Business Podcast | How to Build a Scalable Sales System With Long-Time Clients & Success Stories Randy Antrikin of PMHOKC.com (9X Growth) & Ronnie Morales of MoralesBrothers.net (57% Year Over Year Growth)

Audio Transcription

Get ready to enter the Thrive Time Show! 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 on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I break down the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now three, two, one, here we go. We started from the bottom, now we’re here. We started from the bottom, now we’re so you gotta get. OK, so we’re going to answer questions on the board here. So Aaron, I’m going to have you read the question on the board. I’m going to bring up Ronnie Morales first. Ronnie, I’m going to get you on mic three over here. This is Ronnie, okay? Ronnie Morales, okay? Thank you, sir. And Ronnie, let’s pull up his website, moralesbrothers.net, and we’ve had the pleasure of working together for? Almost a year. What? Almost a year? September was a year. And how much have you grown, sir? 32%. He’s grown 32% in one year, real guy. Moralesbrothers.net, there he is. Let’s hear it for Ronnie. Okay. And Randy, I’m going to have you over here. This is where the real client section is, okay? And why I like these two guys, have you guys ever met each other before? Just a short, yeah. And again, hopefully this is helpful. Page zero. E-motion gets in the way of motion. These are two guys that knock out homework. It’s fun to work with them because they implement, they grow, they’re great guys. They happen to love their wives. They’re great. They’re always talking positively about their family. They’re committed family folks. Just great. The whole thing’s great. It’s awesome. So, okay, first question on the board is, is what are the deciding factors to franchise or license? Okay, so I’m gonna go to Ronnie Morales on this, and then I’m gonna go to Randy. Same question. So, Ronnie, tell everybody what you do. Residential remodeling, indoor and outdoor. Okay, and what city are you in? Houston area. Houston area. Randy, what industry are you in? What city are you in there, sir? So we’re all over Oklahoma, Tulsa, and Oklahoma City, and we’re an outdoor living, so anything in the backyard, pools, just really anything in the backyard. And then Sean, pull up the elephant in the room workflow, because the workflow for elephant in the room, that’s our haircut chain, is the same for every business, church, and organization. Every single one of them is the same. Every business, if you talk to me, I love you, you’re all individual creations created by God, that’s great, but your business is the same to me. You’re different, it’s great, awesome. Every business is the same. So there’s really no difference between, Spurl, that’s Spurl back there, is that your wife, Mr. Spurl? There she is, she’s real, they’re from Minnesota, she’s here, how are you, good to see you. Okay, that’s the co-laws, you guys would like each other. Same values, awesome. He’s like a holistic medicine guy, great, awesome. Okay, but great Christian guy, great doctor, awesome. Seriously, you guys will like each other. Give you a reason to visit Minneapolis, it’s great. So, what happens is, is that if you pull up the workflow, the first area is what we call marketing. Then you generate leads, leads come in. So, for Randy’s business, and for Ronnie’s business, and for Aaron’s, it’s all the same, marketing, leads. We on the same page? Now, the next step here is, Aaron, what’s step one? What does it say on that board? Step one is a pre-written email and a pre-written text. Yeah, so that’s why when I first started working with Aaron Antus, there was about a year in and we worked out a deal where we were going to call the leads for you. Yes, you did. So I hired people that had never worked at Shaw Homes. They didn’t know anything about home development. And what I do, this is a big, page zero, this is important. I make sure my salespeople know nothing about the product, glory, or the service, and all they know about is making calls. Whoa, wow, real story, I’m not attacking people. I had a guy back in the day, one of the top sales people I’ve ever hired who worked for a fitness client of mine who wasn’t in shape, who just was in shape. But when you were on the phone, you had the feeling like he was into fitness. He was like, what you want to do is you want to schedule the one-on-one consultation with our trainers. They’re gonna get you on a keto diet, which is where you, buh buh buh buh, your metabolic rate will increase because muscle burns fat even while resting. It’s incredible. Dude’s rocking like 320 pounds, has never worked out, ever doesn’t care about fitness. But you had the feeling you were talking to like a man who was obsessed with fitness. My top salesperson at Epic Photos, and Kirk, you can verify, Eric Herman. Eric knew nothing about weddings and hadn’t been to a wedding ever that we had ever photographed, and he committed himself to never learning anything about photography. Because you know they have to know about making calls and the more they know about anything else the more calls they won’t make. Back to you Ronnie then we’ll go to Randy. When you get a lead that comes in at MoralesBrothers.net how many times you have to call the lead or does somebody have to call the lead before you book that consultation? than twice. Text, call, email? Text, call, email. If we have a wrong number because it came to our website, we have an automatic email that we respond, send to, like a template that they send out. That way they explain to them that, hey, we got the wrong number. Can you give us the right number? We can reach out to you. But it’s the salesperson can use it. It’s all kind of scripted and planned out. And the calls are recorded for quality control? They’re recorded. Have you ever listened to the calls? Yes. You have great people now. When you first heard the calls, how did it go? The first person that was answering the phone, she didn’t want to follow the script. It was very difficult. It was like, I mean, it was tough. And we hired an assistant. It was great at answering the phone and she listens to what we want and what we need. She’s doing a great job now. She is. Okay, now real quick. Accountability, page zero. Without accountability, without accountability, we all fail. All of us, me, you, all of us. Without accountability, we all fail, all of us, period. Doesn’t matter what you do, doesn’t matter who I am, who has the mic, who’s sitting down, we all fail without accountability, am I correct? True. We all need accountability, all of us, right? God is always watching, but we need accountability, right? Okay, so Randy, your business, PMH. You guys could swap salespeople, by the way. You could, just to be fun, just fun, you could be like, hey Randy, I’m gonna work out a deal. Can my lady call your leads and your person call my leads? That way I can, you can yell at my guy and I can yell at your guy and that way it’s, okay but seriously when the phone, when the leads come in, what’s your, how many times do you have to call a lead or text a lead before you get them on the phone? So our goal is to set an appointment to go out to their job, their house. So our average amount of calls to book someone is about seven so they, the lead comes in, we call, text and email and usually we’ll end up calling two times a day because by the time they go through the list we just have them call again and a lot of people don’t want to answer in the morning they’ll answer in the evening so that’s you know kind of our strategy is to call them two times a day and then we set them up in a drip campaign where they get an email a week. And I have no argument with anything he said but I want to hammer one thing he said he said he has to call the person average of seven times to get him on the phone for our haircut chain It’s a little more than that. That’s inbound leads. I’m not cold-calling people people that thought our form It’s an average of seven times now. Have you recorded your calls Randy every calls recorded and the tool I recommend is clarity voice calm If you don’t use them fine, but I’ve tried virtually every Call recording service there is and clarity voice is the easiest for my clients to use but clarity voice calm That’s what we use at oxyfresh.com, we use it at Elephant in the Room. Have you ever listened to the calls and thought to yourself, uh-oh? Yeah, I mean it’s really kind of a three-part system because if you record the calls you can’t just like not do anything with it. You have to record them, you have to listen to them, and then you have to have feedback for whoever is doing the right thing or not the right thing. And somebody’s saying, this is a long way to answer the franchising question. This is how it works. Every business is the same. We need to understand that. It’s just a different game, but it’s the same system. Okay. So now we move on, Aaron. We text the lead. What’s step two? What do you got? Inbound sales script, recorded calls. Got it. On the same page. And then step three is booking. Yep. Then step four is provide the $1 haircut. Okay. Now this is where the business is different. Because you have to build the house. Yep. In this case, you do a free consultation, Ronnie. Randy, you do a free consultation. So Ronnie, have you ever gone out to somebody’s house to do a free consultation? It was a complete waste of your time. Yes. I used to charge, and you told me not to. Yeah, and see, Ronnie and I used to have a couple arguments about that, but I was just like, stop charging for the first consultation. I’ll tell you why. Show of hands, who’s dealt with a shady contractor? Shady, shady, shady. From the root word, shade. Okay, E, shady, okay. So what happens is, how many of you have dealt with where multiple contractors to the point where you believe that most contractors are shady? Okay, so what happens is, when you say, I’m gonna charge for my first consultation, we’re going, oh, really? Because we just group you all together, you know? So now, how do you filter who’s a good use of your time? Like which ones you’ll go to and which ones you’re not? What are some of the filter moves? So we have the call script. So the call script kind of goes through a few questions, kind of see if we’re going to be a good fit for their project. Sometimes the project gets too small. So we do go through the script. Because of the script, I now have a sales guy, my first sales guy, and I am no longer in sales. I do supervise everything and listen to the call scripts, but I no longer work on sales. I’m actually working on the business. I’m going to brag on you because you do a daily huddle with your staff. That’s one thing that you do you do this, too Yes, why do you do it daily? Because I get to answer all the questions throughout the day, you know And I still struggle with some of the employees in different departments that come to me because our daily huddle for production because there’s a Lot of production going on. So the daily huddle is mostly production But we do go over other things as well But it keeps the thing unity and it makes everybody feel part of the team. We share a quote, we share a quote, now it’s always a scripture that can pertain to the business and the personal life. Now here’s the thing, he actually has created a culture where people want to work. He’s got a merit-based pay culture and that’s exciting, but also if somebody doesn’t want to make the calls, he still follows up. Hopefully I’m being, we’re being clear here. You don’t want the job to be terrible. You’re not trying to make it difficult for people, but if somebody doesn’t want to call the leads, that’s not related to what they’re supposed to do. Does that make sense? So Randy, you built stuff. Okay, so we’re going here to this. We do the first haircut for a dollar. When someone actually moves forward and they hire you, how does your payment process work? Do you do like 10% down, 100% down, 50%? So, our first draw, regardless, is 25% down and it’s non-refundable. Doesn’t matter what happens in the process, it’s non-refundable. For pool projects, it’s nine draws. For regular projects, it’s four draws. Okay, and so, just to be clear, the question was, is it franchisable? The problem right here is step four. This is where you decide if your business is franchisable or not. And I want everyone to just jot this down. If you want to franchise, this is the thing. If you can teach an adult man or woman how to do the skill in four weeks or less, it’s a franchisable thing. If it’s not, it’s tougher. Because Randy, could you be described as a builder, as a mason, what are all the skills and the trades that you could actually do yourself, Randy? Like me personally? Yeah, if you had to. So my trade growing up was a mason. We’d brick new homes. I used to work for people like Aaron, just bricking homes, and that’s what we started doing. So you can do it. Oh yeah. If you had to build this yourself, you could do it. Ronnie, what are all the skill sets that you have yourself? Framing, cabinetry, roofing structures. I did it since I was 13, framing and things like that. So what happens is that what I find is a lot of people want to franchise their thing, but their thing isn’t scalable. It’s like an art, or it’s a thing they’re passionate about, but it’s not scalable. Does that answer that question? Who had that question? Is that helpful? Because everything up until, yes sir. Does that answer that question or is there other questions about that? I think I just feel kind of comparing the franchise to the dog. Yeah, well this is a thing and this is fun. It’s kind of a recent story. It’s really easy to learn how to train dogs if you’re looking for a career as a dog. Just so you know, you can make, JT before he left, and correct me if I’m wrong, before he moved from Nashville, he was doing about 20, we do about 20,000 a week of sales or 15,000 a week of sales? So he went from like having no experience as a dog trainer to doing how much a week in sales? So from zero sales to 20,000 a week of sales as a dog trainer, and before learning to become a dog trainer, were you a dog trainer? No. Okay. And how long, and it only takes you about four weeks to learn how to become a dog trainer. So I’m being totally real. For $10,000 and about four weeks of your time, you can learn how to make more money than every doctor you’ve ever met, except for a couple of them. That’s a franchisable thing. I love that. That’s pretty sick, you know? So that’s why that business is so scalable. It’s just so easy if you’re like, I don’t know what I want to do, but I want to make $100,000 a year or $200,000 a year doing it. Dog training’s cool, because for four weeks and for less than 10 grand, let me tell you what you got to buy. A dog. What? I have to have a dog? Yeah, you have a dog. And you learn how to train the dog, and then that’s what you do. I mean, that’s the whole business model. Jay, do you have anything else you have to buy? Other stuff you have to buy? Kennels, how much of those 45 bucks anything else car bro that’s crazy bro I uber everywhere bro okay the true story this is a funny story the other day were you here the day where who who was here the day where there was a delivery made who worked in the office today there was a delivery made by a guy who is a grub hub but he the guy delivering the food wasn’t the driver. Who was here when that happened? I lost my whole day and focused on that for two consecutive days. A guy gets out of the car and he’s like, hey, is D here? And I’m going, D, do you remember that? You remember that day the guy delivered the food but he wasn’t the driver? And I was like, wait a minute, so how does this work? You’re the food delivery guy? He goes, yeah, yeah. So you’re like Grubhub, was it Grubhub D? What company was it, Grubhub? DoorDash, so you deliver the food, but you’re not the driver, how does that work? And he goes, well, my buddy, he drives and I deliver. I’m like, so is it your car? He goes, no, I can’t afford a car, so he drives. So you’re Ubering to DoorDash? And he’s like, yeah. And I’m like, how do you all make any money? Because you bought like $8 or something of stuff, right? I mean, seriously, wasn’t your bill like $8? It was like $8. And I’m like, the two of you drove here. And I go, how many deliveries do you do per hour, bro? And he’s like, like two or three. I’m like, so you don’t own a car, but you’re riding with you. You Ubered to deliver the door dash. He’s a car man. I’m like, wow, that’s not franchising. That’s not franchise. No. And that’s Jack Assery. And as I’m talking to the guy, I’m doing the math, which he hasn’t done. And I’m going, so how much do you pay him? How much do you pay him? And he goes, well, I mean, it’s like per hour, you know, delivering the gas and stuff. It’s like 15. You pay $15 an hour. This guy to drive you around plus gas. He’s like, do you make 15? He’s like, I don’t think he get to. Oh, no, it’s real. I spent my whole day focused on the Jack Cassery of that moment. And that is all related to the fact that marijuana is legal in Oklahoma. That’s that’s really what this is like if you got a student in your life who’s studying history at OU That’s like explain to them. It’s a waste of time 200 grand in 150 grand and you got your MBA. No one cares about history, bro. Oh No, I chose the wrong major yeah and the wrong master’s degree in the room, okay, so we continue so franchisable What’s the hardest part of scaling your business because you’re doing great now. Now Randy’s about six times larger, four years down the road farther than you. What’s the hardest part for you, Ronnie, to scale? If you were to go, want to open up more locations? The production management, production. Production? There’s so many different skills. There’s a lot of different trades out there in the field and the type of work we do. So we work with a lot of people. Okay, a lot of people, finding people. Okay, yes, Randy. What’s the biggest limit? If you were to open up 45 locations and say you wanted to scale and license them all over the place or franchise them all, what would be the hardest part? For us right now, it’s the accountability. Just not seeing everything. You have people out there with systems. The system’s only as good as the person that hits the button or does whatever the system says they’re supposed to do. The people in the system is definitely the toughest. I would say, I describe Randy as a trash picker-upper. You say, what? I’ve actually watched Randy. He’ll walk around this office and if you see something, Randy will kind of trash put it up. People that walk by trash and pick it up, that’s a thing they have. Those are people who can usually run a business. It’s the people that like they see a piece of trash and they’re like, uh-oh. Or they see a woman who’s trying to get in the door and they try to, the elderly lady, she’s trying to get in and she can’t quite, because she’s carrying all the groceries, they open the door for her. It’s that kind of person that’s usually successful. The person who just goes, it’s kind of tragic that she can’t open the door. Bruh, my Uber’s here, cool. Then I can door dash, oh cool. That kind of person can’t do it and they need someone like a Randy to follow up with them. Is that, are we on the same page? I hear questions about licensing. Yes. Yeah, so can you just, what’s the difference between franchising and licensing? Yeah, go to page zero, we’ll get it for you. A franchise is regulated by the federal government. It’s called FDD, a franchise disclosure document. There’s an item 19. There’s 19 specific things that the US government wants you to cover on this document. And you have to disclose the financials. And you have to disclose the cell phone numbers of the people that have owned a location. So if you bought a Clay Clark’s Magnificent Dog World franchise for me, and then Randy bought one, and you bought one, Ronnie, and you are super successful, you’re super successful, you are super successful, but we have another guy who’s not doing the systems and he’s not successful, I’m required to provide the phone numbers of everybody and their financials. And then you’re regulated by the federal government. So the federal government is like wanting you to audit yourself every year and the federal government is an incredible organization that never Ever waste money or time and so you have to Deal with that. It’s a lot of compliance and then licensing is more like hey, here’s the system This is what you should do. But if you don’t do it, that’s okay Because that’s called jackassery and a lot of people want to do that But you know what you still pay me a percentage for the right to use my system Does that make sense where a franchise is like you have to use my system. Make sense? Okay, does that answer your question, sir? Okay, next question, let’s do it, here we go. How do I figure a cost per job or number of jobs needed per week or per month if the price varies from $75 to $5,000? Who asked that question? This is a really good question. Okay, so what do you sell, sir? Termite pest control, fumigation, general monthly pest control. Termite pest control, okay. So what I would recommend you would do these steps that I would do. I would figure out what just what your average is. I know it’s tough but you just the extreme I mean if you had a hundred clients what percentage that we’re gonna drop the $5,000 deal? What percentage of that big ticket? Half of them are big ticket and what percentage are like crazy small? And And I would just for this exercise, I would just figure out your average. And Randy, for your business, what’s your average ticket? 58,000. Ronnie, what’s your average? 80,000. 80,000? So you guys, did you try to one-up him? Is that what’s going on? I’m just kidding. Four million dollars per deal. I won’t even touch it. Okay, I’m just kidding. So, just messing. It’s entrepreneurship, we’re always competing. Okay, so, but you guys are, you have to figure out that average. And then over time, you start to figure out, okay, how many houses can we sell to get my, when you start to figure out, okay, if this is my average ticket is $2,000, and my average profit is, what’s the profit percentage? 30%? So if it’s 2,000, you’re making 600 bucks? Okay, you start to just go, okay, let’s put that in my system, and let’s see if we sell this many units, do we hit my financial goals, and just track it for like 30 days, and then just keep revisiting it. That’s why we do a weekly tracker with all of our clients. So what’ll happen is if you’re not careful, you’ll start to exaggerate to the positive because you’re an entrepreneur, you’re more optimistic. So entrepreneurs are more optimistic usually. I’m kind of a rare bird in that I’m usually very pessimistic and or negative about all things. But that’s why my businesses have never failed. I’m always like, if this is not profitable, how can I continue to keep the lights on? And I think about that, so I start with sort of a pessimistic view, but then you do the math, and over time, you’ll figure out that average there. Hopefully that’s helpful for you. Aaron, next question. Do you use personality tests for potential applicants? Real quick, I don’t believe in personalities. So, let me just explain what I mean. The personality, like there’s a guy I know, I met last night at the interview, he works at Wendy’s. Who’s ever worked at Wendy’s, Target, some sort of fast food place, or some sort of big box store? I worked at Target, this just in, I did not want to work at Target, but we had to work at Target. And so the boss used to give us these personality tests. Ronnie, have you ever had a job where they’ve given you a personality test? You’ve ever seen this? You’ve ever seen this? So here’s what we all found. After looking at my personality tests, I don’t want to work at all. Because I’m more of a leadership person. I’m a vision person. I’m more of a big, I’m like an eagle. And you’re all like little turtles and stocking the shelves as turtle activities where I’m an eagle and I’m more of a vision you I hate to do I don’t mean to mean that but you guys are beneath me on the personality you guys are what I would call like workers and I’m like a genius you know just looking at the and most employees play the game so we were at Target they would pass those out and we would all talk about this is pre-christ so don’t judge me too much okay I’m not sure I’d say dude why don’t I write some crazy stuff and see if I get promoted? And you’re guys like all right some crazy stuff too sweet puts like on a scale of one to ten. How organized are you? I’m like 11. That’s my problem. I love organization Scale of one to ten which how often are you late one is you’re never late ten is you’re late all the time Never been late. Don’t know what the word late means question You know what? I mean, and then the boss is like clay looking at your thing You should be a leader and I’m like this is dumb so personality tests can be manipulated so what I do is I interview people and I say this is what you have to do and they say my personality doesn’t like to hammer so well you’re not employed then so that’s how I would do it but Aaron you run a lot of employees I have a poise you want to place yeah when it put when employees says I did my personality is not to be outgoing, but yet they want to do sales. What do you say? I set them free and into the market to find a job. Because if you’re not an outgoing personality, I mean, I can pick up on that pretty fast. You’re really quiet, don’t want to talk. You’re not going to get on the phone and call people. And what if they’re a builder and they say, I’m just not organized. They’re a framer. I just don’t do organization. I build off of plans. You cannot go out there and build a plan based on how it feels. That doesn’t work usually very well. You end up having roofs that don’t work and hold water out and things like that. Randy, let’s go way back. I’ve worked with you for a while. So let’s go way, way back. So it’s not new, not new. It’s old, old. What’s the craziest excuse you’ve ever heard someone tell you for not doing their job and or for maybe embezzling money, stealing something, some sort of something they did that was nefarious. It’s the craziest where you’re going, did you actually not do that? Did you actually, have you ever had, like did you not call the leads for this month? Did you not build the thing? Did you not? Well, I mean we just fired someone last week because she said she was having seizures at work and I told her, I was like, we have a camera on you, we can’t, we can see everything and she had no excuse for why I called her out on. But I’m just saying, you gotta be careful with the personality test, because it opens a world. And if you’re a life coach, which hopefully, if somebody in here is a life coach, are you life coaches? Okay, there you go. So if you’re a life coach, that’s theoretically somebody who’s sincerely coming to you saying, hey, I struggle with being organized, and I would like for you to help me. You say, fill out this thing, hopefully they’re being sincere with you, and then, but you understand, okay? Let me give you one more example and then I’m going to bring up Vidar to help sort this out. Vidar, he’s a missionary. He does missions. He’s a great guy. He’s not a bad person. Some of you are like, it’s not possible. I don’t believe it. There are great missionaries, bad missionaries, but when I was in college, I won’t mention the college. I want to. They had a thing where we couldn’t end chapel until there was a miracle? So what I we did on our floor on our floor we said all right, I’m gonna do a knee knee heal I’m healed from a knee pain is all I’ll sacrifice my integrity so we can end the chapel early And I’m like dude, that’s dirty. I’ll fake a cough though So there’s about 20 of us and we agreed that if there if there wasn’t a verified miracle that said chapel We would fake a recovery. So chapel get in early. So we’d stand up. I was healed. You were healed. Absolutely. I was healed in the service. And we’re like, that was dirty. But thank you for doing it. Thank you for falling on the sword of false healings. Yeah. Or we would have guys who are like, I’m going to get hammered before the chapel. And then I’m going to say that I got healed of alcoholism during the chat. And we would do it. You know why? Because Animal House is a real movie. Because 18 year olds who don’t have any morals and their parents aren’t there are just gonna make stuff up. How many of you know some of these people grow into 40 year old adults? How many of you have seen this? So when you give someone a personality test, you’re opening a world into jackass, who knows what I’m saying? So I just need you to hit the nail, show up on time, make the call. I don’t care what your personality is. I don’t. Hey, Clay, I have two tips. So two tips. You know, I’ve interviewed a lot of people over 19 years in business. And one one thing that I’ve started doing was I asked them their morning routine. This is like more in the shadow stage. So asking them their morning routine, they’re kind of caught off guard with that. And they’ll tell you a lot just by that answer. And number two, I asked to see their home screen on their phone and I can see what their priorities are. And so if they have like games all on their front and it’s disorganized and all their messages are not checked, I know that’s not the right person for me because we’re a very organized and structured business and someone that’s organized is not going to have that on their phone. I don’t disagree with anything you said. I just want everyone to understand this idea. The personality, whoever watched the Patriots football back in the day, Bill Belichick, Tom Brady, if you’re aware of these stories, these are things that I used to care about a lot. But Bill Belichick would draft a guy in the third round. He doesn’t like first round draft picks. He would draft a guy and he would say, you are going to be a linebacker. And the guy would go, but I was a fullback in college. He’s like, you’re, he, Bill Belichick famously referred to people as football players. So he would say, you are now a linebacker. And like, but I’m a fullback. It’s like, you’re not in the NFL. It stands for not for long on the Patriots unless you’ll play the position I want. So like their best cornerback was a receiver. And they said, you no longer can catch the ball. You’re playing defense. He’s like, but I’m a receiver, not in the NFL. You’re now a defensive back. This is how it worked. And that sort of mindset is my mindset. I really do not care what someone’s personality is. And if they don’t know whether the job’s a good fit, then I don’t know what to do. But I have wonderful people here, but I just am not going to cater my job to what you want, because it doesn’t matter to me. Then now, if you want to have a culture where you cater their job to what they want. That’s tough because now you have like every job is uniquely catered. It’s hard to scale. That makes any sense. Aaron, you want to add something else to that? No, I was just changing my home screen a little bit. Oh, geez. Yeah. Okay. So let’s go here. Do you have a workflow, worksheet, or template? Yeah. If you go to Thrivetimeshow.com forward slash downloadables, Thrivetimeshow.com forward slash downloadables, I have templates for everything like the you’re fired agreement You know the write-up form the new hiring the non compete the non solicitation The org charts everything you would need that you’ve ever spent money on I have it all for free Right there for every industry. It’s download. It’s free right there That’s free. So that’s there you go and Some of you will look at it. You’ve looked at it like there’s a lot here. I’ve been doing this since 2005. So it’s like I’ve got everything, all documents free. Thrivetimeshow.com forward slash downloadables. Next question, I’m gonna bring up, then I’ll bring up Vidar here with the American. Which of your other books would you require new slash current employees to read? It’s controversial things, who asked that question? Okay, so I’m gonna pick on my team out loud, here we go. Where is JT? What book did I say we have to read in our coaches meeting? The Napoleon Hill? Outwitting the Devil. Outwitting the Devil, yeah. But I don’t really run around requiring book reading, but for our coaches, consultants, that’s a different level. So if someone gets promoted, I’ll make you read that book at some point. Because Outwitting the Devil is a book about not drifting. So drifting is where like, you know, there’s a broken window and you let it stay broken for a month and a half and then there’s a voicemail. I get my inbox down to zero every morning. My emails go down to zero every morning. I never have emails, I get them to zero every morning. That’s like a thing, you know, you take out the trash every day and it’s all about not drifting. But for employees when they start out, I don’t necessarily invest a lot of time in reading this or reading that. What I do is I try to lay out a roadmap to getting promoted. So if you do this, you get promoted. So Randy, in your business, if someone got hired today and they wanted to get promoted to be a manager, what would they have to do? Well, I think for me, just seeing the consistent, just following the systems and processes. I mean, there’s nothing crazy. I just want to see that you’re going to do what you say you’re going to do. There it is. And as far as the books, I would recommend if you’re out there going, what book should I read? I think Outwitting the Devil is an incredible book if you have a habit of drifting in your personal life. For me, I had a problem when I was starting my first business and I ran a disc jockey entertainment company, and we would do about 4,000 weddings a year, and I had a problem getting my guys to follow certain systems. And I would tell them what to do, they would say they’re going to do it, and then they wouldn’t do it, and then I would say, I need to change my approach to accommodate them. And so I found myself becoming a life coach and I’ve spent all my time training them. And at the end of the day, Dr. Zellner told me, round up all the people that won’t do their job and fire them and then replace them with people that will do their job. And now your life coaching is done. And I’m going, thank you, Jesus. Thank you. So, but Outwitting the Devil is a great book. If you’re out there and you’re trying to keep your organization from drifting. How to Win Friends and Influence People is a great book for people that want to learn how to become a more effective communicator. Soft Selling in a Hard World. Soft Selling in a Hard World is an incredible book on how to sell on the planet Earth if you’re selling products or services. I have book recommendations for days, but for the employees I don’t give them a lot because I’m trying to focus on things like show up on time, make the phone calls, take crap out of the fridge that smells weird, stop having affairs, stop having affairs, stop it, stop getting pregnant by someone you don’t know, stop that, stop, you know what I mean, just basic, how many of you know what I’m talking about? Just basic stuff, like stop being high, we need to stop that, that’s a pro tip. So the book for you is Stop Being High, page one, Stop Being High, okay. So there’s a lot, how many of you know what I’m talking about though? And it’s because it’s a work ethic issue. But okay, let’s bring up Vidar here real quick. Let’s bring up Vidar. And then I’m gonna keep you guys up here because I wanna keep answering questions. Okay, so Aaron, I’m gonna ask you, I’m gonna have you read a question and then we’ll pitch to Vidar a little bit here. Here we go. All right, this is from Michael Gerber’s e-myth book, How to Move from Solopreneur to Entrepreneur. Okay, so I’m gonna talk about, I actually know a lot of the bestselling authors that you’re quoting. I know them, I’ve spent time with them, I’ve hung out with them. I want to tell you something, you should write it on page zero. Most people that can’t do teach. Well, then we hate you. Fine, okay. So, I actually own businesses, so what I’m telling you is going to sound a little rougher or harder because I actually own businesses. And I won’t mention the names, I don’t want to get sued today. But most of the best-selling authors that I’ve met who are the top leadership experts, you would know their names, they actually became authors because they can’t manage a team. So the top selling author in leadership in America today, I pulled him aside and said, can I ask you why you became a leadership author? He goes, well, I struggled with running a church because it requires management. I don’t like that, so I write leadership books. I go, but they don’t actually work. He’s like, no, no, no, they don’t. But he’s like embraced it and it’s funny to him. I’m like, what? I mean, like Robert Kiyosaki is one of the few people that I know that actually invests in real estate and writes about it. Most people who write about it don’t do it. It’s just this crazy thing. So don’t feel like you need to live a life that’s not possible. So I’m gonna go to Ronnie, Randy, and then I’ll go here to Vidar. Okay, so in your business, if you don’t follow up on the construction of the process of these hundred thousand dollar projects what’s gonna happen if you don’t follow up we have an upset clients and we wouldn’t have the five-star reviews and now within your organization I’m not trying to get you in trouble you have certain people that they could follow up at the same level as you I trained them well and I still follow up with them in our morning huddles so you follow up with their guys in a morning huddle yes if you took out the morning huddle what would happen for you the culture starts to fall Yeah, so I had a client very successful client I’ll be very vague here got a big business and he decided to get rid of the morning follow-up and Delegate it to this outsource. You can like outsource management now You can go online and find a CEO like a temporary CEO CFO CMO C You in the end they outsource it so that you pay 10% of their check and the name serve as your CEO for you. The whole culture became a train wreck real fast because the daily huddle got removed. Randy would go to you. You build great projects. Randy’s grown his business to 16 million? We’re to 17 million this year. $17 million of sales this year. I think when I met you, you’re at 2 million, I think? 2.5. 2.5. So from 2.5 to 18 million. He’s rocking. With your staff following up and making sure the pool is built correctly. How many people within your organization right now can you just give the keys to and say, you do that, you don’t have to worry about it? We have about three middle managers that I would say I trust completely. Three. And everybody below them, we have to follow, I mean, we have to twist their nipples every single day. And it’s pretty. Ah, I love it when we bring real entrepreneurs up here because I would have never thought of that analogy. Randy comes from a dark place. Okay. Now into missions. Speaking of nipple twisting. Okay, so Vidar, you run Safari Mission. I do. And what’s cool about his mission, and he does, and I want you to hear this, it’s powerful. He goes into other countries and he’ll show up there and he says, hey, you guys want to learn how to become financially independent, you want to learn how to, and we’re not gonna just donate and give you money, we’re gonna teach you how to become self-sustaining. So his entire mission is like, we’re gonna go into the village and teach people how to grow their own food, how to basically become self-sustaining so they don’t need other organizations. When you go in and you start teaching these principles, are people eager to learn or not so much? What’s that like? It’s a little bit of both, but a lot of people, when they really start understanding what we’re talking about, they go, oh, you’re actually gonna believe in us and give us self-value. And then they’ll tune in. So we don’t create dependency, we don’t put people on welfare, we help people to become producers with the mission that we do. So it’s a very different model. And his model, just so you know, this is kind of exciting. A lot of business owners, myself included, my wife, my wife is incredible. If you run into my wife, she’ll verify this is true. But a lot of pastors, ministries, they’ll pull me aside at the Reawaken tour. I usually didn’t see them, but they’ll let me go, man, I appreciate that donation. And I’m like, I didn’t make a donation. And then they look at my wife. I’m going, you made the donation. So my wife is so we’ve agreed as a family, you know how we’re going to support charities and stuff. But my wife is the one who stewards over that, if that makes any sense. She decides we’ve decided how many of you don’t play, but you tithe, you know, but then there’s like certain as a couple, maybe your husband’s super generous and you’re not. Maybe your wife is super generous. Maybe not where we’ve agreed as a couple. This is the max donation that we’re going to do here. This is our monthly. And my wife is always like, oh my gosh, there’s a homeless man and we should help him. He’s in front of the liquor store. He’s not even trying to sell you. And she’s like, but honey, if you were a homeless guy in front of the liquor store, you would want… I’m like… Okay, so… But, because how many of you have ever invested in a mission or a ministry or a thing, a donation, and you found out that it was going for expensive lunches? So what Vidar does is most of his charitable contributions come from people that give small recurring amounts. You know, someone’s like, I’ll do 50 bucks a month or 200 bucks a month, recurring, and then Vidar sends you a monthly update on this is what we did with it. So you actually know they were drilling wells or teaching people something as opposed to spending it on luxurious hotels and that kind of thing. And so when you follow up with your staff and you’re following up with your staff and making sure they’re using the money that was donated to you wisely, how does that go? How do you do it? Well, nobody spends money in my organization with me without me signing for it. So I know everything that what goes on and then all those financials are in safarimission.org, so you can just hop on the website and see where all the money is going. How many of you, if you were donating to a charity, you’d like to know where the money went? And he does it, he keeps his financials on the website, so it’s a really cool thing to give to, because you’re like, oh wow. And why do you give people updated newsletters, whether it be quarterly or monthly, or why do you do that? Well, if I was going to give to somebody, I would want to know what’s happening with what I’m giving, so it’s not just giving money away, but I think of it as an investment. So what kind of bang do I get for my buck? So we try to keep people updated on what’s happening. We’re going to overtime, reigning intricate for overtime. If you didn’t follow up with your staff about making sure they finished the project within the allocated budget, what would happen to overtime by default? Oh, it always drifts towards, I mean, we, during the summer when we lost track of overtime, we were spending $28,000 a month in overtime. We got a grip on that and it got down to zero and surprisingly all of the same amount of work got done. So from $28,000 a month of unneeded overtime down to zero and the same amount of work. Now have you ever watched the people on the cameras in the office environment not working? All the time. It always starts in the beginning of the day. They come and they got to get their coffee, got to take their poop. They’ve got to go talk to each other, high five. I mean, it’s ridiculous. And when you have 40 employees that are at the shop, I mean, one hour a day, that’s a lot of money. You’ve got to follow up until you throw up, okay? It’s really important. Because if you don’t, your business is just going to absolutely blow up. It’s going to get bad. You have to follow up. And it’s every day. It’s every day. So, Aaron, let’s go to the next question on the board there. Next question. Here we go. Next question. Feel on the floor. How does Shaw Homes fund land developments and new builds, bank loans, syndications? Aaron. Yeah. So, as far as, thank you. As far as new development, so obviously, I would say this. First, be fruitful in doing what you’re doing then multiply. I watch people try to multiply really fast without doing that and usually those builders we end up buying them for pennies on the dollar later so don’t try and expand too fast and as far as that we do bank loans for development so we’ll go borrow the money typically we’re in a 20 to 25 percent down payment payment range right now to go do it. Land is cheap, development is expensive, so sometimes we’ll own a good piece of land that’s further out and we’ll hold on to it because ten years from now it’ll be extremely valuable and so that’s called land banking and we’ll hold that and let it go up in value. Sometimes we’ll parcel it off and sell it off, sometimes we’ll develop it ten years down the road, but if it’s an immediate one we’re going to get a bank loan with about 20, 25% down, and then we’ll go develop the land, and that’s the expensive part. Next question. Yeah. Next question. Next question is key elements of testimony video. Okay, I’m gonna go to Ronnie for a little ad lib on this. Okay, when you get a testimonial video, it’s super important that A, you’re asking someone what’s your name and how’d you hear about the company. What’s your name, how’d you hear about the church? What’s your name, how’d you hear about Safari Mission? What’s your name? It’s so important that you do that in the video second thing is you ask them, you know What did you enjoy about the experience? You know, what’d you enjoy about it or if they answer the question a weird delay like Fun You know if you ask him a question like what did you enjoy about the experience? They say people Like I see what I’m dealing with. I’m dealing with a one-word answer person You have to kind of ask him a few times so that you get something that’s discernible in the video, okay? And then you say, would you recommend such and such to a friend? And so far as you guys are getting more video testimonials, has that increased the amount of leads you’re getting? Are you seeing that? Yes, I’m even having people call and say, hey, I’ve seen some of the people in the videos that I know. One of them’s a judge. The one I was seeing earlier was actually Houston Astros pitching coach Josh Miller. That was a fun one. Yeah. But we just asked the four questions, you know, what is your name and how did you first hear about us? Second is what products and services did you purchase? Third is how was the experience? And then the fourth is why would you recommend us? And those right there have been like key to success. Does that answer that question for the person who asked that question? Is that helpful? Is that helpful? Okay, good. Delete it, next one. Okay, here we go. Feeling the flow. Where and how to use testimony videos. I’m going to go to Vidar right here. And I’m going to bring up Vidar. I’ll bring up Dr. Sherwood a little bit. I’ll bring up Pastor Leon. I want you to meet some of these real people here. But for Vidar, I’m just being real. I’m being real, guys. How many of you remember pre-COVID? You remember that, when everything wasn’t political? You remember that? I miss that time, too. So this is what I would do. Aaron knew me during this transition. I’m just being real. Throw myself under the bus here, but it’s always been easy for me to grow a business. It’s always been easy. It’s never hard. The easiest thing in the world for me to do is grow a business. The hardest thing for me to do is anything other than that. Like skiing. Going outside, I’ve heard about that, but I, you know. Vacation, ooh. Beaches, not really funny. Out to dinner, not really do. Watching movies, nope, because there’s not really any selling of a thing in the movie. I’m not interested in watching other people’s lives. I don’t really like to watch testimonial videos. I just like to watch, I just wanna grow businesses. It’s like, do you wanna read a book? No, but I like to write books. I mean, it’s like, I’m just like, that’s my problem and my superpower, okay? So, remember when COVID happened? COVID happened. And so I was thinking, man, how do people not know? And these are things you should write down and assume I’m making this up. The models that said 2.2 million people would die from COVID, they were false, but they were invented by a guy by the name of Neil Ferguson, who’s always wrong. This would be like, if you played little league baseball, you’re watching your kid play little league baseball and there’s one kid who always strikes out. You know, you love the kid. He’s in third grade, but God bless him. He hasn’t hit the ball, you know, and you talk to the dad. You say, your kid can’t hit. He goes, well, he’s blind in one eye. Sorry. How many of you know what I’m talking about? It’s like you just, you know what I mean? It’s like, so if Neil Ferguson was ever right about a model that would be unlikely. Also, he’s paid for by Bill Gates. Bill Gates is the one who paid for it. So the models are false to the PCR tests are false. You know, the COVID test take a PCR test. The virus is so deadly. You have to get tested to see if you have it. What? Okay, so the PCR tests are falsely calibrated. And we know this because the guy who invented the PCR test, Kerry Mullis, said so. The inventor of a test said, do not use my test. It can be falsely calibrated. So I’m like, and the treatments are real. Dr. Sherwood over there. I kept referring patients to him just to see if someone would die. No, people are like, I’ve got COVID. My sister’s got COVID. My dad’s got COVID. I got mud butt. You’re like mud butt. I ran out of toilet paper. I got COVID. It’s an upper respiratory infection. I got the mud butt. One of my employees called me. I got the mud butt. I can’t stop. Oh my God. Oh, wow. Wow. Wow. Wow. Wow. It’s like a reenacting that scene from Star Wars, you know, Gold Eater. You know, it’s just like a crazy scene. I’m like, well, so I refer him over. I said, go see Sherwood. By the way, you have upper respiratory infections, COVID, mud butt, I don’t know what that is, but go see him. And nobody died. I have a PCR test of false, models are false, PCR test are false, treatments are real. And then the treatments, if you look them up, the COVID treatments, remdesivir is a drug patented by George Soros in China, who hate America, and that causes renal failure in all of the tests. And then Midazolam is a breath suppressant. So why would you not take a breath suppressant if you didn’t want to die from an upper respiratory infection? So if you want to kill yourself, take Remdesivir and Midazolam and you’ll be dead. When I meet Jesus, take some Remdesivir, Midazolam, you’ll be dead too. And I thought, I’ll just give people facts and then it’ll be done. Because it’s so easy to see facts when the E gets, we talk about this E, there’s a motion, but if you take the E out of it, you just focus on the motion. Does that make sense to you? So everyone around me is like, COVID, it’s so deadly. Ah! People, how many remember that? Wear a mask, stand six feet apart. People were elbowing, remember this? People were elbowing. Aaron, you remember this? Everyone was elbowing me and I’m like, I talked to a person you know very well and I’m like, just be a grown ass man and shake my hand. And he’s like, I’m like, don’t do it, shake my hand. I talked to a pastor who wouldn’t take his mask off and I’m like, if you don’t take your mask off, I’m done talking to you, because that’s an ass move. Take it off, take it off, don’t be an ass. And so that’s where I was in my life at that time, because growing a business is very easy if you focus on facts. If you focus on feelings, you won’t do well. Facts facts facts facts actions next so I but how many of you had kind of reached your pinnacle of fake church in the last decade Real good fake church So then I happen to know a lot of the pastors that were pushing the lockdowns and I know they all have book deals Because I know how they got him I know the people connected and they’re all one guy faked a quarantine on national TV because he was told to. And I know who he is, and I know that he don’t, he faked the quarantine, wasn’t even sick, and he told people, I have to fake it, it’s part of my thing. True, and I’m going, people are so emotionally manipulated. People, you know what I’m talking about? If you got rid of emotion and just focused on facts, it’d be incredible, wouldn’t it be? Facts over feelings. And so in that world of lies and deceit, there are a few good people there are Ronnie Morales does a great job. So I was like Ronnie you should get a video testimonial He’s like sure cuz he has people that don’t hate him but I have clients that screw everybody over they’re always like You want me to get a video testimonial I’m like, yeah from people. I know oh, that’s gonna be tough So I talked to Vidar and we were talking I said Vidar work with this ministry. I’m very skeptical of all things, very paranoid, I don’t believe anybody. And I’m like, Bernard, can you tell me about your ministry? And you started saying, yeah, I keep my financials on my website. I was like, this is an honest minister. And then I saw Jackson, he’s keeping his church open. I’m going, he actually reads the Bible, because Hebrews 1025 tells us not to forsake the gathering even as we draw closer to the end so theoretically the more crazy it gets the more you should be open because that’s why it’s there for you. So I’ve started seeing but in this world of like lies and deceit how many of you seen the lies everywhere fake social media fake people now editing the video where their face isn’t even their face how have you seen these real estate agents where their face isn’t their face that’s not your face it’s AI face that’s not your real face. So this is a real guy. He does a real ministry, does a good job. So I want to ask you this. When you get video testimonials, how does that impact your ministry, having your financials on the site and having your testimonials on the site? Well, it helps to build trust. It helps to get the real information out there to let people know that it’s not just me saying it, but it’s the stories from the field. It’s so powerful, Aaron. If you’re giving money to a charity, why do you team up with Safari? Well, I’m kind of like you. I’m skeptical about ministries. So actually, I had met Bidar years ago and he was telling me about what he was doing over in Kenya. And I was like, well, I don’t believe you. So I’ll travel there and look at it and then maybe I’ll give you some money But until I come see what you actually do I’m not gonna really get involved and he was like we’ll come see so I’ve had other people when I say that they go Well, that’s okay and they like move on but he was like, we’ll come see what I’m doing So I took that man right there with me. We went over Jordan Jordan. Yeah, Jordan went with me We went over to Kenya and I looked at everything he was doing, and I was actually incredibly inspired by seeing the change he made. I saw a pastor who was in a village that was like, everybody was broke. They didn’t have a building. They were in this dirt hut. And I go in and see, and the church has built the school for the city. Ten years after he started there, the church actually paid for, that was in a mud hut previously now owned multiple businesses had opened up a school paid for the school built the church had shown all the people in the church how to run their own businesses and it was an extremely prosperous place but I could see where they started from and see what an impact their ministry had on all these people and it was incredible I was blown out we bring in Vidar up more here than during the week I just want to make sure you’re getting this idea. Hopefully this is a good teaching thing. On page zero somewhere, you’ve got to get video testimonials from actual clients you’ve actually worked with, and your staff is not going to actually want to do it, and they’re going to give you reasons why they can’t do it, and then you have to push right through it. And don’t give them a personality test if they tell you they don’t want to do it. Just say, I’ve done a personality test. You are a jackass. And the only cure for jackassery is getting a video testimonial. Don’t give them the out, you know? You gotta get those video testimonials. You get video testimonials. Randy, when you at PMH, how often when somebody reaches out to you and you go meet them, do they reference, man, I saw your reviews, I read your reviews, I looked at video, you now do project, you actually document the building of the projects. How often do they mention those things? Well, more than ever now, that’s part of our process is to ask where they heard about us. So we hear it more often now, but I would say at least eight out of 10 times, they are looking up reviews prior. And this is what I want you to know before we break here, okay? Your branding, your brand, we talked about branding, okay? Branding, it’s like putting your ring in a Tiffany box or a Kmart bag, your branding will either be ahead of you, it’ll be ahead of you, or it’ll be behind you. Let me give you an example. I know a lot of great people, wonderful salt of the earth people. There was one real estate agent I worked with years ago, I won’t mention her name, but great lady, and she had no video reviews, no testimonials. I helped her grow from one, no sales, to 23 million, I guess which is an infinite number percentage in 18 months, from no sales to 23 million. And the thing was, she had no Google reviews at all. And every time she would do a closing, like when she did those first closings, she never got testimonials. And so I’m going, in a world filled with lies, if you have good video reviews, you’re gonna stand out. And she was like, I don’t know. So we had her call everybody that she’s ever done business with, because she came from a different industry. I said, call everyone you’ve ever done business with and ask them to leave a review about your character, what you’re all about. Do that. And every time you sell a house, get a video review. She got one, she got two, she got three. Pretty soon she’s getting new deals every week. But it’s so that’s not the only thing you have to do to be successful, but you got to do it. And if you’re in ministry, this is what COVID has taught me. There are some great pastors. And some bad pastors, and I’ve met them often back to back. But the great pastors have no problem being transparent about what’s going on with the money. They have no problem with being direct with people. They have no, and they have no problem with that. But I had just seen so many scam, mockery ministries when COVID happened. It really sorted like who believes in the Bible, who doesn’t, who’s real, who’s not. And I started finding, wow, the pastors that are not closing down actually believe in the Bible. The ones that don’t, they actually have found a Maserati driving strategy, which is pretty incredible. So I just want to make sure we’re getting this right. You’ve got to get those testimonials. OK. And then one final question. We’ll go to our we’ll go to the band here. And let’s read the final question. If you have an online business, what’s the equivalent of putting out a sign? Who asked that? What kind of business? It’s a holistic practitioners line. They take care of me being a holistic doctor. Okay. So Spurlback there is a holistic doctor. You would connect the patient to the holistic doctor. Yes. Okay. We’ll get more into that, but you want to have a website that is fully optimized, not just from a search engine perspective, but from a conversion perspective. I’ll get more into that. So I’m going to keep that up there because I’m going to drill down into that when we come back. And again, Ronnie Morales is here. Great guy. Love this guy. Randy Antrickin, great guy. Love this guy. They are great people. And when we break, feel free to meet these folks because Randy has built this $18 million juggernaut of a business. It’s been fun to watch him grow from $2.5 million to $18 million. It’s been fun to help him do that. But he’s a little bit further down the road than maybe somebody who’s just starting or maybe you haven’t started yet. But they’ve done it. And then Ronnie, we’ve worked with Ronnie for a year. And Ronnie, it’s been awesome to see the growth he’s had. So these are real people, Vidar’s here. We’re gonna take a break. We’re gonna come back here at 11.20 for our final session before lunch. And we’re gonna serve lunch, so our final session before lunch. And then lunch will go from 12 to 12.40, okay? So we’re gonna come back here at 11.20. That’s Randy, that’s Ronnie, that’s Vidar. Let’s give them a round of applause there. And let’s hear it for the band. All right. All right, 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 in your in your mind, your expert opinion? Would you need profits to get your to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million of expenses, it’s kind of pointless. Holy crap! All right, so the question I would have here for you, if you could take like, I don’t know, 10 minutes or less and see if you could save $3,000 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 Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card to schedule a 10-minute consultation to see if they can reduce their credit card fees by at least 3,000 bucks a year. Why would they not do it? Yeah, why would they not do it? Maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. Now that’s clear. Okay, so that can be true. So I encourage everybody to check out Thrivetimeshow.com forward slash credit dash card. Thrivetimeshow.com forward slash credit dash card. What would be another reason why someone would not be willing to take 10 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. We get in there. There’s probably some someone out there. Okay. 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. Time show.com forward slash credit dash hard it 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 is there 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 and 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? with this company here called IPS. It’s Integrated Payment Services. And I scheduled a consultation. I don’t know if 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 like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh, God. Everything okay, ma’am? Oh, 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 gonna be easy So I need you to be brave. All right. What’s your name? Patricia? Alright, 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 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 buy the clock and sell the fireplace. I encourage everybody out there, go to thrivetimeshow.com 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 10 minutes or less and they’re gonna compare rates and see if they can’t save you more than three thousand dollars a year Off of your credit card processing you were hoping what I would know you money No You don’t owe us money because the end of the day at the end of the day the goal of the business is to create time freedom and financial freedom in order to do and in order to do that you need to create additional profits. 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 dollar companies. They both have two to three thousand 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 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 Pessimon 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. And so 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. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, 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. 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. We were in a rut. 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’re 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. So, 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 proven, turnkey marketing and coaching system that will grow your practice and get you the results that you’re 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 wanna 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. This kind of guy has worked in every single industry. He’s written books with like Lee Crocker, or 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 reawakened 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. So I’ve seen guys from startups, go from startup 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. Like 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 like 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 and that’s what I like the 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. And Clay has been an amazing business coach. Through the course of that, we became friends. My most impressed with him is when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. And when we walked out, I knew that he could make millions on the deal and they were super excited about working with him. And 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 and 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 and anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve got 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 how to get back open, how to just survive through all the covid shutdowns, lockdowns. 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. You can 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 van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The 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. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates, look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t loan. We’ve built this facility for you and we’re excited to see it. You go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to our call. Well, okay. So, Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s 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 grown, I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s a hundred percent growth every year I’ve worked with. Now so, so I’m looking, we’ve been good friends seven, eight years and 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 blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it. But we are going to double again this year. I started coaching, but it would go up and down clay That’s when I came to you as I was going up and down and I wanted to go up and up instead of up and down And so that’s when it needed a system. So creating a system is you have nailed down Specific steps that you’re gonna 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 Turns into sales. Well, I tell you, you know, it’s if you don’t have a script and you don’t have a system Then every day is a whole new creation. You’re creating a lot of energy Just to figure out what are you going to do? Right and the best executives Peter Drucker is a father of modern management. He said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. That’s really what it’s all about. With a script here, we have a brand new gal that just came in working for us. She nailed down the script, and she’s been nailing down appointments. Usually we try to get one appointment for every hundred calls. We make two to 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 a hard time. Call them script! So she’s making how many calls a day? She’s making between two and three hundred calls a day. And our relationship is weird in that we do… If someone were to buy an Apple computer today, or let’s say you buy a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road. Maybe 2013? 2012. Okay, so 2012. And at that time I 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 was! So it’s 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, you know, 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. 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 about business in terms of the different categories. I haven’t learned it all but I’ve learned all about marketing, I’ve learned about advertising, I’ve learned about branding, I’ve learned how to create a sales process for organizations in any industry, I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know how to hire people. It’s almost like every aspect of a business you can learn. I have learned a lot in those different categories. And then again the mindset 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 you’re called to that standard here you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall and the group interview talks about how you know the best fits for this organization are the people that that are goal-oriented so they’re on their own trajectory and we’re on our own trajectory and the 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 would say people that are driven, people that want to make something of their lives, people that are goal-oriented, 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 a 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 wouldn’t like working with Clay are people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people, in short, anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay I literally carried a notebook with me all around. I was looking at this notebook the other day actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about about three or four months just from being around Clay, following him and learning from him. 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 and adjusting parts about you that need to be adjusted.