Business Podcast | From the Bottom to the Very Tip Top of Success w/ Best-Selling Author & Podcaster John Dumas of & JT Lawson + “Clay really helped us w/ his systems…doubling our size, helped us double our incomes.” – Wimpey

Show Notes

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Audio Transcription

This album is dedicated to all the teachers that told me I never amount to nothing. It’s all good baby, baby. It was all a dream. Folks, if you have a big dream, today is the show you want to listen to. Today’s broadcast is going to be a blasty blast for you. As I rendezvous with my dude, John Lee Dumas. John Lee Dumas had this vision to start a podcast that would create time, freedom, and financial freedom for his family, and that would create the lifestyle he wanted to live while adding value to the marketplace. He had a dream that he could turn his love for entrepreneurship into a super successful podcast and he’s done it. And if you go to,, you can learn more about the podcast, the Entrepreneurs on Fire podcast. It’s one of the world’s most listened to entrepreneurial podcasts. And on today’s show, he’s interviewing a longtime first officer, an intern of mine, who went on to become an employee of mine, who’s now gone on to become a very successful entrepreneur by the name of JT Lawson. You’re going to learn his story of how he went from an employee of one of my longtime clients to a guy who got permission from his employer to intern in my office, to a guy who then became an employee of mine, and went on to become self-employed. Now he’s very successful. And so I know you’re going to love today’s story. But before we get into today’s show and today’s story, I thought we could show you video footage from John Lee Dumas’s beautiful house that he lives at now in Puerto Rico. Again, he started recording his podcast in San Diego, California, putting out one podcast, two podcasts, three podcasts, probably getting three downloads, four downloads, five downloads, but he kept faithfully recording and putting out broadcasts and podcasts until eventually he became one of the highest rated and most reviewed podcasts on the planet. That’s the podcast. And I’m going to play a little video clip so you can see where I started. I actually started by throwing dance parties at the Marriott, where it was very hot, while I attended Oral Roberts University. I started my company in my parents’ basement and then I grew it and I kept pursuing goals and achieving them and I built into one of America’s largest wedding entertainment companies. Before I sold it we were doing about 4,000 events a year which is around 80 events every weekend. And you can learn more about that company which I have not owned for over the past 10 years at That’s That was pre-Christ for me, too, so don’t judge too harshly. That’s And then, so then after that, we’re going to hop into an interview where JLD, John Lee Dumas, the host of the EO Fire podcast, interviews JT Lawson and myself about JT Lawson’s path to super success. With that being said, without any further ado, this is the podcast I dedicate from me to you to help you turn your goals into reality, your dreams into actual achievements. It is possible, as long as we live in a capitalistic society with an economically free country, it is possible to go from the bottom to the top. So without any further ado, here we go. It was all a dream. Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you. And they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zillner. Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses. co-created by two different women, 13 multi-million dollar businesses. See, bringing some wisdom and the good looks As the father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the C and T 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 we’ll show you how to get here We started from the bottom, now we’re here We started from the bottom, now we’re here We started from the bottom, now we’re here We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom, now we’re here. Clay Clark is on the mic. He’s always full of energy, full of amazingness. Many of you, actually, who are listening now, went to one of the events that I was able to speak at in Tulsa, Oklahoma, last year. That was a blast. And so if you get an opportunity in the future, make sure that you jump on that. We may have something to announce in the near term future on that line, so keep your finger on the pulse. And as always, we’re bringing somebody else onto the mic who works with Clay, who is being coached by Clay and his team and is having massive success as a result. And I can tell you, this is gonna be fun. We have JT Lawson on the mic. And JT, I want you to jump on first here and to just give us a quick rundown about how you first met Clay and how this has all worked out and you know, before we move any further, what’s the deal there? Yeah, well I read Rich Dad Poor Dad and my mind was blown so I realized I had to get different people in my life that weren’t just employees and so I asked my, I was working at Score B-ball at the time and Clay was coaching them. And I asked him if I could go to one of his business conferences and they said yes. Then I went and after that I asked Clay and I asked my boss if I could go work for Clay and learn from him. And that’s what I did. I worked for Clay from 6 a.m. to 3 p.m. and then I would leave and go work at the gym from 4 p.m. to 9 p.m. And I was doing that about five days a week and then on Saturdays I would also go to the gym and train kids. And for a little bit there on Sundays, I was delivering for Amazon. So that’s what I was doing. Fire Nation, don’t you just love stories like this, by the way? I mean, these stories to me are so inspiring. I mean, a few years ago, we actually had Stephanie join Clay on the mic, and she was literally on her hands and knees cleaning a toilet, listening to entrepreneurs on fire. Clay’s words spoke to her. She joined the coaching program, and then we talked about the business success that she had as a result I love that story and this is one of those two fire days where if you take action and you move forward and surround yourself With the right people good things can happen So clay jump on the mic brother because we’re talking about being on a direct path to making millions We have a great conversation today, and I want you to say hello. Hey, well, I am excited to be here with you I’ll tell you just a part two of that Stephanie story. She grew her business Serene Clean by 1,462%. And on next level, Serene Clean, that’s the website. Look it up, folks. Stephanie did a great job there, wonderful lady. And so I’m working with this client called He’s paying me, Coach Calvert, to grow his business. And he reaches out to me and he says, hey, one of my employees would like to work for you in the mornings, I guess, before he works for me. So he’s going to have like a 16-hour workday. Are you okay with that?” And I go, yeah, because I love mentoring people and teaching them how to become millionaires. I love it, but very rarely does someone actually ask me how to become a millionaire. People like to ask me, well, how did you buy your first house? Or how did you become debt-free? Or how did you buy a lake house? Or how did you buy land? But there’s very little of, you know, how do you go from here to there. And I’ll just give people a notable quotable from Brian Tracy, the best-selling author. He says, no one lives long enough to learn everything they need to learn starting from scratch. To be successful, we must absolutely have, he says, we absolutely positively have to find people who’ve already paid the price to learn the things that we need to learn to achieve our goals. And so when I was talking to JT, I was kind of picturing myself, I used to work at Applebee’s, Target and DirecTV, that was my get rich quick scheme, working at Applebee’s, Target and DirecTV in order to buy the $30,000 of equipment needed to start my first big company called So when he said, can I come intern, I’m going, amen, because I like to teach people how to grow successful companies and if anybody goes to forward slash EO fire forward slash EO fire you’re going to find there are at this point dozens of EO fire listeners who’ve gone on to who’ve gone from a I’d say a floundering or a struggling business into a multi-million dollar success story and you can see them right there at slash EOFire. And Fire Nation, that quote by Brian Tracy is fire. To me it’s just a longer way of saying that we’re all standing upon the shoulders of giants. We are, myself, Clay, we are standing upon the shoulders of giants. Now Fire Nation, it’s your turn to stand on our shoulders. We will prop you up, we will hold you up to get to that next level. And one of those is a three-legged marketing stool. Clay, do you want to talk about that? Yeah, I do, and I want to be very clear so your listeners can do a little research and verify that I’m not a hologram. This is big, okay? One of my long-time clients is called Oxifresh. You can look him up, They have over 500 locations, Well, the reason why I only work with one carpet cleaner in America is every time that you buy a franchise, I make $5,000. So am I motivated for you to buy a franchise? Oh, yeah. Is it a great idea? Yes, it is. But the thing is, a lot of businesses, I only work with one client in the whole nation. Now in the field of dog training, I’m able to work with multiple people because I don’t have an exclusive agreement signed with a dog trainer. And so JT says, you know, hey, listen, I’m going to be moving back to Tulsa from Nashville and I’d like to open up my own dog business right in Tulsa, Oklahoma. Can you show me how to grow this thing?” And so I always go back to the same moves, and if you’re out there and you want to become a client, I’ll walk you through these same moves, okay? But you have to have a three-legged marketing tool. So I want everybody, homework right now. Get out a sheet of paper and write down, who are your ideal and likely buyers? So JT, rapid fire here. Who are your ideal and likely buyers for So, what size of dog? Typically, moms over 30, before like 60. Soccer moms are calling you. They’re probably wearing Lululemon pants. They’re calling you. They’re eating their fresh avocados from Whole Foods, and they want you to train their dog. So, that’s who you’re marketing to. So, now you say, what’s the most effective way, not the only way, but the most effective way to reach these soccer moms? And the three-legged marketing stool, a balanced approach to marketing, is this for And for all the dog trainers out there, take notes. One, you’ve got to dominate the search engines. Two, you’ve got to make sure that every dog groomer and dog enthusiast, every kind of veterinarian, they refer you. That’s called the Dream 100. I didn’t invent that system. That’s a Chet Holmes system, the best-selling author of The Ultimate Sales Machine. May he rest in peace. It’s called the Dream 100 system. And then the third is we need to do consistent social media advertising so that every time someone Googles, every time someone goes to Facebook, every time they go to Instagram, they find So again, the recap, search engine optimization, Dream 100 marketing, and consistent social media advertising. And by doing that, it’s, to quote Forrest Gump, one less thing to think about. And what it does is it becomes a system where you don’t have to think about so JT your phone is blowing up every day am I correct yeah absolutely Yep, blowing up, and that’s because we have that and we’re doing the dream 100. We’re Basically at the top of Google right now, and then we’re doing consistent advertisement. It’s the move. Oh yes I think I’ll also say that you’re so good at clay is helping people coming up with their Irresistible offer and I’m on the website right now, and we’re talking fire nation literally schedule your first lesson and assessment not for $50 not for $5 for 50 Cents talk about an irresistible offer like that is such a key. Well, so clay back to you, dude Listen to this I have three dogs and when I hear JT tell people what’s included in their fur and there because people go to make your dog epic comm and they’re expecting a huge total. And he gets on the phone, and every single time, because his desk is right by mine, every time he tells somebody about the no-brainer offer, it is so hot, it burns my retina and gets me emotional. So I’ll let JT tell you as I attempt to not cry. Yeah, so here’s the multiple thing. So first lesson is $0.50. That way we can come out, we can see the dog, we can tell you what it would take to get your dog to your goals. After that, we will beat any competitor’s price. After that, we offer a money-back guarantee, so it’s us putting money where our mouth is. We’re also the top in Google, so we’re the highest rated and most reviewed dog trainer in the area. And then after that, they also get group class forever. So for the rest of the dog’s life, they get two free classes a week. That way, we are there for the rest of their life. So it’s just multiple no-brainer. Think about that. He’ll beat anyone’s price. The first lesson is 50 cents, money back guarantee, fastest turnaround time, dog training for the rest of the dog’s life, and anybody who schedules with him, he gives them a chance to win a dream vacation to Hawaii, and he gives it away every January. Now, this is what’s crazy. He’s an employee working for one of my long-time clients called He goes to his boss, boss, can I learn from Clay? Can I intern for free? You know how many people ask me that question every year? Zero. You know how many people ask me that question every decade? Three. It’s usually every three years, JLD. Somebody restores my hope in humanity. And they say, can I intern? Next thing you know, this guy’s got a six-figure earning business. He’s got a rental property. His business is blowing up. And if you’re out there today, I want to encourage you that you have the tenacity, the capacity, and the skill set to become successful. I don’t know who I’m talking to, but I’m talking to you. Someone says, is he talking to me? Yes! And someone says, why is he talking so loud? Because I am passionate about you achieving massive success. Success is a lot of fun, and if you’ve had success, you wanna bring success to other people, you wanna share the gospel of wealth, and I encourage everybody out there, write it down right now in your man book, in your woman book, in your journal. Write it down that today is the day that you will escape the poverty cycle. Today is the day you will become successful. Fire Nation, is there any question in your mind why I bring Clay on Entrepreneurs on Fire every three months? I mean, every one of these episodes is absolute fire. So much actionable content with an amazing person, in this case it’s JT, who’s talking about real success that they’ve had from following a real process that really works. And this is exciting stuff, Fire Nation. And we have more to talk about when we get back from thanking our sponsors. Clay, JT, we are back. And one thing that I know, Clay, from following you and from being at your conferences and reading your book is that knowledge without application is not gonna lead to increased compensation. Talk about this. Well, what happened is when JT reached out to me, I don’t spend a lot of time talking about my theories. I happen to be a Christian. I happen to be a libertarian, but I don’t spend a lot of my time there. I spend my time focusing on what are the practical skills that you need to learn to earn the amount of money that you want to earn. So as it relates to marketing, I had to teach him a system called VISM, okay? VISM. And if you’re out there today, you own a small business, write this down, VISM, V-I-S-M. Where there is no vism, the people perish. Now, the Bible says, Proverbs 29, 18, where there is no vision, the people perish. But again, where there is no vism, your marketing will perish. V-I-S-M. So, V, he’s got to get video reviews from clients that don’t hate him. Every time he successfully trains a dog, he has to get a video review from happy customers. I, he’s got to gather images of White Fang, Cujo, dogs, the Chihuahua from all the Taco Bell commercials. Every time he trains a dog, he needs to get a photo of that happy dog. Third, search engine. This guy faithfully records a podcast virtually every single day and transcribes it so he ranks top in Google. And M, he has to get more reviews. How many reviews? Never enough reviews. You know why? Because my good friend Michael Levine, who was the former PR? Think about this folks. He was the PR consultant of choice for Michael Jackson Prince and Nike at the same time his clients were Nike Prince Michael Jackson look him up Don’t believe me Michael Levine And he says if you give someone a present and you give that give it to him in a Tiffany box It’s likely that they’ll believe that the gift has a higher perceived value Than if you gave it to them in no box or a box of less prestige. That’s not because the receiver of the gift is a fool, but instead because we live in a culture in which we gift wrap everything. Our politicians, our corporate heads, our movie and TV stars, and even our toilet paper. So people are going to look you up right now. Everyone’s going to go to forward slash EO fire. It’s going to happen. forward slash EO fire. It’s like a tractor beam pulling you in. forward slash EO fire. You’re going to go there and what you’re going to do is you’re going to have a first impression. Nothing can stop you from doing this. You’re going to have a first impression and you’re going to look at the reviews and if the reviews seem real and seem realistic like Stephanie from Serene Clean or JT Lawson, by the way, JT wrote a book about his journey called But if they look real and you read the Google reviews and you watch the video reviews, at At a certain point, you go, wow, this dog trainer must know his stuff because puffery is where you make a claim, right? Puffery is where you make a claim, but when you can back it with facts and you can support what you’re saying with truth, it really is an incredible thing. Now that’s just one-fourteenth of what we teach our business coaching clients. We’re just talking about branding, and I’m already getting sweaty, folks. I’m telling you, this is the kind of training that people don’t receive anywhere else. And I mean this, if you go to, JT called me and he said, hey, I think I want to write a book to document what I have learned. And if you go to, I’m doing this special for your listeners there at JLD. If any of your listeners buy a copy of his book at, they are entered in for a chance to win a dream vacation to Hawaii. Anybody who buys that book is my way to kind of pay that forward. And he’s already having thousands of people every month visiting that website. People are buying that book. And I’m telling you, folks, branding is so important. Fire Nation, branding is everything. And you can tell that Clay understands this. And if you go to that website that I mentioned, and you see that for 50 cents, you’re going to be able to get your dog assessed and they’re going to come out and they’re going to beat any possible offer by a competition and they’re going to give you a money back guarantee. I mean, think about these things. I mean, this is unbelievable. And you go to that website and you’re like, wow, there’s branding. I get it. I see it. Everything’s clear. The calls to action are there. JT, obviously Clay has made a big impact in your life, in your business. Pull one of the top things out of the myriad of things that he’s done for you that you want to talk about with Fire Nation right now. Yeah, well, one of the things is you will never drift to success. So you’re either going to live the life you design or you’re going to live the life you don’t by default. So you always have to have your F6 goals. So what is that? Faith, family, finance, fitness, fun, and friendships. And you have to have that or you’re going to start to drift in one of those places. So that’s why you see these super jacked guys who have no money or you see these super wealthy people who aren’t in shape and you have to have those goals or else you’ll start to drift. And that’s huge because my goals now I didn’t even know were possible. Fire Nation, this is the F6 podcast right there. I mean if there’s one thing that we can sum up that you and your life need to focus on, it’s those things. And then circling back to you, Clay, because you have created this empire. You’ve created this 160 clientele that you have. You’ve created this team that I got to meet in Tulsa, Oklahoma, these multiple events you’re doing every single year. Take us home, Clay. Let’s really hear the way that you wanna end this episode on fire. Well, Chet Holmes, again, may he rest in peace, he once said, he said, the missing ingredient for nearly all of the 1,000 plus clients that he’d worked with directly to improve their businesses is pig-headed discipline and determination. I think a lot of people, they say, well, I’m just not good at accounting. I’m not good at marketing. I’m just not good at sales. I’m not good at leading a team. I don’t know how to make an org chart. I don’t know how to make a workflow. I didn’t go to college for that. I’ve never done a podcast. I have no idea how to hire people. I would have no idea how to fire someone. What do I do? And that’s why our one-on-one business coaching program is turnkey, end-to-end. We don’t just focus on accounting, and we don’t just focus on marketing. We focus on all 14 aspects of your business. And because our average client is with us for over six years, so when you go to, you’re going to see we grew this guy’s business from a million dollars to $18 million a year of business in three years. When you go to, I’m always citing my sources, this guy went from $16 million a year to over $150 million a year of sales, I’ve got thousands of success stories, but you do the math. If the average client is with us for six years or longer, that means we have about one opening every 90 days or so. So if you’re out there today and you want to schedule a free consultation, go to EO fire or if you want to attend one of our in-person workshops, you can go to forward slash EO fire. And also if you’re out there and you’re in a tight spot, I grew up poor, you can actually name your price to attend our in-person business workshops. So if you’re stuck in a rut and you’re in a tight spot financially, if you have the mental capacity needed to get to Tulsa, Oklahoma, you can attend these events at my office. That’s forward slash EO fire. JT, we talked about a lot today. You gave us those great takeaways at the end there, the F6, etc. What is the one thing that you want to make sure our listeners get from our conversation today? Yeah, well, one of the big things people need to get from this is that I am under the understanding to have what other people have, you have to be willing to do what they did to get it. So take you for instance, you had to do podcasts every single day and you did a ton of stuff to be able to live the life you’re now living, same with Clay and same with anyone. And the quickest way to change your life is to surround yourself by people who are doing what you want to do. So and then you have to be not just that, not just surround yourself, but also be humble enough and coachable enough to take what they’re telling you and implement what they’re doing and not be an ask-hole. So, what do you say? I said an ask-hole. So, that’s when you’re asking people for information, but you’re not actually implementing it. So, you have to ask for it and then implement it as well. I love the word humble. You said it. I want to repeat it. Fire Nation, be humble, be happy. And Clay, the mic is yours. Take us home. Yeah, I’ll just say this. I, you know, grew up without money, built a lot of success. My wife and I really enjoy the life. We live here with our five kids today. And what I found is when I got to the top of, let’s say, Mount Success, for me it was when I was in a limousine driving to the Tulsa Chamber of Commerce to receive my Entrepreneur of the Year Award in 2007 from the Small Business Administration. There were thousands and thousands of entrepreneurs considered, and I received Oklahoma’s Young Entrepreneur of the Year Award from the SBA. And everybody wanted to be my friend, and everybody wanted to know how to grow a successful Company, but it was very rare that somebody was actually serious when they asked those questions And I told my wife I’m very passionate about helping people that are serious about success if you’re looking for like an epidermis Epidermis surface level conversation, I don’t know that I’m the guy for you But if you’re somebody that actually wants to grow your real business by selling real products to real customers and exchange for a real profit. That’s what we do, and that’s why I faithfully advertise our conferences on your program there, because everybody who goes to forward slash EOFire, and you met many of them in Tulsa, these are serious, diligent doers and are goal pursuers. These are real doctors, dentists, lawyers, cleaning services, real estate photographers, people that just want to know what are the keys to success. And we’re going to teach you those proven processes and those success strategies that I’ve used to grow thousands and thousands of successful companies and actually build dozens of businesses for myself. And again, you can see those documented irrefutable case studies right now by going to forward slash EOFire. Fire Nation, for years and years, Clay has come on Entrepreneurs on Fire four times a year and dropped these value bombs with clients that have crushed it because of the systems, because of the processes, and like I mentioned, I’ve seen him in person, I’ve met him in person, I’ve met the Fire Nation listeners, you right now who are listening, who have attended these conferences, and who have revealed, and who have the results revealed to them as a result. And I just want to say, slash EOFire. Take that next step, be the next guest that Clay brings on to talk about the success that you are now having at the present moment in the future. Fire Nation, you’re the average. Of the five people you spend the most time with, you’ve been hanging out with CC, JTL, and JLD today. So keep up that heat and for links to everything we talked about, visit, type Clay in the search bar, the show notes page will pop right up. Clay and JT, I want to say thank you both for sharing your truth, your knowledge, your value with Fire Nation. For that, we salute you and we’ll catch you on the flip side. I know many of you have had a challenging year. Many of you watching this have a successful company. Many of you have a business that has struggled. Maybe you’ve had a business that you’ve just for whatever reason have never been able to get over the hump. Maybe you’ve always been just kind of stuck in a rut and that’s become your normal. Maybe you went from the goal you were, you used to have a goal to thrive and now your goal is just to survive. Well, to build your faith and to build your encouragement that you have the mental capacity and the tenacity needed to succeed, I thought I would get one of our younger success stories on the Thrive Time Show so you can talk to an entrepreneur who I don’t believe is yet 30 years old but yet is still achieving massive success. Stephanie, welcome on to the Thrive Time Show. How are you? Good, Clay. Thank you. So, Stephanie, where’s home for you? I live in rural western Wisconsin, so Sparta, Wisconsin. And how did you originally hear about the Thrive Time Show business consulting program? I heard about you guys actually through Entrepreneurs on Fire. You did an interview with JD over there. And do you remember where you were when you first heard that show? I was cleaning a house, actually. Well, you’re cleaning a house in Wisconsin. And from the time that you- I remember the exact house, yep. So from the time that you decided to get up the courage needed to schedule a call until now, how much have you grown? Since then, let’s see, 1,462%. 1,462%. And what kind of a time frame has that been, the time that you reached out to now? Yep. I reached out. We started working together in March of 2020. It is October, end of October 2021, so a year and a half. Wow. OK. So we’ve done a lot together, and many things you’ve done very, very well. And so what I thought I’d do on today’s show is I’m going to bring up the things that you’ve been able to implement that we’ve taught you. And I’d love to get your take on how you’ve been able to implement these. I’m going to go through 10 core systems that I believe you’ve been able to implement well, and I’d like to get your take on it. First off, you were not resistant to the idea of upgrading your branding. You were not resistant to the idea of upgrading your website print pieces. You actually leaned in and you wanted to get it done and get it done quickly. Talk to the listeners out there about how having an upgraded website has helped you? Yeah, the just overwhelming professionalism that people get from visiting our website just really blows them away to make them realize that we are professional and that we stand apart from everybody else in the area. So the website was key. I also think one thing that a lot of clients probably get stuck on is being too nitpicky about things and just like wanting it perfect as opposed to wanting it done. So I think the biggest thing is get it done we can always change things later but it’s better to have an awesome website than a perfect website like right now you know. Now step two we optimized your website. A lot of you have great websites that look wonderful but they’re not canonically compliant, they’re not indexable, they’re not searchable so therefore humans on the planet Earth who are using search engines can’t find them. Again, you didn’t push back, you leaned into it. Talk to the listeners out there about how optimizing your website has helped increase your leads. Oh, definitely. So, Google leads are like huge for us and people finding our website are huge. So, writing the content articles, making sure those keywords are showing up. We’re showing up when people search, you know, housecleaning, whatever they’re searching, whatever search terms we’re trying to show up for. So that’s huge. And of course, the review side of things is huge too for pointing people towards our website. Okay. You jumped ahead on my little cheat sheet here, but step three, gathering objective reviews. You guys have done a great job of gathering objective reviews from your happy clients. Talk to the listeners out there about the importance of gathering objective Google reviews from your happy clients. Oh, it’s so important. Like when I started working with Thrive, I definitely didn’t think like I needed to focus on that. I think I had 12 Google reviews when we started working together. And now between the two locations, we have, I think like 210 or something like that, like five-star reviews, all real. And when people find us, I mean, it’s not even a how much do you cost, it’s when can you come? I don’t care how much you cost. So people are ready to close like that. Now, step four is building a transparent and easy to understand sales system. You know, a pricing structure where somebody who maybe is not the most complicated individual, somebody who’s very simple like me could understand your pricing real quickly. Again, you’ve leaned in on that. You’ve been great to work with. Talk to the listeners about the importance of having a simple to understand pricing structure that your ideal and likely buyer can understand immediately. You just want them to not be confused. They’re like, why is this like this or whatever? And also from the like inside perspective of the managers or whoever is answering your phone, they need to be able to quickly, you know, answer questions and stuff without having a lot of training. So it needs to be able to be, you know, in like the sales script when they’re doing a call that they can just very quickly know what the numbers are and not have to be complex about it. Now, step five is implementing sales scripting. You have done a great job of implementing sales scripting and so many entrepreneurs, I’m telling you, oh, they say, I don’t want to do a script because I don’t want to sound like I’m reading a script. I don’t want my staff to be sounding like they’re reading. I want my team to have their own personality. I want them to embrace their true selves. And therefore, when their phone rings at their local business, every time their phone rings, it’s just like a minefield. You never know if the phone’s gonna be answered professionally, if it’ll be answered at all. You never know what people are gonna say. Nothing’s written down. It becomes a verbal tribal tradition. It becomes a celebration of jackassery. Tell the listeners out there, why have you embraced sales scripting and how has it helped your company? Sales scripts are amazing, as well as of course the call recording so that we can hold people accountable to the sales script. But it just takes all the guesswork and then all of the variables of what people say are removed so that if something’s not working, we’re able to pinpoint what that is and tweak one thing as opposed to whatever the people are deciding to say. So and it also like it flows really nicely and it doesn’t sound robotic at all once you get used to it. It’s like I could say it off the top of my head, the exact scripts we use and we know they close and that way we know it works instead of just people doing whatever they feel like. Now you also implemented a quality control checklist system where basically it’s not in people’s minds, they don’t have to remember, your technicians don’t have to remember what they’re supposed to do. There’s a checklist for everything. I mean everything. When you go into clean a home or a commercial business, there’s a checklist for everything. Talk to the listeners out there about the mind freedom that you’ve experienced since, you know, taking it out of your head and putting it on a checklist. Yeah, it just makes it so simple because it’s like, here’s the standard the cleaning tech is responsible for and is going to be held accountable to. And if that’s not hit, then we know that there’s a problem. They don’t get to say like, well, I didn’t know, they don’t get to say, I didn’t know. And then on the client side, they have expectations set. Instead of them setting the expectation, we are setting the expectation, as opposed to them being like, well, I thought you guys were going to clean my gutters. It’s like, well, it ain’t on the checklist, so we’re not going to clean your gutters, you know? Now, knowing and optimizing your numbers in terms of the financial aspects of the company, again, you’ve leaned into that. A lot of people who are into fitness, I find, lean into that. They want to know how much they weigh, what their body fat percentage is, how many calories they’re eating. People that don’t want to lean into fitness don’t want to know how many calories they’re eating, don’t want to know their body fat percentage. People that are into artwork and doing well at art, musicians. I’ve worked with a lot of musicians. Musicians that are good want to know how they sound. They want to hear themselves. People that are not good don’t want to hear themselves. Great ballet dancers and performers want to see themselves in a mirror. They want to analyze. Great builders want to see checklists and processes and blueprints. People, the accountants who are good at their job, they want to know the numbers. Entrepreneurs who are not good at entrepreneurship never want to know their numbers. Talk to the listeners out there about the importance of knowing and optimizing your numbers, actually knowing how much profit you’re going to make per Yeah, I would say number one most important thing in my opinion is the tracking sheet that we implement together and that, you know, every single day I’m in the tracking sheet and knowing like exactly where my business is, especially now I am very removed from the day-to-day kind of operations to a point. I’m not answering the phones. I’m not doing this. I’m not seeing the complaints or any quality issues or whatever. But I have my finger on the pulse of my business and every single aspect of the revenue, expenses, leads, closing rates, number of appointments, number of reviews, number of photos that are getting uploaded, just everything you could possibly know about the business, I know. So I’m never questioning or going off of emotion, because that’s not what we want to do. We want to go off of facts and numbers. And so I know that we’re growing or whatever, we’re closing, et cetera, et cetera, because the numbers don’t lie. So I love the tracking sheet, and I think it’s the number one thing that people should implement. If they don’t do nothing else, they need to know their numbers. Now, you’ve attended a multiple in-person, two-day interactive business workshops. And the reason why we include that is a quasi-free service. What do I mean by that? I mean, it’s not a revenue generator for me. If you’re a client of mine, I say, hey, you can come to these events. We make it very, very affordable. If you’re not a client, you can pay $250 to attend the workshop. And if you’re in a tight spot, we have scholarship tickets available. But the point is, everybody can afford to attend. Can you explain how the interactive business workshops have actually helped you to maybe further understand the path or to get a whole picture view of the actual business plan? Yeah, I love the conferences because I always walk away with action items. Even though I go over these things with my coach every week, it just, I always walk away with something like, wow, I get a fresh perspective on things because you’re interacting with a lot of other business owners and bouncing ideas off of each other and hearing what worked for them or what people are struggling with. And of course, then like having you like explain it in the way that you do, it just makes it very like actionable. Like I always go away with like, this is what I need to do on Monday to make these things happen. It’s not just like this motivational thing. Do you laugh a little bit? Do you have a little bit of fun? I do. I have a lot of fun at the conferences. Okay. And what kind of people attend the conferences? Not liberals. That’s funny. It seems like all, we start at 7 a.m. and it seems like the entrepreneurs are like, this is awesome. We start at 7, I can be done by 3, I can still make some calls. Again, you’re sitting next to people that have had massive success, people that have been in the program for years. Is that helpful to sit next to other people that have actually helped? Oh my, I can’t even, like the people I’ve met there have been like, they’ve changed my life. Like obviously you guys have all changed my life, literally, I’m not just blowing smoke here. But meeting the people, you know, the Josh Wilsons of the world, who I literally texted him today. Like, you know, we’re on a friend basis, we have calls all the time, like just the people that I’ve met, it’s just, it’s life changing. Now what is your website, if people right now want to go online and they want to look up your website and kind of see who you are and what you’re all about? Yeah, it is And okay, so you came to the workshop, you’ve implemented the tracking sheet, the group interview. People say, it’s so hard to find people. I’ve never had a hard time finding people. Even right now I don’t have a hard time finding people, but I can tell you it’s a system that I’ve applied. It’s a proven system, a proven process that I’ve done. I’ve been doing this process of hiring people. This marks, I know it’s crazy, 22 years of doing the same system every week, interviewing people. 22 years I’ve been doing this. I’m a 40-year-old person. I’ve been doing the group interview for 22 years. Can you talk about the importance of doing the group interview and how it’s changed your business? Oh, it’s so important. Like, that has been, I would say that’s a big game changer too, because I always have candidates like ready to go when something happens. And, you know, in the past two months, we’ve taken on a huge contract and I have hired probably 40 people and somebody quit today, somebody quit yesterday. I fired somebody three days ago. It doesn’t matter. Next, next, next, you know, so it’s amazing. Just a little context, just so you know, things that will get you fired if you’re out there, you don’t know about serene dash clean dot com. If you’re not on time, if you don’t honor your commitments to the client, you’re going to get fired. And there are certain people on the planet Earth that don’t want to honor their commitments to their client. They don’t want to show up on time and therefore you’re not a good fit for Serene Clean. So she’s not running around just randomly firing people. She’s just saying if you have a certain standard and expectation and on behalf of the customer, because you’re a customer advocate, you’re saying this is the standard we have to deliver at. Now, next thing, step number 11 here, you pay yourself well and you don’t apologize for it. Now, it is going to be said that you actually make more money now per month than many people make per year. And I repeat that, you make now more money per month than many people now make per year and you’ve learned to pay yourself well and not apologize for it. But I knew you, you know, going back to when you first called us to where, you know, you were really grinding to make it work and now you’re doing really well. Now that you’re paying yourself well and not apologizing for it, are you able to enjoy more time freedom to work out, to read, to spend time with family, friends, to think more meta on your business or how has that impacted you? Oh yeah, definitely not having to worry about income is really empowering. And also, of course, that just allows you to do a lot of good in the world because number one, we’re here to make money, but money is just a tool. And so that allows us to help the community, help our families, buy cool stuff, of course. But the time freedom is really, that’s the whole point of this for me, is I don’t want to have to be anywhere I don’t want to be at any given time. So, and now I can do that. Now, final thing is you’ve been able to sustain diligence and accountability. What does that mean? Diligence is where it’s the steady application of effort over time. It’s like long after the motivation, the big idea wears off. There’s always the excitement of a new idea. Woo! New idea! Yes! New idea! Love the new idea! Just had a new idea. I should buy a boat. I should start a company. It should be called Serene Clean. Well, long after that idea has worn off, then diligence kicks in. And diligence is the steady application of effort. If you’re out there and you’ve ever played sports at a high level, you’ve ever been a top-notch speaker, you’ve ever been a top musician, anybody out there who’s done anything at a high level, you know the level of preparation is what prepares you for the ovations. Again, the preparation is what prepares you for the ovations. Everybody out there, if you have a sound mind and you’re being honest, you need a little bit of accountability. We all need accountability. Somebody that can hold us accountable to push through goals, push through obstacles that made that time seem insurmountable. You know, sometimes it’s like it seems overwhelming. How has the weekly meeting and the accountability helped you to stay diligent and consistent over time? Yeah, I love that. My coach definitely like holds me, because everybody needs to be held accountable no matter how high achieving you think you are. And obviously like you know the the pig-headed discipline is is awesome to have that but you still need somebody to hold you accountable. And like for me you know there’s certain things like there’s always some place that you can do better and improve on and so what my coach Bloomer he always uh you know it’s like okay it’s been two weeks now you haven’t gotten a video review what’s going on and it’s like I don’t like getting video reviews. Like he’s calling me out on it. I love that because like, I hate it, but I love it. And because that’s, we need to be told where we’re failing. I mean, they’re telling us where we’re good, but we need to be told where we’re failing. Oh, that’s amazing. Now, again, you are a diligent woman who’s reached out. We only take on 160 clients. I think you certainly occupy one of those spaces as well. And what’s interesting is, you know, last year, our average client grew by 104% and we didn’t have any client that grew by over 500%. So 1,462% is certainly gonna impact that average. What advice would you have for anybody out there listening who’s contemplating going to forward slash EO fire to schedule a consultation? Because again, if people want to schedule a free consultation with me, I don’t charge for that. We do have call screeners. They’re gonna make sure I’m not wasting your time and you’re not wasting my time to see if you’re a good fit. But there’s people out there contemplating going to forward slash That’s forward slash What advice would you have or feedback would you have for somebody thinking about attending one of our in-person workshops or scheduling a one-on-one consultation? I think you really need to look at yourself and say, am I ready to maybe be told to do things that I’m not comfortable with? And am I ready to do it? Because you can always hemm and haw and go back and forth. But if you’re not ready to implement anything, it’s probably not a good fit because your coaches are gonna push you. And that’s the whole point. You’re paying them to push you. So if you’re not ready and willing to make changes, then don’t bother. I tell you what, I really do appreciate you taking time out of your busy schedule to join us. I’m so excited about your growth there. And hopefully we’ll see you in December. Are you coming in December to the conference? Not with this big job. I’m on a military base. I’m on a military base right now. Oh, shit, I’m rejected. Okay, that’s fine. But maybe we’ll see you at the next one, okay? Thank you for being here. I appreciate you. Thank you, Clay. Take care, bye-bye. Okay, hey guys, my name is Stephanie Pipkin. I own Serene Clean and this is my grandma Sue. And we are going to briefly just go over the Dream 100 drop-offs that she does for Serene Clean and how it has really helped grow our business and spread the word of our business in our area. So just a little background on Serene Clean and working with Thrive Coaching. So I’ve used Thrive out of Oklahoma for two years this month and when we started working with Thrive we were at about $200,000 in revenue a year and this year we’re projected to do $1.4 million in revenue a year. So it’s grown very, very drastically since we’ve implemented all the systems and that’s what we’re going to talk about today is some of the, one of the systems that they have encouraged and harassed us to use and it works really good. And that’s Dream 100 Drop-Offs. And that’s something that my grandma Sue does for me and she is absolutely killing it. So, grandma, basically, if you can just describe what it is that you do at these drop-offs. What do you do? When I get there, of course, I introduce myself and the business and I just tell them that I am a business to business call. I am not there to sell them anything. I’m just there to introduce them to a new business in our area. What do you bring and leave with them? I actually have a little gift for them and then a sweet treat. I have the paperwork that explains all about Serene Clean. talking to them I try to like give a little bit of thing talk about things that would encourage them makes it a little more relaxed and casual and then I do sign my name on all the things so I tell them that they can’t forget me and put a little smiley face with it and leave them as I go then I say and here’s a sweet treat to get you through the day. So basically she just goes gets a box of donuts, hits all our stops for the day, and what she’s leaving behind is basically a sales sheet that explains what makes Sling Clean different, and on the back of it is commercial references of companies that we already cleaned for. The whole purpose of this is to get us more janitorial accounts, because those are excellent accounts for us. The thing she’s also asking is, how do they clean now? And, you know, are they using a service now? How happy are they with it? Like, is there any issues? And who are you usually talking to? Are you talking to the receptionist? Who are you talking to? It’s kind of split. A lot of the businesses I’ve been to recently, I’ve actually talked to the owners. If it’s a large, large business, I’ll be talking to the lady or person, it’s usually a girl, at the front desk. And I ask her, sometimes they don’t know or they don’t tell me, and sometimes they do know. So it just works out really well to find out from them, do they have a cleaner? And like a lot of them that I talk to the owners, they actually are doing a lot of the cleaning themselves. So it just gives me a little heads up too of what they’re doing and then I pass it on to Steph. Yeah, so then at the end of her stop she types up a little synopsis of who she talked to, what was the reaction, things like that, and is there room. Because really the goal of her doing this is to get the foot in the door for me to do a walkthrough and BIN account. That is the whole purpose of this. Overall, how would you say the reaction is? It’s been really well. You don’t know but I always, I get excited when it’s a great day and the sun is shining and sometimes it’s snowing but whenever, when I have a great day and everybody’s just happy to see me, it just makes it a fun thing to know them. I’ve been from the area for a long time. So a lot of times I heal friends also while I’m out. Yeah, this has worked really well for grandma in particular because it’s just coming from a very not salesy place at all. It’s not, you know, they’re not trying to sell, she’s just trying to introduce them and it’s very, you know, a lot of people are just so like turned off by, you know, like very hard selling and so it’s just like, one, getting them with the donuts, like nobody will turn that down. And then really it’s just, yeah, a very friendly thing and this is like a long game thing. Almost never is it the first stop that they’re going to have us do a walkthrough. A lot of times, that sheet will sit on a desk for a long time. And then when they’re ready to go, and they’re either pissed off about their current service, or they’re just overwhelmed doing it themselves, who is that lady who dropped off the donuts? Where is that sheet? Ah, serene clean. And then it’s top of mind and it’s just really impressive and so kind of like the highlight of her doing this she’s done this how long have you been doing this? Eight months. Eight months. She got me a walk-through at a very large manufacturing facility who is like a dream client. It’s daytime commercial Monday through Friday like an amazing account like who I would wildly want and she got me a walkthrough and we ended up winning the bid and have been cleaning for them for two weeks now and that’s like a $5,000 a month account. So it’s significantly impactful and again this is long game thinking of you know she’s making these introductions and you know we’ve gotten plenty of smaller accounts as well from her doing these things and you know just being consistent you know that’s the biggest thing is you know you do this every week right? Right. Every single week unless we have a significant snowstorm. Every week. And it’s fairly inexpensive from, like, for us, we always did the donuts. I’ve tried other things, but the donuts just seem to be a hit. And yeah, I just know a lot of people are hesitant to do this. But if we can do this in a small town and to have that kind of success rate, and it really, we just want to be top of mind. And it’s working, and it’s growing the business really, really well and it’s just fun to work with Grandma. So, yeah, so that is how we do Dream 100 and it’s working great and we just say, go do it, don’t be scared, just make yourself do it, basically, and for me, I don’t like to do it, but I knew Grandma would be great at it and so this is one of those things of delegating and outsourcing if you don’t wanna do it, but if you don’t have somebody to do it, you need to do it. Because if you don’t, your business will just not grow the way you want. So yeah, that is how we handle this. So, thanks grandma. Hey, I’m Ryan Wimpey. 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. The linear workflow, the linear workflow for us and getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. So having linear workflow and seeing that mapped out on multiple different boards. It’s 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. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live years ago. This is our old neighborhood. See? 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 van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 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. So we really just wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. All right, and now ladies and gentlemen, I’m gonna bring up 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 Top Kee. 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 bright. 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 emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers, and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out, or you’re going to spend half of your time trying to figure out the online marketing game and produce 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 actually knows what they’re doing. When you already have something that’s your core focus, you already know how to do it. 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 people there’s a real sense of urgency to get it done. Alright JT so hypothetically in your mind what is the purpose of having a business? To get you to your goals so it’s a vehicle to get you to your destination. And would you need profits to get there I mean is that when you have a business that’s successful and you’re in your mind your expert opinion would you need profits to get you to your goals? Yeah, because if you have a $15 million business but you have $15 million in expenses, it’s kind of pointless. Holy crap! Alright, so the question I would have here for you, if you could take like 10 minutes or less and see if you could save three thousand bucks a year by reducing your credit card fees, would you do it? Yes, absolutely. Holy crap! Why would somebody out there who’s listening right now, who has a sane mind, why would they not go to forward slash credit dash card, forward slash credit dash card to schedule a ten minute consultation to see if they can reduce their credit card fees by at least three thousand bucks a year? Why would they not do it? Yeah, why would they not do it? Maybe because they don’t understand how you said the website. This tree is a symbol of the spirit of the Griswold family Christmas. That’s clear. That can be true. So I would encourage everybody to check out forward slash credit dash card. forward slash credit dash card. What would be another reason why someone would not be willing to take ten minutes to compare rates to see if they could save $3,000 or more on credit card fees. Maybe they think it is a waste of time and that it won’t. It’s not possible. There’s somebody out there that’s making more than $3,000 every 10 minutes and they’re like, nah, that’s not worth my time. Hello! We getting there, everybody! We getting there, everybody! There’s probably some, someone out there. Okay. They would think that. Well, I’ll just tell you folks, if you’re out there today and you’re making less than $3,000 per 10 minutes. I would highly recommend that you go to thrive forward slash credit dash hard Because you can compare rates you can save money and you know the big the big goal in my opinion of building a business Is to create time freedom and financial freedom and in order to do that you have to maximize your profits Holy crap now one way to maximize your profits is to increase your revenue another way to do it is to decrease your expenses. It’s a profit deal. Takes the pressure off. JT’s or any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average. I am at a loss. I cannot think of any other. Shampoo is better, I go on first and clean the hair. Conditioner is better, I leave the hair silky and smooth. Oh really fool, really. Stop looking at me swan. Well let me tell you a good story here real quick here. I actually years ago compared rates with this company here called IPS. It’s integrated payment services and I scheduled a consultation. I don’t know that I was skeptical. I just thought whatever I’ll take 10 minutes I’ll compare rates. I can’t tell. You can tell me I’m a doctor. No I mean I’m just not sure. Why can’t you take a guess? Well not for another two hours. You can’t take a guess for another two hours. And in my case, in my case, my particular case, I save over $20,000 a year. Holy crap! Wow. Which is, you know, like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great, okay. Oh, God. Everything okay, ma’am? It’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay, I’m a trained professional, ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t going to be easy, so I need you to be brave, all right? What’s your name? Patricia. Patricia, all right. I need you to take a deep breath. We’re about to do the cheese. You know, that’s the difference between eating organic and not organic. So because my wife eats organic, I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies. One question, what’s the brand name of the clock? The brand name of the clock, Rod, do we have it? The brand name of the clock, it’s an elegant, from Ridgway, it’s from Ridgway. Let’s, let’s buy. Buy the clock. And sell the fireplace. I encourage everybody out there, go to forward slash credit dash card. You schedule a free consultation, request information, a member of our team will call you, they’ll schedule a free consultation. It should take you ten minutes or less. And they’re going to compare rates and see if they can’t save you more than $3,000 a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, at the end of the day, the goal of the business is to create time freedom and financial freedom. And in order to do that, you need to create additional profits. Let’s go. Let’s go. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah. So, what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. Okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews, and now we’re the highest rated and most reviewed Pest and Lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay, so 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85% and that’s largely due to, first of all, our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. When customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. That has obviously… The 411% shows that that system works. Here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year, from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews, that way we’ve really been able to come up with a really great team. We’ve created and implemented checklists that when everything gets done and it gets done right, it creates accountability, we’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really really contributed to our success but that like is of the diligence and consistency and doing those and that system has really really been a big blessing in our lives and also you know it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. And we didn’t know… Oh, sorry. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah. And so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. They implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut. And if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. We just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. He’s key, this kind of guy has worked in every single industry. He’s written books with like Lee Crockwell, head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours on the day to day. He does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers and graphic designers and web developers and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every six to eight weeks he’s doing reawaken America tours. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from start ups go from start ups to being multi millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing was when I was shadowing him one time. We went into a business deal and I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or, you know, navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top Keynight, 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 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 4 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 Thrivetime 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. 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 going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, 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 gonna be the best business workshop ever, and we’re gonna give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see you. If we go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their calls. Well, okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it was up and down roller coaster. And so now, we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. I didn’t. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve got doubled five times. Which is just incredible. I mean, the first time you do it, that’s one thing, but when you do it repeatedly, I mean, that’s unbelievable. We’re working our bless assurance off this year to double. We’re planning on doubling again. We’re incorporating new, some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take, no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. And the best executives, Peter Drucker is a father of modern management, he said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with the script here, we have a brand new gal that just can’t came in working for us She nailed down the script, and she’s been nailing down appointments Usually we try to get one appointment for every hundred calls We make two to three hundred calls a day per rep right and she’s been nailing down five and eight appointments a day Somebody out there’s having our transcript. What’s so she’s making how many calls a day? She’s making between 200 and 300 calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, and or let’s say about a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road. Maybe 2013? 2012. Okay, so 2012 and at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza, but do you remember when we first reconnected? Yeah, well we had that speaking thing that. Oh, there it was. So it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship. But I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell I’ve learned how to create repeatable systems and processes and hold people accountable You know how to hire people it’s almost like every aspect of a business you can learn I have learned a lot in those different categories and then Again the the mindset that I’ve gained here has been huge. You know working here you can’t you can’t be a mediocre person. You are a call to a higher standard of excellence and then as your call to that standard here you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall in the group interview talks about how the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory and we’re on our own trajectory and the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s, again, unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that are satisfied with mediocrity. People that wanna get through life by just doing enough, by just getting by. People who are not looking to develop themselves. People who are not coachable. People who think that they know it all and they’re unwilling to change. I would say those are the type of people and in short anyone that’s content with mediocrity would not like working with clay, so if You’re meeting clay for the first time the advice I’d give you is Definitely come ready to take tons of notes every time clay speaks he Gives you a wealth of knowledge That you don’t want to miss I remember the first time that I met clay I literally carried a notebook with me all around. I was looking at this notebook the other day, actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about three or four months just from being around Clay, following him and learning from him. And then I would say, come coachable. Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted. The Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. 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 going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this and because there wasn’t anything like this I would go to these Motivational seminars no money down real estate Ponzi scheme get motivated seminars, and they would never teach me anything It was like you went there, and you paid for the big chocolate Easter bunny, but inside of it. It was a hollow Nothingness, and I wanted the knowledge like oh, but we’ll teach you the knowledge after our next workshop And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same system 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 it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news. The tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money, and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you’ve got to do is go to to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you


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