Business Podcast | Creating Time-Freedom Producing Business, The Brown Van Song & More + “If you don’t use Clay & his team you are going to be spending half of your time trying to figure out the online marketing game.” – Ryan Wimpey

Audio Transcription

Get ready to enter the Brivetime Show. Good looks as the father of five, that’s what I’m about So if you see my wife and kids, please tell them hi It’s C and Z up on your radio And now 3, 2, 1, here we go We started from the bottom, now we’re here We started from the bottom, and that’s what we’re about to do them online website one more time it’s a highway church dot us highway church dot us highway church dot us should you be in need of a band and I even be of a Christmas party coming up maybe there’s a big church service you got maybe you’re maybe you’re you’re maybe you’re having a Civil War reenactment event and you need a band I don’t know okay well see maybe if you do that’s an interesting thing okay so we’re gonna do now is we’re gonna answer all the questions on the board. I just wanna make sure that you understand this idea, we understand this idea. The purpose of a business is to create time, freedom, and financial freedom for you and your family to do whatever the heck that God wants you to do. Are we on the same page? Okay, so the purpose of building a business is to create time, freedom, and financial freedom so you can do whatever the heck that you want to do. Are we on the same page? So the purpose of business is to create time, freedom and financial freedom to do whatever the heck that you want to do. Now, I’m not saying that I’m the arbiter of what you should be doing. I’m saying that’s a conversation that you’d want to ask God what you should be doing. So I’m just going to show you examples of some things that I’ve been doing that maybe you think are a complete waste of time. And that’s fair. That is fair. You can judge. We’re on the same team. It’s okay. But let’s pull up the agenda, Sean. And let’s look for the word waterfall. The word waterfall. Okay. So what I wanted to do, how many of you like waterfalls? So my whole thing is like, I felt like it was a want almost a need. Maybe we’ll put the word pool, Sean. Pool. My whole thing is I wanted to have a backyard that, you know, could be, yeah, click on that. That would be like a place for a key on a resort or a retreat you know you put your bets your backyard that’s kind of what I want in my backyard to be like and so you know this was my son years ago DJ in the backyard this is This is Clay hanging out with the kids at the pool. But that’s just the kind of stuff I like to do in my backyard. That’s my backyard. You might say, you are wasting your time. No, no, no, it gets better. Go to YouTube, type in brown van. I had a brown van, and my wife told me not to drive it anymore. And I’m like, where did you get off telling me to not drive a van that’s missing a door? So he’s had been brown van. DJ Klavis, come on up here real quick. Come here. So DJ Klavis, DJ, CLAYVIS, brown van. DJ, CLAYVIS. Yes. Oh, she’s going to a cheer thing. It’s not that I didn’t want him to drive it. It’s that we lived in a neighborhood with the H, what’s it? HOA. Homeless Association. HOA. And I am like, let’s all get along. I don’t like to upset people. That man really upset people. He didn’t have a door because I broke it off. He would park it outside because we never had a garage because all the DJ equipment would be in the garage. And so they would get really mad. And so I’m like, we need to get rid of this. And the fact that they got mad, it just made him just more defiant about it. So he would drive, we had an empty lot next to us in this neighborhood with H-O-A. He would drive it around the back and park in our backyard. Which she does it when she fails to understand what she does. We pray for her. Is that we are not in a neighborhood is literally so much stress from our lives getting out of nature. Well, she’s saying it’s an emotional rant. It’s not based on facts. So we’re at the Silverwood neighborhood. We’re in a Silverwood neighborhood. And it was after it was over with. It was starts to start at Silverwood. Silverwood started with our first neighborhood problem. We’ve always had HOA problems. We’re 22 years old. For some reason. We’re 22 years old, and I said to my wife, I said, we’re driving down the river, I said, hey, I’d like to build you a house. So I was going to graduate that May. We had gotten married the summer after our sophomore year. So we built a house. So we built a house. So I move into the neighborhood, and I get a call. We did not have this before the brown van. It didn’t exist yet. We had a painted DJ van that was painted. It said DJ Connection on it, hand painted. I got a name of Mike. Sean, you can pause just for a second. I got a name of Mike calls me. Mike calls me and he says, my name’s Mike. I’m the president of the HOA. And our neighbor was kind of like your upstairs, like where you live now. And he’s like, we have a situation where there’s a van and I’m sure we can work through it because we love you. We love you. We’re on our team here. By the way, I mean, he probably works directly for Xi Jinping. I mean, it’s probably, you know, it’s like the CCP music gave it away, but he calls me and he’s, you know, so he called, and if you could just think about the communism, the Marxism, the death, all of it, he says, the freedom killing, if you could just make sure that your painted vans are not visible from the road, that would help because I’m getting a lot of complaints and I said fine. So I built a nine foot high privacy fence. I poured enough concrete to fill up this area. And I parked a fleet of vans in my backyard. True. And it was fine. I think that was a good concession that you couldn’t see him from the road. I don’t know what else we could have done other than move. And then Mike calls and Mike goes, hey, there’s a woman in our neighborhood, concerned Wendy, she’s very concerned about you. And she wants, she just feels like it’s unethical for you to run a business. It seems like you have probably 10 to 15. This is the picture of our backyard behind, this is the fence over here. She’s like, it looks like you have 10 to 15 employees that work there. I’m sure that’s not true. So I just want to know if you could just, you know, address it in writing. I said, oh yeah, yeah. So I ran for the HOA presidency. He did. And I finished in second. So I got the job as like the VP. So the VP fills the complaint. How many of you been on a show? I ran. It’s like no one saw him in person. It’s like they send out a vote. So people didn’t really realize who they voted in. I’m campaigning strong values. The band got a high property value. That’s what I care about. Protect your value. Protect your home. Protect neighborhood first. Yeah. Neighborhood first. And so I won VP. So the phone complaints come in. And Mike calls and says, hey, you’re going to be VP. You have to answer the complaints. I said, oh, really? Great. I’m 22 years old. Oh, really? Wow. I did not know. Thank you for telling me. I did not know. This, thank you. I’d be honored. So phone voicemail. This is Wendy. Very concerning. A man, it’s gotten worse. He now has at least what appears to be six to 10 vans now. And they’re doing commerce, that could be drug dealers, very dangerous. Would like if you could deal with this promptly, please call me back. That’s why we have an HOA. So I call her back, is this Wendy? Wendy, hi, hey. Hi, I am your neighbor, good to meet you. And thank you, I’ve told your complaint, I’ve documented it, I’m going to go to the homeowner and give it to them. I will personally deliver it to them in a way where there’s an understanding they’re going to get it direct from me. So can you tell me directly what you’d want to tell him? He’s such an ass. He’s just a jerk. He doesn’t care. It’s just 3 in the morning, men are pulling in. I don’t know if it’s like a DJ business or what it is, and there’s yelling all the time, and there’s rap music, and just can’t even sleep. And just, okay, I’ll tell him. And I continued this for about 18 months, 24 months. And then we had the HOA pool party. And she was like, you are him. I said, I am him. I am he. He is I and I is him. She’s like, you? I’ve been complaining to you about you. I’m like, oh, yeah, I got all the complaints Wendy So we moved to another neighborhood And I got my brown van and it doesn’t have a door and how many of you men out there have a vehicle that you’re Emotionally attached to that. It looked it works. Great doesn’t look great, but you love it. It’s your van. I just liked them if they were cheap and they worked. He’s like, I don’t care. I don’t care what I drive. I just like to be cheap and to get the job done. We’re in the Raven’s Crossing. Raven’s Crossing. Anyway, we’re there. Ah, ah, the Raven’s Crossing. Yuppieville, you know, new Whole Foods, Walkable, you know, get out of here, Neighborhood Pool. So I got my van parked and Aaron you run neighborhoods. HOA, you sell these, you sell the neighborhoods, you build the neighborhoods. How big of an issue do Dick and HOAs become, Aaron, real quick here? Well they can become disastrous if the wrong person is in charge of it. They can become places that are like a living hell to live in. Yes they can. You get harassed by the HOA. So I got to the thing where it’s a marital problem because my wife would tell me, honey you need to get rid of the brown van. I’m like no. Just because it’s missing a door doesn’t mean it’s not good. It’s a beautiful majestic thing. And he really didn’t care and so it didn’t bother him. Like you can complain all day and he’s like okay and he didn’t care. So but I am getting stressed. I’m like these people are gonna get mad at us and then it really came to a head when he went with Aubrey to go pass out signs for a client or like door brochures. We went door to door knocking on the doors and Aubrey was selling something for Boy Scouts or something. Yeah, or it might have, yeah. It’s like Boy Scouts, cookies. The next day, we’re the first, we always would get the first lot when you get in because we thought that way we don’t have as many neighbors, we’d have a bigger lot. We were trying to be conscientious. Well, they put a no soliciting sign like right where you come in. Marxism. And it was in response to him going around with our sign, which really hurt my feelings that they would do that. Well, Clay, all of a sudden I come home and the No Spill Sing sign is gone. I said, where’s the sign? So finally, it comes out that he threw it in the river. And I said, I’m crying at this point. I said, Clay, you have to go get it. He goes, no, I don’t. They can’t put that in my yard. It’s actually the neighborhood’s yard, because we’re the first house when you go in. And I’m crying, so I said, the thing is, they come to this house and you’re gonna be at work and they’re gonna ask me and I’m gonna have to tell them the truth. And so please go get it. So he did go back and get it. I had to find it on the riverbank. I had to find it. Crazy. So anyway, I was super mad at her. So I recorded this song. And that’s what you do with time for you. Let’s hit Yo, this song goes out to the 1984 Chevy Browns She runs this city She runs this city Like x-facts DJ Clavis is back. It’s the most caught vehicular in the history of man It’s about 20 up. It’s the brown van. It’s tight like pants at the rodeo So like Apache, jump on it when I drive my slow It’s luxurious with brown exterior It’s so pimped out makes players feel inferior Two wood cup holders in a deluxe light show Tinted windows in a huge fricken stadium show Like Mario and Dreddy when I drive my ride I’ll straight drag race ya like I got nitrous oxide Sometimes I just have to pinch myself As I marinate about the brown van, civil as well Yeah I bought it for a thousand of straight cold cash Just to intimidate the seller I spread it on his dash Then I said, homie, sell me your frickin’ van I’m the king of crunkin’, I just bought your van Now with my purchase, I got a batter in back So I can get up on the roof and talk my smack I talk my smack like my name is Smack Man I gotta be real, I love my brown van I can’t help being a true fan This is how I feel I can’t help being a true fan This is my best thing If a fighter Doesn’t touch my side Let’s go. Let’s go. Let’s go. It’s the 84 Chevy van, the talk of the town Like a new dude on Viagra, yeah, what’s up now? You see pimps and hustlers, this is why I’m hot When you see Brown Van coming, you better put on sunblock Yep, and she looks good from behind She was born in 84 and she’s got final with time And as a matter of fact, her top speed is 85 That was just cool with me, cause I drop slow to give people fives I got people lining up for days and weeks Coming to my crib just to see what Brown Van leaks But please it doesn’t mean that your man can sex me This is what I do with my time He does love it and I I Much being real with you just trying to help you get nobody’s helpful This is disturbing, but hopefully get stuck in your mind because it’s not memorable. You won’t remember it Okay, so what happens is is I just have no time for emotional, low energy, low frequency, bitter, angry, dysfunctional, circular thinking assholes. And I’d rather go write a song about my brown van than talk to you about dysfunctional jackass. We’re not going to solve the problem. I’m just all about action. You know what I’m saying? Action. So you might think that is the worst use of your time. That’s fine. But there’s other songs you might have to hear today you know my wife made me get a vasectomy which is a crazy thing you know we had five kids I’m gonna have a vasectomy no I’ll just be celibate forever. There’s a story with that. There’s so many stories. Every time I get pissed it turns into a song but you have to have the time. I’m gonna tell him real quick. When he finally said okay he’s gonna go get his vasectomy he went in there and they had him take Valium or something. I was with him. And then they told him to take his pants down and he said, but I’m awake. And they said, well, I know. And then the guy laughed and he says, I’m not doing that, Vanessa. I’m not going to take my pants down and be awake and have them do whatever. I can’t have them saw my boys while I’m awake. No. I went out and I told the doctor, he said, he won’t do it. He says he won’t take his pants down. I said, go get him. And he said, well, if he won’t take his pants down, there’s nothing I can do. And we had to leave. Okay? And Clay’s plan, so he said his plan was, Don’t worry, Vanessa, I got it all figured out. He goes, We’re just not going to have sex. I was like, We have five kids. That’s not going to last very long. All, we have five kids in five years. Okay? That’s so potent. There are twins in there, okay? But there was a miscarriage. Shonda! So, I just said, like, this is not going to work, I know it’s going to happen, I’m going to end up pregnant and the doctor said because I had twins, I’m more susceptible to have multiples. I said we could have triplets next time and we’ll have eight kids. So anyways, I was very stressed about this, I had to take it to the Lord, like everything because I can’t, you know, God has to talk to him about it. Yes, so God did talk to him, he came back one day, he’d been at Walmart and he was all solemn and like I don’t know he said I’m gonna get a man who had lost his dreams and his hope and I was in line behind me and he was like I told me this because he was like there were so many kids he probably had 11 kids and I’m like how are you he’s like good like you okay yeah like so you know your kids yeah he should have had a vasectomy. That was sort of where… So, he came up with a plan. He said, this is what we’re going to do. Before you go in, you’re not supposed to have any alcohol. So, because they give you Valium. And Valium had the opposite effect on him, by the way. He got me fired up. I got more… How many of you got a vasectomy and you got pissed off about it? You were mad. You were like, your boys wanted to fight to the end. Okay. Okay. So he goes, I’m going to stay up all night working, Vanessa. He goes, and I’m going to drink alcohol. And then the next morning you’re to drive me in and I’m going to be hammered. I’m just going to be hammered. I had anything to drink because they’re going to ask. I said, okay, so that’s what we did. And it worked. That was the move. Anyway. Thank you for sharing that. Thank you. That’s good. But I say all these stories to say like, you know, I, I, I recognize we all have different interests. How many of you like to go hunting? Who likes to go fish? Who it’s not about the catching the fish, it’s about the experience, the nature. Who likes to bowl? You have a wrist brace that you have purchased to improve your game. Yes, Nick has the brace. Who has a ball with your name engraved on it? Yes! Yeah, who has a shirt with your name embroidered on it? Oh Clay there is a line there it is okay Who here who here you like watching sentimental movies, and if you don’t cry it doesn’t it’s not worth it. It’s just like you want to Jack Rose Jack who wants it who likes sentimental movies Hallmark Chris who likes going for a walk through nature Who likes watching Bob Ross even now? Who does not know who Bob Ross is? Pull it up, man, pull it up. Deal with it. This is my time, Freedom. You have entered into… Now, why this is good. This is day two. We all know each other. You’re saying, oh, hell, I’m stuck. I’m learning some things sometimes, but we’re just stuck here for a while. We’ve already traveled here. We might as well. Okay, so Bob Ross was a guy who turns out he was high a lot. Turns out, shocking. And so Bob would get up there. He’d crank it up there, Sean. I’ll use a two-inch today. Pull it through the paint, wiggling it. See? Wiggle it. Other side, pull it through and wiggle it. You need a lot of paint in the bristles, just like with a one-inch brush, to bring it to a nice sharp chisel edge. Wiggle it, that loads of brushes, the bristles I mean, loads of bristles, and by wiggling it and pulling it, it pulls the paint toward the end of the bristles. I am so asleep. No, no, it gets better, it gets better. Scroll, go through a little bit here, go through, go towards the end. Here you go, click some more, click there, click there. Click some more. Here you go. Look at that. And then a nice little tree. And he lives right here in this brush. And I live right here in this brush. Push him out. Each time you start a new evergreen. Pause. When I was a kid, my mom would try to speak to me. You know, I was like 12 years old. And she’s like, honey, can we talk? I went, no, I’m watching him wiggle it. Wiggle it. Wiggle it. Happy tree. And how many of you watch Bob Ross and I’d be sitting there by myself for hours And I actually became pretty decent at painting and drawing just watching Bob Ross my mom’s like you’ve been here You haven’t eaten anything. Are you okay? We’re good. We’re good Okay, so how many how many you’ve written down? Hopefully somewhere on page four things that you’re excited about, things you’re into. And so the purpose of a business is to make money so you can get back to the crap you want to focus on. Does that make sense? I watched Pastor Leon, we were in Batavia, you were there, and it was such a great story. I’m going to bring up Pastor Jackson here because this story isn’t about Pastor Jackson and this is called Spiritual One-Upsmanship and this will make you think less about Pastor Jackson moving forward. Thank you. You’re welcome. So, we were in Batavia, were you there? I was there, the cornfield. And Leon, how many of you saw Leon yesterday? He tans a lot. You know, he’s got more. And so he’s, he’s out there and I’m not kidding for five hours. Did you remember that? Did you have, you saw he’s out there for five hours praying for people. Did you see this? Oh yeah. I remember this. Where’s this Batavia? But we’re in New York and he’s in there. He is, he is sweating. I mean, he is profusely and he prays for one person and they’re like, could you pray for my husband? And then yeah, and he’s this is in New York, you know, and they’re going could you pray pretty soon in Vanessa? You saw it’s like five hours of people He is just praying and I’m like this guy’s gonna pray for four thousand people And he did and I know his wife is like we need to get him a water. He’s losing his voice He’s getting feeble and I’m going we need to get him water, we need to get this guy, because he was in, it was like a non-stop prayer-a-thon, but he didn’t make any money doing it, he just felt like he was supposed to be doing it. So you’re a pastor, you weren’t the one out there for four hours. No, I was not. Okay, but I’m going to ask you though, seriously, what motivates you to share the gospel? I don’t get it. Love for God, and love for his people. Those are things. But it doesn’t pay. It’s like a high income deal. Not really. And when you started out is that you took over the church, shared in church. They were down to 40 people. Yeah. So 40 members, you got to realize membership is not member attendance. So you have 40 members, 40 members. How many? So how many show up? It was like 25 was amazing. It was a great you got a mirror. So it looks like more people. Okay. Yeah. So here’s the bad part. The building that we were in. You ready for this. It’s seated like eight hundred. And they all said nobody’s set up here. They all sat back there. And so reaching Russell’s like a staff meeting. It was a blast. OK. I’ll bring up Ryan to stay. Keep Ryan up here with you Jackson. Keep you up here. And then Ryan you’re going to read off the question on the board. I’m going to keep you guys up here because I wanna get into this. But again, Jackson’s a pastor, so he’s motivated by ministry, but you also do business, Jackson, do you not? Absolutely. So you do landscaping, you run a casino, what do you? Jackson, Jackson, come over here. You can give Ryan that one, I’ve got two over here. Okay, what do you do? Do you run a casino, do you sell weed? What do you do to make money to fund the church. So I just recently acquired actually a fencing company, but I started my first business when I was 15. It was a lawn care. It still operates today. We have a real estate investment company, so we’re kind of doing all kinds of… But ministry is what you care about. I have business so I can do ministry. Make sense? It’s more of a medieval times. Kind of a medieval times. Okay, so let’s go ahead and read the questions, Ryan. And then do we have an eraser nearby? We have an eraser? Let’s use a, yeah, let’s use the, here you go. Boom. I’m sorry Zee fired you in a fictitious way yesterday. I like you a lot. Okay, let’s keep going. Tips for remote daily huddles. Who asked that question? Okay, the main thing is you need to look into their soul. So there you go, next. No, it’s big though. So I recommend you do like a Zoom where it’s like a big screen. Like that TV, it was about $400, $450 I think for a 70 inch, I’m not kidding. I would have all your employees have a huge screen. You have a big screen in your office and then make sure that they are on camera and that you’re looking at them. Because that’ll catch any of the jackassery. And that would be the pro tip. So a lot of my clients do this remotely, and they find if you don’t do the video part, there’s jackassery occurring. Make sense? Shocking students didn’t study online during the lockdowns. Turns out, okay, what question do you have there, sir? Is that a good follow-up, or do you have more follow-up questions? Yep. Yeah. I would just find a way to get together. And I’m not sure to be a jerk about it, but it’s just so important. And I’ll give you one story. My wife and I had a friend we knew named Josh. And I won’t tell his last name, but it’s a true story. Josh calls me one time and he says, dude, you’ve got to come meet me at Williams. You remember Williams, the glass tower stairs? Remember downtown Tulsa, the glass tower? It was a big deal. Do you remember the glass tower, Tulsa? You were in Oklahoma City. It was a big, now it’s the mayor’s office or something. But he says, dude, I got a job at Williams. And he was like 25. I’m going, do you work at Williams? This is because they’re our first friend to have a real job that paid six figures. They’re our first friend. He’d pushed through the glass ceiling. I’m going, what do you do? He said, oh, let me bring you up to the office. You can meet everybody. I want to show you what I do. There’s cubicles everywhere. Who’s ever been in an office where there’s cubicles everywhere at a high rise? And I said, so what are you doing, Josh? He goes, dude, you’re gonna love this, man. I go, what are you doing? He goes, look at this, there’s a Nerf football. It’s a Nerf ball. He’s like, I’m gonna throw it. People are gonna lose their crap. And then I’m gonna immediately blame people and tell them to get serious. And I’m gonna freak out. I’m gonna be like, we gotta get, and then they’re gonna lose their stuff. And the whole day will be defined by this and Then we’re gonna leave and we’re gonna go work out together We’re gonna go to the gym and my boss only promotes people who stay late So I’ll come back at 430 and then we’re gonna go hit the weights. We’re gonna play soccer. We’re gonna go to the gym We’re gonna have to dinner But as long as I come back at 430 and stay till 6 My boss thinks I’m incredible and I usually have to send a group email that accuses people of that which I’m doing. I’m like, no way. He goes, also I’m duly employed. I said, duly? He goes, oh, it’s a move, I’ll tell you about it at lunch. So, Josh was full-time employed at PeopleSoft and Williams, two full-time salaries remotely at PeopleSoft. Neither job did he ever do anything, true story. So we’re there and he goes, all right, you ready? It’s gonna be off, watch. So he throws the ball, Nerf ball. This is like his routine. He throws it and then it lands and he’s like, oh come on, get serious. We’re adults here, right? And people are like, well I don’t know who would throw the football. Now there’s like 80 people in corporate America. None of them have moved their body all morning. They’re all like, well would you look at that, Daryl? I can’t believe it. Carl, who would throw the ball? And Josh is, this is serious. I’m gonna write a report. I wanna know, who? And then the whole, he’s like, now let’s go to lunch. And these people, because who’s been in corporate America? Who’s seen this jackassery? And then we’re at lunch, and I’m like, you do this every day? He goes, it’s amazing. And the thing is, you can’t get fired, and it’s all about circular logic, and meetings, and efficiency, and auditing. And I’m in auditing, so I just make up accusations, and then they have to pursue it to the nth degree. And Kirk, you know probably a little bit about this, because you know corporate America, do you not get the long emails? Who knows what I’m talking about, corporate email where it’s like a chain of 24 people on the email? And he would say, it’s like, due to recent lack of efficiency within the workplace, I demand an audit of yada yada in the department, there appears to be a lack of, and that’s the job. So but if that boss had made him like actually spot check him throughout the day, he wouldn’t do it, you know, and as a self employed person at the time, I was this friend, but I also came home, I talked to my wife, and I’m like, he does. I was pissed. I’m like, you do nothing. He’s like, I’ve never done anything. That’s the thing I do is nothing. I’m committed to it. So that’s why you got to do it. Now, who here show hands, you’ve been on a conference call, and you know, for a fact, the person you’re talking to is not paying attention. Okay, that’s just it. Okay, next question, let’s do it. How to avoid censorship and deplatforming for an app? I don’t know that I have an answer for that at all. Who asked that question? I wanna answer the question, but okay. I don’t have a method for that, but I’ll tell you what I know, and I’m not being, I’m being very direct, but I don’t, what is, I don’t wanna go somewhere that people don’t want to all go but I just want to throw it up here is General Flynn who’s I love and respect, you know chase bank censored They basically said you can’t use your bank. You can’t bank here anymore because of your political views your reputational risk Okay And and then a lot of people my wife will try to wire them after the event like you’re trying to you’re trying to pay Reimburse someone via PayPal, you know for their travel expenses or whatever and then PayPal doesn’t go through for a lot of people. And then the company we had to use to process ticket sales, they then said they couldn’t work with us because we’re not safe and reputational risk. And then every venue we took the reawaken to, every time, every single time we’ve taken an event, we’ve averaged one and a half venues per location where we had to like move. Like in New York, we had to change the venue three times because the church would cancel us. The church would say, we can’t do it. It’s a reputational risk. The concert hall, the, and again, you’ve got people like Grimes and who’s the rapper right now, Travis Scott that does the demonic seances. You’ve got what, uh, Sam Smith dressing up like a demon, the Grammy sponsored by Pfizer, that’s fine. But so what I have found is that every organization that said they wouldn’t cancel us has canceled us. Even Vegas. Even Vegas, yeah. Vegas can’t. Vegas has a high moral standard. So we had to be outside in a venue we had to build in the desert because no church in Vegas would allow us to be there. So I don’t know the answer but I think that America is a captured country and that all of the means, Apple, that’s why Apple was meeting with Xi Jinping to kiss his ass. Remember that meeting in San Francisco? Mr. Xi Jinping, can I kiss your ass, sir? That’s what that was all about. That’s why Elon Musk said, is there any way I can kiss your ass? Because I do that on camera. Okay. That’s why Xi Jinping, you had Elon Musk, you had Ray Dalio, all the world’s leaders, Gavin, remember how Gavin Newsom got the homeless people all rounded up just in time for that. So all the control levers are controlled by the CCP. I don’t have an answer, but I think using red… Sarah, what’s that move where you take two red solo cups and you make a wire to attach it? Did you ever do that, Jackson, as a kid? The telephone game. How did that work? I have no idea. How did the technology work? Yeah, I remember my grandma showed me this. It was a fun little thing. I don’t think it actually worked. No, come on. Oh, no, it worked. And so you would talk into the cup? You were right beside each other so you could hear each other anyway. And I’m like, Ryan, is this working? And he had a cup. Who knows what I’m talking about? Gosh, you’re not lying. You’re not lying. You’re not lying. Oh my gosh, this is a great thing. There’s a yarn connecting us. And you’re like, I think I can hear you because I can hear you. I think I can hear you because we’re in the same room and we’re two feet apart. No, it’s the phone system. It’s incredible. That’s how I think we’re going to communicate very soon as conservatives. I really do. I think that’s where we’re going is like, Darryl. And it’s like, shh, they’re listening. 5G tower. That’s how I think it’s going to happen here soon. I really do believe that. I really do believe that. There’s a big, big ass 5G tower right there. They’ve just been installed. It’s crazy. They’re everywhere. Okay. Sorry. Okay. Next one. Yeah. When a page has a thousand words, what benefits do the videos give? Okay I’m gonna go to Clay Stairs and I’ll go to Jackson real quick here. So you have a web page, Stairs for your clients. Why do they have to have a thousand words of content on a page? Because Google looks for content. Content is what Google looks for. Written content is what Google looks for to legitimize that page. To make it rank. Now Jackson what are the most common questions people have about your church? Where is it? When is it? What do you believe? So, now the videos, if you go to ShawHolmes.com, pull that up real quick, Sean, or let’s go to Flow Photos, let’s go to Flow, I’m gonna pick on Flow. So you go to Flow Photos, you’ve got Flow Photos, you go there, those testimonials are kinda like gold because people will watch those and then it turns into, and if you work with a real estate agent, how many shoots are you going to do a year for a typical real estate agent if you land a good client? I mean, 10 plus at least. So the value is it increases your conversion rate. But did I answer your question? Was that not helpful? Anybody? Whose question was it? Yes, ma’am. Yeah, that’s a good one. How long does it take you to get to the end of the contract? Well, I do videos that work for me. I’m going to show you what I do, and then you can judge and say I don’t like your videos. That’s okay. Let’s go to Thrivetimeshow.com and let’s click on our conferences button. This is how I do it. I’ll actually just go to Thrivetimeshow.com and then click on the play button. So Thrivetimeshow.com, and scroll, there’s a big play button. This is the video I put there. And you hit play. Kings Point, New York. Octonon. I learned at the Academy, Kings Point, New York. Octonon Verba. Watch what a person does, not what they say. Alright, Thrive Nation, on today’s show, we’re going to be breaking down what Robert Kiyosaki has recently been talking about. Robert Kiyosaki, the best-selling author, the New York Times best-selling author and real estate investment guru has recently been talking more and more about octa non Verba you say what’s octa non verba well one it’s Latin so don’t get too concerned there, but it’s octa again It’s octa non verba what it means is what it means is And the reason why with the sound effect all time is because people lose attention about every ten seconds So it’s like my taser for humanity. Boom! Pay attention here. Have you ever noticed this, the critical thinking capacity? Danica, what you and your husband Jordan do a phenomenal job of is you like, when we work with you guys, you implement. It’s crazy. But there are some people who I’ve worked with over the years who I have to almost like do like a, a clapping. Have you ever had an employee like this where you have to clap or do some sort of song and dance to get their attention? Even though they’re right here? Have you had these people? You never have this problem. Never, not in a church audience. Yeah, that’s right. That’s right, you don’t have it. But I’m just saying, I try to get their attention. And so if you’re looking to edit videos, there’s three layers. I’ll walk you through real fast. Three layers of video editing. The first layer is the music. The music creates an emotional response. Brown and a Band, watch it on YouTube. Seven other people have. Okay, so, music, then the second is the imagery, and then the third is the narration. So, music, imagery, narration. And so the music sets the emotional tone for that. So, the praise and worship at Sheridan Church is great, and Pastor Jackson is actually trying to lead people to Christ. But how good is it now? Because I feel like it’s like, in my opinion, we’re talking like on a scale of 1 to 10, you’re kind of getting into that 11 zone right now. Are we talking about worship? Yeah, do you hear that from other people? Oh yeah, yeah, yeah. No, the worship sets the tone. That’s why you begin there and it gets people awake and engaged. And so for us, we are super fortunate to have all the musicians and singers that we do. So yeah, I’d say they’re hitting close to an 11. And so then what you’re doing is now it’s like, okay, I go, how do I improve the visual? How do I improve the audio? And it’s a constant iteration, but for your business, you just wanna get video testimonials of real people that have actually used the service. And I think Flow Photos would be a good website for you to go to. So let’s go to his website and play one of them. Play any of them real quick here, here we go. Feeling the flow, working it, waiting for it to load. Gotta want it. Gotta want it, gotta rise above it. Gotta want it. Pay the quarter, get on the carousel. Don’t get off at the top. Just wait until you get to the bottom. Round and round. Oh, round and round. New video. Hitting enter. What’s your name and what company are you with? My name is Jeremy Brown and I’m with Maven Real Estate. How did you hear about Flo Photography? First time I heard about Flo I found him in a magazine like five years ago. Pause, and all I’m saying is the guy seems like a real person. And so you can edit, edit, edit, edit, and edit, but as long as it seems like a sincere person, then you’re fine. And you just have to, is that helpful? So I know people that will produce the heck out of them, that’s great. Some people don’t, but I just want to make sure, as long as the person seems sincere. Okay, next question. Next question, here we go, yeah. If you had a safety product aimed at NASCAR, what would you do to get the attention of and get in the doors of NASCAR? You got to make a list of everyone connected to NASCAR and call them all until they cry by or die. Is that a real question? Is someone asking me that question? Okay, yeah. So I would just call them all until they cry by or die and then book an appointment. That’s what I would do. And then when they say, yeah, I’ll meet you, then I would send them an email with a link to testimonials and then I’d book an appointment. That’s what I would do. I want you to know Dr. Z’s auto auction, just so we’re clear if you’re taking notes, he mentioned it yesterday, but I don’t know if everyone got it. He makes $400 per car on average, and he sells 1,000 cars every Friday. Do the math on that. And the whole business is driven by cold calls. So I’m going to pretend you’re a used car dealer. You’re a used car dealer, and you’re a used car dealer. This is the whole company. And you know why I can give away this secret system? You know why, Stairs? I can give away this system right now without any trademark infringement or worry that someone’s watching. Why can I give it away? Because no one will do it. No one will do it! No one will do it! You can say, this is exactly what you need to do. They won’t do it. You know why? Because they’re watching Katy Perry videos. Okay, let’s go. Here we go. I’m calling you, Stairs. Ready? And you’re a used car dealer. All right. Hey, is this Clay, Stairs? This is. Hey, this is Clay up here at Z66. How are you, sir? I’m doing good today. Hey, we’re an auto auction and I know you’re sitting around waiting for my call. Right now, we have a special where if you come in and buy cars, I know you guys typically buy 20 to 50 cars every week. We do, 37. If you come into our auction, you only pay a dollar over invoice your first time in. We serve free lunch and we’ll put you up in the Hard Rock Casino Hotel Executive Suite. Would you like to come out this Friday? I can’t do this Friday. You do it next Friday. Let’s do it next Friday. I’m in. That’s the whole business. And then you show up if you go to z66aa.com. I’m going to cold call you now. Here we go. And you’re a used car dealer. Ready? Is this Ryan? This is. Ryan, hey, this is Clayton. Z66 Auto Auction. How are you? Doing great. Hey, man, we have the largest auto auction in the state. By the way, we were the smallest. They said we have the fastest growing. Just whatever. Just get on the phone. And you say, so I’d like to have you come out. The first time that we work at our auto auction, you only pay a dollar over invoice. So a lot of used car dealers will buy 20 cars in a week. So you’d save like eight grand, and we’ll put you up in the Hard Rock Casino, executive suite, and we give you free lunch, and you’re gonna love it. That’s incredible. There you go, you got it? Now, who here has been to an auction? Okay, who’s not been to an auction? You people. You people. Okay, so let’s go ahead, let’s pull up, who likes the song One Man Band? Okay, let’s go to YouTube, type in One Man Band. This is a song we would not play at the auto auction. I like this song, you might not like it, but we’ll play it, okay? And maybe Jackson, you can tell us why we wouldn’t want to play this song at the auto auction. Hit play. I like this song, you might not, but let’s hit play. It’s about a guy who doesn’t want to be alone anymore. At the auto auction. Just imagine we played this as the music of the auto auction. Been flying solo for so long, nobody’s singing the harmony. Up there just me and my shadow, no bass, no guitar, no tambourine. And I found you like a melody You were singing in the same key as me We had a method in the streets I don’t wanna be a one man band I don’t wanna be a rolling stone alone Paul, Jackson, why would you not wanna play this song at the auto auction? I don’t think it creates the vibe or the atmosphere Okay, great. So let’s go to a new YouTube Let’s type in Firework Katy Perry Please don’t make me suffer through the video Okay, but just okay, okay Perry. Okay, and we’ll do firework. Okay now the auto auction the auto auction starts at a set time So it’s the who’s been to an auto auction who’s been watching this out starts. Okay, so music plays it kind of skip All right guys, we’re starting out of auction in three minutes and there’s a countdown countdown. In two minutes, the auction starts. And these are like competitive used car dealers who are buying Beamers, Mercedes, Lamborghinis, trucks, boats. In one minute, folks, one minute. And these guys are like, they know the value of cars. They have the Kelly Blue Bus. And you roll it out. Three, two, one. And so, so, so, so, sorry, sir, too slow, too slow, too slow, too, you are too slow, no lunch for you. Next. Next. Next. It’s just go. It’s like, we got a boat, 1989, yada, yada, yada, yada, yada, yada, fully restored, yada, yada, yada, and go. And you’re like, did they say a 1989 fully restored, whatever? And you’re like, what does that mean? What did I just pay for? And how many of you have been to an auto auction, though? And it’s troubling for people that don’t know, but the people that are in the flow, they’re like, I got it, okay. And they just sit there and they just do it. And why do they play up-tempo music? Why do they do that, Jackson? It’s the sights, smells, and sounds. And when they take a little break for lunch, they serve lunch. Ryan, why don’t they charge for lunch? Why don’t they charge? Yeah, why don’t they charge for lunch? You want the people buying the cars to feel like royalty. They want them to feel, and then they go back for the round two and they just move it. And why did he wear a bedazzled suit yesterday? Because that’s kind of his job. That’s kind of his deal though. I remember I visited his house for the first time. Stairs, you went to his house. And he had these chairs that were like, they were as tall as this, and they were twice as wide as the average man. And they were tall. And one of our staff said, why do you have these throne chairs? He goes, because they’re expensive. And he’s like, what? No, it’s impossible. I think it was like 40,000 grand, 40,000 for each chair. And you got two of them. He’s like, yeah, but the most expensive thing is the rug. And there’s a rug that was like the size of an American flag, a tapestry. And it was like, I don’t remember. Someone was asking, well, how much does it cost? I think that was like $200,000. Like for the rug? Yeah, but I typically make that on a Friday if things aren’t going well because I sell it and this is like his whole Deal now, why does he do that right if you were in his flow and you’re trying to sell a lot of cars And you’re trying to convince people that you’re the most successful auto auction guy Why would you have armor and chairs and rugs and exotic pool? Why would you do that? Yeah, I mean you’re you’re portraying success. And then people just want to buy. So a lot of times when he meets a used car dealer, he’ll say, let’s just meet at my house, let’s talk about the deal. And people are, behind him it’s all this success and people are like, I will buy from you. You know, that’s the whole thing. So his whole, I want to make it very clear, that just, everything needs to be intentional with the way you grow your business, okay? Everything needs to be intentional. Let’s go to the next one, yep. How to combine a few diverse businesses. Okay, that was you. Okay, so can I focus on the book first? Okay, if you want to sell a book The way you sell a book is by the way stairs. You have a book you read a book I got about and what’s your book? What’s your book? We’ve got one for it’s called just don’t suck Yep, which is great to give to new employees all of your employees is just basic stuff on how to not suck. And I’ve got another one. I’ve had several people ask me about, Clay, what was your path? How did you transition from being a school teacher to being in ministry? And then I talked a little bit about mindset. Clay, how did you do that mindset? I wrote a book called Grow. And that is pretty much my path on how that changed, how my mindset changed over the years. So I’m going to tell you how to sell the book now, okay? And they’re both over here. Who’s been to Target and saw the orange cover book called The Subtle Art of Not Giving an F? If you Google it, Subtle Art of Not Giving an F Thrive Time Show, you’ll find, I’ve interviewed the author on our show a couple times, but when you write a book, he wrote the book, and the book, I’m gonna walk you through how to sell the book, I’m just getting you all the details, it’s probably a lot, but I’m just gonna go and I’m sure you can keep up, okay? So one is the title has to be pithy now pastor Jackson You choose not to name your sermons that which is great But when you name a sermon it has to be somewhat provocative. It’s got to Grab the attention of the audience. So the title matters Okay, and Seth Godin’s written entire books on this Seth Godin wrote purple cow, but Seth Godin How many of you ever read about Seth Godin purple cow author? He made his money as a book repackager So what he would do is he’d buy a book he would team up with you and say your books not selling any copies I want the rights to it I’ll rename it resell it rebrand it and I’ll sell the exact same book with the same words I just want to keep half the profit And people who’ve already written a book are like, okay, so that’s so the title matters. The second is the cover matters The third I’m not attacking Christians. I’m not attacking a promise. I’m on your team. We’re on the same team I’m just attacking we taking me I’m attacking myself. You have to get an endorsement from someone that people perceive to be more credible than you. So I’m working on a big, big book right now, big, big. I can’t tell you about it yet, but I want to. It’ll be a big book, and if it does well, it’ll be in every bookstore, and then maybe when you come to the next conference or two, I’ll say, that’s the book. But I’m working with a guy who has a household name, and he wants me to help him ghost write his book, because I can write books fairly quickly, you know, so I’m helping him write his book and it’s because he’s a household name. A certain percentage of people will go to the airport and they’ll want to buy the book. Why do people want to buy a book from a household name? Household name. Why would they pick it up? Well, because they want to learn the tips, the secrets and the traits of how that person became who they are. Now, this person happens to be in the conservative space. Now, if the book was endorsed by President Donald J. Trump and it had a forward by him talking about what this is, the best thing is a sliced bread Ryan why would somebody at least look at it people are they want to know why would the president put his stamp of approval on this you’re into Target or Walmart and it says the here’s the book here’s the author and you don’t maybe know the author but it’s endorsed by going into rap music who used to like rap music pre-christ you’re still working through it okay so the way rap music worked is like Usher was a young, heavy-set kid. And he was actually the neighbor of my wife’s best friend. And so he was a young, heavy-set kid who could sing. And nobody wanted to have Usher on their music. So if you type in Jermaine Dupri, Usher. And by the way, Jermaine Dupri is responsible for every song sounding the same in the late 90s. Okay, so Jermaine Dupri was a percussionist and every song sounded the same. So type in Jermaine Dupri, Usher, you’ll find it. And then do YouTube, YouTube please. Jermaine Dupree, Usher, YouTube. So what happens is nobody wants to, who knows who Usher is now? Okay, but who knew about Usher, who here by show of hands remembers him when he was heavyset, very heavyset, and he looked like a 12 year old version of Luther Vandross before he started. You remember that? Anybody? Okay, so this is Usher. And then scroll down. Let’s see here. Do My Way. Do My Way. So what happened is Jermaine Dupri had built himself a name as a rapper, and so he did beats for Jay-Z and different people. And then My Way. And then Hit Player. So this was like how Usher got famous. Yeah! Yeah! Scroll halfway through. radio and go to the back Sean 40 seconds back 40 seconds And so what they did is Usher, no one wanted to listen to his music but it was very good. So they said it’s Jermaine Dupri featuring Usher and they throw out big names. And now people are like, oh I should listen to this. I don’t know who Usher is but I know who Jermaine Dupri is. Make sense? Another example, a guy I went to college with, he sang at our wedding and he used to work for me for a while. If you do a search on YouTube for Too Late to Apologize Ryan Tedder, okay, but do look original. Too Late to Apologize, original. So this is like before he was famous, Too Late to Apologize. I’m trying to help you sell books, this is how you do it. So you got Too Late to Apologize, that’s the first one, hit it. So he wrote this while he was at college at ORU in about 1999, and nobody bought it or listened to it. Can I scroll halfway through? Go for it. ♪ I’m holding on your rope, got my 10 feet off the ground ♪ You know this song? You know this song? Okay. to so they rebranded it repackaged it was Timbaland featuring Ryan Tedder same song and so Timbaland who sounds a lot like a seal in this song uh… uh… hit play so this is Timbaland who did not write the song all he did was he added in his beat So I remember talking to Ryan right after he got this deal. Timbaland’s like, I’m gonna resell it and it’ll be me featuring you. I’m holding on your rope, got me ten feet off the ground. By the way, this is the number one pop song in the history of music ever. Most plays and many interviews. You can see it on the beat and on the hop. Everything. Everybody knows that. Everything, everybody don’t lie. You tell me that you need me, then you go and cut me down. Away, you tell me that you’re sorry, didn’t think I’d turn around. You say that it’s too late to apologize. It’s the same song, so it just had to be repackaged. So you got the title, got the endorsement. And then the next thing you have to do is you have to get on people’s shows who speak highly about it. And this is where usually people crash the plane. So, because people don’t want to do it. So Mark Manson, the subtle art of not giving an F guy. I remember interviewing on my show and I said, how did you become a best-selling author? He goes, I don’t want to make up the number, but I committed to doing three interviews every single day for three or four years like every day. It didn’t matter how big or small the show was I just did three or four shows a day every single day and that was his secret. And that’s the part I think your church now people look at Sheridan Church they go there’s a lot of people here but when you’re preaching to a big room that’s empty how does that feel? Terrible. Yeah and that’s kind of like selling a book, you know, because you keep going. So what you do is you make a dream 100 list of podcasts to be on and you just consistently reach out to them until your head explodes. Clay, you did this with President Trump. We’re all like, yes, Lord. Thank you. Thank you. I watched you cut Trump’s head out of a piece of paper and stick him on the board when there was no other names there. And then for like a year, I just watched you add more and more and more names. And no matter who got in your way, you found a way around them. And it’s mostly just tenacity of whoever threw a watch in that hole. Well, I just don’t process emotions of negativity. So I’ll tell you the emotions I allow myself. If you go to my desk where I have a lamp without a lampshade, you’ll see it over there. It’s my standing desk. And you look to the right, I have my laptop. I have my laptop. I have my laptop. I have my laptop. see it over there. It’s my standing desk. And you look to the right, I have my rules. I have my rules, so I remind myself of my rules. But the rules are this. I don’t do fear. I do faith. I don’t do anger. I do joy. I don’t do gossip. I deal with the problem. I don’t do you know, I don’t lament. I solve the problem. So it’s tougher though, like when my dad died, I remember I was at the funeral and the pastor was like, son are you okay? Because these pastors in Ice County, you know these pastors, right? He sees me in my vehicle out by a tree after the funeral, he’s like, do you want to come in here with the family? I’m like, no. He’s like, why not? Because he’s dead, theoretically he’s in heaven, which should be a good thing, that’s how I’m processing it. I know everyone else is crying, but he should be in heaven, he’s a Christian and he’s a great guy. And so, but I’m gonna go get some barbecue And he’s like you’re gonna get barbecue after your dad’s funeral Like yeah, then I’m gonna go back to the office because that’s how I process stuff and he was like, do you not care? I’m like, I do care but I believe he’s in heaven and I believe that your emotions are all wrong He’s like your emotions. I said everybody who’s at the funeral. I think their emotions are displaced So go back to you because you’re a pastor if a guy believes in Jesus and he’s outspoken about, like that’s all he’s talking about the final year of his life, about making sure he’s right with Christ, he like could barely talk and he’s like, son, you have to promise me you’ll commit your life to Christ, it has to happen. And if that’s like all they’re into is God and making sure they’re right with God and they die, what happens? To be absent from the body is to be present with the Lord. And if you’re dying of Lou Gehrig’s, which is suffocation, then you would be happy, we would think. But why don’t people process death as a good thing? Because it’s such a shock. So that’s kind of the… you have to figure out how you’re gonna deal with it. But when you do with books, it’s gonna be like a hundred no’s for every yes. And that’s the book process. So I’ve met a lot of best-selling authors, but they’re all people that think their book is the best thing that God’s ever done, and they won’t get off that subject for three or four years in a row. So that’s kind of the process. Is that helpful at all? Am I being helpful? Okay, yeah. And then you’ll have a website where you sell the book, but I would just, that’s what I would, and I would just listen to the podcast I did with Mark Manson about the subtle art of giving up, and Sean can pull it up so you can see it. And then we’ll do one more question. I want to bring up Vidar Ligard. Let’s do one more question, one more question. I like this one. Can you get a Google listing before opening a new location in a new market. Yes, and you should. So, anybody here ever go to Grand Lake? Anybody here ever thought about buying a house at Grand Lake, ever, near Grand Lake? This is the person. Can you put your hand up real quick here? Ms. Spence, she’s great. We worked with her, she’s phenomenal. Put your hand up really nice, big so people can see. She is great, and my wife loves her. She’s great and she was a real estate agent we used and we’re super happy with her. But what happens is if you are going, how many of you if you were looking to buy a house on Grand Lake, don’t tell me, no group think, just write it down real quick, just write it down. I want her to hear this so you can, if you were gonna buy a house in Grand Lake, Oklahoma, if you were gonna buy a house in Grand Lake, Oklahoma, okay, think about it. Jordan, looking at you, looking at you. Danica, looking at you. Don’t steal his notes, Danica. Don’t read his mind either, you’re married. I know how that’s working right now. You’re reading his mind. Get out of his mind. Get into your mind. Okay here we go. So what would you guys type into Google if you were looking to buy a lake house in Grand Lake? You’re looking to buy a lake house. Go! Homes for sale, Grand Lake. Okay and what would you type in Danica? She’s telling her thoughts. She did. Jordan. She did. Everybody saw that. Jordan. that, Dan. Okay, great. So now, and there’s Venita, that’s the town, right? So we type in Venita, we’ll just type in Venita Real Estate Agents, because this is what we’re working on. Okay, you scroll down. Okay, if you were looking for, go back, if you’re looking for a real estate, you see how Libby Spence comes up there? Okay, that’s her. She’s not a hologram, real person. So, but she does a phenomenal job and before running into you, we talked to so many just wild people and I was like, this is a good person. My wife is like, she’s a good person. And it was great finding a real estate agent that was emotionally stable, that was willing to like show us houses. That combination is so rare. We were just, thank you, Jesus. So, but you got to be found. So if you were going to expand, if she was going to expand, you could get maps all over the lake. What are all the towns near Vanita? Grove, Afton, Disney, Langley. So you could get a map in each one of those areas and then get reviews so that no matter whose searches they could find you. Is that helpful? Okay, and that’d be the answer to that question. Does that answer your question, whoever asked that? Yes, sir. You’ll need to get a physical building. The way that Google works now is they want you to verify the address and by doing that they want you to have a door and a permanent sign. So for example of the minimum standard allowed by Google, go out the door by the waterfall right there. Because my son, that’s my son right there, that’s my son Aubrey, he’s great. Aubrey has a little landscaping pyramid scheme where he mows your lawn and theoretically profit comes out. Right now we’re just buying a lot of equipment. There’s always new gear. We’ve got to get chainsaws and leaf blowers and we’ve got to fix it and it’s got to be bigger and faster. He wants a nuclear powered 360 degree mower that can pull a space shuttle through space and time into a different dimension. Is that what you have right now? No. He’s always buying all this stuff. But anyway, so for WD Lawns, if you type in WD Lawns, we had to get a map for him. So he’s got the sign and he’s got the door and that’s what they look for. Yeah, he’s killing the game. He’s killing the review game. Aubrey, are you getting calls off that? Huh? A ton of calls? How many calls do you get every week? How old are you? So you’re getting five or six calls a day. He’s 16 years old. And right now he’s in the equipment buying business. No matter what, every job, it’s like, we need to get a leaf blower that’s controlled by lasers and a drone that can carry our landscape of professionals to each job. Wasn’t the new thing you bought? What’s the newest thing you got? Come on! What was the last thing you got? A leaf vac? Your mom’s going to come up here and tell the truth. We’ll bring her up here real quick. I want to bring up my daughter. She’s got a list. She’s got a list of what he’s bought. Just let him have it. All I know is that, like, there’s stuff delivered, and I’m like, where? I don’t know if it’s either DJ equipment, it’s lawn equipment. I tell him, calm down, you have to learn how to. You gotta calm down. Yeah, you don’t need all this stuff. I said, dad, and he goes, well you and dad did not have good equipment, mom. You were DJing. So tell people here, what is that building all about over there? The building that’s being built? Yeah, because it’s really just his landscaping and village. Well what happened is this was gonna be the first house that we moved into that we had a garage. I was really excited about this because I could, you know, park our stuff in the garage. But when we started, we bought this land and started building it was pre-COVID. So we designed the house and it’s fine because I prayed over it. The design should be what it was. But as we started building it, Clay was jumping up and down saying, why are we not building a bunker? Why are we not building a bunker? Gotta go underground. Survive the nukes. Well, like, well, when we did I this this wasn’t going on so God said this is fine this over me again to and then we moved in our our graduate quickly got filled up with all the in-time stuff and then and all of all of reese lawnmowing stuff weapons for 45 my closest friends I mean you shoot it out okay I’m read I one staff took up the entire rest and then a game room that I was so excited about having, and Clay was very excited about having the pool table, got taken up by his DJ stuff. Wow, would you look at that. So the lawn stuff, there’s so much of it now that it’s out in front of my house too, not only in the garage. A trailer, and then another trailer, a backup trailer. I saw that last night over at the house. I was going, oh, nice. He’s got the beginning. They took less equipment to space the first time, if they went there. If they actually went there. OK. But anyway. So Aubrey came to me and said, Mom, yeah, I think you’re right. I’ll get all this stuff out of your way. I just need a shed. He goes, they have them at Home Depot. Just give me a shed. I’ll put it over in that overflow pocket for dad. I thought, that’s not going to contain any of this. I started thinking about it. I thought, hey, Clay, we could just build him a garage, and then I would get a garage. So I looked up floor plans. We found one that had a little apartment on top. So I’m super excited about this. I’m going to get a garage. I heard some rumbling somewhere, someone saying they were going to put a workout area in that bottom. That is not happening. Because, I said, the whole point of building a building was so I could get a garage. So if I walk in there and it’s full of stuff already this is not happening. I’ll let you sort that out, I had nothing to do with that. All right so we’re gonna bring up Vidar Ligard here real quick. Vidar Ligard, I promise I’ll answer everyone’s questions. Was that helpful about the book? Do you feel like I’m cooperating with you? Okay you’re great. Okay, I’m gonna let Vidar have about a 10 minute 15 minute flow here then we’re gonna have lunch and I just want you to know this, to be very clear, I attend Sheridan Church, so don’t decide not to go there because of that. But I go to Sheridan because I feel like I can learn a lot about the gospel when I go there, and that’s why I go there, and I like the non-wokeness. The second thing is Safari Mission. We’ve worked with Vidar for about five years, and my focus is trying to help him grow his monthly gross revenue so he can use that to help more people. So my focus is not that I don’t care about the people he’s helping, but my focus, just so we’re clear, is to help him bring in more revenue so he can help more people. That’s where my focus is, is I’m kind of like, well, you gotta get more gasoline in this engine because it’s a good engine. We gotta go further. And so a lot of conference attendees over the years have listened to what he said, and they’re like, you know what? I think I want to donate 50 bucks a month or 100 bucks a month or something recurring. Like every time we sell a thing, we’ll donate a thing. And I want you to hear his story because maybe You know you feel like with your business you want to get involved in some ministry And I would just tell you I have no reservations about pastor Jackson who will be here no reservations about Vidar But I want to give it are the Florida to share about his brand So let’s hear it for a dollar legare and all the way from Africa all the way from Africa all right How many of you you like to see people help you like to see people that are in dire, dire situations and you like to see them come into a new life? And how many of you would like to see more non-profits be able to do that without creating welfare and without creating dependency? That’s what we do at safarimission.org. We are in East Africa, we’re in Kenya, Tanzania, Uganda, and also in the Congo, which we call the DRC, the Democratic Republic of Congo. I’ve got a short video out there because I can paint pictures better on the screen and with words so you can see what we’re about and what we do and how we help people come out of these holes without creating dependency in their lives. All across Africa, there has been extensive evangelism. Christianity is a mile wide, but it is only an inch deep. Governments, non-profits, and missionaries have all brought foreign aid into the continent. But what happens once they leave? People in Africa have become so dependent on aid from outside that they can’t survive on their own. The people really were poor. They could not even give child. They could not give offering. Our mission is not to just provide the needy with food and resources. Our mission is to train leaders and transform people to become independent and to thrive in their own communities. We are Vidar and Catherine Desgarde. We are the founders of Safari Mission. It all started when I visited Kenya with a friend of mine on a missions trip. While in Kenya I saw there was a huge need. The pastors were trying their best to teach, but they had no formal training or anyone to look up to. That’s when I felt I was supposed to do something about that. I was supposed to take the training to them, out there in the villages, and help leaders who could not afford to come to the cities. That’s how we started. Today we train leaders in both rural areas and the cities. Have you ever wondered why African countries remain poor in spite of billions of dollars in foreign aid and thousands of non-profit organizations giving humanitarian aid? Because change comes from within. Feeding people who are poor only helps that one time. It’s like putting a band-aid on a sore when the whole leg is broken. Empowering people with knowledge and training them to deal with their broken systems, that is the solution for Africa. That is exactly what Safara Mission Network does. We train leaders and transform people to go and build their own communities. Safara Mission is dealing with the real issue, and that is exactly what Africa means. Many leaders all over Kenya are impacting their communities after being trained. Pastor Kaloki from Mpengo in Kenya is just one example of a leader we empower. He is turning his poor community around by applying practical principles to his Bible training. So many people in his congregation are coming out of poverty and living better lives. But since we began to teach them about the prosperity and the principles of the word of God and showing them the way they should invest. Right now, those who obeyed the word, that they have taken their position. Right now, there is great change. Even in this community, I can see the results because we have many businesses in our community who are running by the people from our church and I still continue to teach people and these teachings are empowering the people. Thank you. We’re in East Africa. We’ve been doing this for 17 years now. Now we’re working in the Congo. The mining industry there has a value of $100 trillion. They can wipe out their national debt with a snap of their fingers three times over. So China, Russia, United States, Canada, you can go on down the list. Everybody’s fighting over these resources. You can’t build a car. You can’t build a cell phone without resources coming out of the world with women and all this where we work. We’re working in the epicenter of all this, and we have found ways to get people out of the conditions that they are in. I’ve got one more little video I want to show you because this is from Banny. That’s the epicenter of the fighting in Congo. This is completely raw, uncut video, but I want you to see a couple minutes of this. So we are in the house and the family of Pastor Kayamanda, who was murdered in a mission field in Beni. That’s where they were living, doing a ministry. And him, and together with his wife, were killed before these children. They had these four children. And we have Doka, she’s the first born. And Lydia is the second born. And we have Wisdom, and we have Samuel. They are four children, and they are all teenagers, because Lydia being the first one, she’s 18 years of age. And this one is 13 years of age, so you can tell and the children has been brought here they are living here now this is a kitchen which we were talking about where when they can never they keep their food here people come at night the bandits and they break this this door and they steal their food and even the small little rabbits that they keep for also for food so we want to tell you what, these children has been through a lot and especially you remember that’s trauma when you watching your mom and daddy being killed before your eyes. It is not fun, it can never be, it is very very pathetic. We came here to console with them, to encourage them and also to encourage the pastor. We are sponsoring them and they have to give food to them, they have to help them, to support them. We are in the kitchen, this is their kitchen, and we are cooking something. Today, we found them cooking, boiling these bitter herbs so that they can eat for food. And I tell you, we need to do something about that because you can see there is need. Now, to conclude, I want to tell you what. By you sending us here, you can see how many kind of people who the bastards here are bastards. So orphans, they watch their own parents being killed. When they have a little bit of food in the house, the thugs will come and steal what they have, so they’re left with bitter herbs that they’re cooking for food. How do you help a situation like that? There is a way to help this kind of a thing. In our Western mind, we think, okay, let’s do orphanage, let’s find different ways of doing welfare and handout programs. But it doesn’t produce the long-term results that we want to see. So how do we do it? Well, some people are doing something that’s a little bit better. They will go in and start maybe a fish farm. Somebody’s got a piece of property, you start a fish farm, something like that. That’s fine. You’ll end up creating employment for maybe 20 families. That’s good. But the issue is the next door neighbor who also has land and doesn’t know what to do with it, he goes, ah, I know what the answer is. I need to find myself a missionary who can start me something here. So it’s still dependency. You’ve helped 20 families, but it’s still dependency. So what do we do? We don’t go in with resources of any kind. But we go in with training of a mindset. I don’t need everybody in the village. I need 5, 10, 15 people to understand these principles. It’s a two-year program that we bring them through, and we get somebody to start. Maybe it’s a fish farm, but starting from nothing, not even microfinancing. Now, when you get one of these small businesses started, yeah, you’ll provide employment for 3, 5, 10, 20 families, whatever the case might be. But what happens with the next-door neighbor who doesn’t know what to do, he goes, how did you start that fish farm? Who provided the financing? Which was that U.S. aid or which agency did you go with? Nobody. We started with zero. What? And who helped you? We built it ourselves. Then the next-door neighbor will go, well, if you can do that with nothing, then I can do something. So we see a phenomenal ripple effect in everything we do because we are not creating any kind of dependency. This is a horrible situation you’re watching on the video. I can tell you story after story, after story, after story. So what do we do? We get with the pastor who has input into the lives of these kids. And there are orphans everywhere in this particular situation, most of orphanages in Africa, 80% of the kids there are not true orphans. They have parents that are so poor, but they think if they go to a Western institution, they will have a better future. So is it not better to help the parents to actually exist, or the aunts and the uncles, and help them to come up to a better life so that then you can properly help the kids within their own family structure instead of pulling them out of the family that they actually have. So those are the methods that we use. It is long term. It is harder work. It’s a lot more difficult to do this than to put in a water well. But the results of this methodology is way beyond what any water well will ever do for a community. So I’m asking you to get involved with this. If you want to help people and you want to help people come out of dependency and truly come out of poverty, this is a mission that is doing it right. And you can get involved. If you want to do $25 a month, $50 a month, $100 a month, whatever you want to do. Or if you want to do what Ryan is doing. That $1 photo shoot with Flow Photos, that $1 goes to Safari Mission. And you can put on your website that we are helping Safari Mission, which is on the Flow Photo website as well. So that’s an opportunity for you to set up a give-back program. We will help you that, do that, and you can put the language on your website and all of that, but this is a real opportunity to do long-term generational health for people that really need some help, and it’s a method that works. Got to tell you a real quick story here about this. This is, I want to tell you a quick story, because this kind of ties in, it’s a true story. A mentor in my life, I won’t mention his name, because this is a story I don’t think he’s shared publicly, but his wife is incredible. He’s in his mid-60s, his wife’s incredible, his kids are incredible, and I’m thinking, this guy’s incredible, but the time he was like 45 He was 50. I was 20. Maybe he’s 45. I was 20 and I said can I take you out to lunch? I say yeah, I can’t I wouldn’t pick your brain. I promise. I’ll just keep you for 30 minutes So we sit down I said this guy by the way, just so you know, just give me some context He owns railroad cars and he pays cash for them He basically people pay him to haul hazardous waste and they’re about $250,000 for a railroad car to buy one. And his whole business consists of cold calling and going, hey, are you needing to haul hazardous waste? And the company says, yes. And he goes, OK, I’d like to use our railroad cars to ship them. And then before he owned them, he used to call companies that have railroad cars and say, do you have any unused railroad cars? Yes. And he would be a broker between the two. And last time I talked to him, last time I sat down with him. He owns over 4,000 Railroad cars that are paid for at 250 thousand dollars a piece debt-free, which is like two billion dollars He’s like a billionaire in Tulsa phenomenal guy. And so I’m talking to this guy and I said, uh, can I ask you? How you met your wife? He goes? Yeah. Yeah, I’m she was going to or you and she was a Christian and I said, okay And were you a Christian? Nope, I said so How’d that work? He goes I opened a Christian bookstore and I pretended to love Jesus. I Said you did he goes. Yeah, so I opened it up Christian bookstore across from or you called it Christian Whatever and I I dressed up like Christians and I showed up like a Christian, you know the whole how you doing? Check your hand open the door for people and because she was hot And I’m like and then what happens I went to church with her and I’m like I’m a happy is I read the Bible because Christians read the Bible with their wives, wives read the Bible, they talk about the Bible. So I went to church and then at a certain point I’m like, I think I’m a Christian. And so I became a Christian and that’s how it happened. You know, I was like his story and I thought, man, this guy, you know, he, he, but what he did is he pretended to be a Christian to get his dream woman. And over time he became a Christian. But he said the craziest thing ever, he’s like, there are really, really, there are people in the marketplace that only wanted to do business with a Christian company. I didn’t talk about Christ on my phone calls, but people could pick up that I acted like a Christian should act. I started doing all this business because people were like, why do you treat your customers so well? He’s like, well, God’s always watching. He had these things he was doing. He goes, Clay, it turns out a lot of people want to do business with people they can trust. Now he’s a devout Christian, but I think one thing in business, I always get worried about the guy who puts the egg fuse on the plumbing truck and then screws people over. Have you ever seen that phenomenon? I worry about the guy, but I think one thing that you can do, it’s been proven, and it’s not my opinion, it’s proven, you can look it up. You can look up Social Cause Marketing, Forbes, real quick, Sean, you’ll find it. Forbes has found that something like 40 to 60% of customers, the people on the survey, will do business with a company that has a give back versus one that doesn’t. And so if you go to colawfitness.com, you guys met them, it was Mr. Killeen yesterday, Captain Fitness, you’ve seen that guy? He’s been working out for three or four days in a row, that’s Charles and his wife Amber. And so he, every time that you become a member, they give away a Bible. He doesn’t do that to increase the conversion rate, but what they found is people actually buy from them because they have a give back. So people will sign up for a membership because. So from a pragmatic perspective, which is you shouldn’t be, your spiritual life should not be pragmatic, but from a pragmatic perspective, your conversion rate goes up if you team up with a give back. Am I communicating effectively for you? Just like my friend who was pretending to be a Christian, he was like, it’s crazy, but people wanted to do business with me when they found out that I owned a Christian bookstore. He had this railroad company, but they’d go, what else do you do? He’s like, I own a Christian bookstore. And they go, oh, well, let’s do business with you because we can trust you. Does that make, am I communicating succinctly? So if you’re trying to just increase your conversion rate as a principle, I would recommend you have some sort of give back on your business, on your website. But as for your soul, I also would recommend for your, you find some sort of give back that you can team up with. And Vidar, can you hang out for a while? People have questions for you. I’ll be around. Okay, so Vidar will be over there. Blood, Tear, and Proof, Vidar is making a big difference there and really does not waste any of your money. He does a great job, been a good steward of the donations. I’m gonna bring up Carter and JT real quick here. Thank you, Vidar, appreciate it. And then we’re gonna break for lunch here. So again, Vidar will be around for questions. And I’ll bring you up a little later this afternoon, too. OK, so how many of you know who General Flynn is? How many of you don’t know who he is? OK, so he was in the military, the Army, for 30 plus years. And then Trump appointed him to be the Director of National Intelligence. And then he got quickly accused of things that he did not do. And he’s a great American patriot. Love the guy, but it’s Carter had never met general Flynn Correct, and so general Flynn was like hey, I’d like to meet your team because he’s a great guy He’s I want to meet all your team, you know So I’m introducing him to Andrew and you know trying to make sure he meets everybody on the team So this is Andrew and this is JT and this is whatever and then I I said hey And I I didn’t know that general Flynn had never seen Napoleon Dynamite or the scene about the dojo. Who’s seen Napoleon Dynamite? Who’s seen the dojo scene? Who’s not seen it? OK, pull it up real quick. And so I didn’t know that General Flynn hadn’t seen the movie. Furthermore, I didn’t know that General Flynn didn’t hear the conversations we were having. Sean, look up Rex Kwan Do. Yeah, Rex Kwan Do. Because at the tour, how many of you would react somewhat emotionally if you’ve got 5,000 people in attendance and you’re told by local health officials that you may have to shut down or face jail time? How many of you would go, this isn’t a good thing? How many of you would be like, this isn’t a good place? So we’re in like Anaheim doing an event and I hear from local health officials, we may have to shut down. They shut down Matt Gates’s event. And I was told if we don’t shut our event down, I might get arrested, you know. And so my response at the time, Pastor Phil said, what do you want to do? And I said, well, let’s start a prison ministry. So that’s what we did. And then we just, but backstage, there’s kind of a gallows humor that we all have, because we’re all going through a personal hell all the time. And so I’m always trying to make it light when it’s rough. I’m always trying to bring up something kind of funny. And so hit play here. This is the scene. It kind of, so this is deploying dynamite. He’s wanting to sign up to join some kind of Taekwondo class. Skip through to where the trainer comes out. Okay, go back. This is the trainer. My name is Rex, and if you study with my eight-week program, you will learn a system of self-defense that I developed over two seasons of fighting in the octagon. It’s called Rex Kwon Do. I need a volunteer. Okay, you’ll do. Come up here. Bow to your sensei. Bow to your sensei! Okay, now I’m going to give you one chance. One chance, people. Give me your best shot. Alright, that was pretty good. Okay, now watch this I’m just gonna break the wrist and walk away break the wrist walk away okay it’s just that simple now I want you to kick me come on kick me okay do it again do it You’ll block it every time. Have a seat. Now, in addition to what you just saw, if you study with my eight-week program, you’re going to learn these things. First off, Rexquando, we use the buddy system. No more flying solo. You need somebody watching your back at all times. Second off, you’re going to learn to discipline your image. Do you think I got where I am today because I dress like Peter Pan here. Take a look at what I’m wearing, people. You think anybody wants a roundhouse kick to the face? Well, I’m wearing these bad boys. Okay, so I don’t know that General Flint isn’t listening in our conversation. We’re probably a good, what, 15 minutes into these jokes? At least 15 minutes. We’re probably 15 minutes into it. And you do a pretty good impersonation so give us a sample grab my arm whether you think I you think starlet things on failure cuz I go home to start every night forget about so we’re so we’re at the event and we have security threats because all this girl you’ll call me go we got a guy here member of NTFA what do you want to do I’ll go I don’t know just kick him out and yell at him too and then I okay so you know it’s constant security issues it’s like in between speakers. And now ladies and gentlemen, our next speaker is Eric Trump. And then security’s like, we got a guy in the parking lot with an Antifa sign. What do you want? I’m like, get him out of here. You know, so my whole day is this. And meanwhile, he’s over here going, arrest him. Arrest him. Roundhouse. We recommend a roundhouse karate kick to the crotch. You know, I’m like, put him in a headlock. Beat his soul. So I, I said, Carter, uh, and I didn’t, Flynn did not hear and I just said Carter can you tell general Flynn but Flynn missed that part so he just thinks this is how he talks and do you remember what you said to him? I was the I was Kip in the video okay he was Rex Corning. And we remember what you said? I was like can you please give him that clip so it gives context as to what I just said. Do you remember what you just said though? But he introduced you and you and Flynn had no idea and you were like do the voice Carter and you’re like forget about it So he didn’t hear that part so I’m like so hit mine he hears general Flynn meet Carter and cars like And then Carter walks away and he’s like I don’t think he heard what you were, and Flynn’s like, what’s going on with that guy? So I had to like really fix his brand. Okay, so what am I saying? I’m saying, this is seriously a heart attack. Think about your brand right now, your business, and are you getting introduced to the guy who’s probably going to be the head of the direct, he’s probably going to be working, is President Trump’s most closest ally. If Trump gets back in there Flynn will be the most integral chess piece in the entire thing And does that man think that you have a problem? He’s a great guy we were talking about this karate movie But like He’s like, okay, but like, so I have to know if we grab my arm. My other arm. All he hears is that. And I think a lot of times people have a website that’s not good, but you’re good people. You have a print piece that’s not good, but you’re good people. You have your great people, but no one can find you on the Internet. Your your your branding doesn’t make sense. Your prices are off. You have any systems. And so you’re not succeeding, not because you’re not a good person, are we on the same page? But because you don’t have these systems in place. Am I communicating that? Okay, now, Carter, can you tell us, using your karate voice, what do we eat, tell us about the pig out there, what do you got? Last update, he did not join my eight-week program. Second, we have a pig roaster here, so we have a pig that’s about to get put on a spit and slow roasted for six hours. I think we have an apple. No, deeper voice. You’re not going for it. Nope. Okay, I’ll go for it. So we put an apple in his mouth because you have to if you’re going to roast a pig. Second, pig wasn’t enough, so we got crawfish boil. I found a pig outside. I got him with my Rexquan dove. Third, crawfish boil wasn’t enough, so we got a tres leche cake. Pig neutralized. Fourth, we have flaming margaritas. Almost made a big mistake, we had plastic cups, we realized that could have gone wrong. Can you explain the difference between a flaming bartender and a flaming margarita? Yeah, so just to clarify, the margaritas are flaming, not the bartender, although we could find out he could be. Well I don’t want it at all. Okay, great. So what we’re gonna do is we’re gonna go and break, we’ll have lunch, but we have a Christmas party tonight and there’s helicopter rides that we’re doing certain at, I think six or seven, six? Six, okay, so if you want to win a helicopter ride, or you wanna win a flat screen TV, or you just want me to stop talking about it, if you could go to, type in Thrive Time Show and the word Jinx, you can leave an objective review for a chance to win a thing. And I’m gonna bring up real quick here, I wanna bring up Kenny, where’s Kenny? And Danielle, we like Danielle more than Kenny. Danielle, are you here? Okay, come on up here Daniel. Great. Well, I’m glad Kenny’s not here. Where is Kenny? Is he here? Good, we like you more. Okay. So there’s a blockbuster sign. You see that blockbuster sign? You see a blockbuster sign? And I have been a burning desire of my soul since I was probably 12, 13, is I wanted to have a blockbuster sign. Because who remembers blockbuster with mom and dad? You remember that? And they’re like, you would call in and you would reserve it in advance. You remember that? You call and you’re like, yeah, can we get like Father the Bride? It just came out, new release. Can we put that on hold? And then all week your mom’s like, hey, don’t misbehave or I’m going to take away Father of the Bride. Home Alone Part 2, you will not see it. Remember that? That was a threat all week. And then you would get in there and have the buttery popcorn and like two pounds of Twizzlers for 99 cents or some impossible number. You remember that? Oh my God. And people would say please be kind and rewind okay I will remember that like it was a commitment you had made a commitment you were I will and then part of you was like I don’t want to rewind but I made a commitment to that part-time employee I will see rewind it so I wanted the blockbuster sign because I wanted to remind my staff and myself we cannot let America go the way of blockbuster so I’ve been talking, talking, and then you, was it you or was it your husband or both of you that brought it up? It was me. You brought it up. What did you say to me? Remember what you said? I just… You’ve got to eat the mic real quick. Oh, sorry. I think I just told you you needed a Blockbuster sign. And I was like, that’s what I’ve been thinking of since I was a little child. I’m serious. How many of you have ever had a thing in your mind you’re thinking about and then someone says it and you’re like, that’s what I was thinking. Okay, so I’m thinking about the blockbuster. You mentioned it. And I’m like, how are you going to get it in? They brought it, they installed it, they did the whole thing. It was a big project. This is the woman who made it happen. And their company is called Highwayman Signs. And so, just make sure you eat that mic nice and close. And so, if you go to Highwayman Signs, and that’s in, what’s up at Highwayman Signs, Tulsa? We’ve got Tulsa, Bartlesville, and Skytree. Where do you want us to leave a review? Tulsa. Tulsa. So we’ll do Highwayman signs Tulsa. And if you could leave a review, preferably while taking a photo of the majestic Blockbuster sign, you’re also entered in for a chance to win a helicopter ride. OK, so you can leave a review about, I hate that sign. I love that sign. It’s the worst sign ever. I wish I could have done it better myself, whatever. But if you could leave her a review about the Blockbuster sign, you’re entered in for a chance to win a helicopter ride. And if you could leave a review about the conference just type in Thrivetime Show and the word Jinx you’re also entered in for a chance. We won’t know that you’ve left a review and I won’t have a chance for you to win unless you go see this guy in the bookstore. So JT is going to be in the bookstore. He’ll be there. He’ll also do impersonations of characters from movies you’ve never seen if you want to. Nacho Libre is a good one too. Do Nacho Libre. Oh yeah. Do it. Get that corn out of my face! Knock off! He’ll be in the bookstore. And Danielle, for anybody who’s from Tulsa, what are the services you provide real quick here? So we do all different kinds of signage. A lot of people just think, oh, you do billboards. No, we don’t just do billboards. I actually found a parking spot right up front. So if you want to see what a full vehicle wrap looks like, mine is the teal Durango. Yeah, it’s pretty cool. That’s my mommy, right? Also, we do LED signs. We do yard signs. We do vehicle magnets. You guys didn’t make this sign, but you could. There’s a Chick-fil-A sign up there. Could you make something like that, right? The one we have hanging? Can you see it? Oh, yeah. You could do that kind of thing? Oh, yeah, definitely. Actually, Kenny’s at Scooters right now. Okay. Putting that up. So we do, I mean if you can stick vinyl to it, we’ve got a flatbed printer that you can literally feed a actual door through and print directly to it. So even stuff for your home. And then Co-Law Fitness, the guy, Mr. Kleen, he uses them for everything. So every sign, everything they do at Co-Law Fitness, big gym. But again, just type in Highwayman signs to also leave a review. Also if you leave a review for Thrive Time Show Jinx, you have a chance to win a helicopter ride, but you make sure you sign in with JT so we know that you did it. And without any further ado, the band’s going to play and we’ll come back here at 105. We’re coming back here at 105. Let’s hear it for the band! Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. 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. 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. Play is hilarious. I literally laughed so hard that I started having tears yesterday. And we’ve been learning a lot, which, you know, we’ve been sitting here, we’ve been learning a lot, and so the humor definitely, definitely helps. It breaks it up, but the content is awesome, off the charts, and it’s very interactive. You can raise your hand. It’s not like you’re just listening to the professor speak, you know. The wizard teaches, but the wizard interacts, and he takes questions, so that’s awesome. If you’re not attending the conference, you’re half of your life. You’re definitely, it’s probably worth a couple thousand dollars. So you’re missing the thought process of someone that’s already started like nine profitable businesses. So not only is it a lot of good information, but just getting in the thought process of Clay Clark or Dr. Zellner or any of the other coaches, getting in the thought process of how they’re starting all these businesses, to me, just that is priceless. That’s money. Well, we’re definitely not getting upsold here. My wife and I have attended conferences where they upsold, where it was great information and then they upsold us like half the conference and I don’t want to like bang my head into a wall. And she’s like banging her head into the chair in front of her. Like, it’s good information, but we’re like, oh my gosh, I want to strangle you. Shut up and go with the presentation that we paid for and that’s not here there’s no upsells or anything so that’s awesome I hate that that makes me angry so glad that’s not happening so the cost of this conference is quite a bit cheaper than Business College 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 school. I would definitely recommend that people would check out the Thrive 15 conference. The information that you’re going to get is just very, very beneficial. And the mindset that you’re going to get that you’re going to leave with is just absolutely worth the price of a little bit of money and a few days worth of your time. 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, right? This is where we used to live a few 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 14, 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, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business system 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 gonna teach you how to fix your conversion rate. We’re gonna 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 gonna leave energized, motivated, but you’re also gonna 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 with 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, but 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 love it. We built this facility for you, and we’re excited to see you. All right. And now, ladies and gentlemen, I’m going to bring up my good friend Ryan Wimpy, my good friend Ryan Wimpy, and his dog, Odin, this dog has the ability to eat me, so I’m sort of concerned. I’ll pass the mic to you, and Odin, you can have your own mic if you want, whatever you want, Odin. Okay, I’m a little bit afraid of Odin. Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy. And the name of our business is Kip Topping. 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 here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment. Very thriving. We’ve been working with 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 email, scripts for text message, 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 the 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 that 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. There’s a real sense of urgency to get it done. Look at this cute baby! What a great baby! Quality baby. That’s a healthy baby. Okay. Brite Nation, on today’s show, I’m very excited for you to hear this success story about this wonderful couple that, Sean, I would describe them as they are killing the game in the most non-violent way possible. They’re killing the game in the most non-violent way possible. They are blowing up in a good way. Folks, I’m telling you, these folks are really growing their business, and what makes them great is they’re really kind, hardworking, diligent people and we’re honored to serve them. We’ve got Jenny and Mike here joining us. Jenny and Mike, welcome to the Thrived Time Show. How are you two? Hi. Thank you. Good. We’re doing well. Okay. Now, I’ll start with you, Jenny, because frankly, Shawn likes you more. No, I’m just kidding. So, let’s start with you. So, how did you first discover us and the business coaching that we provide? So I was listening to different podcasts about business. I was starting up our business, and so you were the first one to pop up on our podcast on Apple, I think Apple is what I was on. And so I started listening to you, I got on your website, and I was just a little girl starting a business, and I said, I’m going to ask this guy to be my coach, and I don’t think I’m going to get a shot. But sure enough, within a week, you caught me. Now who is this cute, cute child here? But Micah, who is this cute kid here? It’s Lennon Rose. She is about to be 10 months old. I hate to do this to you, but can you kind of hold up the baby to the camera a little bit? This is probably… Oh, look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. Okay. So, so, Mike, can you tell us, what’s the name of your website there? I think people want to look you up and verify you’re real people that don’t just happen to have a cute baby. Yeah, our website is newconcept.healthcare. Newconcept.healthcare. So, newconcept.healthcare. I’m going to pull it up right now, folks, so we can all verify that they’re not just a couple who’s taking advantage of the cute baby they have to get a podcast here. This is a real couple, because I’m pulling it up here. So this is the website, it’s newconcept.healthcare. And can you tell our listeners, what services do you guys provide at newconcept.healthcare? So we offer more functional medicine. So we offer IV therapies, we offer hormone replacement therapies. We also do acute care. We do pretty much everything, but we’re very much alternative. So we believe in medical freedom, and that’s what we offer. And you guys, you reached out. Do you remember that initial consultation there? Do you remember, Mike, that initial consultation? Do you remember what that was like? Yeah, it was actually pretty overwhelming that we started in this business with absolutely nothing and we had the opportunity to work with a five-time chef. Well, you know, the one thing I always try to do is, you know, my father, great guy, may he rest in peace, he worked his tail off like so many people do, and there was no real economic results that was achieved from it. There wasn’t any, you know, he had a college degree, he’s working two jobs. I remember he’s late 30s, he’s working at Domino’s delivering pizzas, working at Quick Trip, he worked at furniture stores. And I always try to look at every new client we have as though I’m talking to my dad, you know, because like what would what would my dad, you know, what could he have learned at the age of 37 that could have changed the financial trajectory of his life? You know, I try to look at it that way. And so you guys, I paired you up with Sean. You’ve been working with Sean, I believe, Sean, since October of 2020. Is that correct? I think that’s when they started their business. It wasn’t until about April of 2021 and at that point, from that point to now, Sean, how much growth have you guys achieved from 2021 to now? Do you know that number? Yeah, I mean, we’re sitting at 2023 revenues were $821,000 and there in October of 2020, like they only had a few months, but they made about $95,000 by the end of 2020. And then we grew significantly that first year, about 375% to 588,000. And we continued to grow there ever since, all the way up to where we’re getting close to the million-dollar mark at this point here, just like three years in. Jenny, how would you describe the growth? Would you say you’ve doubled? Are you five times larger? How would you describe that? Oh, no, I definitely feel the growth. There’s been some growing pains and you guys have helped us through that too. So it’s been amazing. It’s been amazing to help people because that’s what I’m passionate about and you guys have really helped us expand and tell people what we’re about. So step one here, we do this with all the clients, I’m going to walk people through the steps. We really needed to nail down your branding and that’s a big thing because, you know, branding is to humans what clothing is. So as an example, you know, you wake up today, folks, if you run around and you’re streaking through life, you’re probably not going to get a lot of conversations started. So we all have to be intentional about, you know, what are we going to wear? Are we going to wear a tie? Are we going to wear a polo? Are we going to do makeup? Are we not? So people, they judge us based on our appearance. And so we really had to get a website built. We had to optimize the online brand. Jenny, we do it all included for our clients, so we don’t refer you to another vendor. We do it all. Can you talk about the impact that that has made on the business? Oh, for sure. Just the website itself, it looks so great. We would have never been able to make it look that great. The way y’all optimize everything and keep us with Google, just where people search us and we’re the first people that come up. And that’s actually how we’ve established our business and started offering some of the things that we offer is because of the tags that we have. I didn’t originally start off as doing IV therapy, but due to people Googling, you know, health care functional medicine, I had three phone calls in a week that said, hey, do you offer IV therapy? And it was very interesting. And I was like, well, no, but I can. And so it was because of you guys that that kind of snowballed and took effect. So yeah, there’s a lot that you guys have done for us. Now, Sean, we’re working with these wonderful clients here. I’ll pick on Mike here. You know, you always say great things about Mike and Jenny. You’re always, what makes them good to work with? Because I want to make sure for anybody out there, if you go to thrivetimeshow.com, I consistently offer a free 13-point assessment. I’ve been doing that since 2005. I do it without reservation. There’s no obligation. But there’s usually about one to two knuckleheads a week that will fill out the form and probably 20 really great people that fill out the form. And then we only take on 160 clients. So I don’t want anyone to waste their time. What makes Mike so great to work with? Well, Clay, I mean, you, when I first started coaching, you taught me about these, you know, these two types of business owners. There’s the happy hopers out there and then there’s the diligent doers. And I think these guys are a great example of the diligent doer. They continually apply effort to work on their business, not just in their business. They consistently show up to their meetings. They track all of the critical numbers of their business and they are, they’re aware of what’s going on with all of their employees. They’re paying attention to all the little things going on, they’re keeping all the plates spinning, and they ask great questions. They actually really do make a great effort consistently to apply our systems and help their business grow. It’s been working. So step one, we get the branding nailed down. That’s the website, the print pieces, the logos, the business cards. But then you have to develop that online reputation. Now that can be a tough thing to do, Jenny, and I’m not, this isn’t a backhanded compliment. I’m just saying, but for people that are humble and very kind of which I would put Jenny in that category, sometimes asking for reviews is more difficult because you almost feel like you’re self-promoting. I’ve never had this conversation with you, but when you, has that been difficult for you to ask people to give you video reviews and Google reviews after you provided the service or was that easy for you to do? It was not. It’s not easy. It still isn’t easy. Okay. It is. It’s difficult because you feel like you’re begging for something even though you know you did the right thing. Yeah. So it is. It’s difficult for me. It’s just my personality type, but we get it done anyways. I’ll find this for the diligent, kind customers we work with. It’s very difficult sometimes to ask for those objective reviews from real customers. And I find that from my clients I’ve worked with that are sort of like self-described barbarians. I had a guy years ago I worked with, I won’t mention his name or his industry, but I’ll just say he’s obsessed with physical fitness. And he told me, he says, I’m kind of a business barbarian. You tell me what to do and I will slay the dragons. And I’m like, okay, you need to get Google reviews from everybody you’ve ever worked with. And he’s like, oh, I’m on it. And this guy’s just shamelessly calling through his phone and just lighting people up going, give me a review. Come on, give me a review. Why would you not give me a review? I’m like, go ahead, dial it down a little bit. So again, you guys are humble, diligent doers. You’re the ideal person here. So I appreciate you sharing that. The next thing we had to do is we had to create a no-brainer. Now a no-brainer is an offer so good, so amazing, that people simply cannot say no to it. Now I won’t mention the name of the company, but I worked years ago, and I still work with this company. They’re a medical company. They’re doing well now. And for whatever reason, they put on their website, first initial consult, 497. And he went to one of these like borderline spiritual motivational conference things where Jesus isn’t described, but they kind of talk about metaphysical alignment and getting your woosaw, getting in your groove, alignment, no friction. And he came back and he’s like, Clay, I believe in the seventh number of completion. I go, I agree. He says, four is a number that’s urgent. I’m like, okay. Not, and I go, what? I don’t want tire kickers. So I’m going to do 497 for my first consult. That way I don’t deal with the tire kickers. And I’m like, Doc, I love you so much. You’re a doctor. I love it. You don’t have any customers though. That’s why you came to me. You don’t have any customers. So why don’t you do a first free consult? I’m not going to do it. I’m going to kick out Sean the tire kicker. I’m sure you’ve never seen this with a client. Oh, never. And so, now what makes it worse is his wife also went to the Metaphysical Alignment Motivational Jackassery Festival, and she was like, 497 is the number. I had a dream about it. I’m like, yeah, you probably talked about it all weekend. You probably are subconsciously thinking about it. You’re probably creating a neural pathway related to 497. And so anyway, after about a year, he finally says, okay, I came to your conference and I saw a person that did the first consult for a dollar. I’m going to go with that. And now his business is blowing up. Could you talk about your no brainer, your first consult for a dollar? How has that helped you having that no brainer offer? Yeah. So it gets people in. And so when we get people in, we know that we’re doing a good job and we know that we’re trustworthy and our healthcare is superior to most. So just getting people in for that dollar, because a lot of people are nervous about going to the doctor or they don’t trust healthcare system, and so they know that they can come in, they’re only going to spend a dollar, they can figure out whether or not they trust us, figure out whether or not we’re the place for them, and we know 100% of the time we will be. So it’s really helped us just get people in and get people to trust us more. Now, once somebody fills out the form, folks, there’s a linear pathway here. I’m trying to give you a visual here. So you establish your revenue goals. You figure out your numbers to break even. You figure out how many hours a week you’re willing to work. Even though you have a cute baby, you got to figure out how you’re going to get it done. Step number four is you define your unique value proposition. What makes you unique? And that’s something you and Sean have worked on together. You improve your branding. Now you’re coming in contact with humans. Business is a contact sport. I love this part. That’s when you start marketing. You launch your marketing. You have your online ads. You optimize your website. You begin to come up top in the search results. You start to get leads. Do you remember what it was like, Jenny, when you first got your first online lead? Do you remember the first one where you’re like, it’s working? Do you remember that moment? Yeah, it was almost like we wanted to, well, we did celebrate because it finally had happened. And then as soon as the first one came in, the second one came in. And like I said, it was almost a growing pain experience. We would have so many leads so fast. So it was great. And we still celebrate every lead that we get. Now, Mike, the next step is you have to make sales scripts. We recommend to every client that the calls are recorded for quality assurance. You have a sales script, call the calls are recorded for quality assurance. You have a one sheet that tracks your pricing. You have pre-written emails. You begin tracking. Sean’s always bragging about you guys with tracking. Uh, Mike, how has it helped to have tracking in place where you can see, you know, how does that help you? Well, it’s really a good benefit because, you know, at the end of the week, you know, what your income was, you know, what your leads was, so wherever we’re lacking in, we can quickly adjust and make that adjustment to make it work for the next week. Now when you, if you don’t have tracking, uh, folks, this is a true story. It’s kind of a sad story. So I’ll, I’ll speak in generality. Sean, I talked to a guy the other day and this terrible story, long time client and he got motivated. He said, he set up a trade show. He didn’t tell me he’s doing that. It’s fine. You don’t have to tell me, but he set up a trade show. I think he was going to try to surprise me with the fruit, the trade show. So he set up the trade show and he gets on the call, his energy’s kind of off and I’m like, are you okay? Yeah, dude, fine. What’s wrong? Hi, just, I don’t know. I’m like, your lead sheet, we’re getting, you know, 10 to 15 leads a week, it’s very consistent. Revenue looks good. He’s like, yeah, I’m in a tight spot. We are in a tight spot, why are you in a tight spot? He says, I did a trade show. You did a trade show? Yeah, I got roped into four. I did a thing where you get the billboard, you get the trade show, you get the magazine ad. And I did the trade show and we got no leads. And I go, what kind of trade show did you do? And he says, well, I went to the whatever trade show. And Sean, what I find is that there’s the emotional excitement about being on the billboard, being on the magazine cover. And he got called by one of these kind of scam, I call it a scammockery or jackassery. They call you and they go, hey, is this Sean? Yeah, this is Sean. Sean, yeah, we noticed that you have an incredible health care company, and we want to honor you by giving you the Yadda Yadda of the Region Award. It’s the Yadda Yadda, it’s a prestigious award. We’d like to meet with you. Can we meet with you? Yeah. So now I meet here. Now, Sean, again, I’m not on the phone, but I still like the phone voice here. So now, Sean, so because we’re so honored, you know, we’re inviting you to a plate of dinner to honor your, just your honor, your honoredness, your greatness, your humbleness. And it’s going to be a thousand dollars a plate, you know, for you and your wife. And did you want four seats or eight? Because most people do eight. Oh, I guess just four. Four. And that does include a glossy magazine feature in, we’ll just call it like Missouri local top doctor Jack Assery. It’s a great magazine. And you’re also on the, you’ll be on a billboard. We’ve teamed up with the billboard. It rotates through your, hey, don’t get too excited. And just because we’re honored. We’re not, you know, again, we’re just honored. Now, do you want to do the four, four tickets? Yeah, absolutely. Now the way it works is it’s going to be a four payments of 4,000 for a total of 16,000. And that’s, no, I’m serious. And now they’re in the trade shows and he’s going to the trade show and there ain’t nobody there. There is nobody there. You mean to be technical. Nobody was at this trade show. I mean, everybody was not at the trade show. He’s got photos of like him and his wife and his team in an empty booth and he’s got a magazine and no leads are coming. And he was so excited to tell me, I’m sure you’ve never encountered this sort of thing, Virginia. Have you, you know, Jenny, have you ever seen a situation where that sort of shamockery advertising has been entered into your world in some capacity? I’ve been there. I’ve been exactly where, what you’re talking about. And I’ve set up everything and paid employees and I felt like I was nothing more than a free pin show. The only people that were there were people looking for free pins. Oh, I know. And it feels terrible. And then you kind of have to sell it to yourself all day. Guys, we’re getting our name out there. Sean, can you pass the megaphone back there? Yeah, because I would tell people, if you want to get your name out there, what you do is you just run outside and say, all right, come visit New Ponset Health Care. And people go, why are you yelling at me? I’m trying to shop for my groceries. New Ponset Health Care, getting my name out there. Is this effective? It’s of course effective. I’m getting my name out there. That leads to buying Frisbees, branded Frisbees, Goozies. You know what I’m saying, branded pens. All of a sudden you buy these things. Sean, you know what I’m talking about. Oh yeah. So now we have to do, and I’m going to show you, this is kind of the back end of one of my companies, called Elephant in the Room. You do a search for eitrlounge.com and then you go to forward slash staff. I’m not going to give you the password, folks, but you log in. And these are all the systems needed to run the haircut chain. Now, one thing I thought was very interesting is Truth Social, President Trump’s social media platform, the other day they were disclosing Newsweek was disclosing the revenue of it. And I just want people to know this because I think, and just full disclosure, I’m a very conservative person, but I just want people to see this. This is just something to look at. Truth Social, they declared in their filing that they did $3.3 million of revenue and had $49 million of losses, which by the way, that’s very normal for a tech startup company. And their users are going up and they’re having an app. There’s like a reaction in the marketplace. People are actually putting more money in, they’re investing, the stock price is going up. But I don’t know anybody that I’ve met in my life, I’ve never met a client that can afford to bring in 3.3 million and lose 49 million. So like for my haircut chain, we have five locations, we bring in more than 3.3 million and this just in, we don’t spend 49 million. So we have to, we call it a lean startup. You got to keep that thing lean. And so when you go to eitrlounge.com forward slash staff, every document needed to manage the business is here. So the opening checklist for the manager, you click here, boom, this is what the manager has to do to start the day. Everything is documented. And that’s kind of where we’re at right now with Ginny and Mike’s business. We’re in the process of building all those checklists. Yeah. Sean, what kind of checklist have you built so far? Oh, man, we have a whole page. Their staff page is pretty built out. We’re really getting there. I think more right now, it’s getting, correct me if I’m wrong, we need some managers in there so we can free you guys up from the business. And so we have a lot of the worker level systems. We’re just now working on more of how do we get those manager level systems and find those high quality managers. Now let me give Jenny a little mentor moment here. This will be helpful for you. I’m gonna hop on a flight in about two and a half hours, three hours to go to Denver. All right. And I got to go to Denver to meet with the founder of Oxifresh.com. This is a brand we’ve worked with and helped them to grow to 550 locations now. 550 locations. Okay. And if you type in carpet cleaning floats, we’re the world’s highest rated and most reviewed company in the world, in the world. Okay. 274,000 reviews. We’ve been holding this idea in our mind for 15 consecutive years. I’ve been working on this, Sajan, before I met you. We just were grinding, okay? Yeah. And the biggest challenge that the locations have is managers. Finding a good manager. And I tell people this, and it never goes over well, but hopefully eventually it will. I’ll keep refining it, refining the idea. The kind of person that enjoys conflict but also likes people is a good manager. Let me try that again. The kind of person that enjoys conflict, but also likes people is a good manager. And I have found it’s not so much trainable as it’s findable. So as an example, where we’re getting ready to head out to Denver, Sean, you know my personality type. And you know that I have to pack all this stuff to get ready to go. You saw my suitcase out there. Yep. How many times do you think I followed up with the people involved in the trip so far before leaving? Oh man, it’s probably on your to-do list and you’ve checked it off like probably at least five times today I would think. And what kind of things do you think I might have put on my checklist to travel to Denver? First off, just making sure that the timing is working, making sure that you have all the stuff that you need, making sure that you have double of the stuff that you need in case something gets broken, making sure that the people who are there know you’re coming and when you’re going to be there. Keep going. Do you think I’m checking a bag? Oh, yeah, you’re probably not checking a bag. There it is. You would get lost. Right. No. And am I, do you think I’m catching a flight a lot earlier than I need to be there? Way earlier. Yeah, if I’m having a meeting tomorrow, which I am, I’m leaving today at 1230. So this is, that’s the sort of paranoia that makes management possible. So I have literally called, I said, all right, I’m getting on the 1230 flight. We’re meeting tomorrow. I should be in by like four o’clock Denver time. Our meeting’s tomorrow. If that flight gets delayed and the next one gets delayed and the next one, I’ll still be there. I’ve got backup phone chargers. I have a rule, everybody going with me. You cannot check a bag. I want to check a bag. Can’t check a bag, why? Because it could get lost. This is real. I’m not, I am completely paranoid. And that is the paranoia is what makes the businesses run. And I ask my staff every day, guys, elephant in the room, did you guys get a review? And they say, yeah, we got a review. You asked me 10 minutes ago. Okay, well, I’ll talk to you in four minutes. You heard me say that. I’ll say, I’ll talk to you in five minutes. And I’ll do it. And it’s a follow up of, because I have to make sure that the checklists are being followed, the reviews are being followed. We’re a licensed business. People don’t know that. Haircare, you’re licensed by the state. So, we have certain cleanliness standards. We could have random people from the state show up. So we got checklists. And I follow up, and it doesn’t bother me to follow up with the same adult who’s in their 40s six times within a 50-minute span of time. It doesn’t bother me. But most people, that bothers them. And so, have you found that, Jenny, that a lot of people don’t like to follow up? Have you found that, or is that just something unique to me? I’ve found that they don’t like to follow up. No, people don’t like to follow up. It’s almost like an awkward communication thing that people try to avoid. Yeah. And it’s not necessarily that you’re being mean or any type of way, but that’s I feel like that’s probably the way that we feel when we continuously follow up, like we’re having to step on people’s toes. But really, we’re not. We’re just getting my mentorship moment for you is it’s probably the same feeling you have when you ask for reviews. Yeah. It’s probably the same. So, and I’m just saying, and then, and if you, Mike, did you ever play football or a sport of some kind? Yeah, I used to play soccer. Okay, soccer. So, like when you, what position did you play? Goalkeeper. Goalkeeper? Okay. So, is a goal, this is a great example. I didn’t know you were a goalkeeper, but when you’re a goalkeeper and someone’s kicking that ball at you fast, I mean, just the ball’s coming in there. I mean, people can really kick a soccer ball fast. There are certain people that want to be a goalkeeper, but they kind of avoid the ball. They try to hide from it. They flinch. You know what I’m talking about? But you actually would lunge into it, am I correct? Right. I mean, you’re aggressive, right? I mean, you’re like, you had, for some reason, you enjoyed it. Yeah. Right? I’m getting 100 miles an hour fastball. Did you ever see somebody who tried to be a goalie? I’m not looking for a name here, but somebody who would kind of hide from the ball. Yeah. This is the same thing for management. Like as a manager, you have to want, like you have to sort of seek out conflict, but like people. So I’ll say things like, okay, it’s eight o’clock. I need to make sure you put out the flags in front of the elephant in the room store today, Mr. Manager, put out the flags that draw the attention by the road, put out the flags and I’m going to call you in 10 minutes to follow up. Call him in 10 minutes. Are the flags up? Can you send me a picture? They’re like, do you not trust me? Absolutely not. I trust nobody. Go ahead and send him. And then I’ll call him back 30 minutes later. Hey, did you get Google reviews? Yeah, we got one Google review. You know, the quote is 10. Yeah, I’ll call you back in two minutes. You know, call him back. Hey, did you get a review? It’s been two minutes. I know. I’ll tell you what. I’ll call you back in an hour. And my whole day is just following up. And then over time, the culture happens where people go, he’s going to follow up. And now the people that like the follow up like to work there. And it’s become a great thing. And that’s where we’re kind of at right now, I think, is we’re getting into the follow up phase. Do you have call recording in place there, Mike? Do you have the call recording for quality assurance installed yet? Yes, we do. And are you learning some things? Yes. It is very hard to train people on call on recording. It’s serious. Yeah. That’s something we got to do. Now we’re just going through the workflow. And then the wowing the customers. What Sean is saying is that your patients are consistently wowed. Now, I don’t know if that’s because Sean is your hype man or if that’s a real thing, but it seems like people are actually wowing. They’re being wowed right now. People when they come in, this is, if you look at the workflow, they buy something right here. We have to wow them. You’ve got to create that wow moment. And again, if you want to download this diagram, folks, just go to thrivetimeshow.com forward slash millionaire thrivetimeshow.com forward slash millionaire. You can download my newest book called A Millionaire’s Guide to Becoming Sustainably Rich. You gotta create that wow moment. I mean, amidst the checklists and the tracking, at some point here, you’ve gotta create a moment that wows people where they go, wow! So I’m trying to get everybody’s creative juices flowing here. So if you have a restaurant, I work with a restaurant in Florida right now, a great restaurant, they say, welcome in, is it your first time? They say, yeah, it’s my first time. Oh, well, hey, you get free appetizers on us today and one free adult beverage. Welcome in. And that every time it’s that, wow. And then when you come back later and ask for a review or, hey, what entree do you want? Guess what? People become generous with how they buy. Another example, I work with an auto auction. The auto auction says your first time that you buy from the auto auction, you only have to pay a dollar more than the actual cost of the vehicle just to wow people, to get that going. I happen to work with a carpet cleaning business, carpet cleaning business, and what they do is they say, hey, the first time we clean your carpet will be any competitor’s price and it will be at least half off of our normal price. And they go, okay, great. You got to have that wow moment. What are you guys doing, Jenny, to wow your customers there? Well, there are things that we do. We will oftentimes give samples of certain things because we know they work. We have a lot of supplement sales that we do. Again, the dollar consult is a wow moment because we will spend some 10 to 15 minutes explaining how we’re different. I feel like they’re wowed because of that. Also, our services are so much different. We spend time in the room with our patients. We listen to them. They’re not just a number. And a lot of times people have never experienced that. So there’s a lot of wow moments, I think, for all of our patients. I understand that 59% of your customers are now from word of mouth. Is that accurate? Yeah. That’s huge. Yeah, well, and with the customer acquisitions cost, too, I’ve heard you say this before, Clay, that if you’re advertising and you’re doing a good job wowing at the same time, they compound each other and you’ll end up having two to three word of mouth referrals from those patients that are wowed for every one lead you have from advertising. We measured and tracked that they had this last year. For every dollar they spent on advertising, they were able to bring back in $4.61. So that’s a 461% return on their marketing investment. It’s incredible stuff. And the great news is as we build these systems, if you guys ever wanted to franchise or license or open up multiple locations, if done properly, you should be able to scale it. It should be very repeatable, very duplicatable. Other things you guys have done, you’ve implemented a database to keep track of your customers, your gathering, objective video reviews. You guys are really checking all the boxes. I’d like for you, if you can, Jenny, here, to give a word of encouragement for any of our listeners out there that are a little bit on the fence right now and they’re going, I have thought about scheduling a free consultation, but I don’t know. I hear it’s $1,700 a month. Can you maybe explain your thoughts, what you’d say to anybody who’s a friend of yours or family that asks you about the value about the business consulting? Oh, well, I would say that the $1,700 a month is an excuse not to have someone to mentor you. It’s kind of like being in a gym when you need a trainer. We’re not always perfect, and business owning is not easy, and you need a mentor. I’ve never missed the $1,700 a month, even when I was only six months in when we started with you guys. I’ve never even considered it a loss. It was scary at first to make that, but that wasn’t an excuse. I knew I needed someone to guide me through this. And you guys have guided us through this, through the entire thing, through employees, through income, through spending, through all of it. And we come through so many problems. There are a lot of problems that are established when you have a business. I mean, you become very overwhelmed very fast and you need somebody that you can call who’s successful, who’s been there, that says, you’re not crazy. This happens to all of us. Here’s what you do about it. It’s been the best decision that we’ve made. Final question I have here for you, as far as, um, having a turn, like a one-stop shop. Years ago, I hired a business consultant who was great. And he would say things like, and I’m not ripping him. I’m just telling you what would happen. He would say, Clay, you got to work on your business and not in it. I’m going, that’s true. He goes, you got to delegate to elevate. That’s true. Clay, your website is not optimized. And I’m going, this is great. Fresh perspective. I go, Bruce, could you help me optimize? No, I don’t optimize. Could you help me work on it? No. Could you help me make a checklist? No. Do you help me with the print pieces that I need to make? No. Can you make a video? No. Do you help me with my online ads? No. Clay, and he would use that, he was kind of an Eastern, he’s a Northeastern American guy, and he used to say, Clay, baby, let me tell you what, I don’t make print pieces. What am I, a print piece guy? I’m not a web guy. We know what I am, I’m a work on the business guy. You gotta find a good web guy. So every meeting we would have would result in me having to find another vendor to pay another $8,000 to, to build the website, 4,000 to make the video, 5,000 to do. So every time you give a recommendation, it would lead to another cost. Can you maybe explain the value of having a flat monthly fee? Yeah, I don’t have to ever worry about it. Like it’s, I know if I need the website updated, it’s a text away. I know if I’m having trouble with an employee, it’s a text away. I know if I need financial advice, it’s a text away. And again, we meet every single week and all our questions are answered and we’re held accountable to what we need to be held accountable for. So it really works for us. Jenny and Mike, thank you guys for your time so much. I really do value your time. I appreciate you guys being here today. And on part two of today’s show, we’re gonna tee up another success story because we want people to know it is possible, despite the financial jacarand jackassery plaguing our nation right now, it is possible to become successful and you guys are a living example of it. Thank you it is possible to become successful and you guys are a living example of it. Thank you guys for bringing your baby on the show. We’ll talk to you soon.