Business Coach | Why You Must Know Your Numbers w/ Accounting Expert, Josh Spurrell + 3 Clay Clark Client Success Stories + Join Eric Trump At Clay Clark’s ThrivetimeShow.com Business Conference In Anaheim, CA (Dec. 4-5)

Audio Transcription

Transcribed with Cockatoo

(Speaker 3)
I’m Jerry from Jerry’s Landscape. We do irrigation, tree removal, landscaping. We pretty much do it all. I can landscape the heck out of a property. That’s never really been a problem for me. I’ve had a tough time with accounting, with my bookkeeping, but then I came up with this amazing system that has really been a game changer for me.

(Speaker 3)
This side of the dash here, this is all the invoices. This side of the dash is gonna be expenses. Then I’ve got any miscellaneous receipts or anything like that, that goes in the back seat. Then of course anything tax related. You know, I don’t even know what half that stuff is. But anything from Urs, that’s gonna go right here on the passenger side floorboard.

(Speaker 3)
I’ve even got a place for customer complaints. Right out here. I’m kidding, actually it’s not really the best to even open the windows at all.

(Speaker 7)
Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, Why would two men who have built 13 multi -million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can? use, because they believe in you and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former US Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zillner. Two men.

(Speaker 7)
Eight kids co -created by two different women. Thirteen multi -million dollar businesses.

(Speaker 39)
It’s the C -N -C upon your…

(Speaker 2)
Spurl, a longtime friend of the program. He’s based there in Canada. Josh Spurl, he’s based there in Dubai. He’s based there in the Philippines. Where is he based? This is one man, three locations.

(Speaker 2)
He’s all over. He’s in the air everywhere. Spurlinternational . com. That’s the website. Spurlinternational .

(Speaker 2)
com. Josh Spurl, welcome onto the Thrive Time Show.

(Speaker 1)
How are you, sir? Doing pretty good, Clay.

(Speaker 2)
Good to talk to you again here. Now, I’ve got a stack of nine questions I want to see if I can ask you during a half hour. So we’re kind of pacing ourselves here. I’ve got nine questions that I have put together. And this is for all the business owners out there. So first question I have is, what are accountants actually supposed to be doing?

(Speaker 2)
I hear so many people, they say, Clay, my accountant, they make sure to send me the bill on time every month. But that’s about all they do.

(Speaker 1)
What should an accountant actually be doing for a small business owner? I mean, what they usually are doing is just filing tax returns. That’s usually what they are doing. So, you know, people think that they’re there to do more, but in reality, most of the times they’re just filing their tax returns. Now, what an accountant should be doing for you is ultimately the number one goal is actually to increase the client’s net worth. Like that is the number one goal to increase the client’s net worth.

(Speaker 1)
The lowest hanging fruit of that is how do you actually reduce your tax bill? So, you know, moving beyond, you know, here you go, Mr. Mrs. Taxpayer, here’s your tax return. I hope you’re still around so we can charge you again next year. The goal should be to actually increase that client’s net worth. And usually where we start the discussion is actually how do we help reduce their tax liability?

(Speaker 2)
Because that’s usually their single biggest expense that most people have. I think you just said that an accountant, their role should be to try to increase the net worth of their client.

(Speaker 1)
Did you just say that? That’s what I said. Yeah, that’s what I said.

(Speaker 2)
I’m not sure it’s done very often, but that should be the goal. Now, question number two is what should your accountant be doing for you and your business? Like, what should they be doing for you as a person, you for your business?

(Speaker 1)
What kind of action items or action steps should you see a proactive accountant doing for their clients? I mean, in order to increase that net worth, I mean, at a basic you have to get good information. So, so number one, you actually have to get good information and it’s not just for the business, it’s for the individual personally, because if the goal is to increase the net worth, I mean, the first step should be going through all the assets and liabilities that an individual has. But I would say like most accountants, they actually have no idea, you know, what assets their clients own and what liabilities they have. So the first step is getting good reporting for the business and getting good accurate numbers for the individual.

(Speaker 1)
So what are their assets? What are their liabilities? From there, and only from there, can you start to come up with a plan. And that plan needs to be a document that’s actually written down.

(Speaker 2)
And the goal of that plan is how do I reduce the tax of that individual, the businesses they’re associated with, and ultimately, how am I working towards increasing the net worth of that household? Now, I find that most accountants don’t meet with their clients at regular intervals. Now, again, I know that you do these things. But again, I find that most accountants don’t. I’ll pull up your website one more time for anybody who wants to see that. But you have a regularly scheduled standing meeting with your client.

(Speaker 2)
So if someone is a client of yours, you’re going to have a recurring meeting at the same time once a month or whatever time you agree on. And you’re going to meet the client. The client’s going to have some homework. You’re going to have some homework. And you’re going to follow up to see if it’s done. I don’t know any other accountants that do that.

(Speaker 1)
Talk to me about why do you have a recurring meeting with your clients on a monthly basis, and how often should our listeners out there be meeting with their business accountant? I mean, if you’re serious about running your business, you need to be meeting with your accountant every single month. Because it, you know, most, most people think that they can just call their accountant when they have a question. But the reality is that accountant actually doesn’t understand your situation very well, because they haven’t talked to you since last year, if at all, a lot of times your annual filings, your email out to people and they’re filing from there. So in order to make sure you’re, you’re staying up with, to date with good information, you actually need to do that every month.

(Speaker 1)
You have an opportunity to go through, to talk to the client and actually look through the reports, you know, see if they’re accurate, and then make sure that the client actually understands the reports that you’re giving them. From there, and only from there, can you actually start making some strategic decisions. So once you’re looking at up -to -date numbers, now you’re actually in a good position to give some advice on those numbers. And I would say, you know, it doesn’t matter how good the accountant is, whether it’s me or someone else, it’s like, if you’re not meeting with them regularly, you just don’t have enough insight. You don’t have enough face time.

(Speaker 2)
You don’t have enough knowledge of the client, their objectives and their business circumstances to give that advice, which has to happen in that monthly meeting. When you meet with business owners that are typically looking to make a switch to your accounting firm, what do you hear from people? Are they saying, oh, yeah, I meet with my accountant once a month. Man, they’re on top of it, man.

(Speaker 1)
What are people getting by default from their accountant? Usually, they have no idea of their numbers. One of our intake questions that used to be is we used to ask them, what was their top line revenue? How much do they make before they pay themselves? Um, we actually took that out of our intake process because it was so inaccurate that, you know, it really wasn’t helpful at all. You know, we gravitated towards, you know, what industry are you in and how many employees you have from there.

(Speaker 1)
We probably have a better idea of what the client, how big the client is, uh, more so than them. So they actually don’t have any sort of up -to -date reporting, which is scary. But even beyond there, it’s like, they have no. plan. They have no written down actual financial plan.

(Speaker 2)
And certainly they don’t have any monthly touchpoint with a client to actually go through those numbers, cross references against the plan and see if they’re still on pace or if things need to be adjusted.

(Speaker 1)
Why? Well, I think there’s a couple of breakdowns. So number one, I think the personality type that’s attracted to accounting probably is an introvert and actually hates meetings. Um, so that’s, that’s a bit of a problem. So when really the meeting is the single biggest value added that that accountant can do for the client. So, so often you’re dealing with someone who really doesn’t like having meetings all day.

(Speaker 1)
Um, you know, when I, when I went through this role, it’s like, I started to realize it’s like, well, How do I add the most value? It’s the client meetings. That’s why I do, you know, a thousand client meetings every year. But you hear other accountants saying they, you know, they’d like to work from the beach and not do those client meetings and have some sort of AI program run it, or, you know, some email drip of death to try to get a good, good understanding of clients. It’s like, so you’re dealing with people who generally don’t like meetings or don’t see the value of them. And then probably even more scary is you’re dealing with people who actually just don’t understand the monetary system.

(Speaker 1)
They don’t actually understand money. That’s kind of a failure of our education system. As I would say, most people giving you financial advice, your accountant included, probably couldn’t define the three characteristics of money.

(Speaker 2)
So they don’t actually understand the game that you’re trying to play, which is to increase the client’s net worth, when they have no idea how to increase their own net worth. What should be taking place in these monthly meetings? If somebody goes to your website, if they go check out SpurlInternational . com, they schedule a free consultation, talk to me about what should be happening if somebody actually works with your firm.

(Speaker 1)
What should be happening in these accounting meetings? I mean, well, either at the start or once per year, you’re going through all the personal assets and liability of the client. So if you don’t have that, you need to get a reference of that. Or if it hasn’t been done before, some time. And the scary part is, again, I would say most people have never actually given a complete listing of their assets and liability to their accountant.

(Speaker 1)
So number one, you need to get that in place. And then number two, you need to design a plan based on some up -to -date reports from the prior year and that asset and liability listing. From there, a regular monthly meeting for a business owner starts with looking at the reports, because the business owner often comes in with these big ideas. They’re entrepreneurs. It’s like, what should we do? And I tell them, like, we have to look at the numbers first, because the answer is often in the numbers.

(Speaker 1)
So we’re usually going to start with what we call a comparative monthly balance sheet. Most people have either never reviewed their balance sheet or only looked at their balance sheet at a single moment in time, i . e. a year end. But I tell people it’s like when you’re actually trying to increase your net worth, often your balance sheet is more important than your profit and loss. Also, the balance sheet is where errors tend to hide those unreconciled accounts where business owners can look at their profit and loss statement and get really freaked out.

(Speaker 1)
Or, you know, uh, they can become really comfortable that the profit and loss statement is looking good when in reality that’s just filled with errors. And if you look at your balance sheet first on a comparative monthly basis, month to month, you can identify those errors and you can identify those. trends, you know, how is my cash trending over time? How is my receivables trending over time? What do my payables look like? Gives you an idea of, you know, how much working capital you have and how much cash you actually need to run this business.

(Speaker 1)
From there, we generally look at the comparative monthly profit and loss statement. Again, most business owners are looking at profit and loss statements. If they look at it for a whole year, there’s a lot of classification errors that get buried in there. If you’re looking at what your dues and subscription are, what your office charges are, what your rent charges are, if you just look at it all grouped for the year, you can’t tell if things are misclassified. and you can’t tell if things that are in there are you know things that are in there that shouldn’t be for example you know either a mistake or something that you’re now paying for that you didn’t realize that you’re you were paying for and by looking at it on a month by month basis so you’re looking at one profit and loss statement with six columns for the last six months. You can see the changes both in the income and the expenses.

(Speaker 1)
You can identify the mistakes and identify the things that you are paying for that maybe aren’t really driving the metric. So we look at that comparative monthly balance sheet first. We look at the comparative monthly income statement second. From there, we look at the trailing 12 months. We look at the trailing 12 months because that’s the gold standard to tease out the actual profitability of the business. So you keep in mind, a lot of people have some seasonality in their business.

(Speaker 1)
So they might be looking really good in the fast months, and they might be really depressed in the slow months. But if you don’t look at it all together, you won’t actually know your profitability. And I tell people for perspective, private company or public companies, they normally disclose their numbers every three months. So the shorter the report is, the less reliable it is. And I tell people 12 months is the gold standard. I think, you know, Trump recently has said, you know, he’s thinking about reducing reporting requirements for public companies to every six months.

(Speaker 1)
You know, he’s an astute business person that knows that the shorter the income statement is, the more misleading that it can be. And so I tell most people, private businesses, 12 months is the way to go. Once you get your 12 months, now you’re not waiting for the end of the year to see how you’re doing. Every single month, you’re getting the effectiveness and the annual report. From there, you can actually establish what your margin is, so what your gross margin is, what your net margin is, and you can compare it to the year -over -year growth of the previous year. So that’s generally where we start.

(Speaker 1)
We have to have that in place. And from there, now we start addressing those strategic decisions. Should I hire someone? Should I buy this piece of equipment? Should I lay someone off?

(Speaker 2)
Should I increase my prices? From there, those are the monthly reports that we’re actually looking at before we make those decisions. Now, how are you able to help entrepreneurs actually increase their net worth? I know that you do it.

(Speaker 17)
There’s countless success stories on your website of people that you’ve actually helped to do it.

(Speaker 2)
You have video testimonials for days at SpurrillInternational .

(Speaker 1)
com. So I know you do it, but on a practical level, how can you help increase the net worth of anybody watching today’s show, assuming that they have a profitable business? Yeah. Well, I mean, the, that first assumption is, you know, right there is like, sometimes they don’t have a profitable business or it’s, it’s not as profitable as it could be. And so we’re going to identify those areas of concern in which category, you know, is it a revenue item? Is it a gross margin item?

(Speaker 1)
Are they paying too much for overhead? Um, so we’re going to, you know, start there, but basically I tell people we’re dealing with a, you know, kind of a. a fake money system. You know, people are a little more attuned to it now. They understand that the dollar, you know, is basically being inflated away. So the system I like to say is set up to move the money from the people who do the work to the people who know how to borrow smartly to invest.

(Speaker 1)
Okay. And so there’s an intersection of how you build wealth. So you think you have your private business, that’s, that’s one pillar. And then there’s the real estate that you own, and then there’s the investments that you have, and then there’s the debt that you acquire to buy those assets. And really how, you know, how the system is set up is to move the money from the people who do the work to the people who know how to borrow smartly to invest. And so once you get some cash flow generating from your active business, the way you accelerate it is if you can borrow at one

(Speaker 1)
rate, that’s lower than your rate of return somewhere else. How do you do that? And I would say a lot of people, they’re either, you know, they’re, they’re too scared to borrow money to invest, or number two, that they’re too risky with that. Well, you know, and I’ll give you like, one of the example of the biggest psyops is, you know, people have no, you know, you know, kind of no reservations to put five or 10 % down on a piece of real estate and borrow 95 or 90 % of the value. And they somehow think that is not risky. But at the same time, if you say, you know, we’re going to put a Uh, for every, you know, $8 we put down or every $7 we put down, we’re going to borrow $3 to lever up some of their investments.

(Speaker 1)
That sounds scary.

(Speaker 2)
And I tell people, it’s like, everybody is actually borrowing to invest anyone right now who has a mortgage and they simultaneously have a 401k or an IRA. They’re already borrowing to invest. They’ve just never asked themselves or had a professional sit down with them to say, are they actually borrowing smartly to invest? Folks, this is powerful stuff. This is the kind of stuff that you go over with your clients on a weekly basis there. Next question I have here is, why do business owners need to know their break -even point?

(Speaker 2)
I find most business owners that I work with, they do not know how much they need to sell to break even.

(Speaker 1)
They don’t know how much they need to sell just to break even. Talk to me about the break -even point. What is it, and why does every business owner need to know their break -even point? Yeah, so we go back to that. 12, you know, we’re looking at the trailing 12 months and we calculate for people what their break even point is. Because say you’ve bought, you’ve, you know, you’ve built out a business, you have the office space, you have the staff, you have the equipment required to do $100 ,000 of revenue per month.

(Speaker 1)
Um, but in reality, let’s say you need 50 ,000 to break even.

(Speaker 2)
What happens is they have a couple of bad months, say.

(Speaker 6)
it’s 20 ,000 or 30 ,000 and you know for the other 10 months of the year they’re doing great everything’s good but they don’t understand that they bled through 20 or 30 ,000 dollars uh, if losses each month for two or three months in the slow months, and it completely obliterates the year.

(Speaker 1)
So if they don’t know where that break even is, it can become an overwhelming, you know, pervasive item where, you know, they dig in two or three months, they can take a $90 ,000 hole because they don’t know what is the number that I need to hit before I’m, you know, before I have massive, massive losses that I can’t get out of the rest of the year. Now, if I’m watching this show right now, if people want to begin to begin a conversation with you, Josh, what does that process look like if someone says, you know what, I’d like to at least schedule a time to meet with you to see if my accountant’s on track? What does that look like? Yeah, they go on to the website at SperlInternational . com, and they can either email in or fill out the form or text Thrive to the number that we have on the screen there.

(Speaker 2)
And you’ll get to sit down with the person uh, you know, one of our associates, uh, right away and they’ll take a good, you know, uh, they’ll take a kind of a synopsis of what you have going on. So what, you know, corporations or LLCs that you’re involved in, what’s your assets and liabilities. And from there, they’ll partner you with either myself or another, uh, uh, another, uh, CFO and get a little more detailed recommendations of what we can do to assist you. When I just mentioned the word accounting, somebody out there almost blacked out because a lot of entrepreneurs, when they think about accounting, it’s not a fun place to be. And I find that your team makes it entertaining, makes it exciting, makes it engaging, makes it life -changing. You actually really do put a lot of energy into making these numbers come alive here.

(Speaker 2)
Now, the next area I want to talk about is this thing called gross margin and net margin. I think a lot of times people will get lost in this.

(Speaker 6)
and the language.

(Speaker 1)
What does gross margin mean? What does net margin mean? Why do all of our listeners out there need to know that? So they need to know that because that’s what’s going to help you do your projections. That’s what’s going to help you establish what your break even point.

(Speaker 38)
So your gross margin is what do you have left over after considering the costs that only the costs that deal with the production itself.

(Speaker 1)
So think about if you’re a contractor, what are the labor and materials that go into completing the project. Okay. Uh, those are the costs that will go up or down based on how much work that you have. Okay. We call them the direct costs. So your revenue less, your direct costs will increase your gross margin.

(Speaker 1)
If you don’t know what your gross margin is, you can’t establish what your breakeven point is. And so when we go through a lot of records that people have, often we see that their, their, their direct costs and their overhead costs are commingled. So there’s no way that the business owner could to establish what their gross margin was and predict what are those months where I’m really bleeding through. How much do I need to do every month? So we really need to help them establish these are my direct costs. These are the costs that go up or down.

(Speaker 1)
If I don’t have any projects, they go to zero. And for every additional thousand dollars I do in work, these costs are gonna go up. And that’ll help us what our gross margin is. From there, we have our overhead costs. These are the costs that don’t deal directly with the work, i .

(Speaker 37)
e.

(Speaker 1)
they don’t go up and down based on how much work you have, but they’re necessary to run the business. This is your rent. This is your administrative staff. This is your insurance. Okay.

(Speaker 2)
These are your supervisors. Um, you know, the, these are the overhead costs and they largely stay the same regardless of how much work that you have. But once you know what your total overhead costs are on a monthly basis and you divide it by your gross profit margin, you can actually see, you know, how much work you need to do every month to break even. And most people need some help and, you know, delineating between those direct costs and those overhead costs to get to that gross margin and net margin. Now, next question for you here is what is benchmarking and how does it help your business?

(Speaker 2)
As an example, I talked to a guy this week who was a landscaper and he was telling me, he said, Clay, you know, I’ve got a huge problem with accounts receivable, receivable, a huge problem. People owe me a lot of money. I talked to a painter this week. These are all real stories. I talked to a painter this week. We talked to a painter this week who has a lot of gross sales, a lot of sales and no money coming in.

(Speaker 2)
And each time I say, well, hey, why are you invoicing people and acting like a bank and then waiting 90 days to get paid? What is that? And they’re going, well, you know, just it’s kind of an industry standard. It’s what we do. It’s just what we do. And I’m going, yeah, but the people in your industry by and large are failing.

(Speaker 2)
They go, well, that’s true, but that’s just what I’ve always done. I go, you need to stop acting like a bank unless you’re a bank. I said, think about the most successful companies in your industry. What are they doing? And one of them said, yeah, I don’t know. And I said, well, I’ll tell you what the top guy in your industry is doing, because I happen to know who he is.

(Speaker 2)
He’s telling people, hey, if you want me to paint your home or your office, it’s going to be x amount of dollars. And I’m going to have you pay half of that down to get started, and half when I’m done. And I’m not going to invoice you. There’s no, like, loan here. I’m not paying, you’re not paying me in six months. And we’re not going to paint your room in a day or paint your office in a day, but we’re going to paint it in a week.

(Speaker 2)
And so I’m going to send you an invoice today for half. And once it’s done, per your approval, you pay the remainder. And this client of mine, who’s doing a lot of sales, nice guy, he had just, even though we talked about it, even though we discussed it, even though we’d pushed it, he had never actually talked

(Speaker 1)
to his top competitors. He had never compared what he was doing with his competitors. He had never actually seen what he was doing versus the top performers. He had never benchmarked in any way, shape, or form versus anybody who’s successful. Can you talk for a second about the benchmarking and why that is so important for everybody out there to do a benchmark, do a deep dive, figure out what the top people in your industry are actually doing? Yeah, I mean, once we have that, you’re trailing 12 months, then we start comparing against your industry peers.

(Speaker 1)
And you hit the nail right on the head is most people in business are failing 96 % of businesses are going to fail. Okay. And you what people don’t know is they tend to have this thing is like, you don’t understand my business. Like, Well, actually we do because, you know, uh, tax departments around the world actually publish what people do in different industries. And then you can quantify it. Usually we look at quartiles, you know, who’s the, the, the lower bottom, who’s the middle bottom, who’s the, you know, the, the middle upper and the top.

(Speaker 1)
And generally we’re looking at the top 25 % of businesses because those are the only ones that actually stay in business. If you benchmark yourself against the people in the middle, I mean, they’re going out of business. So now you start to understand what do the top businesses in my industry do, what is their revenue? What is their gross profit? What is their overhead? And you can even go down even further on what they pay for, you know, uh, what they pay for office space.

(Speaker 1)
We can actually compare this to your industry peers. And that way it kind of dispels the fact it’s like, you don’t understand my business. Like, no, we know exactly what your businesses, you know, your competitors are doing. And then we can establish like, where is actually the problem? Like, do we have to increase sales? You know, is the overhead that we have just completely completely unsustainable.

(Speaker 2)
We’re never going to dig our way out of, you know, can the, will the market bear a pricing increase? We’re going to be able to tell that with benchmarking to identify, you know, where are you weaknesses compared to the top industry players in your industry. And that way it becomes less about, you know, uh, touch and feel about, you know, where I think my business is. And you know, exactly where your business is based on the industry peers. Now final 90 seconds, we have you today.

(Speaker 1)
Why do you choose to office in Dubai, the United Arab Emirates? Why do you choose to office there? Walk us through, why do you choose to do that? Why are you, again, you’re a guy who started your practice in Canada. Why do you choose to also office in the United Arab Emirates? Well, there’s a couple of reasons.

(Speaker 1)
So the number one thing is that I tell people, um, you know, there are rules and regulations around every state, every province about, you know, what you can and can’t do. And you end up being basically just an arm of the government. If, if, uh, you know, in certain jurisdictions, because, you know, I go back to the way where you actually increase your net worth, the way you increase your net worth is actually optimizing. the intersection of your private business, your real estate, your investments, and your debt. And the problem is on a state by state basis, in most jurisdictions of the world, there’ll be different rules of regulations of how you get around that. You know, by us giving that advice as far as our CFO services from overseas, we’re not telling you what the banks or the governments have mandated to do.

(Speaker 1)
We’re just telling you exactly what we would do in your circumstance in that jurisdiction. And we’re able to do it with you know, without the the massive bureaucracy that can happen on a, you know, on a on a state by state country by country level.

(Speaker 2)
And so I would say that’s reason number one. And I would say reason number two is, you know, most people in your life are a little bit serious about getting away from tax. And it’s like, well, you know, I operate in a completely tax free jurisdiction.

(Speaker 1)
It’s like that might give you a little bit of glimpse and how serious I am. about reducing taxation. What does that mean to be in a tax -free jurisdiction? Like, what does that mean for people that can’t relate to that final 60 seconds we have you? What does that mean for people that can’t relate to what you just said?

(Speaker 20)
I mean, think about there is in the UAE, there is zero personal tax.

(Speaker 2)
personal income tax, you could make $100 ,000 a year, you could make a million dollars a year, your personal income tax on that would be zero.

(Speaker 1)
And think about on some other realms, it’s like even for example, property tax, there’s a lot of taxes that people don’t realize that they’re taxes, you know, property taxes is effectively you renting your property from the government forever. Where, you know, how the United Arab Emirates thinks about taxation is, you know, property tax is actually zero.

(Speaker 2)
You know, you pay a land transfer tax when you buy it, and then you can keep that property in your family for 100 years and pay zero property tax on that whatsoever. Wow. Again, that website, if people want to look you up right now, where’s the website everybody should go to if they want to look you up today? Sperlinternational . com. So S -P -U -R -L -I -N -T -E -R -N -A -T -I -O -N -A -T -I -O -L .

(Speaker 2)
com. Josh, I really do appreciate you.

(Speaker 1)
You’ve been a great friend of the program for many years. I encourage everyone to check out your website there.

(Speaker 32)
I can say this.

(Speaker 2)
You’re a diligent man. You do help people fix their finances. It’s awesome to watch you do it time and time again. And I’m glad you still take our calls all the way from Dubai. And we’ll talk to you next week. Sounds good, Clay.

(Speaker 2)
Thanks. Take care. Bye -bye. Okay, Thrive Nation, on today’s show, I want to talk about knowing your numbers and how to reverse engineer the life you want to have. So let’s do an example. Let’s say that you want to make $2 ,000 a week of income, if that’s your goal, to make $2 ,000 a week of income.

(Speaker 2)
And let’s say that you decide to buy an Oxifresh . com franchise.

(Speaker 36)
So you say, you know what, I want to make $2 ,000 a week of actual profit and I want

(Speaker 1)
do it by cleaning carpets.

(Speaker 36)
Then what you would do is you’d figure out okay how much profit do I make per carpet that I clean and then you could do the math and next thing you know you have a goal.

(Speaker 2)
And that goal is, I need to clean this many carpets or this many homes per week in order to achieve my financial goals. And that’s the exciting thing about entrepreneurship, is you really can, to a certain extent, make as much as you want to make. And here to talk about it is Matt Klein, the franchise brand developer for Oxifresh. Matt, welcome to The Thrive Time Show.

(Speaker 1)
How are you, sir? I am doing great. Doing great.

(Speaker 35)
Glad to be here.

(Speaker 2)
So you own your own Oxifresh . com franchise locations. Where are those located? Are they in Colorado? Or what states are you located in? So yeah, my personal franchise is in Northern Colorado.

(Speaker 2)
So basically to Wyoming, it’s about two hours from one end to the other.

(Speaker 1)
It’s just all Northern. It’s about an hour and a half for me. So let’s say that, again, I’m not asking you to share your actual numbers on today’s show, but let’s say that every time that your location cleans a carpet for somebody, there’s a certain profit that you make. per carpet cleaning job. So a consumer goes on to the website, they schedule a carpet cleaning job through oxyfresh . com.

(Speaker 1)
I’ll pull it up here. And every time that somebody schedules that carpet cleaning service, you make a certain profit. Why is it important for you to know how much you make per carpet cleaning service that you provide? Yeah, because if you don’t know how much you make, then you also don’t know how much you lose. And that could become a very costly mistake. So for me, it also sets the goals.

(Speaker 1)
Like, if I know that I make, let’s say, $1 ,000 off this amount of jobs, well, then it’s a matter of scale. If I want to make $10 ,000, then I know the way to get to that $10 ,000. If you don’t know your numbers, you can’t really start or stop any type of movement, right? Like, you don’t know how to get to the next stage. When are you supposed to hire, right? Like, I have a very specific number.

(Speaker 1)
that I try to get from each truck every month. That dials down to how many sales they got, how much I got to spend on marketing, how many reviews I got to get. The numbers tell you everything you need to know to get to the next stage or to at least be profitable. So, when you run your Oxifresh franchise, how much time or energy do you spend in knowing your numbers? Because I meet so many entrepreneurs, I meet so many great entrepreneurs or aspiring entrepreneurs that want to be great and they just don’t know their numbers. How important is it for you to know your numbers?

(Speaker 1)
I think it’s probably the most vital thing to my business. second to getting the jobs themselves and marketing, right? Because there’s no numbers without marketing. But I mean, I look at my numbers every day. So it’s like, I look at my numbers the same way I religiously look at my Google pages, the same way I have a conversation with my employees. Like, to me, if you look at your numbers enough, you’ll be able to see when something’s going wrong.

(Speaker 5)
instead of it just hitting you blindsiding you and being wrong.

(Speaker 2)
Like when there’s a certain when there’s a problem with my business, I’ll know within like a couple minutes. Just because if you look at your stuff every day, and if you look at the same criteria, like I look at my business in seven day and 30 day increments, like all the time, like I’ll know within just looking at those every single day, like if there’s a problem. So I’ll be able to get on the back of my vendors and say, Hey, something’s going on. Like, cause things happen, right? Like not everything runs perfectly all the time. Google changes their algorithm or something happens.

(Speaker 2)
Um, like Google accidentally took down one of my Google pages. I knew it within like 10 minutes. So let’s talk about this. Let’s talk about this because there’s so many numbers you could know, but because you actually run. a franchise yourself, I want to get into the numbers that you do know. Walk me through some of the numbers that you want to know every day.

(Speaker 2)
For instance, like Google reviews. I’m sure you have that tracked somewhere. the number of objective Google reviews you’re getting from real people. Is that a number you look at every day, Matt? Is that something you look at once a week, once a month? How often are you looking at the number of objective reviews that your location has gathered?

(Speaker 2)
Every day, I want to be at 90%, 80, 90 % of reviews sent, which means my employees did the job and they sent the review in the home. I can actually see that through the Oxyfresh platform. It’ll tell me how many reviews were sent in the home compared to how many reviews I sent, like our system sent after like two hours later. It’s very imperative. If I want to get a number of reviews, I’ve got to get them while my employees are in the home and part of my employee’s job is to get those. So I look at those, it tells me that I’m staying ahead of the curve in terms of my locations, in terms of my review numbers.

(Speaker 2)
So I look at that. those review numbers, it doesn’t ensure it, but it certainly increases my probability of staying at the top of Google by a lot, right? Like if I’m consistently getting reviews, my competition isn’t catching up and Google is considering me a very relevant, good company in that area. So it keeps me up to the top of Google, which by then, if I’m there now, all my ads work better and all those things. So for me, I’m trying to book at least two to five jobs a day, including Saturday and Sunday, per vehicle that I have. right so I and if I’m not getting to those numbers then I’ll go look at my numbers for the last seven days to see where I’m actually not booking jobs I actually pull a live map of where I’m booking my jobs and it’s not telling me where I’m good it’s telling me where I’m not good and then I can put more attention to those areas or figure out why it’s not working so I feel like the entire thing that I do as a business owner Clay is I just look at my numbers because I’m not in the field I’m not I’m not in my territory at all.

(Speaker 2)
It’s the data that allows me to run my company, because if I’m guessing at those things, or if I’m assuming of those things, I’m going to fail pretty quickly. Right. So, you know, I’m just making sure we’re getting this. You look at your numbers like a football coach would look at the scoreboard to know, are we winning? Are we losing? Like a basketball player or basketball coach would look at the numbers to determine, are we winning?

(Speaker 2)
Are we losing? You are looking at your numbers with that kind of intensity. I think that most business owners tend to put those numbers in the junk drawer.

(Speaker 12)
So I want to go back to the numbers here.

(Speaker 1)
So one, you’re looking at the number of objective reviews. You’re also looking at the number of jobs scheduled. And I’m sure your wife has never done that. this and you’ve never done this I’m sure you’ve never had this thought but maybe your wife or you you say man I need to buy a new pair of shoes and you might think to yourself you probably wouldn’t do this Matt but I would I would think that pair of shoes is probably this many jobs. Like to buy this pair of shoes, it’s going to be this number of jobs to pay for those shoes. Or I start to think about the world in terms of how many haircuts will it take to pay for that.

(Speaker 1)
That’s how I think. Maybe you don’t think that way, but I think that way about everything. So when my wife or I or anybody in my family wants to buy something, I think, man, I wonder how many haircuts we have to do to pay for that. Do you think like that? 100 % I even like my my wife laughs at me all the time because we’ll be walking down the street and we’ll see like a Corvette and I won’t pay any attention to it because I don’t really care about cars. But then I’ll see like a beat up little like Ford Transit connect with a plumber logo on I’m like, man, that thing’s beautiful.

(Speaker 1)
Because that thing, that thing will pay for as many shoes as my my wife wants to buy, right?

(Speaker 2)
Like I can’t make any money off a Corvette, but that little piece of junk sitting next to it is more valuable to me than than that Corvette because I know what its capability is in my own company, right? So I do do that. I look at the jobs. I look at commercial to residential differences. I look at my employees upsell percentages and how quality that is, right? Even customer satisfaction, like if I’m looking at, if I’m, if I got a technician, that’s say at a 60 % customer satisfaction, like that, that vehicle is actually

(Speaker 2)
productive than my other ones. It’s actually potentially hurting my company, right? Because I might be losing customers that would normally come back next year because maybe they didn’t do a good job, right?

(Speaker 1)
So there’s all sorts of management angles you can take of that, but I look at that all the time. So again, I mean, these are just numbers that I track.

(Speaker 2)
Matt, I want to get your thoughts on this. So again, one, tracking those number of objective Google reviews, tracking the customer satisfaction number, how happy are the customers on average. The next is the number of jobs needed to hit your financial goals, the number of jobs needed or number of products you need to sell to hit your financial goals. This third area, I track these, how many job candidates I’ve interviewed for the week. I always want to know that, because the businesses I’m involved in, Matt, if I interview 40 candidates, I’m going to find two. that are at the level that I need them to be at to hire them.

(Speaker 2)
So I’m always looking at it like I want to know how many job candidates have we actually interviewed this week because I know statistically, whether it’s the hair business or home remodeling or any company I’m involved in, I have to typically interview about 30 to 40 candidates before I find one person who can do what I need them to do.

(Speaker 6)
Do you track the number of job candidates that you’ve interviewed for the month, Matt? I don’t my dad does though my dad helps me with the hiring stuff so we we go through all that process together and he’ll you know I get I get this I get the results so he’ll give me a couple guys that are good but yes I mean My company does. I just don’t personally.

(Speaker 1)
Upselling percentage or upserving. Let’s say you’re in somebody’s home to clean their carpet, and your technicians could say, hey, while we’re here, I don’t know if you know, but we could also clean the rest of the home. Or would you like us to clean additional rooms while we’re here? Or we have different products or solutions. Or if somebody comes in to get a haircut, we say, hey, while you’re here, we also do beard trims.

(Speaker 22)
We also do brow waxes.

(Speaker 6)
We also do. I do track the upserve or upsell percentage. Matt, do you? You also track that number. Yeah, I think it’s one of the most important indicators because if, let’s just say an average carpet cleaning costs me, say, $25, right? And our average residential job is $240.

(Speaker 6)
Well, if I have a technician where his average is $290, and I have another guy where he’s below average at 215, but my cost to acquire that customer is the same.

(Speaker 34)
Well, I have a $70 per job difference, right?

(Speaker 1)
Like one vehicle’s, you know, go back to shoes, that one vehicle would buy my wife double the amount of shoes that this one can. Right. So, yeah, I think upsell because it also tells you where you as an owner are actually hitting the mark. So you need to send that guy to training or help them get to that level. Right.

(Speaker 2)
Those those numbers indicate where me as an owner, I’m failing my employees so that I can train them better to get those numbers that there are capable. So, yeah, you can look at several angles of that. Next is I always track the total revenue and the total profit. I always want to track the actual profit that we’re making at the end of the week, not just how much money came in. Matt, do you like to track the total profit you actually made for the week? Yeah.

(Speaker 2)
The bigger that you get, the crazier that number is because you have to search certain goals, like certain numbers that you won’t make any money until you reach those goals because your operating costs have gotten to a point where you have a lot of vehicles and a lot of insurance. You got all these things that are just standard costs. So yeah, I mean, that’s very important. I have a certain number that I have to hit before I start making money.

(Speaker 1)
Because the rest of that just sunk cost into my operating. So somebody’s watching this show right now and they go, OK, I have a job. I feel kind of stuck and I want to achieve financial freedom of some kind. And I would argue that buying a franchise is a great way to become self -empowered. Matt. I think it’s a great way to get started in that conversation of basically eating what you kill, making as much money as you want, also losing as much money as you want.

(Speaker 1)
I mean, you can get as poor as you want or as successful as you want. What kind of person is a good fit to buy an Oxifresh franchise? Or when you think about the recent folks that have reached out to you at Oxifresh and you think about those that have been a good fit, what kind of candidate is a good fit? Who’s a good fit for Oxyfresh?

(Speaker 6)
Who isn’t?

(Speaker 2)
And what kind of money does somebody need to have to buy an Oxyfresh? Yeah, so we’ll start with the money, you want to have 48 ,000 upfront to become a franchise, you want to have about 25 to 30 ,000 additional for operating capital. If you get 100 grand, you’re in the game. If you have 150 grand, you can do multiple territories and increase your profitability percentage, right? Or potential, I mean, but I’m looking for very um qualified very competitive folks that want to be good right like you can buy any business that you want and you can try it and just not really do it but we’re looking at people that are try hards that technology does not scare them where they’re not going to be you know it’s not going to be a hard thing going getting reviews asking your friends and family neighbors for reviews right hiring people like this is not a business where you’re going to be absent you’re going to be in the business maybe not doing the jobs but certainly in it making decisions hiring people right? Getting engaged with all the software and capabilities we have.

(Speaker 2)
So it’s not a sit on the sideline type of thing. We want people that are aggressive, that want to be successful, that are competitive. I don’t care if you’re male, female, young, old, short, tall, it doesn’t matter, right? If you have an aggressive streak to you and you want to be good at business, we have all the resources to allow you to do that. You just got to do it.

(Speaker 1)
Let’s just be real though. You love talking to old males. That’s why

(Speaker 6)
thing that you love talking to.

(Speaker 2)
The older and the more, that’s your niche, is old males. Matt loves working with Samoan old men. Any men out there, if you’re old and you’re Samoan, that’s who Matt prefers to talk to. Any of those people that identify as modern Vikings, anybody in that Nordic region that hasn’t used a phone in a decade or two, that’s who Matt wants to talk to. Matt, do you talk to people other than just old Samoan males? I mean, do you talk to females?

(Speaker 2)
Are there women that buy oxyfresh?

(Speaker 6)
franchises, or is it just old Samoan men? My day is peppered with every type of person you can think of, right?

(Speaker 1)
The guy that retired in Mobile, Alabama, to the tech wizard in San Fran that wants to get out, to the guy who has a family, who has a job and just wants extra income, right?

(Speaker 6)
To the lady who’s a stay -at -home mom and has time to run a company. We do it all. Talk to me about the guys who are the most successful, or the females.

(Speaker 1)
Is there a common trait?

(Speaker 23)
I mean, are the people, if you think about the brand, the locations that are the most successful, is it primarily people that have business experience, people that don’t?

(Speaker 6)
Is it people that used to be in the military? Is there any common trait at all? Because I think somebody’s watching this right now thinking, well, I don’t know if I’m a good fit because. Is there any common denominator with the background of those who are successful, or the mindset of those who are successful?

(Speaker 1)
I mean, we have a huge amount of success with veterans because veterans typically it’s not a question of like, are you capable?

(Speaker 2)
It’s just like, show me what direction to go and I’m going to go that way as hard as I can. You know, I think people that if you’ve been able to have any amount of success in corporate America, this is this is easier than that. Right. You’re not climbing ladders. You’re just doing things for yourself. I think people that I think task oriented people are very good.

(Speaker 2)
Right.

(Speaker 6)
We’re going to give you the tasks to do.

(Speaker 1)
You just got to get out there and do that.

(Speaker 2)
I don’t think incredibly introverted people who won’t step out the realm of comfort and have conversations. People are a good fit for any business, to be honest, right? Because we need people to kind of push the narrative of their business locally. Matt, I really do appreciate you joining us today. And for everybody out there that wants to learn more about buying an Oxyfresh franchise, you want to go to ThriveTimeShow . com forward slash Oxyfresh.

(Speaker 25)
ThriveTimeShow .

(Speaker 17)
com forward slash Oxyfresh.

(Speaker 2)
For any of those Samoan men out there that want to meet Matt in person, that’s who he prefers to talk to is those Samoan men. And Matt, I don’t have any data that shows that you’re actually, I don’t know, there’s no metrics to prove that you favor Samoan men, but I don’t track it. What did you just say? As long as a Samoan man can send emails back and forth without trouble, I’m OK with it. OK. Awesome.

(Speaker 2)
Matt Klein, thank you so much for your time today. I really do appreciate you. Again, folks, go to thrivetimeshow . com forward slash oxyfresh. Matt, we’ll talk to you next week. All right.

(Speaker 2)
Thank you. Bye. Well, folks, on today’s three -part show, we’re talking about knowing your numbers. On today’s show, we’re talking about the importance of knowing your numbers.

(Speaker 33)
Now, on part one of today’s show, we interviewed a very successful accountant, and he’s talking to you about numbers.

(Speaker 2)
the numbers you need to know and how you got to use numbers as a, uh, as kind of your dashboard, as opposed to your rear view mirror. On part two of today’s show, we were joined by Matt Klein of Oxyfresh. He explained to you why you have to know your numbers from a business sense. Now in part three of today’s show, we’re going to be joined by Dr. Sherwood. And I would love to have Dr. Sherwood share with everybody watching today’s show why we have to know our numbers as it relates to our health. This is something that this man knows a lot about.

(Speaker 2)
He’s a guy who helps people optimize their health. He also is a former pro athlete. He’s also a best -selling author. He’s also a producer, a film producer. He’s also a man who, this is all one person, by the way, this guy used to be a member of the SWAT team. This is a man who has a medical clinic.

(Speaker 2)
Dr. Sherwood, welcome to the Thrived Time Show. How are you, sir? I’m doing well, Clay. How are you, ma ‘am? Well, I’m excited to talk to you about numbers. So let’s talk about it for a second.

(Speaker 2)
If someone’s watching today’s show and they’re wanting to, let’s say, optimize their health, or as you would say, I think, lose excess body fat, what kind of numbers does somebody need to know if they’re watching today’s show? Alright, so I’m a numbers guy little did you know or you probably did but I’m always looking at numbers So there’s numbers I look at and percentage of body fat I want to see a male between 10 and probably 18 depending on where you’re on the age spectrum. I want to see ladies between 18 and about 24 percent body fat. I don’t care what number you weigh But I do care what number the percentage of body fat is not just one area Another area I look at is labs. I’m always looking for not just a number that sort of fits into a range clay. I’m looking for numbers that create optimal health for the individual persons.

(Speaker 2)
And then finally, one of my favorite places to look at for numbers is we’re able now to measure our chronological aging pace from an organ specific standpoint, meaning we can measure the pace of aging for the brain and the heart and the lungs and the blood vessels. And I want my numbers to be biologically less than my chronological age. So, you know, always looking at different ways and how I can improve those, especially those three sets of numbers. So for somebody out there that’s watching today’s show that doesn’t know their numbers, and maybe they’re not familiar with your website, I’ll pull up your website real quick. They say, you know what, I don’t know my numbers. And they want to know their numbers.

(Speaker 2)
Walk us through how that process works for somebody out there that says, you know what, I’m watching today’s show and was learning about business, but now I’m going, you know, I want to know my health numbers. What’s the first step that somebody would take if they’re interested in you helping them optimize their health? Well, first of all, the numbers I talked about with body composition, labs, and biological aging testing quantification, those numbers are not available through insurance. They’re not available to your doctor. So the conventional system does not use those numbers.

(Speaker 2)
These are actually more longevity, performance and optimization numbers. They’re going to reach reach out to us and they’re going to see on the top of that in that website they can reach out and get a console and that’s going to direct them to a free webinar, which is the second. Tuesday of the month. We’ve got one coming up here next week, actually, believe it or not. So, uh, or this week on Tuesday. So that’s important.

(Speaker 2)
And I wanted to go there and they can actually see us present on what we talk about in part when I talk about today and they can ask questions at that point. If they want to schedule appointment, they can. We have slots set aside within about a two week period for them. And at that point in time, we bring a man or pull them on zoom. We’re multi -state license, so they can be anywhere in the, good old country or world. And then we set a plan to get some testing done for them.

(Speaker 2)
How often have you seen somebody come into your office, 30 years old, 20 years old, 50, whatever the age is, they come in and you sit down with them, they know their numbers, and then you begin to see them improve their health. How often does that happen? Is it a rare thing? Is it an often thing? And what’s the relationship with someone knowing their numbers and beginning to improve? With us, it’s 100%.

(Speaker 2)
If somebody really does the right things, it’s not that hard. When you think about it, the body is a unique healing mechanism, a unique healing system. And if you give it what it needs, it’ll do what it does, which is surprises every day that we’re still here in the toxic world we live in. So, you know, people just need to know what they’re shooting at. What’s your target? You know, what’s your goal?

(Speaker 2)
A lot of times people are not given goals out there that are realistic. from conventional side of things because that is a side that just looks at managing symptoms and managing diseases. I don’t want to manage symptoms and I don’t want to manage diseases. I want to correct the symptoms. symptoms, correct diseases, and live preventative. And so with us, it’s very normal, very common that people get better.

(Speaker 2)
They reduce fat. They get their percent body fat better. They see their biological aging processes reversed. They see their lab numbers get into an optimal position. What does it do to somebody’s personality when they begin to optimize their health? Do you ever see any changes in their personality or their success in other areas of life once they begin to optimize their health?

(Speaker 2)
Just today. I had a lady in my office and she’s from out of town. She came in and she’s turned things around. I mean, it’s been, it’s been pretty drastic. And today she had her niece and her husband with her. And I said, how do you feel now that your system is turned around?

(Speaker 2)
Things are better. And Clay, she started crying. She goes, you don’t understand my life is free. I’m able to do what I want when I want. I’m not able to, I’m not stuck in a place where I can’t go out and socialize. I can’t be around people anymore.

(Speaker 32)
I can travel.

(Speaker 2)
I can go live my life. And she’s, she used the word freedom. And I think it, I think that really means a lot. If you’re watching this show right now, and you’re trying to turn your life around from your, for your business, uh, for your health, it all comes down to the numbers. You have to know the numbers. I want to talk about this phrase called a caloric deficit.

(Speaker 2)
There’s a lot of people in my life. I work with a lot of fitness coaches and business owners that own fitness -related businesses, and they talk about this thing called a caloric deficit. They talk about, well, OK, if you want to lose weight, you simply have to burn more calories than you’re eating. And it seems like a great phrase. a super complicated idea, but yet in practice it seems difficult for many. And you’ll hear these fitness experts say that a lot of people are drinking their calories.

(Speaker 2)
They’re consuming a lot of their calories via their beverages they’re consuming. Do you see a lot of people consuming their calories via the beverages that they drink? A lot. Most people don’t think that, first of all, calories, people need to know that that’s a theoretical hypothetical unit of energy created by the breakdown and metabolism processes of nutrients. So it’s hypothetical, meaning what does hypothetically yield X number of calories for you? Might not yield exactly the same number of calories for me So that way the system is a little bit skewed in the sense that it’s proven that the calorie science is not exact anymore So just a little side note for that, but people do consume a lot of liquid calories For example, they consume fruit juice and fruit juice may they may think it’s good because it’s fruit juice, right?

(Speaker 2)
but it may have liquid calories after the fiber to the tune of maybe 400 calories and maybe 20 grams of sugar in it. That’s astounding, but you don’t feel that because it’s liquid. A lot of people consume a lot of alcohol. They don’t realize that every gram of sugar alcohol is noted at seven calories, which is more than a gram of sugar, which is noted at four calories. So it goes on and on and on. I tend to tell people to work on high nutrient dense foods, Don’t pay so much attention to the calories, because when you eat nutrient -dense foods, you actually eat less, and thereby create this inferred calorie deficit, which causes the body then to release fat tissue.

(Speaker 2)
As fat tissue releases, you know, your body’s fueled to form the, to fuel the detox processes, because clay, the fat tissue, holds toxins. So that’s why nobody needs to have excess found in a frame because it’s actually a toxic mess. Now, for anybody out there that is confused about this, if we go to Crumble Cookies, their website there, crumblecookies . com, and again, this would not be a high -nutrient food, but I think that’s what’s marketed, that’s what’s put in our face, that’s what people are eating. I see people trying to find sugar -free cookies or cookies with less sugar in it.

(Speaker 2)
There’s a lot of discussion about Can I eat organic cookies? Can I eat sugar -free cookies? Can I eat less sugar with my cookies? When you say a nutrient -dense food, what does that mean? What should somebody be eating if they’re saying, I want to seize my health? What kind of stuff should they be eating and what kind of stuff should they avoid?

(Speaker 2)
They want to eat foods that are high in macronutrients. And that would mean high micronutrients would be like vitamins, minerals, amino acids, fatty acids. I mean, you can take, for example, Kingdom Fuel as one example. It has no sugar, zero. It’s got a high amount of those micronutrients, vitamins, minerals, amino acids, fatty acids in there. So it’s therefore a low calorie, high nutrient dense diet.

(Speaker 2)
Food you can look at our kingdom candy bars or kingdom crunch cereals and it’s the same pattern along the way But if people can learn to read the labels and learn to not just eat by calories, but eat by a nutrient density They’re going to be better. For example, I mean you mentioned you had those pictures of those cookies there Let’s say one cookie was you know, 150 calories Is that better compared to a bowl of salad, which maybe is as big as like, you know, eight inch round plate you know, two inches deep, which probably has 150 calories with a little bit of berries on there, maybe a little tiny bit of tomatoes or something like that. Is that better the cookie? So it’s not really about the calories, it’s about the nutrients within that caloric load. This theoretical way in which we calculate energy, known as a calorie, there are 600 to 800 theoretical units of And a standard crumble cookie, a standard crumble cookie has typically a theoretical 600, 800 units of energy. What are your thoughts on that, sir?

(Speaker 2)
Well, I mean, of that 600, you’re probably going to have 50 or 60 grams of sugar. It’d be interesting to find out how many sugar grams are in there. There’s not going to be much substance in there to drive life. I mean, and I’m not saying that somebody can’t have a bite of the cookie or something like that. That’s not the point, but it is not something that’s good for you. We got to get past that idea.

(Speaker 2)
I’m going to give myself a treat. You know, that old mindset is kind of whacked out when you think about it, Clay, because it’s almost like trying to make money all week long and doing a good job of your business and all of a sudden I go throw away at the casino. I’m going to give myself a treat. I’m going to throw that money away. You know, or you might say use a kid, for example, kid goes through his whole week long and makes great grades on his tests.

(Speaker 6)
And then to ensure that he gets a treat, it’s like giving him a butt whacking to say, let me reward you with something that hurts you.

(Speaker 2)
You know, it doesn’t, it doesn’t make any sense. So we’ve got to really turn our thinking around quite a bit and realize that if I can deprive somebody of sickness and disease, I’m going to do it. And if they feel deprived of a cookie, so be it. Now, Dr. Sherwood, I’m going to pull up here. A final thought I want to get from you today is I want to talk to you about the kingdom fuel. A lot of listeners out there are wanting to eat healthy.

(Speaker 2)
And I found that a lot of our listeners have received to or chosen to have Kingdom Fuel as their breakfast and lunch, and then they eat a meal and they get home. So for breakfast, they have Kingdom Fuel. For lunch, they have Kingdom Fuel. It’s a meal replacement supplement there. I know a lot of our listeners have been having a Kingdom Fuel for breakfast, one for lunch, and then they have a dinner.

(Speaker 2)
They eat a meal for dinner, and it’s causing massive weight loss or people to optimize their health. We recommend that as a move for anybody out there that wants to get started optimizing their health, maybe just replacing a meal or two a day with the Kingdom Fuel products. And I’ll put a link on the show notes. Yeah, that’s exactly what I do. Honestly, goodness. You know, it’s like change starts with one decision, doesn’t it?

(Speaker 29)
Change starts with one decision you make on a daily basis.

(Speaker 2)
You know, it’s like, if people want to turn their business around, you know, I get that. But how do you do that?

(Speaker 15)
You take the thing apart, you make changes on one step at a time until it becomes begins to turn around and go a different direction.

(Speaker 2)
And so this is your health. It’s the same way. Start with one meal replacement. with a quality meal replacement shake, which is easy, convenient, and cheap. And by the way, two scoops of serving size, which is a meal, keep that in mind, a complete meal is about $3 .50. If you go to three scoops, it might be $5.

(Speaker 2)
So you got to save yourself some money when the average lunch price today is about $16 to $20.

(Speaker 31)
So you’re going to save yourself some money, gain some financial freedom, and also along the way, guess what?

(Speaker 2)
Acquire some health. Dr. Sherwood, you’re a gentleman, you’re a scholar, you’re a former pro athlete, you’re a doctor, you’re a business owner, you’re a best -selling author, you’re a movie producer, and you’re a good friend. I really do appreciate you, sir, and we’ll talk to you next week. Sounds great, Clay. Take care. OK, Aaron Antus, guess who’s joining us for the December 4th and 5th, 2025 Thrive Time Show Business Growth Workshop?

(Speaker 16)
Santa Claus?

(Speaker 30)
No, he went on vacation.

(Speaker 2)
by Santa Claus, but we will be joined by Eric Trump, the son of the 45th and now 47th president of these United States. And yes, Amanda Grace will be in the place. And yes, Dr. Stella Manuel will be there, so you know it will go well. Yes, we have Mel Kaye in the house.

(Speaker 5)
Pastor Phil and Tammy Hodson -Pillar will be hosting this event at their beautiful church right there in sunny Anaheim, California. Yes, folks, make this a December to remember. These friends. Make this a December to remember and join us at the two -day interactive Business Growth Workshops. For over 20 years, folks, I’ve been hosting Business Growth Workshops where we’re going to teach you marketing, sales systems, human resources, accounting, social media marketing, branding, sales training, search engine optimization, accounting, workflow development, financial management, all this and more. How do you get tickets?

(Speaker 5)
Go to thrivetimeshow . com. Again, how do you get tickets?

(Speaker 2)
Go to thrivetimeshow .

(Speaker 25)
com.

(Speaker 16)
I’m Ron Burgundy.

(Speaker 22)
He needed someone to run the companies for him.

(Speaker 29)
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 28)
I mean, everything that you need to know

(Speaker 2)
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 2)
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 2)
Germans? Forget it. He’s rolling. And it ain’t over now. The lineup continues to grow, and this is how we do our tickets here at the Thrive Time Show. If you want to get a VIP ticket, you can absolutely do it.

(Speaker 2)
It’s $500 for a VIP ticket. We’ve always done it that way. Now, if you want to take a general admission ticket, it’s $250 or whatever price you want to pay.

(Speaker 15)
And the reason why I do that and the reason why we do that is because we want to make our events affordable for everybody. I grew up without money. I totally understand what it’s like to be in a tight spot.

(Speaker 2)
So if you want to attend, it’s $250 or whatever price you want to pay. That’s how I do it. And it’s $500 for a VIP ticket. have limited seating here with there’s a lot of togetherness and closeness camaraderie so again if you want to get tickets for this event all you have to do is go to thrive timeshow . com go to thrive timeshow . com when you go to thrive timeshow .

(Speaker 2)
com you’ll go there you’ll request a ticket boom or if you want to text me if you want a little bit faster service you say i want you to call me right now i just texted my number it’s my cell phone number my personal cell phone number we’ll keep that private between you, between you, me, everybody.

(Speaker 5)
We’ll keep that private.

(Speaker 17)
And anybody, don’t share that with anybody except for everybody.

(Speaker 5)
That’s my private cell phone number. It’s 918 -851 -0102, 918 -851 -0102. -0102. I know we have a lot of Spanish -speaking people that attend these conferences, and so to be bilingually sensitive, my cell phone number is 918 -851 -0102. That is not actually bilingual.

(Speaker 2)
That’s just saying Juan for a Juan. It’s not the same thing. I think you’re attacking me. Now, let’s talk about this. Now, what kind of stuff will you learn at the Thrive Time Show Workshop? So Aaron, you’ve been to many of these over the past seven, eight years.

(Speaker 2)
So let’s talk about it. I’ll tee up the thing, and then you tell me what you’re going to learn here, OK? OK. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh, yeah.

(Speaker 2)
We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there, like the Trump brand. You want to get that brand out there. It’s like, how do I actually make people know what my business is? and make it a household name. You’re going to learn some intricacies of how you can do that. You’re going to learn sales.

(Speaker 2)
So many people struggle to sell something. This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors.

(Speaker 2)
And most people struggle with managing people. Why does everybody have to learn how to manage people? Well, because first of all, people are, you either have great people or you have people who suck. So it could be a challenge, you know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes, and you’re really good at selecting great ones. And we have a process we teach about how to find great people.

(Speaker 2)
When you start with the people who have a great attitude, they’re teachable, they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding now. sales, search engine optimization. We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance.

(Speaker 27)
We’re going to teach you time management.

(Speaker 2)
How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop.

(Speaker 2)
Now, let me tell you how the format is set up here. And again, folks, this is a two -day interactive 15. Think about this, folks. It’s two days. Each day, it starts at 7 a . m.

(Speaker 2)
, and it goes until 5 p . m. So from 7 a . m. to 5 p . m.

(Speaker 2)
, two days. It’s a two -day interactive workshop. The way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question and answer session.

(Speaker 25)
So, Aaron, what kind of great stuff stuff happens during that 15 minute question and answer session after every teaching session?

(Speaker 2)
I actually think it’s the best part about the workshops, because here’s what happens. I’ve been to lots of these things over the years, I’ve paid many thousands of dollars to go to them. And you go in there and they talk in vague generalities. And they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing. And what’s awesome about this is we literally answer every single question that any person asks.

(Speaker 2)
And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch. And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett. You can meet Mel K. You can meet Amanda Grace.

(Speaker 2)
Stella Emanuel. You could just grab a coffee.

(Speaker 26)
You could find some alone time.

(Speaker 2)
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. That means you have less than 3 % of our population that’s even self -employed.

(Speaker 2)
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 this.

(Speaker 25)
No hyperbole, no exaggeration. I have thousands of testimonials to back this up.

(Speaker 6)
We have thousands of testimonials to back it up.

(Speaker 2)
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?

(Speaker 18)
Yeah, there’s businesses that we have tripled.

(Speaker 24)
There’s businesses we’ve grown 8x.

(Speaker 2)
There’s so many examples you can see. see it thrivetimeshow . 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 2)
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 have we cater in the food. And because I keep it simple.

(Speaker 2)
I literally bring him the same food both days for lunch. Who’s with me? Let’s go! Come on! It’s an incredible Mexican restaurant. That’s going to happen.

(Speaker 2)
Someone says, I want more.

(Speaker 5)
This is not enough.

(Speaker 23)
Give me more.

(Speaker 5)
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.

(Speaker 2)
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.

(Speaker 5)
You want to learn how to start and grow a company. Go to Thrivetimeshow . com.

(Speaker 2)
Go there right now.

(Speaker 22)
Thrivetimeshow .

(Speaker 2)
com. Request a ticket for the two -day interactive event.

(Speaker 10)
Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California. Great weather. Make this a December to remember. Eric Trump, the man who leads the Trump Organization.

(Speaker 14)
It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event.

(Speaker 13)
I think it is incredible. And there’s somebody out there right now, you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. You think that’s going to change your life?

(Speaker 7)
I promise you this will be 10 times better than that.

(Speaker 1)
It’s like I picked the wrong week to quit smoking.

(Speaker 21)
Don’t do the Smoke Your Way to Thin conference.

(Speaker 8)
That is, I’ve tried it, don’t do it. Yeah, chain smoking is not a viable, I mean, it is life changing. It is life -changing. If you become a jade smoker, it is life -changing. Not your best weight loss program though. Right, not really.

(Speaker 2)
So if you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow .

(Speaker 12)
com. Again, that’s Aaron Antis. I’m Clay Clark reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop in beautiful Anaheim, California.

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

(Speaker 8)
Yup, I was here in 2018 and it changed my business. I built another business and now I’m here to do it again with this business. I’m a brand strategist and it’s been really easy to go to a lot of events like this and just leave really in your head to do that. There’s the strategic, step -by -step, real -life implementation.

(Speaker 21)
I’m very excited that Eric Camp is here and that is going to be epic.

(Speaker 1)
My name is Erica and it has been amazing here at the conference. I’m learning so much. Everything is perfect for me. Clay Clark, man, he is one character. It’s a good word for character. Yeah, that is it.

(Speaker 1)
Good, driven, smart. And I’ve never met a guy who was so hyper all the time.

(Speaker 11)
He’s doing so much good. And then I met his mother and she just says, She just lets him be Clay Clark.

(Speaker 9)
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. It’s incredible. Yeah. He’s a machine.

(Speaker 20)
He’s a machine.

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

(Speaker 4)
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, 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.

(Speaker 4)
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 2)
You guys are incredible, incredible warriors. So thank you, my friend. Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s the greatest. I met his goats today.

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

(Speaker 1)
So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. 4 ,000 % from February to February. Now I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this.

(Speaker 1)
I’m pinching myself and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. So, and the phone’s blowing up. Everything’s just blowing up. You’re right. It is like a rocket ship.

(Speaker 1)
So, we’re pinching ourselves, actually. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does. not what they say. Under siege my family’s fight to save our nation. So you go to Amazon right now You buy a copy of the book and you just text a screenshot

(Speaker 1)
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. You text my number, 918 -851 -0102. You have a chance to win a dinner at Mar -a -Lago with Eric Trump and myself, and there’s more.

(Speaker 9)
to go right there just for your viewers.

(Speaker 2)
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. The play goes, listen, why don’t we do this?

(Speaker 19)
Why don’t we put it out to all the amazing reawakened people, all the people who supported us all around the country, all around at every one of these conferences who adore your family.

(Speaker 2)
We’ve got to beat the New York Times. The New York Times is going to do everything they can. Even though we’re number one on Amazon right now, we just hit number one this morning. New York Times is going to do everything they can to keep you from being number one bestseller. You know that. I know that.

(Speaker 2)
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? Why don’t we bring a couple to dinner at Mar -a -Lago?

(Speaker 2)
And I said, absolutely, consider it done. So I said, they have to text you, Clay. They can’t text me, because we’ll be getting 1 ,000 of these.

(Speaker 1)
But yeah, go buy a book.

(Speaker 18)
Text Clay.

(Speaker 1)
And we’ll set up a dinner.

(Speaker 17)
I’ll make sure you guys have the absolute time of your life.

(Speaker 16)
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.

(Speaker 2)
So you go to Amazon. That’s step one, OK? Yes. You buy a copy of the book, Pop Quiz. What book? Under Siege.

(Speaker 2)
You buy a copy of Under Siege, and then you screenshot a picture of that, and you text my phone number. It’s 918 -851 -0102. Folks, that is my cell phone number. So we’ll keep that private between you and me and everybody. And then when you text that to me, you a chance to win a backstage pass to the actual in -person business workshop.

(Speaker 2)
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? Now, Eric, your birthday was hijacked, OK? So your birthday was hijacked. January 6th is this man’s birthday.

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

(Speaker 2)
It has to be pre -sale. This just in. It has to be between October 14th. That’s why we’re clarifying. October 14th. Now, folks, let me just clarify this real quick here.

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

(Speaker 1)
That’s the step one. Step two, you text a screenshot of that purchase to my cell phone number, 918 -851 -0102. Three, you have to do that before October 14th. Before October 14th, this just in, it has to be before October 14th. And you have a chance to win a backstage pass to the upcoming business workshop. You have a chance to have dinner with Eric Trump at Mar -a -Lago.

(Speaker 1)
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.

(Speaker 1)
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 2018.

(Speaker 1)
business workshop. Again, Again, you do not have to buy a copy of the book to be entered into the drawing, but it would be great if you’d buy a copy of the book because that would make sense. However, that is all and now back to the interview. Also, Eric, a final question here for you. You are donating a portion of the proceeds to support Charlie Kirk and his continued mission there. Could you tell us about that briefly there?

(Speaker 1)
And then we’ll let you get back to what you’re doing today, sir. Yeah, well, I was on with Benny Johnson. Benny Johnson was a great friend of Charlie Kirk’s, as you know, and you know Benny, and Benny’s a very good friend of mine, and you know, Cash Patel is a very good friend of mine, and was a very good friend of Charlie’s. I mean, you watch everybody that’s up on that stage every single day as they 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.

(Speaker 1)
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.

(Speaker 2)
You stood on that stage as well as anybody I’ve ever seen stand on a stage. You did at Reawaken events all across the country, which you funded out of your back pocket, because you believed in America. You believed in a greater country. And you were on that stage every single day. You know I was on that stage with you every single day. And I was on the turning point stage with Charlie all the time.

(Speaker 2)
on stages across the country and three campaigns.

(Speaker 16)
I’ve stood on thousands of them. And honestly, they don’t want us to stand on that stage.

(Speaker 9)
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, pro -religious, pro -constitutional values. And that’s why I want to donate the funds to Turning Point. I want to donate a portion of the funds to Turning Point, because we can’t allow anarchy to win, and we can’t allow voices to be deleted, and we need to keep Charlie’s legacy going. Eric Trump, thank you so much for joining us. Pastor Jackson, thank you so much for joining us.

Absolutely. Eric, have a great day. We really do appreciate you. Everybody go out there and buy that book, Undersea, just not too early to buy your Christmas gifts. And if you have a Democrat in your family, buy them a copy as well. Eric Trump, take care.

Thanks, guys. See you later.

Transcribed with Cockatoo