. Don’t just listen to the show. Be an activator.

(Speaker 2)
Be a doer. Be a diligent doer. Don’t just be a happy hoper. Be a doer.

(Speaker 4)
I just talked to a guy in San Francisco. What’s that guy’s name? The new guy. Great guy. Great guy. Nathan.

(Speaker 21)
Nathan.

(Speaker 4)
Mr. Cool.

(Speaker 23)
Nice guy in San Francisco.

(Speaker 4)
Really nice guy. He’s been referred to us from people and he’s becoming a doer.

(Speaker 2)
He’s decided, you know what?

(Speaker 55)
I’m going to I’m going to reach out to you guys and I’m going to have you actually help me down this path.

(Speaker 2)
The best part was when we were closing it out yesterday, I said, yeah, what’s a good time? And he goes, well, I know I need to wake up earlier. So what’s the earliest you have? I love it. Get my butt out of bed. Oh, it’s so good.

(Speaker 2)
And Steve, without any further ado, it’s time to end the show with a boom, because boom stands for big, overwhelming, optimistic momentum. Are you prepared to end with a boom? Oh, I’m ready. Do you want to use the megaphone? I think you should. But step it back a little bit so the mic doesn’t pop.

(Speaker 2)
Breck, are you prepared to end with a boom? I’m ready. And Jason, are you prepared to end with a boom? No. Yes. Yes.

(Speaker 1)
OK, here we go.

(Speaker 2)
Without any further ado, 3, 2, 1, boom! It’s been tremendous. I can’t say enough about it. Carter keeps me accountable. He keeps me focused on working on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees, and now I’m up to 10 employees.

(Speaker 2)
And it’s all because of the work we’re getting.

(Speaker 4)
We’re getting more and more work, Clay.

(Speaker 1)
I was suffocating. I was, like I said, I was doing the business since 2009, and everything was going through me. And at a point, it’s, It’s a breaking point. And that’s where I think businesses just cave in and give up. And I found you on rumble, and I started listening to you. And I think I told myself that it’s possible this, this guy’s

(Speaker 1)
system is possible and I can see hope and I could keep the business going. And I just encourage people, if you’re on the fence, get off the fence and try it. What do you have to gain?

(Speaker 4)
Everything. There’s a proven path.

(Speaker 1)
There’s a way to get through it and there’s hope and the vision becomes clear.

(Speaker 54)
You’re not stuck.

(Speaker 2)
I would join and learn from them and implement, be a diligent doer. Just, you know, does it happen in one day?

(Speaker 1)
No.

(Speaker 2)
Does it happen in one week?

(Speaker 1)
No.

(Speaker 2)
But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning.

(Speaker 4)
You’ll see some improvement and you’ll get hope and your vision will clear up.

(Speaker 1)
It’s jpool and my web address is absoluteheatingcooling . com.

(Speaker 4)
We’re pretty much a suburb of south of Seattle and so we service the west Seattle to Lakewood area and from the water, Puget Sound water, all the way to Maple Valley.

(Speaker 1)
I’ve been in the industry over 20 years. I started my business in 2009. We’re basically a family owned heating and cooling company and we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks. Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my business. I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures because I didn’t know the difference between working in and working on it.

(Speaker 1)
Give up hope. There’s a path out. out of your misery, and that’s joining the Thrive Time, and reading books, and learning, and being a doer. You know, prior to joining Thrive Time, I wasn’t a reader, and now I am. And I just started out with telling myself, I love to read, I love to read, I love to read. I didn’t start that day reading, but it just kept soaking in, And I picked up a book and I started reading.

(Speaker 1)
And that gave me hope and a vision. And that’s what people need. We’re a family HVAC company. We do residential and light commercial. We specialize in quality installation, quality repair and quality service. How much of an impact has it made on your business having your website updated and reinvigorated?

(Speaker 1)
Oh, tremendously. We, we had a website through another contractor. And we barely got any leads, I probably could count them. And we had it up for over a year or more. And I can count on one hand how many leads we cut off it. And now we’ve been with you going on 10 months.

(Speaker 1)
And we we get leads.

(Speaker 2)
It’s amazing. On today’s show, we’re interviewing a client who is having success because he’s putting in the work. And this just in, nothing works unless we work, right? Nothing works unless you and I put in the effort.

(Speaker 1)
And so I’m super honored and excited to interview a diligent doer, a person who says, look, just show me the proven path. I’ll put in the work. He’s the man with the plan. And he’s on today’s show. Jay, welcome on to The Thrive Time Show. How are you, sir?

(Speaker 1)
I’m doing awesome. Thanks, Clay. Now, Jay, for people who want to look you up and verify you’re real, can you tell us your first and last name and your web address so people can go look you up?

(Speaker 4)
Yeah. It’s Jay Poole, and my web address is absoluteheatingcooling .com. com. And where are you guys based or maybe what markets do you, what areas of the marketplace do you do you service? We’re pretty much a suburb of south of Seattle and so we service the west Seattle to Lakewood area and from the water, Puget Sound water, all the way to Maple Valley.

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

(Speaker 1)
And we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks, Now, I’m going to pull up something on my screen, and you can analyze this. And you might rebuke it and say, Clay, you’re out of your mind. But I’m going to pull it up so the listeners can follow my logic or lack thereof. But if we go to usdebtclock . org, which I encourage people not to do, but if you go there, you’ll see the US population is sitting at 342 million right now. And there are just 9 million self -employed people.

(Speaker 1)
So you have less than 2 .5 % of our population is self -employed. And for everybody who doesn’t like quick math, let me break it down. If 10 % of our population was self -employed, 4 million, but it’s not 34.

(Speaker 4)
It’s 9 million.

(Speaker 1)
So you have 2 .5 % of our population is self -employed. And then Ink Magazine is Ink Magazine. This is Ink Magazine.

(Speaker 2)
Ink Magazine is reporting now that 96 % of businesses fail. Who’s saying this? Ink Magazine.

(Speaker 1)
Why are they saying this? Because it’s true. And so what happens is, Jay, I meet entrepreneurs all the time who come to our conference, or they listen to our podcast, and they say, Clay, I don’t think it’s possible to grow my company. I don’t think it’s possible to get unstuck. And I think we get used to being stuck. I think we get used to it.

(Speaker 4)
We almost endure it. We almost go, well, I’m just going to be stuck here. Could you share with the listeners, how much have you been able to grow this year since you and I have been able to team up? Tremendously.

(Speaker 1)
Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my business. I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures because I didn’t know the difference between working in and working on it. You know, we have a wonderful listener I just talked to moments ago, and maybe you could say something to her or maybe people out there. She says, look, I’m so overwhelmed. And we haven’t had the opportunity to really guide her down a path.

(Speaker 1)
I mean, we’re just getting to know this person, and she’s like, I’m so overwhelmed.

(Speaker 4)
I just feel like I’m swamped.

(Speaker 1)
I feel like I’m stuck. I almost feel like giving up.

(Speaker 4)
But she’s got a lot of money invested in the thing. What do you say to somebody who hasn’t gone through our system yet, so they’re not where you are, and they maybe feel stuck? Don’t give up hope.

(Speaker 2)
There’s a path out, out of your misery.

(Speaker 1)
And that’s joining the Thrive Time and reading books and learning and being a doer. You know, prior to joining Thrive Time, I wasn’t a reader. And now I am. And I just started out with telling myself, I love to read. I love to read. I love to read.

(Speaker 1)
I didn’t start that day reading, but it just kept soaking in.

(Speaker 4)
And I picked up a book and I started reading. And that gave me hope and a vision. And that’s what people need. You know, it’s interesting you say that because there was a client of mine, I won’t mention his name, but he was telling me, you know, I really don’t like to read books, let alone write them.

(Speaker 2)
I don’t like to read books and I definitely don’t want to write them.

(Speaker 1)
And now this particular individual, I’ll be vague about what he does and what industry he’s in, but now he writes books and he sells thousands of them. And he had to tell himself, okay, if you’re telling me you know how to turn an idea into a book, And he said to me, well, why would somebody want to read my book? And I go, because you have a problem that you can solve. And I know that you uniquely can solve the problem. So you could write a book that will teach people how to solve the problem, and people will pay for the solution. So with your company now, you’re in the industry where you solve problems.

(Speaker 1)
What kind of problems do you solve for your company? Well, on the technical level or on the business level? On the technical level. What kind of problems?

(Speaker 15)
When a customer calls you, what problems do they typically have?

(Speaker 1)
you know, lots of times that they don’t have no heat or they don’t have no cooling. And so they want us to come out and diagnose the problem and be forthright and not go there with the idea, I’m going to find a reason to upsell them on a new system when in reality, they just need a part replaced, or they just need a general tune up, a precision tune up. And that’s what we provide. So what we do, and we work with every client, is we basically want to attack 13 areas of business improvement all at one time.

(Speaker 15)
And the first area is knowing your goals. And I always sit down with a client.

(Speaker 1)
We try to figure out, where are you now versus where do you want to get to? And I don’t want you to share on today’s show your specific financial numbers. But as far as knowing your goals, how much did that help you initially, just having somebody working with you on a weekly basis that was aligned to help you achieve those goals? I learned about tracking my numbers. I learned about accounting. I wasn’t doing any of that.

(Speaker 1)
And so talking to Carter, who’s my coach, he’s helped me to understand those things and to realize those goals and put the numbers down and look at them every day to keep working for that.

(Speaker 2)
This is powerful, folks. And again, someone says, well, this doesn’t seem like a super complicated, circular, emotional -based interview. This seems very literal. That’s what it is. Box number two, you’ve got to know your break -even numbers. You’ve got to know, how much somethings do I have to sell to break even?

(Speaker 4)
And again, I’m not asking you to share your specific numbers, but how much does it help you to know, hey, we’ve got to sell at least this much to pay my mortgage or my utilities or just to break even?

(Speaker 1)
Well, it gives you peace of mind that you can make your, your employee wages paid, a peace of mind that you’re going to be able to pay your rent, a peace of mind that you can buy equipment so you can install it the next week. And for people out there that don’t know your industry, would you also refer to your industry as HVAC? Is that what people call HVAC? Oh, yeah. Like I said, we’re a family HVAC company. We do residential and light commercial.

(Speaker 1)
We specialize in quality installation, quality repair, and quality service. Now, I talked to a gentleman today who happens to be in California, true story, who does what you do in the California area. And I hear all the time, people will say, because i’m in california you don’t understand it’s tough out here in california it’s tough in one of our great clients there in new york and i remember telling talking to this client there in new york and they go you don’t understand what it’s like to be a new york business owner it is tough and what i find is no matter where people live they always will find that that is the excuse that they’re going to give themselves if they want to Or I find people, no matter where in the country they live, they’ll make that the kind of the motivator. They’ll say, in spite of the fact that I live in this city or this state or wherever, I’m going to have success. Do you feel like that that’s a good thing? you’re having is accelerated because you live just outside of Seattle?

(Speaker 1)
I mean, is Seattle booming?

(Speaker 2)
Is that what’s driving your success? Oh, yeah. Seattle area and the suburbs are highly densely populated. But you know what’s generating our success is the integrity and the honesty that we deal with the customer. People are craving for contractors to be truthful. And when you are and you deal with them on that level, they become your relational customer.

(Speaker 2)
I believe in that. I believe in that.

(Speaker 1)
Now, box number four, we have to figure out your unique value proposition. I want everybody to go with me right now. We’re going to go to the website, absoluteheatingcooling . com. Everybody put it in your web browser right now. Search for it.

(Speaker 1)
Find it. Absoluteheatingcooling . com. Everybody go there right now. I’m going there. You’re going there.

(Speaker 1)
Everybody’s going there. Absoluteheatingcooling . com. What we have to do with your business, Jay, and for every business, is we’ve got to make your website look first class. And it doesn’t mean that your website is done. We’re not done improving it.

(Speaker 4)
But we have to get it done. And then we have to keep perfecting it until it’s perfect. So I want to get your thought here. With your website right now, how much of an impact has it made on your business having your website updated and reinvigorated? Oh, tremendously.

(Speaker 1)
We, we had a website through another contractor. And we barely got any leads, I probably could count them. And we had it up for over a year or more. And I can count on one hand how many leads we cut off it. And now we’ve been with you going on 10 months. And we we get leads.

(Speaker 31)
It’s amazing.

(Speaker 1)
You’re getting leads. And again, if you’re watching this show and you say, I feel discouraged. I feel like I’m frustrated. I’m telling you, Jay can do it. You can do it. it.

(Speaker 1)
Next box, box number five. You got to improve that branding. Your website, your print pieces, your auto wraps, everything has to be awesome or nothing. Awesome or nothing. Great or nothing. Jay, how much has it helped you knowing that, hey, you know, frankly, I mean, full disclosure, You’re paying us $1 ,700 a month, and that includes everything.

(Speaker 1)
So we guide you down the path, but knowing that you have a team. How much, I guess, has that helped you knowing that you have a team that’s going to do everything that we’re asking you to do from a branding perspective, website, photography, video, search engine, video, online ads, all of that’s included in that flat monthly fee? But it’s been tremendous.

(Speaker 4)
I can’t say enough about it. Carter keeps me accountable. He keeps me focused on working on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees. And now I’m up to 10 employees. And it’s all because of the work we’re getting.

(Speaker 1)
We’re getting more and more work. Amen. And that’s why we do it. Now again, money’s a magnifier. So if you’re watching this show right now and you’re a jerk, if you have a lot of money, you’ll become a huge jerk. And one thing I have found in my life, I mean this, I mean this, I mean this, Jay, I have seen people in my life in a four year period of time, five year period of time, go from a humble, coachable person to a massive jerk.

(Speaker 1)
And it hasn’t happened once or twice or three times. It’s happened a lot because money’s a magnifier.

(Speaker 2)
And so money just allows you to give more if you’re a giver. It allows you to take more steroids if you want to take steroids. It allows you to be cold to people, really cold. If you’re a cold, if you’re a person who wants to be cold, it allows you to be really cold. If you’re a person who wants to be nice and giving to the community or to the public, around you, it allows you to do that to a greater extent.

(Speaker 2)
As your company has grown, what has it done for you? And again, I’m not fishing for those numbers, but what has it done for you knowing that, well, we’ve got a little extra money now. We’re able to pay the bills.

(Speaker 1)
We’re not in panic mode. What’s that done for you, just your mindset or you and your family and what you’ve been able to do? First of all, it’s been able to give me, it’s been able, I’ve been able to give more to my church. Second of all, I’ve been able also to bless my employees by buying them some stuff. And one example was you brought up Mike Lindell and we bought bedsheets for everybody and pillowcases for everybody. And I know that’s kind of quirky sounding, but I totally got into it.

(Speaker 1)
It was a blessing. That’s the kind of stuff. I’m just telling you, folks, once you grow a successful company, it’s going to allow you to give more, to be more. OK, now box number six, you have to have a three -legged marketing stool. Now, we’re kind of pacing ourselves.

(Speaker 53)
I want to respect your time.

(Speaker 1)
But a three -legged marketing stool is you have to have a proven turnkey system in place that allows you to gain more customers without needing to do the following five things, without needing to go viral. Hello. Because if your business model is based upon you going viral, then you have to think about going viral. Two, it doesn’t require you to geographically travel the earth. Jay, you don’t have to circumnavigate America in order to generate leads. Three, you don’t have to be a genius.

(Speaker 1)
You don’t have to be a genius.

(Speaker 4)
What if your marketing plan involved you being a genius and traveling around all the time and going viral? You wouldn’t have time freedom or financial freedom. Four, it’s profitable. What does it profit you if you have a marketing strategy that makes everyone around you poor?

(Speaker 52)
And it allows you to gain customers, but you don’t actually do it profitably.

(Speaker 1)
I mean, if you have to pay your employees nothing, and you don’t have any profit left to pay your partners, what’s the point of it? And the fifth thing, your marketing system, it needs to be something that allows you to create time freedom and financial freedom. Jay, if you had a marketing system that required you to be up at night till 10 o ‘clock every night responding to things and posting things and going viral for things and constantly reaching out to people on social media, you wouldn’t have much in the way of time freedom.

(Speaker 15)
So I want to get your thoughts.

(Speaker 1)
What’s it meant for you and your wife and your family to have a turnkey marketing system that generates you leads day in, day out?

(Speaker 51)
has been tremendous.

(Speaker 50)
One part of the marketing leg was working our dream list with property management companies and with HOA associations and churches, just consistently reaching out to those.

(Speaker 1)
in places once a week. Now all of a sudden, we don’t have a low period and a high period. Because of reaching out to those places, we’ve been able to fill the low with service work and keeping our employees employed. It’s tremendous. Now, you have this thing called the Dream 100 that you do, and I want you to talk about that. Chet Holmes, the best -selling author of The Ultimate Sales Machine, he’s the one that came up with the system.

(Speaker 1)
It’s The Ultimate Sales Machine, written by Chet Holmes. Incredible book. Chet Holmes, may he rest in peace. But he talks about making a list of your ideal and likely buyers and relentlessly reaching out to them to tell them, hey, we exist and we can solve problems for you. Could you tell us a little bit more about your Dream 100 system and how you do that? Because you do it very well.

(Speaker 1)
Well, I watched your video on your tower of power.

(Speaker 2)
And then I just implemented the plan. And that was for a three or four week stretch, we just send them a one sheet all about us. And then after that, we would show up with a little gift bag and talk about just opportunities that hey, we’re just there to help you. And if there’s ever a time you need an HVAC company to work on any kind of your systems like fireplaces or heaters, cooling, we’ll be there. And we’d love to get your packet so that we’re all signed up and ready to go.

(Speaker 2)
And all you gotta do is call us. It’s been tremendous. Now, again, you are doing it. You’re following the systems. That’s called the Dream 100 system. That’s one part of the system.

(Speaker 1)
Box number seven, for sake of time, we have to have great sales systems. You’ve got to have sales scripts, recorded calls, one sheets. That’s like a marketing brochure. You have to have pre -written emails and a tracking system. We do all that. We’re doing all that.

(Speaker 1)
Have we done all of it? No.

(Speaker 49)
Are we building all of it?

(Speaker 1)
Yes. We’re getting there. And again, Jay, if you had to describe the growth you’ve had, you’re stuck in an elevator with somebody, and they go, come on. How much growth have you really had? If you had to describe it, I mean, have you, you said you went from what? You said a couple tech or four techs to…

(Speaker 1)
Four to 10. Yeah. In 10 months. It’s been 10 months. Yeah. Powerful.

(Speaker 1)
I’m telling you folks, you can do it. If you’re watching this and you feel discouraged right now, you can do it.

(Speaker 2)
And to quote the guy who follows Adam Sandler around in his movies, you can do it. Yes. Rob Schneider. Yes.

(Speaker 4)
You can do it.

(Speaker 1)
Okay. Box number eight. You have to determine a sustainable customer acquisition cost. So how much does it cost you to gain a new customer? You have to track that. If you don’t track it, again, you must measure what you treasure.

(Speaker 1)
You will slack where you don’t track. What am I saying? You have to measure what you treasure. You will slack where you don’t track. It is so important. So again, we track all the numbers so we know that Jay, you’re getting business from your Dream 100 marketing.

(Speaker 1)
You’re reaching out to people that don’t know you and you’re saying, Hello, we would love to serve you and provide services for you. And we know it’s working because we track what would happen, Jay, if you didn’t track weekly every single week with with with Carter, and our entire coaching team, we would, we’d be lost. And we wouldn’t know how much money we’re spending on advertising. And prior to that, we were spending probably $150 a week on Google advertising. And now because we’re implementing your processes, we’re getting Google reviews and video reviews, and you guys are doing the HDL content on our website.

(Speaker 1)
We’re down to like five bucks now a day.

(Speaker 2)
$28 a week spending on Google ads, which is tremendous. And I want to backtrack one thing, Clay, when we talked about the previous one is we didn’t have hardly any maintenance agreements signed up with our customers. And so we slowly been working on that. And then we have stand up crew meetings at seven And in that we do some job role shadowing where we try to help our techs work with objections, overcoming objections with customers. And that’s been tremendous. And that has increased our maintenance program big time.

(Speaker 2)
Plus we incentivize our technicians with money to talk to our customers to sign up with the three options of a maintenance agreement. Again, you’re doing a daily huddle.

(Speaker 4)
We teach that. We teach that, folks.

(Speaker 2)
That’s something we teach. I’m telling you, if you have a business and you hate yourself, don’t do a daily huddle. So we’re moving on to box number nine. You have to create it. To build an organization, you have to be organized. Yes!

(Speaker 4)
So to build an organization, you have to be organized.

(Speaker 1)
You can’t spend your entire meeting looking for passwords and documents. You’ve got to save things properly, file nomenclature, saving passwords in the right place. I can’t tell you how many clients I meet with wonderful people. They’re going, you know, I haven’t updated my website in four years. I say, why not? They say, I can’t find the passwords.

(Speaker 1)
So you got to have systems and processes. Box number 10, you got to manage people. This just in, you can’t just hire people. It requires teamwork to make the dream work. Jay, you’ve got those daily huddles going, those daily standing meetings. How much has that impacted you having those daily meetings?

(Speaker 2)
huddles where you get on the same page with everybody before you start your day? They’re huge. They create a teamwork atmosphere. Everybody knows what needs to happen and what needs to get done. And everybody knows what we we need to get done to make to be profitable so that we can then pay our employees more money. That’s important.

(Speaker 2)
Again, folks, there’s so many things that Jay is doing. He’s doing it well. I’m just super excited for Jay to be able to encourage everybody out there. Box number 11, you’ve got to have a repeatable, sustainable weekly schedule. There’s always one more job, one more opportunity, one more crisis.

(Speaker 4)
You’ve got to be able to schedule. And Jay, you’ve done that.

(Speaker 2)
You’re doing that.

(Speaker 1)
It’s always something we’re working on. Box number 12, again, I mentioned it earlier. It requires teamwork to make the dream work. You’ve got to have a system in place for hiring, inspiring, training, and retaining. You have to have a system in place to hire, inspire, train, and retain. Once again, you have to have a system in place to hire, inspire, train, and retain.

(Speaker 1)
If you cannot find good people, train good people, yes, even in Seattle, someone says, you can’t find good people in Seattle. Oh, yeah, you can. People say, you can’t find good people in California. Oh, yes, you can. Could you talk about the hiring process, the hiring systems, and how much that’s impacted you being able to now find good people, hire, inspire, train, and retain good people? Sure, before Thrive, I would interview people one at a time.

(Speaker 4)
And that was a waste of my time. Because sometimes I’d interview four people, and there went four hours of my life. And then I learned about the group interview. And so we started scheduling that. And it’s been incredible. You can find the A players in those kind of situations.

(Speaker 1)
And that’s so beneficial to us. And plus, I don’t waste time. four hours.

(Speaker 20)
I only I’m only concentrating on one hour and it’s been super beneficial.

(Speaker 4)
I got to also when I went down to the Thrive Time conference last month, I got to watch you do the interviews. And you just made it so easy and understanding.

(Speaker 21)
And I was putting too much stress on myself.

(Speaker 4)
And I followed your advice.

(Speaker 24)
And then I read the little sheet of paper you handed out, talking about Adam Sandler and his, I’ve put that into my interview process.

(Speaker 4)
It just lightens it up a little bit. It lightens it up a little bit.

(Speaker 2)
I’ll say this for anybody out there watching.

(Speaker 1)
We had 31 people that were supposed to be at our interview on Wednesday night, 31, which is more than 30, by the way. And you would think, wow, how are you going to interview 31 people at the same time? And I’m counting. Seven people showed up but not but of the seven that showed up. We only had two that I could count that mentally showed up What am I saying? Only two of those seven even showed up anywhere close to on time So and these aren’t like early morning interviews.

(Speaker 1)
These aren’t late -night interviews. This is 530 p . m So I’m just telling you folks you got to do this process for hiring people my final question I would ask you for anybody out there my final two questions for anybody out there That is not a client that is not paying our team $1 ,700 a month to help them start and grow a successful company Could you describe what kind of impact has it made on you, your business, your family? Like I told you earlier in the interview, Clay, I was suffocating. I was, like I said, I was doing the business since 2009, and everything was going through me. And at a point, it’s it’s a breaking point.

(Speaker 1)
And that’s where I think businesses just cave in and give up. And I found you on rumble, and I started listening to you. And I think I told myself that it’s possible this, this guy’s system is possible. And I can see hope. And I could

(Speaker 4)
keep the business going.

(Speaker 2)
And I just encourage people, if you’re on the fence, get off the fence and try it. What do you have to gain? Everything. There’s a proven path. There’s a way to get through it and there’s hope and the vision becomes clear. Final question is, how would you describe the conferences?

(Speaker 2)
Because I never know how you guys are going to react. People like Dr. Zellner show up, or Tim Tebow, or Eric Trump. We bring in a lot of people. The room is filled with clients who are successful. So we bring up client success stories. And the way it works is we do 30 minutes of teaching.

(Speaker 2)
And then I do a 15 -minute Q &A. And those questions are based upon the questions that attendees are writing on the whiteboard. So I never know how it’s going to go. I know we’re going to cover the systems. But how would you describe the conferences? They’re incredible, they’re full of energy.

(Speaker 2)
And then when you have a break, you can talk to people that are in the business too and learn from them. And also sometimes give some advice that, hey, I went through that. And so I started doing a calendar and it’s helped me keep on task. And I started doing a to -do list and it’s helped me to keep on task. And there’s hope, there’s a way to get out of it and to move on. I’ll give you the final word, final 30 seconds.

(Speaker 2)
Anybody watching this right now, maybe someone feels down in the dumps. They feel like they are stuck with their business. What do you say? No, you’re not stuck. I would join and learn from them and implement, be a diligent doer. Just, you know, does it happen in one day?

(Speaker 2)
No. Does it happen in one week? No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning. You’ll see some improvement and you’ll get hope and your vision will clear up.

(Speaker 2)
Jay, thank you so much for your time, for your energy, and for everybody out there, if you learned anything on today’s show, I want you to share this show with a friend. Surely you shall share.

(Speaker 1)
If you’re watching this right now and you learned something, share it with a friend. And I would encourage you to check out that website, absoluteheatingcooling . com. Jay’s a real guy. He has a real business, a great family. That’s absoluteheatingcooling .

(Speaker 1)
com. And by the way, folks, a little search engine tip. It does help Jay’s website rank higher. Thus, it will benefit him in the short term and the long term if everybody goes to visit that website. So everybody right now, go with me now. Go to absoluteheatingcooling .

(Speaker 1)
com. AbsoluteHeatingCooling . com. That’s AbsoluteHeatingCooling . com.

(Speaker 35)
Jay, it’s an honor to know you, sir, and we’ll talk to you soon.

(Speaker 14)
Thanks, Clay. It was an honor to talk to you.

(Speaker 1)
Bye -bye. 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.

(Speaker 48)
He brought in unique hiring skills.

(Speaker 1)
He was able to find the right people for the right seat on the bus. And Aaron brought sales techniques that we weren’t familiar with up until that time.

(Speaker 47)
When Aaron came, we were selling about 80, 85 houses a year.

(Speaker 1)
And during the 16 year period, we saw sales get up over 400. Before I met Aaron, the only sales manager we had was myself and I was completely unable to perform that job 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.

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

(Speaker 1)
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. But with the ability to sell and to train and hire, Aaron was better than any of those sales managers.

(Speaker 46)
that were in my program.

(Speaker 1)
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, 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 it provides all the manageable tools that I need to review the company from a 10 ,000 -foot level. All right, Thrive Nation.

(Speaker 1)
On today’s show, what we’re going to focus on is how to grow a successful company. 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. 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 .

(Speaker 1)
com forward slash millionaire. but you have to actually implement that which is in the book. And 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 Thrive Time Show. How are you, sir?

(Speaker 1)
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. 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 Shaw.

(Speaker 1)
shawholmes . com, S -H -A -W -H -O -M -E -S . com, shawholmes . com. I’m pulling it up, shawholmes . com.

(Speaker 1)
That’s the website, shawholmes . 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.

(Speaker 30)
Yeah.

(Speaker 1)
And so how many homes had you sold or what kind of sales had you done in your career as a home builder guy before you and I even met? Before we met, probably about seven. 150 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?

(Speaker 43)
We were at like $19 million.

(Speaker 1)
$19 million. And then when you ended 2022, obviously we’re in 2023, 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? 2022, we were at like $84 million. OK, so from $19 million to? $84 million.

(Speaker 14)
$84 million.

(Speaker 1)
So you’re doing some things right here. And what we’re going to try to do is kind of demystify the plan here. OK, so here we go. You were establishing revenue goals. Yep. When you and I first started working together, we started off with a 13 point assessment.

(Speaker 1)
We went over 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 31)
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.

(Speaker 1)
just kind of floundering in mediocrity. You don’t have any reason to get up in the morning and really get after it. And so, you know, I think goals are, you know, it’s, 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.

(Speaker 14)
I know you’ve got the F6, you know.

(Speaker 1)
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? 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.

(Speaker 1)
And the income went up considerably. So now it’s turned in the last couple of years towards more time. 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, you have so many skilled people, you have a full -time sales 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. 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?

(Speaker 1)
Well, yeah, because you’re going backwards real quick and it doesn’t take very long if you’re at the beginning of your businesses, doesn’t take very long for you to be in a place where the creditors are knocking at your door and 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. So, you’ve got to know what that number is that lets you tread water so that, okay, this is the worst case scenario, everything above that, into the profit zone. So, you know, you go out of business pretty quick. 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.

(Speaker 1)
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. 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 where you’re at in life.

(Speaker 45)
And then as you had your children, you raised them, you decided to devote time to raising said kids.

(Speaker 1)
And now that your kids are older, you’re devoting time to raising these kids. So it’s not like you abdicated being a parent while also growing a company. You did both well. 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 make a whole bunch of money just so you can split it in half later. Oh.

(Speaker 1)
Because that’s kind of what happens when you don’t work out those details ahead of time.

(Speaker 14)
And so my wife and I have been married 25 years.

(Speaker 24)
We’ve been together for four before that.

(Speaker 14)
And so yeah, 20, sorry, 26.

(Speaker 44)
Did I just say 25?

(Speaker 1)
26. Real quick, 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.

(Speaker 1)
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. 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 models than any other builder in the market. So, you know, 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, they, usually most builders in our market have an empty house that they walk into.

(Speaker 1)
There’s, it’s just kind of echoes when you walk through it, 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.

(Speaker 1)
So definitely that is one of our big, you know, you know, takeaways. 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.

(Speaker 27)
When I met you, you guys had all these awards, but no one knew.

(Speaker 1)
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? And you’re like, you know, we do a good job and you’re going to be nice about it. You’re a good salesperson. But I said, well, I mean, tell me about the awards.

(Speaker 7)
And you’re like, well, we got this award, that award, this award, like 45 minutes later, it’s like that award.

(Speaker 1)
This award.

(Speaker 32)
I need to shave now.

(Speaker 1)
This award. That award. I need to go brush my teeth. This award. That award. I want to go mow the lawn now.

(Speaker 1)
This award. That award. I’m thinking about retiring. This award. My kids are turning 18. I can see it.

(Speaker 1)
This award. You’re just going, and this award, and that award. And so we put those on the website, and that helped. And the other thing, you guys, 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.

(Speaker 1)
It’s so much good momentum there. And so many people loved you guys. And now you guys have, would you say a hundred video reviews? 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 1)
And this is actually all that’s on this page. If you go to to our YouTube channel, we have way more than this. So, yeah. So again, and this is all the stuff. You’re going to grow a successful company, folks.

(Speaker 14)
Step one, you’ve got to figure out your revenue goals.

(Speaker 1)
Step two, you’ve got to figure out your breakeven goals. Step three, sit down for an hour of power. Sit down with your spouse. 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.

(Speaker 1)
And we have an in -depth guide that you can download for free at thrivetimeshow . com forward slash millionaire if you get stuck.

(Speaker 14)
Next box.

(Speaker 1)
You got to 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.

(Speaker 43)
And I was talking to a guy named Ronnie Morales today, and it’s Morales Brothers.

(Speaker 1)
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. Ronnie said he’d listened to our show for seven consecutive years. before ever reaching out.

(Speaker 1)
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. Yeah. 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 need good branding because I sell everything by word of mouth. Oh, yeah, baby. I’ve got such an incredible reputation that everybody just comes to me by word of mouth.

(Speaker 14)
Yeah.

(Speaker 1)
And then it’s like, okay, yeah, but how much business did you do last year? Well, not very much. And I’m really unprofitable, 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, we’ve got an office in New York. 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.

(Speaker 1)
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. 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. 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.

(Speaker 24)
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.

(Speaker 42)
I know you want to know, but I’m not going to tell you.

(Speaker 1)
And he filled out the form because his wife wanted him to schedule a 13 -point assessment. He did not want to. And he tells me, Clay, honestly, I’m just doing the call because my wife wants me on the phone. I don’t really don’t get leads from social media. I don’t get leads from marketing. I get all my leads word of mouth, like you were saying.

(Speaker 1)
And I said, well, let me just do this. Let’s just, this first month working together, let me get all the passwords for your social media. Facebook, your Google, your YouTube, and I’m just, as 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 bucks 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 he didn’t even, so I’m going, uh, you’re spending, you know, ,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?

(Speaker 1)
And I’m serious. 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, where you interview someone before they start working out. But then they never completed the thought. You know what I’m saying? I do.

(Speaker 1)
Where it’s like they interview him about getting in shape, 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 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.

(Speaker 41)
You have massive signage.

(Speaker 1)
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? 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.

(Speaker 14)
And so then it’s just a matter of, do I want to spend that money to get to that point?

(Speaker 1)
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. But for us, you know, it’s, you gotta know what the number is because ultimately that goes into the price of your product and whatever you sell, you know, we’re doing homes. That is one of our line item costs in our homes. That’s a cost. Yeah. Now, if you go to any of the businesses that I’m involved in, you go to eitrlounge .

(Speaker 1)
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. 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 company is 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 put 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. I don’t know. I have a list of, you know, deodorant and socks and shaving, 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.

(Speaker 1)
Backups for everything. 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. They don’t have checklists. They don’t have it.

(Speaker 1)
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?

(Speaker 36)
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 1)
It’s because you don’t have systems and processes. 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 1)
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. Everything is urgent. Everything is hair on fire. Correct. And it is a 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.

(Speaker 1)
Now, this next box, I get excited about all these boxes. 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.

(Speaker 1)
You have people on your team. 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.

(Speaker 14)
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.

(Speaker 1)
Yes.

(Speaker 24)
Somebody gets photos of every house that you guys are building.

(Speaker 1)
Yeah. Somebody gets videos of every house.

(Speaker 31)
Somebody puts them all up for sale.

(Speaker 1)
Somebody answers the phone every day. Somebody calls the leads every day. Every day. Somebody cleans the bathroom every day. Somebody builds the houses every day. Now, this is what I find, and I’m sure none of our listeners can relate to this.

(Speaker 1)
Some of our listeners fire people, and then nothing happens. So work with me on this. There’s listeners 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 . com. They want to schedule a consultation.

(Speaker 1)
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. 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, you know?

(Speaker 1)
Yeah. But the idea, though, is I sit down, I was talking to a guy the other day, and he was like, you know, the reason why my team did not get Google reviews or videos reviews this week is because we fired a guy. And I go, cause I’m just asking him, you know, where are we stuck? What’s your biggest limiting factor? I have a big process I go through in my evaluation.

(Speaker 1)
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. We’re trying to help him.

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

(Speaker 1)
Absolutely. But what would happen if every week you 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 managed 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. trades 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 company? 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.

(Speaker 1)
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. 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 come work here. Here we go. And 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 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 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 Homes?

(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?

(Speaker 38)
Is it milk?

(Speaker 1)
Is it sugar?

(Speaker 32)
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 wanna know, but all of this has to work together and nothing works unless you do. So I have three final questions for you. For anybody out there that’s thinking about scheduling a consultation, a free consultation with thrivetimeshow . com and myself, obviously they’re stuck with me if they fill out the form.

(Speaker 1)
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, uh, random regrettable purchases at the gas station. And, you know, a lot of 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. You know, 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. I mean, it has been a game changer for us. 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.

(Speaker 1)
I mean, go get whatever you need to do to get to that place.

(Speaker 19)
You need to find that $1 ,700.

(Speaker 1)
And I will say this. So that cost was very quickly replaced with the extra money we were making. And I’ve seen, 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.

(Speaker 28)
And then I see them six months later and I’m like, how’s it going now?

(Speaker 1)
And they’re like, 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.

(Speaker 40)
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.

(Speaker 1)
And I remember about three months later, I asked him, how’s it going? And he goes, man, we just had a record breaking month.

(Speaker 39)
This was amazing.

(Speaker 1)
And by the way, he said, first, he just hit 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. I would say, if you’re thinking about doing a 13 -point assessment, stop thinking. Dial the phones.

(Speaker 1)
Pause this video. Make the phone call. Reach out to Clay. Get it started right now. Now, final question I have is, I think people look at oxyfresh .

(Speaker 38)
com, and they go in.

(Speaker 1)
500 locations now.

(Speaker 29)
Yeah.

(Speaker 37)
And they look at elephant in the room and they go, there’s five brick and mortar locations.

(Speaker 36)
Now they look at Shaw homes and they go, you know, this, these are big success stories.

(Speaker 35)
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 easy. 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.

(Speaker 1)
But it is a lot of action to get traction. And you’ve got to get the action going. 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’re going to wrap up today’s show with a boom.

(Speaker 14)
Because boom stands for big, overwhelming, optimistic momentum.

(Speaker 34)
And that’s what’s required to have success.

(Speaker 1)
You know, people watching this, they’re going, Aaron, you know, he looks like a normal guy. Well, that’s true. Oh, they say, well, he sounds like a normal guy. Sounds like an all right guy. You know, that’s true.

(Speaker 22)
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)
It’s like a, it’s a, it’s like a, 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 if you’re out there and you’re going, what’s the secret sauce?

(Speaker 33)
It’s not a sauce.

(Speaker 1)
It’s more of just a smell. So 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. OK, let’s end this thing with a boom.

(Speaker 32)
Here we go.

(Speaker 1)
3, 2, 1, boom. Well, Thrive Nation, we have an opportunity all the time. OK, Aaron Antis, guess who’s joining us for the December 4th and 5th, 2025 Thrive Time Show Business Growth Workshop? Ooh, Santa Claus? No, we will not be joined by Santa Claus, but we will be joined by Eric Trump, the son of the 45th and now 47th president of these United States. And yes, Amanda Grace will be in the place.

(Speaker 1)
And yes, Dr. Stella Manuel will be there, so you know it will go well. Yes, we have Mel Kaye in the house. Pastor Phil and Tammy Hotsenpiller will be hosting this event at their beautiful church right there in sunny Anaheim, California. Yes, we will be joined folks, make this a December to remember. 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 and request tickets today. I’m Ron Burgundy. We 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. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it.

(Speaker 1)
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. 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.

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

(Speaker 1)
That’s going to be amazing. 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.

(Speaker 1)
He’s rolling. And it ain’t over now. VIP ticket now we only have limited seating here with 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 thrive timeshow . com go to thrive timeshow . com when you go to thrive timeshow . 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 i just texted my number it’s my cell phone number my personal cell phone number we’ll keep that private between you, between you, me, everybody.

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

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

(Speaker 1)
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 six eight years. So let’s talk about it. I’ll, I’ll tee up the thing and then you tell me what you’re going to learn here. Okay.

(Speaker 1)
You’re going to learn marketing, marketing, and branding. What are we going to learn about marketing and branding? Oh yeah. 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, right? You want to get that brand out there.

(Speaker 1)
It’s like, how do I actually make people know what my business is and make it a, a household name. You’re going to learn. You’re going to learn some intricacies of how you can do that. You’re going to learn sales.

(Speaker 30)
So many people struggle to sell something.

(Speaker 1)
This just in, your business will go to hell if you can’t sell, so we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors, and most people struggle with managing people. Why does everybody have to learn how to manage people? First of all, people are, you either have great people or you have people who suck.

(Speaker 1)
And so it can 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 29)
When you start with the people who have a great attitude, they’re teachable, they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization.

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

(Speaker 28)
We’re going to teach you time management.

(Speaker 1)
How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop.

(Speaker 1)
Now let me tell you how the format is set up here. Again, folks, this is a two -day interactive 15. Think about this, folks. It’s two days. Each day, it starts at 7 a .

(Speaker 1)
m. and it goes until 5 p . m. So from 7 a . m. to 5 p .

(Speaker 1)
m. , two days, it’s a two -day interactive workshop.

(Speaker 27)
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 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 13)
I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them and you go in there And they talk in vague generalities and they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing.

(Speaker 26)
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.

(Speaker 12)
And what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch.

(Speaker 7)
And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett. You could meet Mel K. You could meet Amanda Grace.

(Speaker 25)
You could meet Dr. Stella Emanuel.

(Speaker 23)
You could just grab a coffee.

(Speaker 7)
You could find some alone time. You could get lost in the bathroom. You could try to go and get a photo with one of the speakers. You could try to photobomb a photo where someone else is getting a photo with the speakers. You could go attempt to find your phone, wallet, and your keys. Now that’s a good idea.

(Speaker 7)
It’s gonna be great and then you’re in the company of hundreds of entrepreneurs.

(Speaker 25)
there’s not a lot of people in America today. In fact, there’s less than 10 million people today, according to US debt clock, that identifies being self employed.

(Speaker 1)
So if you have a country with 350 million people, that means you have less than 3 % of our population that’s even self employed.

(Speaker 7)
So it’s you only have three out of every 100 people in America that are self employed to begin with.

(Speaker 24)
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 7)
But yet, the average client that you and I work with, we can typically double the size. No hyperbole, no exaggeration. I have thousands of testimonials to back this up.

(Speaker 23)
We have thousands of testimonials to back it up.

(Speaker 3)
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. see it thrivetimeshow .

(Speaker 3)
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. Add to that Eric Trump, the man that runs the Trump organization.

(Speaker 22)
You say, Clay, I still I’m not going to get a ticket unless you give me more.

(Speaker 21)
Okay, fine.

(Speaker 3)
We’re going to serve you the same meal both days. True story. We have we cater in the food and because I keep it simple.

(Speaker 5)
I literally bring him the same food both days for lunch. Who’s with me? Let’s go! Come on! incredible Mexican restaurant, that’s going to happen. Someone says, I want more. This is not enough.

(Speaker 5)
Give me more. OK. I’m not going to mention their names right now because I’m working on it behind the scenes here. But we just continue to add more and more success stories. 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 Thrivetime . .com. com.

(Speaker 7)
Go there right now. Thrivetimeshow . com.

(Speaker 1)
Request a ticket for the two -day interactive event. Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California. Great weather 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.

(Speaker 1)
Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now you’re you’re watching and you’re like but I already signed up for this incredible other program called smoke your way to thin I think that’s gonna change your life I promise you this will be ten times better than that it’s like I picked the wrong week we’re 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 3)
If you become a jade smoker, it is life -changing. 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.

(Speaker 3)
I’m Clay Clark, reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop in beautiful Anaheim, California. I’m Vince Suzuki, also from Sarasota, Florida. He dragged me here. 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. 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 your head like what to do next and already there’s the strategic, step -by -step, real -life implementation that we can do to our business and I’m super excited to be here and very excited that Eric Thompson is here. and that is going to be epic.

(Speaker 3)
My name is Erica and it has been amazing here at the conference. I’m learning so much. Everything is perfect for me. Clay Clark, man. He is one character. That’s a good word for him.

(Speaker 3)
Character. Yeah, that is it. Good, driven, smart, and I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother. And she just says, she just lets him be Clay Clark.

(Speaker 3)
I mean, so he’s endorsed by his mother and he’s doing magnificent work.

(Speaker 1)
So it was great meeting you out there and all the people that he surrounds himself with. His Clay Clark starts his days at five o ‘clock in the morning. Oh, it’s incredible. Yeah. He’s, he’s like, he’s, he’s a machine.

(Speaker 19)
He’s a machine, but his, you know, I got, I have problems with my company starting at nine o ‘clock.

(Speaker 1)
He has hundreds of people showing up at 5 a . m. in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man. No, he is.

(Speaker 1)
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. 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 warrior.

(Speaker 1)
So thank you my friend plate. Clark is here somewhere Where’s my buddy clay clay is the greatest I met his goats today. I met his dogs. I met his chickens I saw his concert

(Speaker 3)
He’s like the greatest guy. I ran from his goats, his chickens, his dogs.

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

(Speaker 1)
I don’t think you know this. I’m pinching myself. And if I cry, forgive me. And 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 blowing up. Everything’s just blowing up.

(Speaker 1)
Well you’re right. It is like a rocket ship. So we’re pinching ourselves. Actually I learned at the Academy King’s Point in New York Octa nonverbal. Watch what a person does. not what they say.

(Speaker 1)
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. So again, step one, you go here to amazon . com. You buy a copy of the book, Under Siege.

(Speaker 1)
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. And by the way, Mar -a -Lago right there, just for your viewers, it’s the most exclusive private club in the world. $2 million to get into, just base membership fee.

(Speaker 1)
And I promise we’re going to make your night absolutely incredible. Clay goes, listen, why don’t we do this?

(Speaker 3)
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, you know, at every one of these conferences, who adore your family. You know, we’ve got to beat the New York Times. The New York Times is going to do everything they can, even though we’re number one on Amazon right now. We just hit number one this morning. New York Times is going to do everything they can to keep you from being number one bestseller. You know that.

(Speaker 3)
I know that. You know the games that they’re willing to play. But play goes on. We do a couple of things. First of all, I love having dinner with Clay. He’s the greatest.

(Speaker 3)
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. 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.

(Speaker 3)
Text Clay. And we’ll set up a dinner. I’ll make sure you guys have the absolute time of your life. I want to pull this up again one more time here, Jackson. I think sometimes I’m a poor communicator, and I need to work on communicating more effectively. So you go to Amazon.

(Speaker 3)
That’s step one, OK? Yes. You buy a copy of the book, Pop Quiz. What book? Under Siege. You buy a copy of Under Siege, and then you screenshot a picture of that, and you text my phone number.

(Speaker 3)
It’s 918 -851 -0102. Folks, 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 in Anaheim, California. And you have a chance to win dinner with Eric Trump and myself at Mar -a -Lago.

(Speaker 1)
Now, someone says, when does this contest end? Now, Eric, your birthday was hijacked, OK? So your birthday was hijacked. January 6th is this man’s birthday. He now has to switch his birthday because Bill wants to talk about his birthday on January 6th anymore.

(Speaker 1)
So we’re going to run this promotion until November 5th. That’s my birthday.

(Speaker 3)
So we’re going to run it until October 14th. It has to be a pre -sale. This just in. It has to be between October 14th. That’s why we’re clarifying. So between now and October 14th.

Now, folks, let me just clarify this real quick here. So make sure I’m leaving you with some good clarity here. One, you buy a copy of Under Siege on Amazon. 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, 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.

If you’re a father out there and you want to learn about mentoring your kids, it’s a great book. If you want to learn about American history, it’s a great book. If you want to make America great again, it is a great book. It’s a book you got to have. Now here is just a quick editor’s note. You do not have to buy a copy of Eric Trump’s book Under Siege to be entered into the drawing.

Just text the number. All you have to do is just text the number 918 -851 -0102 and you will be entered into the drawing for a chance to win a copy of Eric Trump’s book Under Siege. and a once -in -a -lifetime opportunity to hang out with Eric Trump and Clay Clark at Mar -a -Lago, and win a backstage pass at the upcoming Thrivetimeshow . com two -day interactive business workshop. Again, you do not have to buy a copy of the book to be entered into the drawing, but it would be great if you’d buy a copy of the book, because that would make sense. However, that is all, and now back to the interview.

Also, Eric, a final question here for you. You are donating a portion of the proceeds to support Charlie Kirk and his continued mission there. Could you tell us about that briefly there? And then we’ll let you get back to what you’re doing today. sir. Yeah, well I was on with Benny Johnson.

Benny Johnson was a great friend of Charlie Kirk’s, as you know, and you know Benny, and Benny’s a very good friend of mine, and you know, Cash Patel is a very good friend of mine, and was a very good friend of Charlie’s. I mean, You watch everybody else 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. 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. But Charlie truly, truly, truly was the epitome of being under siege, not only in the movement that he helped create, but obviously in how his life was savagely taken. My book came out three days, two and a half days before Charlie’s assassination. You better believe he would have been the final chapter of this book as just another illustration of what these people will do at any cost.

to try and win, because it’s who they are. It’s the not -so -tolerant left. And we can never let our voices be extinguished, Clay. You stood on that stage, as well as anybody I’ve ever seen stand on a stage. You did at reawakened events all across the country, which you funded out of your back pocket, because you believed in America. You believed in a greater country.

And you were on that stage every single day. You know I was on that stage with you every single day. And I was on the turning point stage with Charlie all the time. on stages across the country and three campaigns. I’ve stood on thousands of them. And honestly, they don’t want us to stand on that stage.

That’s why they’re sending bullets from rooftops. They don’t want us to 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 can’t.

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