Business Podcast | Celebrating 114% Growth In Leads for Doctor Spurrill + “We Never Got Leads from Google, Now Are Getting Tons of Leads from Google! The Clinic Really Depended On Me. Now We Have Systems In Place.” OfficialSynapse.com

Audio Transcription

Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business goal. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place, so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome, that’s really helpful for me. The atmosphere here is awesome, I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. All right, Thrive Nation, on today’s show, if you’re a doctor, you’re a dentist, you’re a lawyer, you’re a mechanic, you’re a home builder, you’re a home repairman, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a home builder, you’re a mechanic, you’re a home builder, you’re a home remodeler, you’re a carpet cleaner, you’re a dog trainer, you’re a dog trainer, you’re a dog trainer, dog trainer, you’re a business consultant and you don’t know how to do business consulting. If there are anybody on the planet and you want to increase your financial and time freedom, this is a show for you. We’re interviewing today a client who we’ve had the opportunity to work with this year and I just am super excited to see the growth and the systemization occurring there. And again, if you want to verify that this person is not just a male model, we did not just bring him in because he’s a beautiful man. No, no, no, no, no, no, no. This man actually owns his own business. It’s called officialsignapps.com. That’s the website, officialsignapps.com. You can verify he’s a real person. And with that being said, Dr. Troy Spurl, welcome to the Rock Time Show. How are you, sir? Doing well, thank you, Clay. Okay, here’s the deep dive interrogation. How did you first hear about us? How did that happen? Well, it was on another podcast. I actually was, I’m a big Kim Clement guy, and so I actually was watching a podcast and they talked about this Mr. Clark. And then that’s how I found you and I reached out and the rest is history. It was a good fit. It was what I was looking for. So they called you a very influential man, and I can basically validate that you’re very much a connector. So it was a good prophecy, I’ll say that. It’s so crazy. This is the first time anyone’s ever heard about my business consulting through a prophecy. So, thank you, Kim Clement. Okay. So, now, you know, what we do and what Devin does to my right, she’s a consultant, and her job is to help wonderful clients like you to implement a proven system and to help you grow. And so, I think what a lot of people do is they’ll go to Thrivetimeshow.com, they’ll look on the testimonials, but I know this because I talk to people every day that do it, and they go to Thrivetimeshow.com, they click on the testimonials and they look at the growth of a company like Tip Top K9 and they go, wow, you guys helped them to double their income, you helped them grow from one location to 10 locations in a very small period of time. It almost seems unbelievable. They see something like a Tim Redmond saying he went from like two clients, do somewhere between five and 20 clients, from five and 20 clients up to where he’s got hundreds of clients and they go, it’s just, I don’t know if it’s possible. You know, they see Jenny here and her husband, Mike with their cute baby having eight times growth. They’re seeing the Colas having three times growth. They’re seeing Papagallos having eight X growth. So I want to get into the nitty gritty of what we’re doing to help you grow your business. So first off, step one, with every client we have to know your goals. I’m not asking you to share your goals publicly, but could you maybe share why that’s important for you and for every entrepreneur listening to know your goals? Well, you have to have something to shoot for and it allows you to get an actionable plan together and then you know each week what you need to do. And I’ll share a couple of my goals. I mean, my big thing was that I was working a lot in my business, not having any time to work on my business. And so that’s been one of the biggest shifts. I’m not even a year, we’re just barely a year in working with you. And I’ve gone from seeing patients, personally five days a week to only two days a week. I’m actually here on my temporary second place right now. I’m working remotely. I could never do that before. And so I’m working on my business more, which is very, very helpful when it comes to just improving, hitting some of the other financial goals. So it’s not all financial goals for me. I did want to pay off some debt from the equipment and other things like that. And we’ve hit a lot of those goals just in year one. We’re a little bit ahead of what I expected actually. You know, step one, folks, I know it helps to see a linear workflow. Devin, are you a visual person or do you prefer just to keep things in a kind of a written form in your mind somewhere? Oh, I’m a visual person. I need it written down on a piece of paper for me to look at. So the workflow to me is a lot of times, you know, consultants like yourself who work here or clients, they say, just seeing the workflow helps me a lot. So box one, you got to establish your revenue goals, homework for everybody out there. You have to know your yearly revenue goals, all right? Then you have to know what are your total weekly gross revenue goals. What are your goals for the week? If you have a goal for the year, what are your goals for the week? I’ll give you an example of kind of a fun story. Long time client of mine, he came to one of our workshops. He walks up to me, true story. He says, I figured it out. I said, you figured it out? This is on like session two of day one of our workshop. He says, I figured it out. I said, what’d you figure out? He says, I’m gonna do it. I said, what are you gonna do? He says, I’m gonna lose the weight. We are not at a weight loss conference. I go, what? Not kidding. Saw the guy about three years later for the first, he’s been a client the whole time, and most of our clients are not in Tulsa. So I hadn’t seen the guy in three years. He’s down like 90 pounds. And I said, how’d you do it? He said, I figured out my yearly goal, and I figured out my daily goal, so I made a to-do list of what I’m going to eat every day and I just put it on there and it was basically grilled chicken, broccoli for lunch, that’s it, every day. Grilled chicken, broccoli, lunch. And he said, you know, I did that every single day since the conference and I’ve lost almost 100 pounds. I’m like, get out of here. So no matter what you’re doing, you got to have those goals. The second thing you have to do in business is you have to know your break-even numbers. Now, now, Devin, you went to college and you know you studied a variety of things in college. When in college with the business classes, did they ever talk about the break-even point? No. Mind-boggling. And it’s because typically a bureaucrat in a college, they don’t have the break-even. If they ever go over the budget, they just raise taxes or find some way to increase fees. And the students aren’t actually paying for college, they’re using loans that are provided by the federal government. So nobody’s actually looking at a budget, but in a business, you have to know your break-even point. And again, Dr. Spurl, I’m not trying to ask you personal questions about your break-even numbers, but do you know in your mind how many patients, I mean, just, I guess this is rhetorical, do you know how many patients you need to break even? Absolutely, we have the numbers established and it’s not just myself. So now we have a full clinic. So I know how much each individual doctor needs to have, each practitioner, and then the clinic as a whole, how much they need to be seeing, and then just the minimal amount of services. So we track all of that, the exact services, that the number of services that have to happen as well. Now we can move on to the next box, defining how many hours per week you’re willing to work. Now this is hilarious. Did you meet Austin yesterday? I did. Okay, so Austin was a guy who used to work in the same building as me. He went, he and his wonderful wife and their five kids, they decided to basically move into the mountains and take a year to recalibrate and really figure out what God had in store for them. So they actually as a family, which I think is incredible, they actually did it. A lot of people talk about it. They actually did it. They moved to the mountains, really studied the Bible as a couple, really recalibrated. And he came back, he wants to come rejoin the team and I have no problem with he left on good terms and he and I share the same religious views he and I both believe that that the Bible is very clear we should be resting on the seventh and working six days rest on the seventh you can find that in both Exodus and Genesis God laid out that pattern work six days rest on the seventh and he believes that the Sabbath is Saturday so he never works on Saturday and I remember that about him but he mentioned he goes, Hey, I want to work six days a week. I don’t want to work four or five, but I want to work six, but I do take off Saturday. I don’t know if you remember that. And I said, I do remember that. So for him, he was very clear. I want to work six days, but I don’t want to work on Saturday because that was his particular, how he views the Sabbath based upon his interpretation of the Bible. We’d love to get your thoughts on that. I think a lot of business owners say, I’m going to do whatever it takes. And then they’re not. Yeah. It’s like, so we got one guy right now, one of my longtime clients and friends, he’s at trade shows, he’s doing I think six weekends in a row doing trade shows, and he also works five days a week because he has a goal in his mind of how many customers he wants to get, and he wants to get those customers before April. So he’s literally willing to work seven days a week and go to these trade shows. But I think a lot of people say, I’ll do whatever it takes, they’re going to imagine dragons, and then they’re not. So I’d love to get your reaction to that. No, that’s a, that was like a mindset shift that had to occur too. And it is funny how much, how mental that is. And a lot of times you get into business and you think you’re doing it to retire. And when you kind of get rid of the word retire and you just kind of, you work and it’s something you’re passionate about. It actually doesn’t even feel like work. And so, yeah, I’m on board with that. And one other thing, I started getting up earlier because I’ve gone to your two days. I haven’t missed a two day since I’ve started with you. So I come down for all the two days because I hear something new each and every time. And a lot of it had to do with the schedule too. So getting up earlier, and I’m not quite as insane as you as far as how early you get up and what you do, but I’m pretty close, I’m getting there. Wow. And so that was a big, big shift. It was a mental shift. And things, just efficiencies started improving, like just everything started to get better. And that’s how I got freed up, was by basically working more days and getting more organized, becoming more efficient. And then our capacity just is, we’re just primed to just explode right now. And our capacity is because of the extra work hours. Have you listened to my interview with Rabbi Daniel Laffin? Have you heard that one? I haven’t. Oh, bro. I’m gonna put it on part two of today’s show. This interview is sick. And the only part you won’t like about it, folks, is what I say. But this guy, he’s a rabbi. And how our conversation started was, I had a lot of friends of mine who were wealthy Jewish people. And I kept asking my Jewish friends, I’m going, why are you guys so rich? What’s going on? What’s the move? I was 25 years old. And a friend of mine, he says, wealthy guy, he’s in his like 50s, he says to me, well, you know, if we’re in a foot race, we’re running 15% more than you. I said, what do you mean? He said, we all work six days a week. And I said, oh, what? And he said, also the word work in Hebrew means worship. So worship means work and work means worship. So we don’t work for the customers. We don’t work for the profit. We work as though we worship. So like that is our form of worship. You might do praise and worship. We view work as worship. Also the word vocation means calling and the word vacation means to retreat from. So we actually view retirement as an abomination. I said, an abomination you do, huh? And he said, we view retirement as an abomination. Like in the same way you might view fornicating, we view retirement. We actually view the idea of retiring as a sin. And I’m going, get out of here. So it helped me a lot to understand that mindset of working as under the Lord. Just powerful. I’ll put it on part two of today’s show. I promise folks, it’s going to blow your minds. So we go back here to this system here. Now, box number four. Devin, you work with a lot of great clients. A lot of clients don’t know their unique value proposition. And so we always tell people, you got to figure out your top three competitors. You got to mystery shop your top competitors, but at officialsignapps.com, Dr. Spurl, he already knows his unique value proposition and already knew that before he met us. How rare is that, Devon, that the client actually already knows? In his case, it’s more of a holistic form of medicine. They treat the cause. They don’t try to just push a pill for the ill. They don’t try to get people on big pharma. They try to get people off big pharma. How rare is it for somebody to actually have their unique value proposition figured out? It’s very rare. It’s probably like one in ten. Yeah, and I find a lot of plumbers, doctors, dentists, lawyers, they’ll say things like, well, we’re the best. Like, okay, so you’re the best tile guy. Okay. So that would imply the other guy’s the worst, right? Like, absolutely. And that’s the kind of the mindset. So we’ll work with you on that, folks, if you feel stuck. The branding, again, you’re a unique guy because you already had a lot of your branding nailed down before we met you. With most of our clients, like we’ve worked with Tip Top K9, we had to completely renovate everything. I mean, we had to do the logo, the auto wrap, the print pieces, the unique value proposition, the offer of the $1 first lesson, the polos, the one sheets. I mean, there’s really, I mean, we had to renovate the entire system, which was incredible. When you think about another client like Redmond Growth, when I met with Tim, this is an interesting thing because here in Minnesota we couldn’t do this, but for Tim we gave him free office space. He officed in our building for free. He was a business consultant but didn’t have a unique value proposition, so we actually had to teach him how to consult, how to grow companies. We had to provide the unique value proposition. We made his logo. We made his website. We did all the sprint pieces. I mean, we went through a massive laundry list. Very unique, though, that someone already has their branding nailed down. Devin, how unique is it that a client, because you work with a lot of clients, that the client already has the branding nailed down? It’s very unique, and it’s also, it’s great because when Troy and I first started, we were like, you know, right from the go, like getting the systems and doing that. So it was just, it was like 100 miles per hour, like from the first call. So the three-legged marketing stool, this is the three moves that you need to use to acquire customers. Now for every client we work with there’s a different three-legged marketing stool. As an example, go back to Redmond Growth. Redmond Growth in America today, if you want to get depressed folks, go to usdebtclock.org. It’s a great way to get depressed. Go to usdebtclock.org. We have nine million self-employed people in America. When there’s 330 million Americans that we know of. So you have three percent of the American population is self-employed, three percent of the American population is self-employed, and according to Inc. Magazine, 96 percent of businesses will fail in the first ten years. So you have, it’s again, three percent of the population is self-employed, but only four percent of that three percent actually build a successful company ever. So it’s a very rare thing that people are successful by default. So when we worked with Tim Redmond, I had to help Tim. I said, Tim, we got to contact business owners and we need to cold call them. So I helped him get a list from a company called Data Axel and others. You pull a list of the contractors, doctors, dentist, lawyers, you got to call them. Then once you call them, I had to help Tim write a script of what to say. So the cold calling was one third of the business. The next third of the business was, um, he could invite his clients to one of my in-person workshops. So if I had people that came to my workshop and we were booked out, I could refer people to Tim. So we had the workshops going on. We had the calls and then I helped Tim, um, learn how to turn his speaking events. He’s, he speaks publicly into leads. And so that was his three-legged marketing tool for your business. You have a three-legged marketing tool as well. Uh, we got to get Google reviews. We got to get Google reviews. We’ve got to get those Google reviews from happy customers. Second is we’ve got to make sure you’re getting on podcasts where people can hear your voice. Very important that we do that. And there’s other things we do, too. But third is the internal marketing, making sure that your customers and patients know about the services you offer. Can you talk about the mind freedom that that gives you as a business owner, as a doctor, knowing that you have three primary marketing systems that you need to, three figurative spinning plates that you need to keep going and not 53? This actually is what probably, other than the entirety of seeing the layout and knowing that you’ve already figured it out, I just have to do the work. So this area was the marketing, this was a big, big deal for us because we kind of had all of our eggs in one basket, if you will. So if something happened with that basket, then we’re stuck. Whereas now we have complete peace of mind because we have different funnels and different people coming in from different areas. We’re able to impact people from all over the country. And we have multiple different systems in place, the podcast, the internal marketing, and a lot of the, like we never got Google, people from Google. And now we’re getting consistently weekly people from Google. So a lot of what you talk about when it comes to the marketing stuff, that was actually foreign to me. So we were pretty set up with branding and other stuff like that, but that was, boy, I was learning on the fly there and boy, has it ever impacted us? Because our numbers are significantly changed just in less than a year when it comes to just where our patients are coming from and our clientele and that’s for me that’s like one of the biggest just I’m just happy because there is peace of mind about and not worry about where are we going to get our next client or customer it’s we’ve got multiple funnels it’s great. And I’m taking notes as you’re talking so I’m making sure I’m not misquoting you but I think you just said, we never got leads from Google. Now we’re getting a ton of leads from Google. I think that’s encouraging for somebody out there who doesn’t know how to generate leads if you’re in the medical field or you’re a doctor, dentist, lawyer. And then I think you’d also said that we’re barely with you a year. And how would you describe the transformation over that year? So this, in one month, it’ll be a year. So we’re basically 11 months. And so the transformation has been, the clinic itself really depended on me. Like if I got sick and I went down, we’d probably lose 50% to 60% of our revenue. And that’s not good, because that means the business was about me. Right now, if I went down, the practice would probably improve. And so because we’ve got a team of doctors, we’ve got systems in place, and so we’ve got a lot of processes, and they understand it now. We’re working on scripts and all those things, because we keep identifying areas that we can improve on. And so now they get it. They understand the process and the flow. They’re just getting to the point of doing it. And even with that, just having a great team, but also having people waiting in the wings to step up because now they want to be a part of this team. So we’ve got just a great system. That’s going to be very clear. Again, I’m repeating this because I think somebody needs to hear this. You’ve barely been a client for a year. You’re saying we never got leads from Google. Now we’re getting tons of leads from Google. The clinic used to depend on you. And now we have a team of doctors and systems in place. I just encourage everybody out there, you can do it. Don’t be stuck. Okay, now back to box seven. Sales scripts, recorded calls, one sheets, print emails, lead trackers. Box eight, we’ve got to figure out your sustainable customer acquisition costs. We’ve got to figure out what does it cost to get a new customer. Nine, you’ve got to create these core repeatable actionable processes. I call it CRAP, core repeatable actionable processes. These repeatable actionable processes, I don’t want to deal with all the detail crap. I’m more of a vision guy. No, no, you’re a broke guy if you don’t have the systems in place. Well, I don’t like to focus on the crap. I focus on the main idea. No, no, no. You’ve got to master the craft, the core, repeatable, actionable processes. You’ve got to chop wood, master the art of chopping wood, hauling water, get good at the basics. Box 10, managing people. People? I want my people to work remotely and manage themselves. No, people cannot work remotely and manage themselves. Even huge companies like X, which I’m not a big fan of Elon Musk, but you got X. You got, I’m not a big fan of Elon Musk because he’s the one who created the mRNA technology in CureVac, which is putting all the shots, not a big fan of that. But even people like Elon Musk have found that when they lay off huge amounts of people that work from home, it doesn’t impact the company at all because they didn’t do anything. You’re seeing Bank of America now is threatening employees with, you have to come to work. We’re not going to work here anymore. Well, yeah, because the people that work from home do nothing. Why? Because people are wearing sweatpants till 2 in the afternoon. OK, 11, you’ve got to create a sustainable and repetitive weekly schedule. 12, you’ve got to create a human resources and recruitment system. 13, you’ve got to nail down your accounting. You’ve got to automate the earning of millions. You can’t just make a lot. You’ve got to keep a lot. It’s not how much you make. It’s how much you keep. And Devin, you get a chance to work with Dr. Spurl every week. How would you describe what it’s been like to work with this man? He’s great. He’s always, you know, answers every call and the tracking sheet’s always filled out. He does a great job and I’m super glad that we work together. So I got to ask you this here, final thought here, for anybody out there, Dr. Spurl, if they go to thrive timeshow.com, we say it all the time, I’ve been saying it for years, we always do a free 13 point assessment. We do a business workshop every two months. What would you say to anybody out there that is watching right now who’s thinking about becoming a client, who’s pondering the idea, what say you sir? Just do it and be all in. If you’re going to do it, do it. You don’t have to reinvent the wheel, you just have to listen and apply the knowledge. And so it’s all right there and it’s kind of like the Bible. I read the Bible as well. And when I read the Bible, I’ll learn something new every time. There’s always a gem. Every two day I’ve gone to, and I can’t remember how many you’ve had since May 4 or 5, but every two day there’s something new I hear from you or from one of your clients about stuff that they struggle with and then here’s a solution. So it’s just, you know, it’s just a good decision to get organized and improve just how your business is operating. But when you’re walking with people who are like-minded and focused, and you just perform better. So many, many businesses I know are struggling and people are struggling to get it right. I just encourage people to take the leap and then just be all in, just be all in. Now, right now I get to have a documentation. I believe that you are up 114% growth in leads. The lead flow is up 114%. Is that accurate or is that hyperbole? That is accurate and exciting. That’s incredible stuff. So my closing thoughts would be this. A, folks, to my right is Devin. If you decide to work with our consulting program, because I don’t work with seven clients, I work with 160 clients. The only way to do that without cloning myself, which I don’t think is ethical, but Elon Musk is into that sort of technology. So back to Elon Musk. But no, seriously, if you want to work with our team, you’ll be working with happy people like Devin. And her job is to guide you down the proven path. And then my job is to create that path. And so it all starts with a 13-point assessment, a brief assessment of where you are versus where you want to be, kind of a look in the mirror, kind of a check up from the neck up to look at your business, look at your plan, look where you’re going, and to design a customized plan that will get you from where you are to where you want to be. Dr. Troy Spurr, I’ll give you the final words here. Yeah, it’s been just a pleasure working with Devin and you, Clay. And one of the reasons why, and Devin, I’ve never shared this with you, but I like working with you because if you help me duplicate my business, I know Clay’s doing what he needed to do, right? So what’s happening with you at Thrive Time is exactly what I wanted with my business and it’s happening. And so right out of the gates, Devin was just super helpful with making changes on the fly. I’d never been in a meeting where we actually did what we were talking about in the meeting and it was done before the meeting was done. Oh, I do that all the time. I know you do. You’ve got to come at some point to one of our Monday morning meetings and watch me do it because I will stop the meeting. If someone’s like, we need to fix this on the website, I’ll say, let’s stop and do it now. Or if someone’s, hey, I didn’t get a chance to upload my video testimonial, but I’ll do it after the meeting. I’m like, no, let’s just stop the meeting and do it now. So I usually start and stop my meetings about four to five times per meeting and it gets it done. I can’t tell you how much of a game changer it is to work with people who do that though because it was instant results and so it’s just like it’s gratifying as a business owner instead of you know just doing a checkup follow-up constantly week in week out with this long list you’ve got people just doing it right on the right on the spot there it was it was awesome to work with. You are the best thank you again folks that’s official synapse.com that’s the website if you’re looking for a doctor in all 50 states that actually will treat the cause of the problem and not try to push a pill for every ill. Check out officialsignapps.com. It’s officialsignapps.com. Take care, sir. Have a great day. Thanks. You guys, too. Bye-bye. Hi, I’m Ryan Wimpey. And I’m Rachel Wimpey. And the name of our business is Tip Top Canine. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done, we’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all this stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So, no one has a marketing team, too. Most people don’t. They can’t afford one. And their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean, really ride them to get stuff done and stuff is done so fast here and people there’s a real sense of urgency to get it done. Great. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys I’m Ryan with Tip Top K9 just want to say a big thank you to Thrive 15, thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing and this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month. And we still have time to go. We’re just thankful for you. Thankful for thrive and your mentorship. And we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you. Thank you. Thank you. Times a thousand. The thrive time show today, interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan. We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t loan. We’ve built this facility for you and we’re excited to see it. If you go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to your call. Well, okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s an up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, let’s say that your average number of clients was 30 and you go to 100. As a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with. So I’m looking, we’ve been good friends 7, 8 years and I’ve got doubled 5 times. Which is just incredible. I mean the first time you do it, that’s one thing, but when you do it repeatedly, I mean that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. That’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. Right. And the best executives, Peter Drucker is a father of modern management. He said the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with a script here, I, you know, I, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually we try to get one appointment for every hundred calls. We make two to 300 calls a day per rep. Right. And she’s been nailing down five and eight appointments a day. Somebody out there is having a hard time. On that script. So she’s making how many calls a day? She’s making between two and 300 calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, and or let’s say you buy a personal computer, a PC, the computer is made by, let’s say, Dell, but then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road maybe 2013 2012 okay, so 2012 and at that time I had five years removed from the deep from the DJ business And you were how many years removed from tax and accounting software. It was about 10 11 years we met How did we remeet? What was the first interaction or some interaction where you and I first connected? I just remember that somehow you and I went to Hideaway Pizza. But do you remember when we first reconnected? Yeah, well, we had that speaking thing that… Oh, there it was! So it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship. But I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn. I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. You know, working here, you can’t be a mediocre person. You are a call to a higher standard of excellence. And then as you’re called to that standard here, you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay, are people that are going somewhere with their life. Marshall, in the group interview, talks about how, you know, the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory, and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship, that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I’d say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business whenever they have a win. He’s posting it all over his social media He’s shouting it across the the room here here at thrive You know he’s sending people encouraging messages he can kind of be that that life coach and business coach in terms of being that a motivator and that champion for people’s businesses, it’s it’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people, in short, anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay. I literally carried a notebook with me all around. I was looking at this notebook the other day, actually. I carried a notebook with me all around, and I just took tons of notes. I filled the entire notebook in about three or four months just from being around Clay, following him and learning from him. And then I would say come coachable. Be open to learning something new, be open to challenging yourself, be open to learning and adjusting parts about you that need to be adjusted.