Business Podcast | How to Create a Culture of Daily Diligence (Why You Cannot Afford to Run Business Like An Airport) + Why You Need to Buy Insurance Before You Get Hurt

Show Notes

Business Podcast | How to Create a Culture of Daily Diligence (Why You Cannot Afford to Run Business Like An Airport) + Why You Need to Buy Insurance Before You Get Hurt

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Audio Transcription

Mighty for thee, our friend, and save our people Hey, what are you doing? I’m just cleaning the bathroom. Looks good. Let’s go to lunch. Alright. 3, 2, 1, Boom! Broadcasting live from the center of the universe, presenting the world’s only business school without the BS, with optometrist and entrepreneur Dr. Robert Zellner and USSBA Entrepreneur of the Year, Clay Clark. Get ready to enter the Thrive Time Show on your radio. And today’s show, Chup, has the potential to be fabulously fun-infested, because the essence of really good comedy is where people can say you know that is so True I can relate to that and so I went out to Owensboro, Kentucky You had a typical American travel experience didn’t you and I went out there to help this church I we work with called River City Church great people out there, and I went out there for the specific purposes of helping to optimize the systems in the church. I don’t go there to teach theology. I don’t go there to teach anything about the Bible and the practical application of that, because they have a fine leader, a great pastor, Pastor Brian Gibson and his wife, Pastor Jessie. But they have me help them build the systems, the checklists, the workflows. And that’s why, Chuck, we went out to Owensboro, Kentucky. Pastor Brian and what’s his wife’s name on the side? Jessie. Jessie. So it’s P, B, and J? Oh! Pastor Brian and Jessie. Okay, so we went out there. Okay, sorry, I just had that thought. Hello, Pastor Brian. Hello, Pastor Jessie. So we go out there, and we left on Friday. We left on Friday at 2 o’clock. We had an elephant in the room meeting with our team. So at two o’clock the meeting ends. The meeting starts at one, ends at two p.m. And if you can follow me there Thrive Nation, at 2.15 we drive to Tulsa International Airport to fly to Owensboro, Kentucky. And you have to fly from Tulsa to Dallas, and then from Dallas to Evansville, which is not actually in Kentucky, I believe Evansville, I think that’s in Indiana. And we had to fly to Evansville, and then from there you’ll drive about an hour to Owensboro. So we get there at about 2.45 and the fun begins because my wife and I and our five kids were going through the airport security. And there’s a woman behind me in the airport security line and they ask you to take your shoes off and put your stuff in a bag and you start taking off your belt. And I don’t know if you guys have seen this, and Paul, perhaps I’m the only person to do this, but there’s somebody there who works there, a member of the Transportation Security Administration, who begins to roll their eyes at my 13-year-old daughter as she attempts to put her stuff in the tray. Because we have five kids. But immediately rolls her eyes. Maybe she has an eye problem. Maybe she needs to call Dr. Z. Or maybe… Have you got… Am I the only one who’s seen this? No, I think it’s a move. I think it’s… Yeah, I’ve seen it many times. So, I mean, as soon as we have five kids, we’re going through the line, and immediately, as soon as we start to go through the line, I have five kids, and they’re all well behaved, they’re putting their stuff in the buckets, in the bins, those gray bins, going through. And the TSA worker, the Transportation Security Administration worker, begins to, apparently, you know, just roll their eyes like, pfft, unbelievable, you know, because we have five kids. And so, you know, that’s just, in my mind, to be expected. And today’s training, what we’re calling today’s show, is Don’t Run Your Business Like an Airport. They are a government subsidized industry that can afford to lose money. But let’s just start right there. Chuck, am I the only one who you go through a TSA and you think to yourself, I wish we could get quick trip employees doing the checkout. They’re certainly more detailed, they’re more accurate, they’re kind. Or can we get some Chick-fil-A employees here? Oh, the Chick-fil-A. I had an experience once in the same scenario that you had, and one of the people called me and my cousin Jerry’s kids. Through the transportation authority? Yeah, like as we were just standing there, because like you said, people, you know, you’re getting your shoes off, you’re trying to do things, like, we hear him say to the other, I wish Jerry’s kids would hurry up over here, and I’m just saying this because as I go through airport security, every single time I go through, because to fly out of Tulsa you usually have to connect to multiple cities. So you usually go to Dallas and then somewhere else, or you go to Denver and somewhere else. But it seems like if I’m going to fly somewhere, I’m guaranteed to have four flights, and of those four flights there will be one to two super sarcastic transportation security administration officials. It just seems like that’s the deal. So then I board the plane, and as I’m on the plane, I’m just going to say I was not on Southwest Airlines. I’m going to keep saying that. But as I board the plane, I’m not on Southwest Airlines, and the seat that I get assigned, Paul, is 11B, which is in the middle. In the middle, right. And so I’m in the middle, and I start thinking things like, you know what, this plane, it weighs a lot of money. So I look it up and I discover it weighs a lot of weight. I mean this plane weighs a lot of weight. The plane is a 731.35 metric ton Boeing 737. So 71.35 metric tons. And I start to think to myself, how is it possible that they have the technology needed to keep this plane in the air, but not the technology needed to keep the plane cool. Now, I will say when I fly Southwest, if I do a hundred flights with Southwest, 98, 99 of them are going to be a pleasurable experience. But because I was flying to this small town in Kentucky, I knew I’d have to fly with the other guys. It seems like there are certain airlines, correct me if I’m wrong Paul, but every single time you fly, you know that if you’re going to check your bags, you’ll never see those bags again. That’s right. You know, why is that, Clay? I mean, you go into one convenience store, they ought to be able to… I mean, Quick Trip is so much different. Southwest is so much different. Why? I mean, they’re in the same business. Why can’t they figure it out? And I want to make today’s show super actionable for all the listeners. So I want you to think about this there. In 2016, January 26th, 2017, Southwest Airlines posted their 44th consecutive quarter of profits. Do you understand that Southwest Airlines has been profitable every quarter, even with the recession, over and over and over and over and over? These guys are profitable year after year after year after year. in 2016 lost a $450 million bet on fuel prices. And American Airlines, every four or five years, Paul, since you’ve lived in Tulsa, do we not do a bailout for American Airlines or United? Have you thought about that? Yeah, threatened layoffs and we have to bail them out. So what’s not right? So think about this for a second there, Chuck. The year that Southwest Airlines was founded was, let me pull this up here on the show notes there, Southwest Airlines was founded in 1967. And I want to make sure that we’re getting this. For 44 consecutive years, not quarters, they have posted a profit. 44 consecutive years. But do you realize that since I’ve lived in Tulsa, subsisting ORU, I can’t even count the number of bailouts that American Airlines has received? Paul, has this ever blown your mind that it seems like every other airline gets a bailout, but Southwest does not? Has this blown your mind? You know, it has, because I don’t understand, just like I don’t understand why every accountant isn’t proactive. I just don’t understand it. Why don’t they take and be forward-looking and help clients steer their business? Why don’t the other airlines secret shop Southwest and then duplicate what they do? They found a pattern. Why doesn’t it work? And I’m going to explain to you why they don’t. I’ve determined this. I want to know. They’re going to get a bailout. When was the last time that Hood CPAs got a bailout because your service was so bad that you got a government bailout in order to stay afloat? Well, we’re still waiting for the check, Clay. Oh! And when I built DJ Connection, the customer gets to vote with their dollars. When I built, anything I’ve ever built in my life, Elephant in the Room, the Men’s Grooming Lounge, Dr. Robert Zeller and Associates, every business that we’re a part of, the customer gets to vote with their dollars except for in the aviation industry. That’s why you cannot run your business like an airport or a government subsidized airline if you want to make it. So what I did is I was going through all the calamities that happened during my trip. I thought about, you know what I’m going to do? I’m going to go ahead and write down all the crazy things that happened and then I’m going to make sure that we teach the thrivers. So a lot of these things are common sense but I think if we’re not aware of them then we can’t improve upon them. So let’s just go through the calamity so far. So so far Chuck when I go through the Transportation Security Administration, when I go through the TSA inspection, I ran into out of the five people I talked to, there’s the front desk guy, super sarcastic, he goes, Sir, you went to the wrong line. You’ll need to go to that line. So that was one. The next line, the person was nice. Then when I go through the conveyor belts, the person telling my kids what to do through the line was not nice. So that’s two out of three not nice. The guy where you put your hand up in the air and then they scan around you, you put your hands up in the air and they scan you when you walk that revolving scanner thing. That guy was nice. So we’re two out of four. Then the fifth guy, he says, Sir, I’m going to have to pat you down. I’m going to use the outside of my hand, and I’m going to need to pat down the groin area. And I said, I would prefer if you did. Hey-oh. Just joking with the guy? Yeah. Not only does he not smile or not laugh, he is pissed. So now we have- Real funny, sir. Right, right. So three out of five people are pissed. So I got three out of five of the employees that are pissed. Now I’ve been to a quick trip over and over. I probably go to a quick trip every day. A million times. I’m not exaggerating. I probably go to a quick trip every day. I do. When I go in there, I can count on one hand how many times I’ve dealt with an unpleasant employee since 1999. Yeah. So, this is 2018. This means I’ve been to QTs for 19 years, and I can count on one hand the number of times I’ve had a bad experience, and every other time, thousands of times, Quick Trip delivers excellent service. I haven’t been to Chick-fil-A as much as I have Quick Trip, but I don’t think I can count one bad Chick-fil-A employee or interaction experience I’ve had at Chick-fil-A. So when I sit down on my row, it’s seat 11B in the middle. It’s hot, like a sauna hot! Like I’m not exaggerating. It’s probably, um, I don’t know, probably 90, maybe 85 degrees on the plane. Now we’re, I took off here on Friday, so the weather wasn’t 90, but they, they made no announcements. They didn’t say, uh, ladies and gentlemen, we apologize for the heat here. We’re just going to be, no, they, they taxied out. You get on the ramp, you get, you walk down the little jet bridge, you get onto the plane, they taxi out, they hop on the mic and they say, ladies and gentlemen, we’re slightly delayed. They don’t make any other announcements for 35 minutes. I am literally sweating. Everybody’s just breathing. The guy next to me, he’s a great guy, I’m a small guy, and his body heat is making me hot and I am just dripping at this point. I immediately begin to sweat. I thought about, you know what Thrive Nation, let’s audit our businesses today. Let’s think about our businesses and do we, our employees, do we antagonize three out of five customers? Do we have, do three out of five of our employees antagonize people? So Jack Welch, if he were here, the number one CEO of all time, arguably, who grew GE by 4,000%, he says, you need to hire people with energy, people that can energize others, people with an edge to make the right call, the tough call, and people who have that ability to execute and to get their stuff done. And I can say for TSA, they missed on all of those marks because even the person that was nicer to me had no energy and kept yawning. That’s because they were asleep. So this is what Herb Keller, the founder of Southwest Airlines, says to do. He says, don’t hire for skills. You hire for attitude. You can always teach skills. This is the guy who has run the only airline that has produced a profit for 44 years in a row. Do you realize it’s like Southwest Airlines versus the Cleveland Browns? Every single year, the other airlines lose. Now, Chuck, during this show break, I would like for you to look up the annual losses of United Postal Service and the losses in the past decade of Delta and United and American. I want to give them a fair shake. I would love to know how much money these other airlines are losing. When we come back, we’re going to talk about segment number two, how to create a wow experience. If you listen to this show and you happen to work at United or Delta or American, please, mystery shop Southwest and fix it. It’s unbelievably, consistently terrible. Stay tuned to the Thrived Time Show on your radio as we talk about how not to run your business like an airport or a government subsidized airline. Stay tuned, it’s the Thrive Nation, welcome back to the conversation. It is the Thrive Time Show on your radio. And for those of you who are just now tuning in, we’re talking about the importance of not running your business like an airport or a heavily subsidized government airline. And just to give you an example, we have the airlines, Paul, when you and I want to get on a plane and we want to fly down to Austin, Texas. You could fly southwest, right? You could fly American, Delta. Who do you typically fly with when you go down to Austin or other… When you fly, who do you typically fly with? Probably American. American. Okay. Now, if you had to say you’re going to have 10 flights, you’re going to fly, what percentage of the experiences are bad? If you had to fly 10 flights? Well, in the last… I would say in the last five years, I’d say 80 to 85% were terrible. Okay. And when you say terrible, like what are the things that you’re going to find terrible. I mean like you get to Dallas and the weather’s fine and your flight is delayed or canceled and sorry we can’t get you out till tomorrow but it’s the weather’s fault so we don’t have to give you anything or you know they just like you say they try to save money by not firing up the engines early enough and you sweat like a pig in there and so I usually have to take a change of clothes if I’m flying down there for a day meeting. Yeah, because you’ll be sweating the whole time. You are. You smell like sweat when you get there. So I went to Owensboro to help out with a church, one of our clients we work with called the River City Church in Owensboro, Kentucky, and I went there to help them build some operational workflows and systems. Basically, they have a great pastor, Pastor Brian and Pastor Jesse, and a great team of people that are really wanting to serve the community. All they need is just to nail down a few checklists and systems. It’s operational, but the spirit to treat people kindly is there. So I want you to write that down. The spirit to treat people kindly is there. And so I’m helping build systems, but I’m not there trying to train attitudes, right? I’m just trying to build systems. Now, Chuck, think about these industries and these businesses where they’re losing money. So how much money does the United Postal Service lose? You did a little research there during the break. In 2012, according to a article, they lost a whopping $15.9 billion. Think about this for a second. How is that possible? Think about this for a second. The United States Postal Service will lose $15 billion. That is far more than the profits of UPS and FedEx combined. I don’t know if you guys are getting this. What happens is when the customer doesn’t have choices, the government is subsidizing a failing business model. So again, if it was up to the market, the customer would simply choose another alternative. But they can’t because there’s only one United Postal Service. I’m not sure if the listeners are aware of this, but did you know that American Express? Used to be the postal service. Did you know this chip? No, I did not Yeah, American Express used to be the Pony Express and the government came along and made it illegal For American Express to carry your mail because they wanted to improve the quality It’s so like government does when they move into any industry. They screw it up. And so now what happens whenever there’s a failing industry, if it’s too big to fail, if it’s a huge business that’s bombing, what will happen is the government will get involved and they’ll subsidize the business. So Chuck, how much money did American Airlines lose in 2012? It looks like it actually in 2016 in the second quarter their net income plunged 44%. And how much did you have a record loss on there? Did you have a record of a loss? They had, it was their parent company, so I didn’t want to mix all that up. Okay, so let me give you an example. In 2012, April 19th, CNN reported that American Airlines lost $1.7 billion. Do you get what that would mean if they weren’t subsidized? It would mean American Airlines is out of business. And it wouldn’t mean that people like Paul and I wouldn’t want to travel. It would mean that an investor like Apple, an investor like Jeff Bezos, an investor like Elon Musk, or anybody out there who is an investor of a profitable business. Now someone might be saying, well Elon Musk loses a lot of money too. We can get into that, that’s a separate show. But anybody who knows how to run a profitable business could say, you know what we’re going to do? While your business goes, go ahead and take your airlines into bankruptcy and settle your debts and then we’ll come in and buy it and we’ll fix it. And then Southwest Airlines could have bought the failing airlines for pennies on the dollar just like people do with foreclosure homes and they could have made it better. But instead the government subsidizes the poor performing business and so year after year they could eke out a terrible a terribly performing existence. So as I was trying to fly to Owensboro, Kentucky to help this church grow I decided to log the issues with my trip onto my notepad as a form of cathartic therapy so my brain would not explode. A release. And so I got on the airplane, and at about 4.35 I realized there’s no air movement. And they’re not serving alcohol, tri-As, while we’re waiting. Come on. So I can’t escape from my current reality. I can’t, I’m just sweating. I can feel the sweat dripping down my lower back as this heavier guy next to me is breathing and talking. And as the announcements are made with a hundred percent commitment to apathy, I realize that nobody’s listening. And in the event of an occurrence of an actual emergency, no one would know what to do. And that the guy who’s sitting in the emergency exit row for us would definitely not be able to help us exit the plane any more than I would be able to help fill in for Tom Brady in the event he gets injured. Because this is how the announcements are made. This is how they’re made. Tell me if you can relate to this, Chuck. This is how the announcements are made. Ladies and gentlemen, thank you for boarding flight. Headed to Dallas, Texas. We’ll be driving at……in case of emergency……getting out of the airplane… It’s just this monotone……and use the seatbelt to cross here……and no one’s even… They’re not even saying it in a way that conveys. Now, let me tell you what. If I was making an announcement, and my announcement that I was making could result in the death of many people if they don’t know what to do, I would say this. Ladies and gentlemen, we’re going to be… If I can get your attention here for just a second, I know you’ve heard this, but I want to make sure we get it. That’s an exit row over there, and if we have a bad situation happen, I need somebody who’s able-bodied to be able to take this. Are you, sir, right there, are you willing to do that? By and large, Southwest Airlines does it. They have fun with their announcements. I’ve seen their videos. It’s awesome. They actually have a good time. But yet, the airline that I was on, it was like apathy. It’s like they didn’t even care, and they didn’t even want to put the energy needed. Paul, they’re not even putting the energy needed to get my attention. No, it’s because you take the profit motive out of a business, and when you have a subsidized business the profit motive is gone. They don’t care. You know, okay, well if we fail, it’s kind of like, so you’ve got a test tomorrow at school, and if I fail, guess what, the teacher’s just going to give me a B anyway, so why study? Why try? Why put in the effort? And this country was built on free enterprise. Clay, I totally agree with you. If they let the post office fail, somebody’s going to step in the next day and going to provide a better service for probably the same amount of money or less and make money at it and save the money that the government’s having to put into it. As an example, Whole Foods was struggling to make a profit. And so guess who got involved? Jeff Bezos. And you know what he did? He’s making it more efficient. These are things that can happen, but you’ve got to let a business fail if they’re not performing well, and the market will fill the need. So, as I was sitting there on the runway, waiting for an hour for the plane to take off with no air conditioning, thinking about it’s a 71-ton airplane that they have the technology needed to keep it in the air for over an hour or two, but yet they don’t have the technology or the will to turn on the air conditioning. So if you’re listening right now and you own a business, I want to ask you right now, how well are you and I doing at wowing our customers? When we come back, we’re going to talk about the specific steps needed to create an experience that wows, as opposed to creating an experience that irritates your passengers attend the world’s best business workshop led by america’s number one business coach for free by subscribing on itunes and leaving us an objective review claim your tickets by emailing us proof that you did it and your contact information to info at thrive timeshow dot com Thrive Nation, welcome back to this special occasion where I get to talk to you about insurance. Now, full disclosure, I used to be paid by Farmers Insurance to train all of their agents over there at 91st and Yale in Tulsa, Oklahoma, as well as their office at 101st Memorial, and I was paid to train those agents. So you see that commercial, we are farmers, bum, ba-da-bum, bum, bum, bum, bum. I was kind of like the brofessor, kind of the professor. I taught people how to sell a home and life, auto insurance, how to sell supplemental insurance. And I’m gonna tell you how we would sell it. And I want you as a listener to understand why I was passionate about it. Now today, I don’t sell it. So I wanna make sure you’re getting this, but this is how it works. You’d sit down with somebody like, let’s say Luke over here at the Hub Gym. And Luke, you guys have about a thousand members that go to the Hub Gym. And this is how I would do it. Okay, you ready for it? Yep. I would say, now Luke, if you were to have a slip and fall, like someone that gets hurt at the Hub Gym, what do you think the average injury claim has been in the United States when someone’s hurt at a gym against a gym. What’s the average claim that you think it would be? Oh I have no idea. A hundred thousand? And I would, and again, on this, it’s a radio show, I don’t have that right in front of me, but I would have done the research and I would show you data from usually like the Department of Labor or a statistic from the SBA, but a real, a real stat, and I would show you. And then I would show you the number and I’d say, you know, the average claim is 270,000 according to the US Chamber of Commerce or whatever. Now I don’t have that stat in front of me right now, Thriver, so don’t hold me to it. Then I would say now, do you drive a car? I do. Okay, with the car, what’s the average injury claim in Oklahoma? Now I do know this one, but what’s the average injury claim? If you’re driving down the road and maybe you drop your phone, you look down, boom, you hit a bus, boom, you hit a minivan, boom, you kill a kid, a three-year-old kid, a great kid, it’s an accident, you feel bad about it, you weren’t drunk and driving, you just dropped something, made a mistake. Who doesn’t make mistakes? If you killed somebody, what would that cost? Oh boy. A million dollars? I have no idea. The average injury claim in Oklahoma right now is over 400,000. So when you hit somebody, the average is 400,000. Now with your house, when you have a house, I suppose you live in a house or an apartment or a condo, as you know, the cost of a home goes up 3% a year because the value of money decreases. Are you aware of inflation, how that works roughly? Roughly. Basically the government prints more money than they have and therefore the value of money goes down every year as they put water into the currency Kool-Aid. That’s how it works. So the money’s worth less every year and so unless you are buying 3% more insurance every year, your home is probably underinsured. When was the last time you compared rates? Well we just bought a home this year. So you’re probably good right now. Yep. I think we’re decent. And I got two more ones for you. Now, if you were to die, typically, what day would you want to die? I mean, have you thought about the specific day? I mean, you and your wife, have you thought about like, you know, June 5th, I’m age 64. I want to die then. Or have you guys thought about the day? Because it’s really important that most people, not you, but most people don’t know the day. And the average American dies and the cost of a funeral is about $20,000. But according to the Federal Reserve, the average American has less than $400 saved. So usually she will need to start dating somebody like that day. So I want to make sure you’ve got a list of like hot prospects. So that way she could start dating right away. Or I wanted to know if you’ve figured out the day you’re going to die and you’ve saved enough money. What day are you planning on dying? It’s husband insurance. What day are you planning on dying? Husband. Not today. Okay, when you do die, would you have enough? And again, I would break this down. So typically if you have kids, let’s say your youngest kid’s five, and your kid lives to be 18, if you want your kid to not be homeless for the next 13 years after you die, you’d wanna have life insurance to pay for that. So whatever your income is times 13, that’s the minimum you need. And if you want your wife to start working immediately upon their 18th birthday, that’s all you need. If you don’t want your wife to ever have to work again after the funeral and stuff, you’d wanna save at least probably 30 times your income. So if your income is 50,000 a year times 30, you need $1.5 million of insurance. How much life insurance do you have? And I do this, I play this game. Then I would say, what we would have is we have, um, you’re underinsured. And what if I told you for $307 a month, you can now have peace of mind because now you have a piece of paper and a promise, and you know that when you die, when you get in a car accident, when there’s a slip and fall, that you are fully covered. And so you get the peace of mind for only $302 a month. And if you don’t do it, the average business owner gets sued every four or five years, the average human dies, the average person does get into a car accident about every five years, bad things happen to good people. So you get to have a bad day instead of a bad life. So do you wanna have a bad day today and pay me $302 or $10 a day? Or do you want to have a bad life? Where do I sign up? Oh my God. This is the move. I think you just sold insurance. I think I just bought insurance. All of the listeners. All the listeners should buy insurance. That is what you do. It’s the move. I’m listening. So good insurance makes it possible to have a no good, very bad, rotten day versus a no good, very bad, and rotten life. But you’ve got to think about this, Thrive Nation. Do you have accident insurance? Do you have short-term disability? Do you have dental insurance? Do you have vision insurance? Do you have health insurance? Do you have home insurance, Chuck? We want to add these all to the show. Home insurance, do you have home insurance? Do you have, this is big, okay guys, do you have business insurance, aka workman’s comp? Do you have umbrella insurance? I remember a lady came to 91st and Lynn Lane at my house in Broken Arrow and she pretended to fall. I’ll call her the manatee of humanity because this woman came in. I’m not kidding. This woman came in to our business and she made it look like a fake fall. We’re like, oh no. If you could imagine how a manatee would talk. She was a smaller lady. The way she fell was like, no. The way she fell, I remember because we watched on camera, she’s like… Like, it’s because she saw she was on camera. So she fell, but it was like a fake. If you can imagine a slow motion of a manatee in the water… And she just spills out… And then she’s like, I don’t know, do you guys have insurance? I think I hurt my neck. My neck! My back! So what you want to do is you want to sit with an insurance agent today and you want to not listen to the song my neck my back you wanna sit down you want to put that put a link to that on the show no no no no and then label it as don’t listen to this okay no but seriously you want to do that now the insurance agent I would the company I’d recommend that you would call would be farmers insurance I did work with them for close to a decade and I know that they honor their promises. And their phone number is 918-392-4000. Full disclosure, I am not an insurance agent. I do not make any money. If you buy a policy, I don’t make any money if you mention my name. And in fact, they’ll probably appreciate if you don’t mention my name. But the thing is, if you call 392-4000, I know the folks at Farmers Insurance, District 10 can take care of you, or any of their fine agents. And I don’t care what agent you have, you’ve gotta do it, because otherwise you’re gonna have a bad day and a bad life. Now check it out, when you’re first starting a business and you’re not profitable yet, you don’t need to worry about it because they can’t eat you. So when you lose everything, you’re like, we’re going to sue you forever. Okay, I mean, I’m already poor. I mean, I don’t see too many people suing homeless people. Take it all. So Marshall, this is a deep thought. You work with a lot of clients right now that are doing really, really well. Why do you as a business coach sometimes not feel like you have permission to get into the discussion about insurance? Why do you feel like sometimes people say, I don’t really want to discuss that? I want to talk about marketing with you, branding yourself. Most people only have the breakthrough once they have the breakdown. Come on, say it again. Most people, they only have the breakthrough once they have the breakdown. And so what you got to do is you got to know who your insurance agent is prior to getting sued. You got to know who your attorney is prior to getting sued. And so having that conversation, hey, somebody’s suing me, or hey, I need to call in an insurance policy, you better have a good relationship with that person. Dude, I had a really, really bad last Friday in terms of like bad stuff I had to do. I left Friday feeling good, but I had like two hours that were just weird. What happened was, is I had somebody that was stealing cash, doing weird stuff, just being squirrely in one of our companies. And so I had a relationship with Wes Carter, with Winters and King. I still have a relationship with Wes Carter. He’s my attorney. His firm, Winters and King, they represent Joel Osteen and T.D. Jakes and all these big names and then idiots like me. He is a great guy. You know what I did though? As soon as I saw someone taking cash and doing weird things, I called him and I already had a relationship. So he took your call? Right. And the relationship, you know if you have a relationship after the relation shift when you shifted from a transaction to a friendship and i don’t know i don’t want to go through litigation with somebody home just now beginning to have a awkward conversation i want to go into litigation with somebody who i feel like is a friend and so i would just encourage if you don’t have an insurance person call nine when a three nine two four thousand call farmers in assurance if you don’t like those guys or know those guys, I’ve had a great relationship with some state farm folks over the years. Just make sure you’re going with an established company that has a reputation of actually paying out. And that’s what you want to do. And Thrive Nation, we want to have a relationship with you, but we can’t have a relationship with you if we don’t get a chance to know you. We don’t get a chance to engage with you. So we would invite you to go to Again that’s again that’s You go on up there, you’re going to find the podcasts, the one-on-one business workshops, the one-on-one business coaching, you’re going to find the online videos, thousands of training videos, all there for you available at We always want to end this show with a three and a two and a one, boom! 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, Terminix, 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, like 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 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 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 I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives, and also 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. One second, 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 I had to get out of this rut that we’re in but Thrive helped us with that you know that they implemented those systems that 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 but we’re getting those fruits from that hard work and the diligent effort that that we’re able to put into it. So again we were in a rut, Thrive helped us get out of that rut and 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 percent 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 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’s 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 Lee Crockrell, head of Disney, with the 40,000 cast members. He’s friends with 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. Think of this guy with a team of business coaches running 160 companies. 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. So I’ve seen guys from startups go from startup to being multimillionaires, teaching people how to get time freedom and financial freedom through the system of 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 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 The 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 I was really most impressed with him is when I was shadowing him one time We went into a business deal and listen to 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. And 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 Canine and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys I’m Ryan with Tip Top Canine. 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. Here’s the couch. 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 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. 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, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love us. We built this facility for you, and we’re excited to see you. 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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