Business Coach | Promotion Equals Problems With Doctor Zoellner & Clay Clark (Featuring A 12-Year-Old Aubrey Napoleon-Hill Clark) + Join Eric Trump At Clay Clark’s Dec. 4-5 ThrivetimeShow.com Business Growth Conference (Anaheim)

Audio Transcription

Transcribed with Cockatoo

(Speaker 3)
All right, Thrive Nation, to record today’s show intro, I’m joined here with my son, Aubrey Clark. Aubrey, can you explain to the listeners how old are you, my friend?

(Speaker 37)
I’m 12.

(Speaker 3)
And you have a little DJ business going on. Tell us about your upcoming gigs that you have.

(Speaker 37)
Well, this weekend I have a BJ at, I don’t know what you would call it, a Thanksgiving thing.

(Speaker 5)
A Thanksgiving party?

(Speaker 64)
Yeah, and then I have a BJ at a conference, a conference, and BJ at two Christmas parties.

(Speaker 3)
Wow, so you’re getting a busy schedule now. On today’s show, we’re talking about the chaos theory. The chaos theory, where as a business owner, you have to get used to, kind of good at, learning how to sip on the haterade. In your young 12 -year -old mind, what does that mean?

(Speaker 37)
That things are going to happen, and it’s not just going to be sunshine and stuff.

(Speaker 43)
Bad things are going to happen? Yep.

(Speaker 20)
Like what?

(Speaker 3)
What kind of bad things? Because you’ve been around me enough. I know you’re listening when you think I’m not listening. When you think that I don’t think that you’re listening, I know you’re listening. So what kind of bad stuff can happen in a business?

(Speaker 64)
People are going to steal your stuff. Somebody’s going to say you did something that you didn’t do and your business is going to get a bad name.

(Speaker 44)
What else?

(Speaker 21)
Bad stuff.

(Speaker 14)
Bad business stuff.

(Speaker 34)
You’re going to have to fire employees.

(Speaker 50)
What else?

(Speaker 17)
You’re going to get sued.

(Speaker 3)
What else?

(Speaker 40)
That’s pretty good so far.

(Speaker 19)
You’re pretty good right now.

(Speaker 30)
What else?

(Speaker 3)
Give me just two more bad things that can happen.

(Speaker 64)
People are going to mess up your stuff, they’re going to make your business messed up.

(Speaker 3)
But what happens when you, so if you give an employee a checklist to do it, you give them an actual system, you tell them what to do, do they always do it you think?

(Speaker 17)
No.

(Speaker 8)
Why not?

(Speaker 64)
Because they just want to sit on their phones and check social media.

(Speaker 3)
And if you fire somebody, what do some people do when you fire them?

(Speaker 64)
File unemployment and say that you’re a racist or something.

(Speaker 20)
That’s right.

(Speaker 3)
And that’s what it’s like being a business owner. It’s called the chaos theory. And on today’s show, Dr. Zeldin and I break down how to learn how to sip on the haterade and actually learn to enjoy it. Because through struggle, you gain strength. Grab the duct tape and mentally prepare yourself for yet another mind -expanding knowledge bomb from America’s number one business coach, Clay Clark. Z and Z it is ecstasy when you are next to me and typically I am the one who drops the knowledge bombs just to our due to our recording schedule but on today’s show you will drop the knowledge bomb and I’m going to tee up the idea uh -huh and the sound clip okay and then I give you the runway for you and Josh Wilson with living water irrigation to pontificate.

(Speaker 3)
Today’s show is called the chaos theory learning how to make fighting normal. The Chaos Theory, learning how to make fighting normal.

(Speaker 20)
Now, T .

(Speaker 19)
D.

(Speaker 3)
Jakes, who is a very successful New York Times bestselling author and a pastor, he could not be here on the show today because he has class and style. And he said no when I’ve asked to be on the show. But eventually he will say yes. But he I feel like he’s on the verge of saying yes. But at this point, he must say yes. I’m going to keep the audio from his recent sermon.

(Speaker 3)
It’s 43 seconds.

(Speaker 30)
All right.

(Speaker 7)
Here we go. Succeed, you will bring haters. I remember years ago when Kirk Franklin did Stomp. You remember when Kirk Franklin did stomp? It wasn’t controversial till he sold a million copies. See, if he’d only sold 10 copies, they wouldn’t have wrote no articles about it, would have been no issue.

(Speaker 7)
When he sold a million copies, now people start talking about, look at him, up there shaking. his behind for Jesus. Haters gonna always talk about you when you win. You have to decide, do you want to be liked, or do you want to win?

(Speaker 5)
Come on now.

(Speaker 3)
All right, so you think about this for a second, and when you run a business of any kind, any size, for any amount of time at all, once you do a million dollars of revenue per year, gross revenue, you will run into chaos. And you have to get to a place in your life where you learn how to sip on the hater -ade and it somehow energizes you. The hater -ade. It’s like you sip on it like it’s your favorite beverage. You have to get to a place where you actually like it almost. So Z, talk to us about the crazy things that maybe you have gone through in the past or you’re going through now or that are normal, just crazy things.

(Speaker 3)
Because people feel like every time I meet an entrepreneur, they feel like they’re the only ones going through the minefield known as entrepreneurship. They feel alone and isolated. What are some of the things you’ve gone through in the past that would probably make a grown man cry, but you’ve made it through it, and now it’s good?

(Speaker 5)
Kids, listen to me.

(Speaker 4)
You have it easy to hate on each other out there.

(Speaker 38)
There you go.

(Speaker 47)
Yes, sir.

(Speaker 2)
I tell you what, thanks to Al Gore, we have this thing called the internet, and you don’t even have to attach your real name on the hate you want to spread.

(Speaker 8)
True.

(Speaker 2)
Is this right or am I wrong?

(Speaker 19)
You are right.

(Speaker 2)
Back in the olden days, and I’m old enough to know these, you had to physically go pick up a rock, drive by the store, and throw it through my window.

(Speaker 23)
True.

(Speaker 3)
And it’s happened more than once. There it is. I had a brick through the windshield of one of my vehicles on Thanksgiving.

(Speaker 5)
I hope you weren’t driving in it.

(Speaker 3)
I hope you were driving in the dark. It was parked, and we were sitting down to eat, and all of a sudden we hear this, boom. And it was like the loudest noise ever.

(Speaker 5)
I’m like, what was that? But now you can sit in your comfies and your PJs.

(Speaker 2)
on your laptop at three in the morning while you’re in between games of Mario Brothers or whatever the game is you’re playing, Call of Duty, Warfare, whatever it is.

(Speaker 63)
Let’s go Mario Brothers.

(Speaker 2)
Mario Brothers, we’ll go old school. Since we’re going old school, we’ll go old school. And you can sit there and you can just put out bad reviews, you can hate on, you can social media, not like, you can da -da -da -da -da -da -da -da, right? Back in the olden days, you actually had to get up and go do something about it. I mean, you had to write an email and send it. You had to send a letter in.

(Speaker 2)
I mean, the letters, you had to send a letter in, right?

(Speaker 5)
If you’re going to hate on something, you had to write a letter and put it in the mailbox.

(Speaker 3)
Which required time.

(Speaker 5)
And that’s actually using paper, which is, I think, still available. I don’t even know.

(Speaker 1)
I know, Josh, you’re too young to understand that.

(Speaker 3)
But a lot of people wouldn’t do that because it would require thinking and time, and so they wouldn’t do it.

(Speaker 2)
But now it’s so easy. But the point is, is that as you move up the ladder of success, that’s absolutely true. You have more and more people that are jealous. That’s a thing. They are mad. That’s a thing.

(Speaker 2)
And they see it as you caught some lucky break that they didn’t catch, and it’s unfair that you’re having success.

(Speaker 5)
And they’re not.

(Speaker 1)
True story.

(Speaker 3)
We interviewed Rabbi Daniel Lappin, and he pointed out to me in the Hebrew language where the Bible was originally written in the Hebrew, the Old Testament. There’s not a word. There’s not a Jewish word. There’s not a Hebrew word for the word fair.

(Speaker 5)
There’s not.

(Speaker 3)
They don’t believe in the word fair. So back to you.

(Speaker 2)
They use circus, I think. You’re talking about the other fair. But people always argue for something that’s not actually a thing, which is fair. Right. But the point is, is that you could do one or two things when the hate comes at you. um whether it’s old school and someone threw a brick through your window you call the window guy you get a broom you clean it up you check to see if anything got stolen or damaged you you board it up until they get there and replace it right nowadays it’s a little you know someone said it’s a bad review or they they’re spreading you know that you know they call a local news station try to trump up some story about

(Speaker 3)
horrible thing your business is doing, which is not true, but that doesn’t mean that people aren’t putting the energy into it. You can do one of two things when you encounter that, Clay, and they are, you can implode, you can enfold into yourself, you can get in the fetal position in your favorite corner, you could get a comfy blanket and maybe put it over you, maybe even have it cover your head, of course having a pillow of choice. Can I, real quick, cue up the official song of What would you do if you’re gonna implode? You’re gonna implode. Well, I’m talking about it. I think I’ll kind of skip to the good part a music Please feel free to lose your mind.

(Speaker 3)
I had a lot of day quilled.

(Speaker 19)
Please feel free to join in You had a quote didn’t share with me.

(Speaker 3)
What kind of co -host are you? You wanna say the bad thing over and over.

(Speaker 24)
It’s like Morris Code crying.

(Speaker 5)
It’s a little music interlude. But you can implode. You get in the corner, you play that song over and over, you put on the loop, the loop, and you just suck your thumb, and you just save yourself over and over and over. I can’t believe that happened. I hop inside a couch that’s the shape of a fetus.

(Speaker 54)
I wanna return to my mother.

(Speaker 3)
I can’t believe that happened.

(Speaker 5)
Can someone suck my thumb, and I’ll suck my other thumb, please?

(Speaker 3)
Listeners, I really wish y ‘all could have seen that on video just now. You could see that live, that performance. I knew I should have stopped eating gluten. It’s gluten’s fault. It’s always gluten. I know my therapist told me to. Is this Brahms’ Ice Cream and Dairy?

(Speaker 5)
I want all of it.

(Speaker 19)
I’m vegan now.

(Speaker 7)
All of it.

(Speaker 5)
I want everything vegan. you could do that or or or or you give me another music interlude for this one This is gonna be uplifting up up beat and that is you can take that hate array that’s being dished to you old -school window broken new school bad review and with the source of it and why it’s happening, look into, figure it out, but a lot of times it’s just a little bit of hate, all right?

(Speaker 3)
You can take that and you can let it stoke the fire. You can take that like a log of wood and throw it in your fireplace. And you say to the haters, you say, I could do anything, right? I could do anything right now, but the one thing I won’t do is I won’t give you my time. I’ll do anything, Z, but I do anything, right? I’ll do anything.

(Speaker 2)
But I won’t do that.

(Speaker 62)
But I won’t do that.

(Speaker 5)
Here we go.

(Speaker 3)
Ever wondered what that? It’s giving people your time when they complain.

(Speaker 5)
That’s what he’s writing. That’s what he’s talking about.

(Speaker 3)
Meat Loaf was talking about.

(Speaker 1)
He was talking about dealing with bad reviews.

(Speaker 61)
That’s exactly what he was talking about.

(Speaker 3)
It was prophetic. We didn’t have good reviews yet. He wrote the song.

(Speaker 2)
He released this song in 2009, 20 years before reviews mattered.

(Speaker 1)
20 years.

(Speaker 2)
And he said, I’m not going to let the trolls be in control.

(Speaker 40)
I’m not going to let the trolls be in control.

(Speaker 5)
So good.

(Speaker 8)
But here’s the deal.

(Speaker 5)
I think I have an orgasm. Here’s the deal. The first time you get slapped in the face by a wet fish, it’s shocking.

(Speaker 4)
It’s unnerving.

(Speaker 17)
It’s debilitating.

(Speaker 60)
One moment, please.

(Speaker 46)
Oh, yeah.

(Speaker 5)
How many times have you been slapped in the face with a wet fish?

(Speaker 1)
Several.

(Speaker 4)
Okay.

(Speaker 1)
Please proceed.

(Speaker 5)
Sorry.

(Speaker 3)
Several. I apologize. I apologize. Please proceed.

(Speaker 2)
No.

(Speaker 29)
Several.

(Speaker 5)
Okay. Andrew, go get that wet fish out of the backyard. Everybody go right now. Buy a copy of Meatloaf. I’d do anything for love.

(Speaker 3)
Buy a copy of Bonnie Tyler.

(Speaker 19)
And go to your favorite grocery store and buy a wet fish, okay?

(Speaker 5)
Please continue, Dr. Selder. Yeah. But the point is, that’s metaphorically speaking there, Josh.

(Speaker 2)
The thing about it is that as you get more successful, things are going to happen.

(Speaker 59)
You’re going to have your first lawsuit.

(Speaker 5)
You know, odds are it’s going to happen.

(Speaker 2)
I mean, I hope it doesn’t.

(Speaker 3)
It’s going to fit kind of tight.

(Speaker 34)
It’s a tighter lawsuit.

(Speaker 3)
I hope it doesn’t.

(Speaker 5)
But when it does, you can’t panic. And I say that because the first time I got one, I panicked. We all do. You close your colon. I’m telling you not to panic. call your attorney that you’ve already built a relationship with because that’s what we teach you to have someone in queue someone for those moments and deal with it hand it off to them and try not to over worry about.

(Speaker 5)
Hire Winters and King before you need to hire wintersking . com. Seriously, you’ve got to have a great attorney that you can find somewhere. Find an attorney that you can trust before you need one. Right. So you’re going to have that.

(Speaker 5)
You’re going to have a bad review. You’re going to have your windshield maybe broken. You’re going to have something bad happen to your business. I hope it doesn’t.

(Speaker 3)
And I hope it’s always rainbows and Skittles and unicorns and a pot of gold with a leprechaun that’s very generous. hoarding it, guarding it. I was trying to do guarding and hoarding at the same time, that’s gording it. Yeah, it’s one word for two. But anyway, my point is, is that when it happens, folks, and it’s going to, don’t let it get you down. Don’t let it steal your joy.

(Speaker 33)
The day you let somebody dictate how you are thinking or what your emotions are, then you’ve given it over to them.

(Speaker 3)
And don’t do that.

(Speaker 28)
Don’t be strong and say, you know what, I’m gonna flip this around, I’m gonna show them

(Speaker 3)
I’m going to not let it I’ve got on my armor it’s just gonna bounce off me so let’s let’s let’s give the listeners an example right now okay true story true story my wife’s doing jury duty this week oh and whenever you have cases well you know see whenever you have like She wants to do her civic duty, but you know how like whenever you have a former employee who needs to verify employments, they get a mortgage, they’re going to reach out to you even though they don’t work for you, you still have to work for them sometimes because you got to prove that they work for you for mortgage verification, whatever. So if she’s got several of those for whatever reason coming in today and she’s on jury duty and we’re planning Thanksgiving, There’s just a lot there. Every time you pay taxes, we have great people in Oklahoma that make sure businesses pay the right amount of tax, not too much, not too little. We’re working on some compliance updates. There’s just a lot going on. There’s just a lot of it at one time.

(Speaker 3)
A lot.

(Speaker 41)
We’re not going to let it steal our joy, though.

(Speaker 5)
No.

(Speaker 58)
And so what we’re going to do here at a time where the Clark family today is going through probably the toughest, you know, two or three day window that Mrs. Clark and Mr. Clark have gone through probably in the last year.

(Speaker 5)
You know, it’s the toughest two day window. I’m going to have a great time right now. So I’m going to queue up a song and I want everybody to go out and buy the song, download the song, get the song and just a part of it. There’s a song called Bohemian Rhapsody now it broke the rule because it’s a five minute 59 song and we’re not we don’t have time to get into all of it what I’m gonna do is we’re gonna take us to the to the great part okay and I’m gonna cue it up and we’re gonna have a great time it’s gonna happen and I want everybody to feel free to partake I’m gonna back up from the microphone a little bit so you can just cuz I want you to sing along with me that we really if you’re driving to work right now or you’re at the office or whatever you’re doing and you’re not singing along you’re really from a sit me to my wife is serving her civic duty is to be a jury

(Speaker 57)
I’m so proud of her.

(Speaker 5)
And so your civic duty right now is to sing along because you are denying America and generations the joy that they, I mean, people fought so that we could listen to Bohemian Rhapsody in a free country on YouTube right now. We’re going to cue it up.

(Speaker 18)
I almost worked up a sweat.

(Speaker 3)
I was working on it. I almost got there.

(Speaker 41)
I was close.

(Speaker 5)
I mean, I was really, really, really close.

(Speaker 4)
Really close.

(Speaker 56)
Of course.

(Speaker 15)
Can we do both?

(Speaker 34)
Are they exclusive of each other?

(Speaker 27)
I don’t know.

(Speaker 42)
Wow, that was intense.

(Speaker 34)
I’m gonna go to the musical interludes on this show were intense Those were songs that were intense passionate songs.

(Speaker 55)
Yes.

(Speaker 13)
This is an intense passionate subject It really is and so many people get their their train leaves the track when someone puts a little stick on it, you know

(Speaker 16)
yeah and you can’t let that happen you can’t you’re the leader you’re the owner you’re the you’re the engine you can’t jump the track just when you see a little stick on on the train track and so what I’m saying there is that folks stuff’s gonna happen haters are gonna hate and you just got to shake it off I wish I would write a song about that I wish someone out there. Man, that’s a great idea. Shake it off.

(Speaker 55)
Shake it off.

(Speaker 31)
Shake it off.

(Speaker 17)
Shake it off.

(Speaker 15)
Shake it off.

(Speaker 2)
Shake it off.

(Speaker 5)
Shake it off.

(Speaker 54)
Shake it off.

(Speaker 53)
Shake it off.

(Speaker 5)
Shake it off.

(Speaker 3)
Shake it off. Shake it off.

(Speaker 20)
Shake it off.

(Speaker 5)
Shake it off.

(Speaker 14)
Shake it off.

(Speaker 29)
Shake it off.

(Speaker 2)
Shake it off.

(Speaker 5)
Shake it off.

(Speaker 8)
Shake it off.

(Speaker 5)
Shake it off.

(Speaker 15)
Shake it off.

(Speaker 5)
Shake it off.

(Speaker 17)
Shake it off.

(Speaker 5)
Shake it off. Shake it off.

(Speaker 3)
Shake it off. Shake it off.

(Speaker 46)
Shake it off.

(Speaker 2)
Shake it off.

(Speaker 3)
Shake it off. Shake it off. Shake it off. Shake it off.

(Speaker 39)
Shake it off.

(Speaker 3)
Shake it off. Shake it off. Shake it off. Shake it off. Shake it off. Shake it off.

(Speaker 5)
Shake it off.

(Speaker 2)
Shake it off.

(Speaker 3)
Shake it off. Shake it off.

(Speaker 2)
Shake it off.

(Speaker 3)
Shake it off.

(Speaker 2)
Shake it off.

(Speaker 3)
Shake it off.

(Speaker 2)
Shake it off.

(Speaker 3)
Shake it off.

(Speaker 2)
Shake it off.

(Speaker 3)
Shake it off.

(Speaker 5)
Shake it Starting with that hook.

(Speaker 8)
Yes.

(Speaker 4)
Yeah.

(Speaker 5)
Okay.

(Speaker 52)
All right.

(Speaker 2)
So when it happened, smile, rejoice.

(Speaker 5)
There it is. Because you know why?

(Speaker 4)
Rejoice in the Lord always.

(Speaker 5)
Because you’re moving up the ladder of success.

(Speaker 3)
That’s it.

(Speaker 51)
Nobody hates on the losers.

(Speaker 50)
Nobody is going by the guys in the cardboard box underneath the bridge and saying, hey.

(Speaker 3)
I hate the Dolphins.

(Speaker 5)
Your socks don’t match.

(Speaker 41)
Oh, look at that guy.

(Speaker 3)
Where’d you get that box, Goodwill? No, but seriously, people love to hate the winners.

(Speaker 20)
And so you gain strength through struggle.

(Speaker 43)
So turn your bitterness into betterness and just understand this right here is an exercise where you’re learning how to deal with a new level of stress because promotion equals problems.

(Speaker 5)
And somebody out there.

(Speaker 3)
It does.

(Speaker 4)
Somebody out there needed today’s show.

(Speaker 27)
I don’t smoke.

(Speaker 3)
I’m not really. I feel like I should cuddle or something. I mean, it’s just an audio experience occurred. It was like a we went we went to it. I actually shed a couple of tears. It was emotional for me.

(Speaker 3)
We went from like a level of lot of times our show goes to a nine. Right. It was like we went to a 13. That’s what’s killing a hundred though, we hit a nine sometimes. Other planets started tuning into the show and I’m like, we gotta hit the pause button.

(Speaker 3)
We gotta hit the pause button. That was hot. That was hot sauce. Are you ready to end with a boom? Do we have to end? I want to end.

(Speaker 3)
Don’t you have something good and edifying, uplifting and encouraging just to finish the show off with? I mean, do we have something? I do.

(Speaker 5)
A little cowbell. I mean, something that the folks out there are just desperate for. Someone needs a good word. Someone needs a word of edification.

(Speaker 2)
Just to pump them up today.

(Speaker 27)
Let me give you a little sample of a new Kanye West album.

(Speaker 5)
Let me do that. All right.

(Speaker 2)
And everybody should go purchase the album, Jesus is King. It’s phenomenal. It is. This is a new song called Say Law. Let me cue it up here. Let me cue up here.

(Speaker 2)
Get ready. Powerful stuff. is a man on fire. That is a man on fire. It’s unbelievable. Everybody’s got it.

(Speaker 2)
If you have not yet purchased the album, if you go to KanyeWest . com, I want to explain to everybody how radio works for a second, then we’ll wrap up today’s show. If you buy a copy of the album, it shows up on Soundscan and the billboard charts as a sale, as a verified purchase. That then puts the song on the top 100. And the top 100 list then influences what the radio stations play. So if you buy the album, it basically forces the conversation and forces the song to be played on top 40 radio.

(Speaker 4)
And I’ve been a DJ forever. They’ve never seen an album that’s been number one on the Christian charts and the pop charts with seven songs in the top 100 at the same time. It’s never happened. So if you like Kanye West, what he’s talking about right now, the best thing you can do is buy one album. You can buy a commemorative vinyl. It’s really cool.

(Speaker 49)
It’s a blue vinyl.

(Speaker 4)
You can buy it for like twenty five bucks.

(Speaker 42)
And it is it is a game changing or go right now onto YouTube and listen to his most recent Sunday service that he performed live at Joel Osteen’s church at Lakewood.

(Speaker 2)
It is phenomenal, phenomenal. The cinematography, the production, the choir. It is game changing stuff.

(Speaker 4)
Check it out.

(Speaker 48)
Are you prepared to end with a boom?

(Speaker 4)
I am. I, you know, it’s, I’m almost sad to end the show because I feel like it’s been so fun. It’s been such a great message, but you know what? It’s sometimes it’s time to go. Okay. Well, here we say goodbye.

(Speaker 4)
Here we go. I’m so glad we had this time. 321. It’s, it’s been tremendous. I can’t say enough about it. Carter keeps me accountable.

(Speaker 4)
He keeps me focused on working on, on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees. And now I’m up to 10 employees. And it’s all because of the work we’re getting, we’re getting more and more work play. I was suffocating. I was, like I said, I was doing the business since 2009.

(Speaker 4)
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.

(Speaker 2)
And I think I told myself that it’s possible this, this guy’s system is possible.

(Speaker 3)
And I can see hope.

(Speaker 4)
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.

(Speaker 2)
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. You’re not stuck.

(Speaker 4)
I would join and learn from them and implement, be a diligent doer.

(Speaker 3)
Just, you know, does it happen in one day? 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 3)
It’s Jay Poole and my web address is absolutely JayPoole. .com. 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 3)
I’ve been in the industry over 20 years.

(Speaker 4)
I started my business in 2009.

(Speaker 2)
We’re basically a family owned heating and cooling company and we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks. Prior to joining your system, I was overwhelmed.

(Speaker 3)
And that’s because I didn’t understand the difference between working in my business and working on my business. 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 2)
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.

(Speaker 3)
You know, prior to joining Thrive Time, I wasn’t a reader.

(Speaker 2)
And now I am.

(Speaker 4)
And I just started out with telling myself, I love to read.

(Speaker 3)
I love to read. I love to read.

(Speaker 2)
I didn’t start that day reading, but it just kept soaking in.

(Speaker 3)
And I picked up a book, and I started reading. 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.

(Speaker 3)
How much of an impact has it made on your business, having your website updated and reinvigorated? Oh, tremendously. We have a lot of customers. 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.

(Speaker 3)
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 get leads. 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?

(Speaker 8)
Nothing works unless you and I put in the effort.

(Speaker 3)
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 3)
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 2)
Yeah. It’s Jay Poole. And my web address is absoluteheatingcooling . com.

(Speaker 3)
And where are you guys based? Or maybe what markets do you, what areas of the marketplace do you service? We’re pretty much a suburb of south of Seattle. And so we service the West Seattle to Lakewood area. and from the water, Puget Sound water, all the way to Maple Valley. And how long have you been in this particular industry?

(Speaker 3)
I’ve been in the industry over 20 years. I started my business in 2009. And what are all the services that you guys provide? So maybe we can have a little bit of a context.

(Speaker 4)
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. 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.

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

(Speaker 3)
Magazine is, Inc. Magazine, this is Inc. Magazine, Inc. Magazine is reporting now that 96 % of businesses fail. Who’s saying this? Inc.

(Speaker 3)
Magazine. Why are they saying this? Because it’s true.

(Speaker 4)
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.

(Speaker 3)
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’ve been able to team up? Tremendously.

(Speaker 2)
Prior to joining your system, I was overwhelmed.

(Speaker 3)
And that’s because I didn’t understand the difference between working in my business and working on my business. 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. I mean, we’re just getting to know this person.

(Speaker 4)
and she’s like, I’m so overwhelmed. I just feel like I’m swamped. I feel like I’m stuck. I almost feel like giving up.

(Speaker 3)
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. There’s a path out, out of your misery. And that’s joining the Thrive Time and reading books and learning and being a doer. You know, prior to joining Thrive Time, I wasn’t a reader.

(Speaker 3)
And now I am.

(Speaker 2)
And I just started out with telling myself, I love to read.

(Speaker 1)
I love to read.

(Speaker 3)
I love to read.

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

(Speaker 2)
And that’s what people need.

(Speaker 3)
You know, it’s interesting you say that, because there was a client of mine, I won’t mention his name, but he was telling me, you know, I really don’t like to read books, let alone write them. I don’t like to read books, and I definitely don’t want to write them. And now this particular individual, I’ll be vague about what he does and what industry he’s in, but now he writes books and he sells thousands of them. And he had to tell himself, OK, if you’re telling me you know how to turn an idea into a book, And he said to me, well, why would somebody want to read my book? And I go, because you have a problem that you can solve. And I know that you uniquely can solve the problem.

(Speaker 4)
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. What kind of problems do you solve for your company? Well, on the technical level or on the business level? On the technical level.

(Speaker 2)
Like, what kind of problems?

(Speaker 3)
When a customer calls you, what problems do they typically have? Yeah, lots of times they don’t have no heat or they don’t have no cooling. And so they want us to come out and diagnose the problem and be forthright and not go there. With the idea, I’m going to find a reason to upsell them on a new system when in reality, they just need a part replaced, or they just need a general tune up a precision tune up. And that’s what we provide.

(Speaker 3)
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. And the first area is knowing your goals. And I always sit down with a client. We try to figure out, where are you now versus where do you want to get to? And I don’t want you to share on today’s show your specific financial numbers.

(Speaker 46)
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?

(Speaker 3)
Tremendously, I learned about tracking my numbers. I learned about accounting. I wasn’t doing any of that. And so talking to Carter, who’s my coach, he’s helped me to understand those things and to realize those goals and put the numbers down and look at them every day to keep working for that. This is powerful, folks. And again, someone says, well, this doesn’t seem like a super complicated, circular, emotional -based interview.

(Speaker 3)
This seems very literal. That’s what it is.

(Speaker 2)
Box number two, you’ve got to know your break -even numbers. You’ve got to know, how much somethings do I have to sell to break even? And again, I’m not asking you to share your specific numbers, but how much does it help you to know, hey, we’ve got to sell at least this much to pay my mortgage or my utilities or just to break even? Well, it gives you peace of mind that you can make your, your employee 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?

(Speaker 2)
Oh, yeah.

(Speaker 3)
Like I said, we’re a family HVAC company. We do residential and light commercial. We specialize in quality installation, quality repair, and quality service. 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 they’re in new york and i remember telling talking to this client they’re in new york and they go you don’t understand what it’s like to be a new york business owner it is tough and what i find is no matter where people live they always will find that that is the excuse that they’re going to give themselves if they want to or Or I find people, no matter where in the country they live, they’ll make that kind of the motivator. They’ll say, in spite of the fact that I live in this city or this state or wherever, I’m going to have success.

(Speaker 3)
Do you feel like the success you’re having is accelerated because you live just outside of Seattle? I mean, is Seattle booming? Is that what’s driving your success? Yeah. Seattle area and the suburbs are highly densely populated. But you know what’s generating our success?

(Speaker 3)
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 4)
I believe in that. I believe in that. Now, box number four, we have to figure out your unique value proposition. I want everybody to go with me right now. We’re going to go to the website, absoluteheatingcooling . com.

(Speaker 2)
Everybody, put it in your web browser right now.

(Speaker 3)
Search for it. Find it, absoluteheatingcooling . com. Everybody, go there right now. I’m going there. You’re going there.

(Speaker 3)
Everybody, let’s go. AbsoluteHeatingCooling 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.

(Speaker 3)
We’re not done improving it. But we have to get it done, and then we have to keep perfecting it until it’s perfect. So I want to get your thought here. With your website right now, how much of an impact has it made on your business having your website updated and reinvigorated? Oh, tremendously.

(Speaker 4)
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 3)
And we we get leads. It’s amazing. You’re getting leads. And again, if you’re watching this show and you say, I feel discouraged. I feel like I’m frustrated. I’m telling you, Jay can do it.

(Speaker 47)
You can do it.

(Speaker 3)
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, frankly, I mean, full disclosure, You’re paying us $1 ,700 a month, and that includes everything.

(Speaker 3)
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, it’s been tremendous. I can’t say enough about it. Carter keeps me accountable.

(Speaker 3)
He keeps me focused on working on on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees, and now I’m up to 10 employees. And it’s all because of the work we’re getting. We’re getting more and more work.

(Speaker 4)
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. And it hasn’t happened once or twice or three times. It’s happened a lot because money is a magnifier.

(Speaker 3)
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 person who wants to be cold, it allows you to be really cold. If you’re a person who wants to be nice and giving to the community or the people around you, it allows you to do that to a greater extent. As your company has grown, what has it done for you?

(Speaker 3)
And again, I’m not fishing for those numbers, but what has it done for you knowing that, wow, we’ve got a little extra money now. We’re able to pay the bills. We’re not in panic mode.

(Speaker 2)
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 2)
It was a blessing. That’s the kind of stuff.

(Speaker 3)
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. I want to respect your time. But a three -legged marketing stool is you have to have a proven turnkey system in place that allows you to gain more customers without needing to do the following five things, without needing to go viral. Hello.

(Speaker 3)
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. You don’t have to be a genius.

(Speaker 41)
What if your marketing plan involved you being a genius and traveling around all the time and going viral?

(Speaker 2)
You wouldn’t have time freedom or financial freedom.

(Speaker 3)
Four, it’s profitable. What does it profit you if you have a marketing strategy that makes everyone around you poor? And it allows you to gain customers, but you don’t actually do it profitably. I mean, if you have to pay your employees nothing, and you don’t have any profit left to pay your partners, what’s the point of it? And the fifth thing, your marketing system.

(Speaker 2)
It needs to be something that allows you to create time freedom and financial freedom.

(Speaker 4)
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 34)
So I want to get your thoughts.

(Speaker 3)
What’s it meant for you and your wife and your family to have a turnkey marketing system that generates you leads day in, day out? has been tremendous. One part of the marketing leg was working our dream list with property management companies and with HOA associations and churches, just consistently reaching out to those places once a week. Now all of a sudden, we don’t have a low period and a high period. Because of reaching out to those places, we’ve been able to fill the low with services

(Speaker 46)
work and keeping our employees employed.

(Speaker 3)
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. It’s The Ultimate Sales Machine, written by Chet Holmes. Incredible book.

(Speaker 3)
Chet Holmes, may he rest in peace. But he talks about making a list of your ideal and likely buyers and relentlessly reaching out to them to tell them, hey, we exist and we can solve problems for you. Could you tell us a little bit more about your Dream 100 system and how you do that? Because you do it very well. Well, I watched your video on your tower of power. And then I just implemented the plan.

(Speaker 3)
And that was for a three or four week stretch, we just send them a one sheet all about us. And then after that, we would show up with a little gift bag and talk about just opportunities that, hey, we’re just there to help you. And if there’s ever a time you need an HVAC company to work on any kind of your systems like fireplaces or heating and cooling, we’ll be there.

(Speaker 2)
And we’d love to get your packet so that we’re all signed up and ready to go. 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.

(Speaker 2)
That’s one part of the system. 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.

(Speaker 4)
We’re doing all that.

(Speaker 3)
Have we done all of it? No. Are we building all of it? Yes. We’re getting there. And again, Jay, if you had to describe the growth you’ve had, you’re stuck in an elevator with somebody, and they go, come on.

(Speaker 3)
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 of tech or four techs to four to 10.

(Speaker 45)
Yeah.

(Speaker 3)
In 10 months, it’s been 10 months. Yeah. Powerful. I’m telling you folks, you can do it. If you’re watching this and you. discouraged right now, you can do it.

(Speaker 3)
And to quote the guy who follows Adam Sandler around in his movies, you can do it. Yes, Rob Schneider. Yes, you can do it. Box number eight, you have to determine a sustainable customer acquisition cost. So how much does it cost you to gain a new customer? You have to track that.

(Speaker 1)
If you don’t track it, again, you must measure what you treasure.

(Speaker 2)
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.

(Speaker 4)
It is so important.

(Speaker 3)
So again, we track all the numbers. So we know that, Jay, you’re getting business from your Dream 100 marketing. You’re reaching out to people that don’t know you, and you’re saying, Hello. We would love to serve you and provide services for you. And we know it’s working because we track. What would happen, Jay, if you didn’t track weekly every single week with Carter and our entire coaching team?

(Speaker 3)
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. We’re down to like five bucks now a day, $28 a week spending on Google ads, which is tremendous.

(Speaker 3)
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 745. And in that we 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 3)
Plus we incentivize our technicians with money to talk to our customers to sign up with the three options of a maintenance agreement.

(Speaker 2)
Again, you’re doing a daily huddle. We teach that. We teach that, folks. That’s something we teach. I’m telling you, if you have a business and you hate yourself, don’t do a daily huddle. So we’re moving on to box number nine.

(Speaker 2)
You have to create it. To build an organization, you have to be organized. Yes! So to build an organization, you have to be organized. You can’t spend your entire meeting looking for passwords and documents. You’ve got to save things properly, file nomenclature, saving passwords in the right place.

(Speaker 2)
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. So you’ve got to have systems and processes.

(Speaker 3)
Box number 10, you’ve 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 standing huddles where you get on the same page with everybody before you start your day? They’re huge.

(Speaker 3)
They create a teamwork atmosphere. Everybody knows what needs to happen and what needs to get done. And everybody knows what we need to get done to be profitable so that we can then pay our employees more money. That’s important. Again, folks, there’s so many things that Jay is doing. He’s doing it well.

(Speaker 3)
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 2)
You’ve got to be able to schedule. And Jay, you’ve done that. You’re doing that. 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.

(Speaker 2)
You have to have a system in place to hire, inspire, train, and retain. Once again, you have to have a system in place to hire, inspire, train, and retain. If you cannot find good people, train good people, yes, even in Seattle, someone says, you can’t find good people in Seattle.

(Speaker 4)
Oh, yeah, you can. People say, you can’t find good people in California.

(Speaker 2)
Oh, yes, you can.

(Speaker 3)
Could you talk about the hiring process, the hiring systems, and how much that’s impacted you being able to now find good people, hire, inspire, train, and retain good people? Sure, before Thrive, I would interview people one at a time. And that was a waste of my time. Because sometimes I’d interview four people, and there went four hours of my life. And then I learned about the group interview. And so we started scheduling that.

(Speaker 3)
And it’s been incredible. You can find the A players in those kind of situations. And that’s so beneficial to us. And plus, I don’t waste time. four hours, I only, I’m only concentrating on one hour. And it’s been super beneficial.

(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. And I was putting too much stress on myself. And I followed your advice. And then I read the little sheet of paper you handed out. I’m talking about Adam Sandler and his, I put that into my interview process.

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

(Speaker 3)
I’ll say this for anybody out there watching. We had 31 people that were supposed to be at our interview on Wednesday night, 31, which is more than 30, by the way. And you would think, wow, how are you going to interview 31 people at the same time?

(Speaker 44)
And I’m counting.

(Speaker 4)
And I, 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.

(Speaker 22)
And these aren’t like early morning interviews.

(Speaker 4)
These aren’t late night interviews.

(Speaker 42)
This is 5 .30 PM.

(Speaker 4)
So I’m just telling you folks, you got to do this process for hiring people.

(Speaker 2)
My final question I would ask you, for anybody out there, my final two questions.

(Speaker 3)
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.

(Speaker 1)
And at a point, it’s it’s a breaking point.

(Speaker 43)
And that’s where I think businesses just cave in and give up.

(Speaker 3)
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 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 3)
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? Because I never know how you guys are going to react.

(Speaker 42)
People like Dr. Zellner show up, or Tim Tebow, or Eric Trump.

(Speaker 2)
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. And then I do a 15 -minute Q &A. And those questions are based upon the questions that attendees are writing on the whiteboard.

(Speaker 2)
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 life. And then when you have a break, you can talk to people that are in the business too, and learn from them.

(Speaker 2)
And also sometimes give some advice that, hey, I went through that. 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. Jay, thank you so much for your time, for your energy, and for anybody out there, if you learned anything on today’s show, I want you to share this show with a friend.

(Speaker 2)
Surely you shall share. 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.

(Speaker 2)
That’s absoluteheatingcooling . com. And by the way, folks, a little search engine tip.

(Speaker 3)
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. AbsoluteHeatingCooling . com. That’s AbsoluteHeatingCooling .

(Speaker 3)
com. Jay, it’s an honor to know you, sir, and we’ll talk to you soon. Thanks, Clay. It was an honor to talk to you. Bye -bye. I’m Glenn Shaw, owner of Shaw Homes in Tulsa, Oklahoma.

(Speaker 3)
Started the company in 1985. At that time, it was one employee doing everything, me. I met Aaron Antus in 2007. The top three things that Aaron did for Shaw Homes was he brought in processes that helped us be able to repeat over and over. He brought in unique hiring skills. He was able to find the right people for the right seat on the bus.

(Speaker 15)
And Aaron brought sales techniques that we weren’t familiar with. up until that time. When Aaron came, we were selling about 80, 85 houses a year.

(Speaker 3)
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 him. 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.

(Speaker 41)
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 3)
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 boss 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 Builder20 program in the National Association of Home Builders for 25 years, 20 years.

(Speaker 3)
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 10)
that were in my program.

(Speaker 3)
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. 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.

(Speaker 3)
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. On today’s show, what we’re going to focus on is how to grow a successful company.

(Speaker 3)
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 . com forward slash millionaire, but you have to actually implement that which is in the book.

(Speaker 3)
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 Thrivetimeshow. How are you, sir? I’m doing great, Clay. Thanks for having me on. Hey, so I got to ask you this for people out there that want to prove you’re not a hologram.

(Speaker 3)
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 shaholmes . com. S -H -A -W -H -O -M -E -S dot com. shaholmes .

(Speaker 3)
com. I’m pulling it up. shaholmes . com. Pulling up. That’s the website, shaholmes .

(Speaker 3)
com. And when you and I met, before we met, you had been already very successful as a home builder. You turned your dream of being a home builder guy into reality. Yeah. 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?

(Speaker 3)
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? We were at like $19 million. $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?

(Speaker 3)
2022, we were at like $84 million. OK, so from $19 million to? $84 million. $84 million.

(Speaker 40)
So you’re doing some things right here.

(Speaker 3)
And what we’re going to try to do is kind of demystify the plan here. OK, so here we go. Establishing revenue goals. Yep.

(Speaker 10)
When you and I first started working together, we started off with a 13 point assessment.

(Speaker 40)
We went over your goals.

(Speaker 3)
I’m not going to ask you to share your goals on the air, but why is it important that you have goals? Well, I mean, goals are sort of your guideposts that, you know, you set something out there in front of you and you start chasing after it. And without that, you’re just kind of floundering in mediocrity. 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, it’s, you can have lots of different types of goals.

(Speaker 10)
And we’ve talked about a lot of this.

(Speaker 3)
We’ve talked about, you know, having financial goals and having, you know, fitness goals and having friendship goals and just all these different areas. I know you’ve got the F6, you know. 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.

(Speaker 3)
So it’s changed over the time I’ve known you since 2016. We’re going on seven years. And the income went up considerably.

(Speaker 10)
So now it’s turned in the last couple of years towards more time.

(Speaker 3)
Now, the break -even numbers, again, I’m not asking you for the numbers on the screen. but you guys have a lot of fixed costs. I mean, if you go to shawholmes . 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.

(Speaker 10)
Why is it important for every listener out there to know their break even point?

(Speaker 3)
How many deals they need per month just to break even? Well, yeah, because you’re going backwards real quick. And it doesn’t take very long if you’re at the beginning of your business. It doesn’t take very long for you to be in a place where you know, the creditors are knocking at your door and you’re, you know, you can’t pay your bills and all of a sudden you’re going to lose all your, for us, all of our trades, all of our suppliers are going to start backing out. So, you know, you’ve got to know what that number is that lets you tread water so that, you know, okay, this is the worst case scenario, everything above that, at least I’m into the profit zone. So, you know, you go out of business pretty quick.

(Speaker 3)
Most businesses don’t last more than just a few months if they get below that breakeven number. Now, folks, again, these might seem like simple steps, but they’re all the linear steps you have to take to create time, freedom, and financial freedom. And if you want to grow your company, this is how you do it. Box number three, though, is you have to know the hours you’re willing to work. Now, your incredible wife is here off camera. It’s for accountability.

(Speaker 34)
So at any point, she could yell like, amen or boo.

(Speaker 3)
But you guys are on the same page with the hours you’re willing to work. And you guys, as a couple, I want to brag on both of you. You guys both committed to sacrificing time and energy and a lot of things to get to where you’re at in life. And then as you had your children, you raised them, you decided to devote time to raising said kids. And now that your kids are older, you’re devoting time to raising these kids. So it’s not like you abdicated being a parent while also growing a company.

(Speaker 3)
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. Because that’s kind of what happens when you don’t work out those details ahead of time.

(Speaker 3)
And so my wife and I have been married 25 years. We’ve been together for four before that. And so yeah, sorry, 26. Did I just say 25? 26. I hate to do this to you.

(Speaker 3)
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 Now, let’s talk about this. Whether it’s growing a home building company, or a dog training business, or a haircut chain, or a carpet cleaning franchise, or whatever business we’re involved in helping to grow, you have to sit down as a listener out there, as a business owner, and you’ve got to figure out what makes your company unique. Absolutely. So I want to ask you, what makes Shaw Homes unique in the marketplace with other home builders?

(Speaker 3)
Yeah, we have more furnished and decorated model homes than any other builder in the market. So a lot of times people, when they walk into a home and they’re trying to decide if they like the floor plan, the layout, whatever, They usually, most builders in our market, have an empty house that they walk into. It 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.

(Speaker 10)
We are the most award -winning builder in the state of Oklahoma.

(Speaker 3)
That’s true.

(Speaker 30)
We’ve won like five times as many awards as any other builder in the market.

(Speaker 3)
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, uh, super passively aggressively. It’ll just be more of a subtle passive aggressive.

(Speaker 30)
When I met you, you guys had all these awards, but no one knew.

(Speaker 3)
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 like, yeah. being nice about it.

(Speaker 3)
You’re a good salesperson. But I said, well, I mean, tell me about the awards. And you’re like, well, we got this award, that award, this award. Like 45 minutes later, it’s like that award. this award, I need to shave now, this award, that award, I need to go brush my teeth, this award, that award, I want to go mow the lawn now, this award, that award, I think I’m retiring, this award, my kids are turning 18, I can see it, this award, you’re just going, and this award, and that award. And so we put those on the website and that helped.

(Speaker 3)
And the other thing you guys were, we needed to change was all these people were saying great things, but we didn’t have video reviews of them saying it on camera. Right. So it was like your online reputation Didn’t match your real world reputation. 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?

(Speaker 3)
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. And this is actually all that’s on this page. If you go to our YouTube channel, we have way more than this. So again, and this is all the stuff you’re going to grow a successful company, folks.

(Speaker 3)
Step one, you got to figure out your revenue goals. Step two, you got to figure out your breakeven goals. Step three, sit down for an hour of power. Sit down with your spouse.

(Speaker 10)
Make sure that you guys are on the same page of your hours.

(Speaker 3)
You’re willing to work. Step four, unique value proposition. Figure out what it is that makes you unique. in -depth guide that you can download for free at thrivetimeshow .

(Speaker 10)
com forward slash millionaire if you get stuck.

(Speaker 3)
Next box, you gotta improve your branding, your website, your one sheet, in your case, model home presentations, business cards, social media branding, everything that a customer sees needs to be first class. And I was talking to a guy named Ronnie Morales today and it’s Morales Brothers. I think you met him at a conference. He told me this and I’m not slamming Ronnie. Ronnie, if you’re listening, I’m not slamming you. This is the real thing.

(Speaker 3)
Ronnie said he listened to our show for seven consecutive years before ever reaching out.

(Speaker 10)
And now he’s reached out.

(Speaker 3)
and he’s up 57 % in about eight months.

(Speaker 10)
That’s awesome.

(Speaker 3)
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? Someone hasn’t brought it to our attention? What causes bad branding?

(Speaker 3)
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.

(Speaker 30)
I’ve got such an incredible reputation that everybody just comes to me by word of mouth.

(Speaker 3)
And then it’s like, OK, yeah, but how much business did you do last year? Well, not very much. And, you know, I’m really unprofitable, but but I’ve got great reputation out there and I get a lot of word of mouth. So when people switch over to starting to improve branding, I know you helped us a lot with that in just creating a lot better looking website, creating a, you know, we’ve got an office environment now that is when people walk into our model home, they are blown away. We truly wow our customers when they come to our model homes. It’s a one of a kind experience in the state of Oklahoma.

(Speaker 3)
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. And you might not know that they are even judging you because they’re not filling out the form.

(Speaker 3)
And I have a funny story to share with you that’s kind of sad. I was working with a fitness guy years ago, and I’m not going to tell you what studies and what study folks. I know you want to know, but I’m not going to tell you. And he filled out the form because his wife wanted him to schedule a 13 -point assessment. He did not want to. And he tells me, Clay, honestly, I’m just doing the call because my wife wants me on the phone.

(Speaker 3)
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. And I said, well, let me just do this. Let’s just, um, this first month working together, let me get all the passwords for your Facebook, your Google, your YouTube.

(Speaker 20)
And I’m just as the first month we are, we just, with every single client, we optimize your YouTube, your Facebook, your Instagram, your Twitter, your, you know, all that.

(Speaker 27)
Yep.

(Speaker 14)
We log on. This is a fitness guy.

(Speaker 3)
He was spending like 400 bucks a week, every week on ads. Yeah. 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. So think about this. And it’s like 15 to 20 leads a week for years this guy had.

(Speaker 3)
That’s not good. And so I’m going, you’re spending $20 ,000 a year on ads that you’re not getting anything from. And are you aware that the phone number on your site rings to a phone that’s no longer a real phone? And I’m serious, this was real. And then he had before and after photos where somebody had had the idea of, let’s get before and after photos. You know where you interview someone before they start working out?

(Speaker 3)
Yeah. But then they never completed the thought. You know what I’m saying? I do. Where it’s like they interview them about getting in shape, but then they never actually like aired the part where they’re in shape. Oh, no.

(Speaker 3)
So it’s just sort of like an interview with people that are not in shape. And I’m like, and again, he’s a busy guy, busy entrepreneur, that kind of stuff is very common. It’s kind of laughable if it’s not your company. 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 3)
You have massive signage. There’s a lot of signage. 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.

(Speaker 3)
And it’s like, I know I can go put money into that and it’s going to cost me X number of dollars per customer to get there. And so then it’s just a matter of, do I want to spend that money to get to that point? So, you know, for us, it’s, you know, a pretty high number because it’s a lot, it’s a big ticket item, but for some people, it might be, you know, very small to get that you know, each customer.

(Speaker 10)
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.

(Speaker 3)
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 . com forward slash staff.

(Speaker 10)
I put in the password here.

(Speaker 3)
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 companies all in one place. And therefore, the business, everybody who works there knows where to go to find those documents. This is the kind of stuff that fires me up, and it makes other people crazy. Oh, yeah.

(Speaker 3)
So with the conferences we do, if we ever do a conference that’s out of town, I have a checklist of stuff I print out. I know it seems kind of crazy for people, but this is real. I print it out, and it’s like, OK, socks. I’m gone for four days. I want to have 12 pairs of socks. Why?

(Speaker 3)
Because it could be hot. I don’t know. It could get wet. I don’t know. I have a list of deodorant and socks and shaving, and I have a laptop and a backup laptop, and I have patch cables and XLR cables. You’ve seen all this stuff, but it’s multiple monitors, backup monitors.

(Speaker 3)
It’s backups for everything. When you guys build a Shaw home, you’re not moving off of 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 21)
And so they have to think about everything all the time, because if not, they forget a step.

(Speaker 3)
What would you say is the importance of having taken the time to have built these systems now? It is the night and day difference between running around like your hair is on fire every day, constantly playing firefighter, or you hear people say, I’m up to my armpits in alligators. 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.

(Speaker 3)
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? 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. chaos world that you live in.

(Speaker 3)
And if you’re going to build homes for a living and build a lot of them, you cannot live in that chaos world. Now, this next box, I get excited about all these boxes. 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.

(Speaker 3)
And I hope this benefits somebody out there listening. 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. They get the new design of the home, because people want to see floor plans. Yep.

(Speaker 3)
So somebody’s job is to get those up there. Yes. Somebody gets photos of every house that you guys are building.

(Speaker 10)
Yeah. Somebody gets videos of every house. Somebody puts them all up for sale.

(Speaker 3)
Somebody answers the phone every day.

(Speaker 22)
Somebody calls the leads every day.

(Speaker 3)
Every day. Somebody cleans the bathroom every day.

(Speaker 19)
Somebody builds the houses every day.

(Speaker 3)
Now, this is what I find, and I’m sure none of our listeners can relate to this. 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.

(Speaker 3)
They want to schedule a consultation. And the other day, you heard me talking to Jordan. I said, Jordan, go ahead and keep setting those. He set an appointment with someone who’s definitely not a good fit. And you could tell he had a little question if that was OK. And I said, I would rather you set an appointment with somebody than not.

(Speaker 3)
Because I don’t know if who’s a good fit or not. But the idea, though, is I sit down. I was talking to a guy the other day, and he was like, the reason why my team did not get Google reviews or videos reviews this week is because we fired a guy. And I go, because I’m just asking him, where are we stuck? What’s your biggest limiting factor? I have a big process I go through in my evaluation.

(Speaker 3)
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 3)
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 3)
Absolutely. But what would happen if every week you, if somebody wasn’t performing, you remove them from the position, and then 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.

(Speaker 3)
trades showing up who need some supervision, need to know what they’re supposed to be doing. 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.

(Speaker 3)
So we talk a lot on this show from an employer perspective. But how frustrating would it be to be an A -player employee and you’re working for a C -player boss? You know, a boss that doesn’t have a staff meeting, that’s not organized, that doesn’t pay people on time, that’s constantly emotional. I see that a lot. And so management is a learned skill. And thankfully, you know, when I first met with you, you’d already really mastered, in my opinion, managing people.

(Speaker 3)
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.

(Speaker 3)
And you helped us a lot with that. 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 their 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.

(Speaker 3)
And if I’m not doing my job, I might get replaced. 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.

(Speaker 3)
Right. 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 got to do your accounting. And in order to earn millions, you have to automate your accounting. What does that mean?

(Speaker 3)
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. 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, Clay, what is the most important step in growing Shaw homes.

(Speaker 3)
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

(Speaker 3)
important step you took to get to the top of that mountain? Well, it was the one we took there an hour ago. I took a left step. So it’s like asking a baker, what’s the most important ingredient? Is it milk? Is it sugar?

(Speaker 10)
Is it eggs?

(Speaker 3)
It’s like asking a farmer, what’s the most important thing, feeding the animals or watering them?

(Speaker 39)
What’s the key to your success?

(Speaker 3)
There’s just certain questions that I understand people want to know, but all of this has to work together, and nothing works unless you do. So I have three 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. 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.

(Speaker 3)
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. 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.

(Speaker 3)
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. 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.

(Speaker 3)
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. 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.

(Speaker 3)
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. Knowledge without application is meaningless. What would you say to somebody who’s like, You know, it’s $1 ,700 a month and, you know, I’m spending that much right now on random ads and that much money on random regrettable purchases at the gas station. And, you know, 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.

(Speaker 3)
You know, what would you say to anybody who’s kind of on that fence? 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.

(Speaker 3)
Go sell the stuff that you have in your house that you’re not using. I mean, go get whatever you need to do to get to that place. You need to find that $1 ,700. And I will say this. And 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.

(Speaker 15)
And they’re like, I’m wondering if I’m going to be able to handle this 1700 a month.

(Speaker 1)
And then I see them six months later and I’m like, how’s it going now? And they’re like, Man, we’re just hitting record after record.

(Speaker 38)
I have referred several business owners to you.

(Speaker 3)
And they’re doing great. That are killing it.

(Speaker 37)
And that, you know, I’ll give one example.

(Speaker 3)
I won’t name the person.

(Speaker 36)
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.

(Speaker 3)
He had bought another one of the shops of what he does. He opened it, and it was not profitable. And it was going to take under both of his shops. And I sent him over to you. And I remember about 30 minutes later, later, I asked him, how’s it going?

(Speaker 3)
And he goes, man, we just had a record -breaking month.

(Speaker 25)
This was amazing.

(Speaker 3)
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 phone.

(Speaker 3)
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 10)
com, and they go in.

(Speaker 3)
500 locations now.

(Speaker 28)
Yeah.

(Speaker 35)
And they look at elephant in the room and they go, there’s five brick and mortar locations.

(Speaker 34)
Now they look at Shaw homes and they go, you know, this, these are big success stories.

(Speaker 33)
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 3)
What would you say? I would say the information, the ideas are easy.

(Speaker 32)
It’s the application that is difficult for people.

(Speaker 3)
The ideas that you share, there’s nothing that’s like, oh my God, I don’t have a PhD, therefore I can’t do it. I feel like it’s all very, very simple stuff. But it is a lot of action to get traction. 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.

(Speaker 3)
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 21)
Because boom stands for big, overwhelming, optimistic momentum.

(Speaker 3)
And that’s what’s required to have success. People watching this are going, Aaron, he looks like a normal guy. Well, that’s true.

(Speaker 10)
They say, well, he sounds like a normal guy.

(Speaker 3)
Sounds like an all right guy. That’s true. But the one thing you can’t quite picture on the show, and I want to just give that gift to you folks who are watching, is Aaron smells tremendous. 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.

(Speaker 3)
So unless, so if you’re out there and you’re going, what’s the secret sauce? It’s not a sauce. It’s more of just a smell.

(Speaker 31)
So, uh, I don’t know if you qualify to have the kind of success he has, unless you smell like he smells.

(Speaker 3)
It’s a really tremendous smell. Okay. Let’s do this thing with the boom. Here we go. Three, two, one. Boom.

(Speaker 3)
Well, Thrive Nation, we have an opportunity all the time. We have. OK, Aaron Antis, guess who’s joining us for the December 4th and 5th, 2025 Thrive Time Show Business Growth Workshop. Whoa. Ooh, Santa Claus? He’s French.

(Speaker 3)
Make this a December to remember and join us at the two -day interactive Business Growth Workshops. For over 20 years, folks, I’ve been hosting Business Growth Workshops where we’re going to teach you marketing, sales systems, human resources, accounting, social media marketing, branding, sales training, search engine optimization, accounting, workflow development, financial management, all this and more. How do you get tickets? Go to thrivetimeshow . com. Again, how do you get tickets?

(Speaker 3)
And this just in from our home office. President Donald J. Trump is now the 47th president of these United States as well. I’m Ron Burgundy. He needs someone to run the companies for him. And so the man that runs the Trump organization for Donald J. Trump as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump. Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build.

(Speaker 3)
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. 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.

(Speaker 3)
So you’re talking, we’re into nine going into 10 years of him running it. And we get to tap into that knowledge. 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?

(Speaker 3)
German? Forget it. He’s rolling. And A over now.

(Speaker 30)
VIP ticket now we only have limited seating here with there’s a lot of togetherness

(Speaker 3)
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 text my number it’s my cell phone number my personal cell phone number we’ll keep that private between you, between you, me, everybody. We’ll keep that private.

(Speaker 3)
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. And so to be bilingually sensitive, my cell phone number is 918 -851 -0102.

(Speaker 3)
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. Now, what kind of stuff will you learn at the Thrive Time Show workshop?

(Speaker 3)
So Aaron, you’ve been to many of these over the past seven, eight years. So let’s talk about it.

(Speaker 7)
I’ll tee up the thing and then you tell me what you’re going to learn here, okay?

(Speaker 3)
Okay. 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 3)
It’s like, how do I actually make people know what my business is? and make it a household name. You’re going to learn some intricacies of how you can do that. You’re going to learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell.

(Speaker 3)
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.

(Speaker 29)
We’re going to teach you how to manage people.

(Speaker 3)
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? Well, because first of all, people are either have great people or you have people who suck.

(Speaker 1)
So it could be a challenge, you know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge.

(Speaker 3)
But if you have the right systems, you have the right processes, and you’re really good at selecting great ones. And we have a process we teach about how to find great people. When you start with the people who have a great attitude, they’re teachable.

(Speaker 28)
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 3)
We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management. 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?

(Speaker 3)
How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop. Now, let me tell you how the format is set up here.

(Speaker 13)
Again, folks, this is a two -day interactive 15 -minute workshop. Think about this, folks.

(Speaker 3)
It’s two days. Each day, it starts at 7 a . m. , and it goes until 5 p . m. So from 7 a .

(Speaker 1)
m.

(Speaker 3)
to 5 p . 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 3)
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 25)
I’ve been to lots of these things over the years.

(Speaker 26)
I’ve paid many thousands of dollars I’m

(Speaker 25)
very specific questions answered about your business or your employees or what you’re doing on your marketing.

(Speaker 12)
And what’s awesome about this is we literally answer every single question that any person asks. And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard.

(Speaker 11)
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 8)
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 9)
You could meet Dr. Stella Emanuel.

(Speaker 24)
You could just grab a coffee.

(Speaker 8)
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 8)
That means you have less than 3 % of our population that’s even self -employed.

(Speaker 9)
So you only have 3 out of every 100 people in America that are self -employed to begin with. And when Inc. Magazine reports that 96 % of businesses fail by default, By default, you have a 1 out of 1 ,000 chance of succeeding in the game of business. But yet, the average client that you and I work with, we can typically double the size.

(Speaker 8)
No hyperbole, no exaggeration. I have thousands of testimonials to back this up.

(Speaker 19)
We have thousands of testimonials to back it up.

(Speaker 8)
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.

(Speaker 9)
There’s businesses we’ve grown 8x.

(Speaker 1)
There’s so many examples. you can see at thrive timeshow .com. 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 1)
You say, Clay, I still, I’m not going to get a ticket unless you give me more. Okay, fine. We’re going to serve you the same meal both days. True story. We cater in the food and because I keep it simple, I literally bring in the same food both days for lunch.

(Speaker 23)
Who’s with me?

(Speaker 22)
Let’s go.

(Speaker 1)
Come on. and says, I want more.

(Speaker 6)
This is not enough. Give me more. OK. I’m not going to mention their names right now because I’m working on it behind the scenes here. We just continue to add more and more success stories. 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.

(Speaker 6)
Go to Thrivetimeshow . com. Go there right now. Thrivetimeshow . com. Request a ticket for the two -day interactive event.

(Speaker 8)
Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California. Great weather.

(Speaker 3)
Make this a December to remember. Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast.

(Speaker 20)
There’s no upsells.

(Speaker 21)
Aaron, I could not be more excited about this event.

(Speaker 3)
I think it is incredible. And there’s somebody out there right now. 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. com. Again, that’s Aaron Antis. I’m Clay Clark reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop in beautiful Anaheim, California.

(Speaker 3)
I’m Vince Suzuki, also from Sarasota, Florida. He dragged me here. Yup, 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 real to do next. There’s the strategic, step -by -step, real -life implementation that we can do to our business, and it’s super exciting to be here. I’m very excited that Erica is here, and that is going to be epic.

(Speaker 3)
Hi, my name is Erica, and it has been amazing being here at the conference.

(Speaker 1)
I’m learning so much. Everything is perfect for me. Clay Clark, man, he is one character. That’s a good word for him, character. Yeah, that is it. Good, driven, smart.

(Speaker 1)
And I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother and she just says, she just lets him be Clay Clark. I mean, so he’s endorsed by his mother and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. Clay Clark starts his days at five o ‘clock in the morning.

(Speaker 1)
Oh, it’s incredible. Yeah, he’s like. he’s a machine. He’s a machine. But his, you know, I have problems with my company starting at nine o ‘clock. He has hundreds of people showing up at 5 a .

(Speaker 1)
m. in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man. No, he is. And the greatest thing that’ll come out of all of it, aside from winning the presidency of the United States, we’ll get to that in a second.

(Speaker 1)
Was an everlasting friendship between clay and I because I’m telling you there’s not too many people in the world that have this man’s backbone and his Tenaciousness and his perseverance and so buddy. I love you and to general Flynn. Thank you. You guys are incredible You guys are incredible warriors.

(Speaker 3)
You guys are incredible incredible warrior. 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.

(Speaker 20)
I met his chickens.

(Speaker 3)
I saw his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs. So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. Four thousand percent from February to February.

(Speaker 3)
Now, I can better that. OK, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself. And if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February and the last two and a half days.

(Speaker 3)
So and the phone’s blown up.

(Speaker 19)
Everything’s just blown up.

(Speaker 18)
Well you’re right.

(Speaker 1)
It is like a rocket ship.

(Speaker 3)
So we’re pinching ourselves.

(Speaker 1)
Actually I learned at the Academy King’s Point in New York Octa nonverbal.

(Speaker 3)
Watch what a person does not what they say. We’re gonna move into action mode here. So for anybody out there, if you say, I would like to go to Mar -a -Lago. Now, Jackson, you know, this just in, they raided Mar -a -Lago. You know about this? This just in.

(Speaker 3)
And so some people say, you know, that wasn’t cool. I didn’t like that. But you know, so a lot of people out there, we want to kind of stick it to The New York Times. We want Eric to become the number one best -selling author in America. And we also, we kind of also want to go to Mar -a -Lago and check it out. We’ve never been there before.

(Speaker 3)
So what we’re going to do is for anybody right now, if you go to Amazon right now and you buy a copy of Eric Trump’s book, Under Siege, My Family’s Fighter, to save our nation. So you go to Amazon right now, you buy a copy of the book. and you just text a screenshot of your proof of purchase to my cell phone number, 918 -851 -0102. So text my number, 918 -851 -0102. So again, step one, you go here to amazon . com, you buy a copy of the book Under Siege, then you just text a screenshot of your purchase, your proof of purchase.

(Speaker 3)
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. I’ll go 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. And I promise we’re going to make your night absolutely incredible.

(Speaker 3)
Clay goes, listen, why don’t we do this? Why don’t we put it out to all the amazing Reawaken people, all the people who supported us all around the country, all around at every one of these conferences who adore your family. We’ve got to beat the New York Times. The New York Times is going to do everything they can. Even though we’re number one on Amazon right now, we just hit number one this morning. New York Times is going to do everything they can to keep you from being number one bestseller.

(Speaker 3)
You know that.

(Speaker 1)
I know that. You know the games that they’re willing to play. But Clay goes, why don’t we do a couple of things? First of all, love having dinner with Clay. He’s the greatest. Second of all, why don’t we bring one of the amazing people that I guarantee you I’ve been in front of at all these events.

(Speaker 1)
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. me, because we’ll be getting 1 ,000 of these.

(Speaker 1)
But yeah, go buy a book. Text Clay. And we’ll set up a dinner. I’ll make sure you guys have the absolute time of your life. I want to pull this up again one more time here, Jax, because I think sometimes I’m a poor communicator, and I need to work on communicating more effectively. So you go to Amazon.

(Speaker 1)
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 1)
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. Now, someone says, when does this contest end?

(Speaker 1)
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 no one wants to talk about his birthday on January 6th anymore. So we’re going to run this promotion until November 5th. That’s not your birthday.

(Speaker 1)
No, no. So we’re going to run it until October 14th. October 14th. It has to be pre -sale. This just in. It has to be between October 14th.

(Speaker 1)
That’s why we’re clarifying.

(Speaker 3)
October 14th.

(Speaker 17)
Now, folks, let me just clarify this real quick here.

(Speaker 3)
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.

(Speaker 1)
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. 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 in his continued mission there. Could you tell us about that briefly there? And then we’ll let you get back to what you’re doing today, sir. Yeah, well, I was on with Benny Johnson. Benny Johnson was a great friend of Charlie Kirk’s, as you know. And you know Benny.

And Benny’s a very good friend of mine. And Kash Patel is a very good friend of mine and was a very good friend of Charlie’s. 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. And it’s kind of unthinkable. But you know St. Jude, and I talk a lot about St. Jude in this book, because fighting pediatric cancer has always been a cornerstone of my life. But Charlie truly, truly, truly was the epitome of being under siege, not only in the movement that he helped create, But obviously in how his life was savagely taken.

My book came out three days, two and a half days before Charlie’s assassination. You better believe he would have been the final chapter of this book as just another illustration. of what these people will do at any cost. to try and win, because it’s who they are. It’s the not -so -tolerant left. And we can never let our voices be extinguished, Clay.

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

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

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

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

I want to donate, you know, a portion of the funds to Turning Point because we can’t allow, 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, Patrick. 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