Business Podcast | How to Effectively Price Your Product or Service + The Shaw Homes Success Story / Shaw Homes Case Study

Audio Transcription

Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you. And they have a lot of time on their hands.This started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zoellner. Eight kids co-created by two different women. Thirteen multi-million dollar businesses. 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’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s what 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 3, 2, 1, here we go. We started from the bottom, now we’re here. All right, Aaron Antis, on today’s show, we’re talking about business, which is what I like to talk about here. Yes, you do. And if you go to thrivetimeshow.com forward slash millionaire, you can follow along. We’re going to be on page 190 of my newest book, A Millionaire’s Guide How to Become Sustainably Rich. But before we do that, and before we get into the high-minded stuff we’re talking about on today’s show, I want to just take a moment to ask you this situation here to see if you can relate to this situation. Okay. This morning was a Monday. Yep. And true story, this is a true story. One of our employees, he couldn’t come to work this week. Now, again, people say, Clay, how can you talk about these stories on your show and not fear a backlash? Because I know that most of the employees who work in the various companies I have don’t listen to my show. That’s like two different worlds. Okay. So, but I had an employee that couldn’t work this weekend. Turns out his spouse is an OnlyFans member. So basically like an online prostitute. And therefore they got into some sort of fight because she’s an OnlyFans model and he’s not happy about it. That happened. No, seriously. That’s a real thing. It’s a real thing, it happened. So I’m taking my kids to the lake, having a good time. I get a call around Saturday, a certain time, and I answer the phone. What’s going on? Oh, this person can’t come to work. There’s a big blowout. They have to run home, put out a fire with the family. I said, what’s going on? They go, I don’t know. Find out today. Dude finds out spouse is an OnlyFans model. True story. Okay. So that happened. Then we have another employee who said to me, it is true, I was lying to you about the vast majority of my commissions last week, but it’s just because I was going through some stuff and I needed to generate some extra income. No, I’m not kidding. So we have a business, one of our businesses, we sell memberships to things, and the dude straight up admitted that he was stealing and lying about his commissions. He said, it is true, I was doing it, but I’m just going through a financial tough time right now. So I would like to ask you, that’s my Monday, okay? So we’re talking about high-minded stuff here. We’re going to talk about how to add value to your company. Can I just tell you, I feel a lot better about my Monday all of a sudden. But I’m just saying, Aaron, you have hundreds of employees that you work with. I do too. Yeah. Can you relate to these kinds of situations? I can definitely relate. So it’s like you’re listening to these shows, I know these podcasts, and then someone’s going, hey listen, I want to have a successful company, but I can’t grow it right now because I’m dealing with an employee whose spouse is an OnlyFans member, and I’m dealing with theft. Can I attempt to one-up you? I want you to because I want all the listeners to know, you and I, you run Shaw Homes, I run companies, and it’s not like you and I are getting to a place in space where we don’t have issues, we actually just find time to gain ground despite dealing with the issues. But go ahead and one-up me there, sir. So my favorite phone call I got was from the police department. You know, hey, Mr. Antus, I know it’s 2 in the morning, but we got an alarm call that we’ve called all the other numbers and yours is the last phone number on here, so we’re calling you. And I happened to answer even though it was two o’clock in the morning. And we went over to the model and there’s a person who’s apparently living inside of what looks to be your model, your furnished and decorated model home. But as we discovered this person who we believe is maybe on meth or something, they said that they actually work for you and that this is the model home that they are the salesperson sitting in. Come on, I can’t say it. Yeah, and they have a dog. And just by the way, the dog, apparently they never take outside because there’s dog crap everywhere inside of your model home. And there is all kinds of like ripped up little pieces of candy. Like they’ve been eating chocolate nonstop for hours outside of the model. And oh, by the way, there’s also chocolate smeared into the furniture and stuff. And they’ve got like half of their worldly belongings probably inside of a car that’s way too small to hold it, and that’s parked in the driveway of your model home. And it appears as though they were in the middle of moving in when we pulled up. Now real quick, before you continue this story, I want to share this, because this is big stuff, OK? So one of the companies that I work with is called Outside Irrigation, OK? Yeah. And Paul says to me, hey, we need to get some wonderful people to work in the mall. And in the mall, what we’re doing is he has set up what’s called a bunkee. There it is, bunkee. I’ve never seen those. And this is a, it’s like a tiny home, right? Yeah, yeah. And he needs people to work in the mall. And what you do is people walk by the booth and they give people a tour of the cabin, of the tiny home, whatever. And if people leave a review about the quality of the craftsmanship, they have a chance to win one. Because otherwise, how are you going to buy a bunkie online if you haven’t ever, you know, if you, people want to read a review before they, before they, people want to read a review before they buy one. But how are you gonna leave a review if you haven’t seen one so it’s kind of the whole thing anyway So the employee that we just hired this Wednesday to do this job. Mm-hmm She says I want this job. I said well your jobs gonna be going to the mall Working for Paul. Yeah, I want you to go to the mall and get reviews from people After they’ve done a tour she says I love I love this idea. Yeah, love it. I’m excited about it. Today’s Monday. She says, I can’t go to the mall though because I have anxiety around groups of people, large groups of people. And I go, your job is to go to the mall. And they said that their thing is, their problem is that they don’t do well with large groups of people at the mall. I’d like to work in construction, but the only problem on day five, I just needed to tell you that I’m allergic to sawdust. So I think you are telling me that you had a person who appeared to be on drugs living in one of your model homes. Yeah, it actually was our employee who was a salesperson for us. And apparently there was a domestic situation which caused her to have to move into our model home in the middle of the night without letting us know, and that domestic situation did have something to do with her methamphetamine addiction. Okay. So, and all I’m saying is, you know, we’re trying to teach you how to grow a successful company, but you and I can relate to the daily, unrelenting jackassery. And so, just today, I mean, I have an employee that says, you know, I can’t work my shift, you know, why? Well, I’m having some personal problems. Find out his wife’s an OnlyFans adult model that’s getting blow up, boom. Got a guy that looks at me right now and says, I got to admit to you, I have been lying about my commissions, but it’s just kind of going through a tight spot right now, and I’m – and these are real things. Wow. We got a person we hired specifically for the purposes of working in the mall and they said they just cannot, they want the job, they just can’t work in the mall. You know, it’s interesting because sometimes you hire somebody because you think they have character and then later you find out it’s just because they were a character. So now we’re going to get into the high-minded stuff on today’s show. So this is page 190 from a book called The Service Profit Chain. It reads here, value is not equated with low prices. Goods and services of high value may carry high or low prices. In fact, customer needs are so different that they are often willing to pay greatly differing prices for a given service depending on its importance at a given time and place. Because price is only one element of value, it can be influenced as well by the ease of accessing a service. That is, by making a service easier to acquire, it can be less sensitive to price, thus enhancing margins and profits. What does that mean? How do you price your product or service? So let’s just, I’m gonna give you three examples, okay? And I’m gonna pick on wonderful clients that I work with. Okay, so one, let’s go to shawhomes.com. There are home builders in Tulsa that are cheaper. Yeah.