Business Podcast | How to Gain Control Over Your Schedule + Celebrating the Tim Redmond (20X) & Aaron Antis (10X) Success Stories + Tim Tebow Joins the June 27-28 2024 Thrivetime Show Business Conference!!!

Audio Transcription

Check Holmes, the bestselling author of the self-help business growth book called the ultimate sales machine. He once wrote, most people spend more time planning a vacation than they do planning a life. I love, I always talk about being a parent. People talk about quality time. I like to talk about garbage time. That’s what’s really fun with your kids, garbage time. This is the secret. Yeah. Bowl of cereal at 11 at night. That’s garbage time. Oh yeah. That’s the best. That’s fun. So that’s what I like. What I don’t like, vacationing, family vacationing. I hate it. I hate going. My wife hates going with me. The kids hate going. I still go. Because what is the difference of doing one more thing I don’t you like about a vacation? Everything. But it doesn’t matter because when I do something I don’t like, it doesn’t bother me. That’s all I’m not going to describe myself. And my wife, she, you know, it’s tough on her. She gets upset when I have a bad time. I don’t. I don’t. You don’t? No, I knew it was going to suck. Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities. Why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilmer. Two men, eight kids, co-created by two different women, 13 multimillion dollar businesses. We started from the bottom, now we here. We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we here. We started from the bottom, now we here. We took flight, started from the bottom, and now we’re at the top. Teaching you the systems to get what we got. Colton Dixon’s on the hoops, I break down the books. She’s bringing some wisdom and the good looks. As a father of five, that’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s the C and T upon your radio. And now 3, 2, 1, here we go! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to design your schedule if you aspire to be a successful entrepreneur. Now, if you don’t want to be a successful entrepreneur, then what I’m teaching you on today’s show probably will not matter at all, and I recommend that you listen to something else. But if you want to build a schedule that will allow you to achieve success as an entrepreneur, you’re going to have to master time blocking. So right now, I’m recording this podcast because I’ve blocked out in my calendar time to record the podcast, which means that I just concluded a meeting with one of my longtime clients who we’ve helped him to grow his automotive business dramatically. And then after I record this show, we’re going to be working with a spa that I work with and I’ve helped them to grow dramatically as well. But in between the meeting with the automotive repair shop and the meeting with the medical spa, I am here doing this podcast with you because I’ve blocked out time in my schedule to record this podcast. And then after I record this podcast, I’ll be hopping into the meeting to help the spa grow and then after that I’m hopping into a meeting with long-time client Aaron Antis of ShawHomes.com where we’ve helped Shaw Homes to grow the business by 10 times. The business, the home building company, Shaw Homes, we’ve helped them to increase the size of the business by 10 times since I started working with ShawHomes.com. And then at 1 o’clock today, 1 o’clock today, I’ll be hopping out on an interview because I’ve agreed to interview somebody on our podcast today at 1 o’clock, and then at 2 o’clock I’ll be calling Charles Kola with Kola Fitness dot com. It’s Kola Fitness dot com, a long time wonderful client. And then at 3 o’clock I’ll be interviewed on somebody’s show, and then at 3.30 I’ll be interviewed on somebody’s show, and then at 4 o’clock I will meet with a long time client of mine to help them grow their insurance business. And you get the idea. I have my day blocked off. My day is planned. I’ve designed my day. And then tonight when I wrap up my day, I’ll be home with my family between the hours of 6 p.m. and I go to bed at 9. And tonight at 8 o’clock we’re going to keep watching the Ten Commandments starring Charlton Heston because that’s what we’ve put in our schedule to do. And so we’re going to watch the Ten Commandments tonight as a family because we’ve blocked out time. And it’s a multi-hour movie, so we’re blocking out about an hour per night to watch the movie. But the point is, is that you wanna design a schedule for you and your family that’s so exciting, so invigorating, so productive, so meaningful, that you don’t really have a desire to go on vacation. Not that there’s anything wrong with vacation, but the word vacation means to retreat from, and the word vocation means calling. So the word vocation, again, means calling. That’s what the word vocation means. So again, you want to have a schedule or a job or a career or a schedule that you love so much that you don’t have a desire to run away from it and to retreat from it because you actually just enjoy the schedule. And so there’s nothing wrong with going on vacation, but I’m just telling you, I have designed a schedule that I love. And so therefore I can’t wait to do my schedule tomorrow, can’t wait to do my schedule today, and I just block out time to design the life that I want to live in the following seven areas of my life. And everything in our schedule, every aspect of our life that we do not block out time for, it’s not going to go well. So we have to block out time for the following seven areas of our life. Faith, family, finance, fitness, friendship, and fun. That’s faith, family, finance, fitness, friendship, and fun. So if we don’t block out time for faith, we’re not going to pursue our faith. If we don’t block out time for family, we’re not going to spend time with the family. If we don’t block out time for fitness, we’re not going to get in shape. No one’s going to just drift into great success with their faith, their family, their finance, their fitness, their friendship, their fun. And that’s why if you’re going to become a successful entrepreneur on the planet Earth, if you’re going to become a successful entrepreneur on the planet Earth, you’re going to have to become a master of time blocking. And so on today’s show, we’re going to walk you through Time Blocking 101, and then we’re going to celebrate the success stories of longtime client Tim Redmond. And then we’re also going to celebrate the success story of longtime client ShawHolmes.com. So without any further ado, here’s Time Blocking 101. Welcome back to the Thrive Time Show. Have a business question? Email us today at info at ThriveTimeShow.com. And Clay and Dr. Z will answer your business questions live on the air. All right, Thrive Nation, we are talking about time blocking 101 and actually blocking out time to do what matters. Now this is what I see a lot of time from people, not you, not you the listener, it’s other people. So it’s the people you know. So just take notes of this because, take note on this because I know that you are finding the time that you need to get things done. But most entrepreneurs that I meet who get stuck, they say they’re struggling to block out time to record their calls. They’re struggling to block out time to write the content for their website. They’re struggling to block out time to organize their finances. And they’re also struggling to block out time to recruit people, which makes sense because they’re struggling to block out time to attend a seminar. That also makes sense because they do struggle to take their significant other out on a date. What happens is they end up buying into the excuse, I just ran out of time. I don’t have time. Lee Cockerell, if he was here, the former executive vice president of Walt Disney World Resorts who spent the night at Dr. Z’s house, and he’s a partner and friend. He said, he said, one of the main reasons people don’t improve is that they’re not honest with themselves. He also says one way to get your priorities accomplished is to schedule them into your calendar. Now, he goes on to say, because Lee Cocker was either a very, very honest man or a very, very mean man, he says people who cannot hold themselves accountable and who struggle with discipline, he, he, he, on our video trainings, he talks about this. People that struggle to hold themselves accountable, people that struggle with discipline, they, they tend to not get results. You know, people that, that, that, that they just, you know, if you struggle with those areas. So I want to, I want to break it down one by one with you. So see, if there’s somebody out there saying, I am struggling to find time to get my calls recorded, to listen to them, to write the content for my website, to do anything. somebody find those pockets of time which you seem to have enjoyed as a young entrepreneur? Because when you started your business 26 years ago, you seemed to have massive pockets of time to build the systems. And then when you started your auto auction, you had those massive pockets of time. And even though you grew up poor, it seems like you had massive pockets of time, which is why you were able to have success and nobody else was so where did you find those? It was um I? You know when I was a young boy who I found a lamp a lamp a lamp And you rubbed that lamp, and I and I and I rubbed that lamp hello Genie of the lab and a blue genie popped out of it boom I’m here, but I said the wish I wish is to have large pockets of time available for me when I become an entrepreneur so that I can start and grow my business. Absolutely, I grant you that wish and I also grant you one more. One more, we get one more wish on the TV. And the time contortium does not affect me. I am free of time constraints. You’re going in and out of time and stop and real time. I grant that wish and I give you one more free thing I’m gonna give to you. You didn’t ask for it, but I give it to you, and you’re going to have it now. I’m hungry, I’d like a tuna sandwich. No, no, no, you just get very nice calve muscles with nice striations. Okay, there we go, that was my third wish. How’d you know? Were you there? That’s so weird, how do you know? It’s like all the things that we teach in our in-person workshop, there’s no magic about it. What? Genie business is not going to… I’m sorry. Keep rubbing my lamp, it feels good! For $19.99, we’ll ship you a lamp. And that’s right, three easy payments. This is a podcast, I get… For $19.99. Act now! You’re killing the genie sales. You can get the second lamp for free, just pay shipping and handling. $19.99. A lot of people out there think it’s some mystical, magical, like, you light a candle and you put on, like, you know, music and something the sky’s open and a dove flies down and in its beak it has the secrets of how you do time management. It’s just the practical steps that we teach you in our in-person workshop. We teach you on our videos. We teach you. This is a thing we know a lot of entrepreneurs struggle with and it’s a question we hear all the time. In fact, when I’m talking to young entrepreneurs, the first thing in their mouth is, I want to have time. I don’t have time. I don’t have time. I want to have time. And they go, that’s a shame that you don’t have the same 24 hours that I have in the day, that Lee Cockrell had in the day, that Jack Welch had in the day, that Clay Clark has in the day, that Luke has in the day, that Chuck has in the day. I mean, I’m sorry you’re only given 17 hours to work with. I’m sorry, buddy. That’s tough. That’s tough. That’s going to be tough. You got a raw deal. You got a raw deal. You got a bad head. When I get to heaven, I’ll talk to God about it. Yeah, and I’m so sorry for you. And the thing about it is there’s the practical steps of doing it, Clay, and you have to be very purposeful. And what I always do is I just start off with step one. If you’re wondering where your time’s going, write down. What did you do yesterday? I mean, really, what did you do yesterday? And after you write it down, I give you this step two, because there’s only two steps. Step one, you write it down, what you did yesterday. Step two, you’ve got to say no to everything except for the things that are going to move the needle, get you to your goals. You’ve got to say no to everything. So like five hours of TV watching, I say no, but you get little pits. Netflix. This is according to Nielsen. The average American watches five hours of TV a day. Turns out it’s hard to be successful when you’re watching 5.2 hours of TV a day. According to USA Today, the average American spending over two hours a day watching social media, it’s got to be tough to be successful. It turns out you can’t be. So step one, you make a list of all the things you spend your time on. Step two, say no to every single thing that does not get you closer to your F6 goals. That’s faith, family, finances, fitness, friendship, and fun. So Z, I want to hear from you. How do you specifically, I’m going to attempt to take your time. Okay, I’m going to represent one of the things that’s not on your goal list, and I would like for you to shut me down. Okay. Here we go. All right. I love shutting you down. This is so fun role-playing. Thank you. I am going to be an innocent email floating into your inbox, and I want to see if you want to attend a chamber event, and you do what? Delete. I am an innocent little text message flying in from someone who you fired two months ago. Don’t answer. I am somebody who’s coming into your life wanting to complain about your Jim Bridenstine sign on the side of your building there at Dr. Robert Zodin Associates and… Don’t listen, don’t care, walk away. I am somebody who wants to argue with you about your religious views because I feel like it’s your… since your recent speaking event you advocated firing people that don’t perform. Pretend like I get a fake phone call and walk away. I am somebody who would like to say… you got a minute. No I don’t. Thank you very much. You’re welcome. I’m somebody who’s not wearing pants who walks up to you at a Walmart parking lot and asks for $7. And I say, you know, don’t carry cash with me. Have a nice day. So you just say no? You just shut it down? Yes, you shut it down. What? You shut it down. How do you shut it down? People don’t want to shut it down. What if people hate me? What if people don’t like me? By saying the meanest word on the planet. Oh, come on now. No. I want to go. One more. One more. I just want to go fishing with you. I know you through a pseudo church relationship and let’s go fishing together. We could grow as men. Because God tells us to be fishers of things. No! I don’t want to. Oh my gosh! So, Chup, where am I missing something? I want to get your take and I want you to look fake. It’s a lot of trickery. It’s weird what you’re doing. It’s weird. Well, once you’ve mastered the Z art of saying no, you have a little bit of time. You’re starting to chip away some of that time. We’re going to get into some some blocking, you know, things you should block out in that schedule. But one thing every entrepreneur needs to do is block out meta time. We talk about it all of the time. Block it out, block it out. Lee Conquerel talks about in some of the trainings and interviews that you did with him about how he, I think he arrives at work at 6… he arrived at work at 6.15. Lee explains this fascinating concept when you got to Disney at 6 o’clock in the morning that there’s no traffic on the way. Right. The parking lot is empty and no one interrupted him. Which is how he started off as a manager, and then a district manager, and then the head guy, and then the next guy. And he always was the first one to work. That’s how it works, homies. And he had time to plan everything out because he says, during the day it’s chaos. During the day it’s chaos every day. There’s things going on all the time, it’s chaos, and if you haven’t planned it out, you’re not going to be able to deal with that chaos correctly. Let’s talk about application. Luke, in your life, you’re a great guy, you’re an empathic person, you care about people. So this will be harder. Talk to me, what is the hardest thing for you to say no to or was the hardest thing for you to say no to? Well, I think I can sum it up this way. You know, I used to say I’m about people and about making people’s lives better. But I forgot I was a people. You’re a people too, man! I forgot that I’m a person and that I need to value myself. Value myself and so when I started to do that and started saying no and saying yes to myself and my needs Life changes. It’s weird. You’re a little happier. It’s crazy. Yeah, that is weird Do you remember that show was the the five hole goes west you’re that the Bible goes west thing was called So I will goes west was it was really come that probably American tale. Oh, yeah, you’re right five. Oh goes west You remember the main the main theme song from that movie. Do you guys remember that theme song from Five Oaks Goes West? No. There’s a song in there where he’s talking about basically one, it’s a story about this mouse and he’s trying to move to America and he ends up basically singing this song where he’s wondering if anybody’s out there. Somewhere out there? He says, somewhere out there, beyond, and he’s wondering is anybody out there? And I feel like that’s what you’re going to end up doing as an entrepreneur. You’re going to be all alone if you run around trying to please everybody. And then you’re going to be alone at the office at midnight asking yourself, is anybody out there? Because you’re going to just be drained. I mean, they are going to mentally rape and pillage you. They being everybody, if you make a million yeses, a million yes votes, you’ve got to say no all the time. All the time. So big. Freedom. And I tell you what, the first time you do it, you’re going to giggle. It feels so good. Just believe me. Tomorrow, I challenge every listener to a podcast. Do it. Do it. And do it. He said that the first person that comes up to you and wants to steal part of your time in a useless meeting or a conference or a this or that, I want you to just say, just take a deep breath and say, no. No. And walk off. Everybody together now. Ready? All together. Let’s practice it. One, two, three, no. Oh, it feels so good. It feels so good. It feels so great. It feels so good. It’s like an endorphin rush. And people will look at you as if you’re, what, what, what just happened? What, what, what? You couldn’t actually mean no. You mean tomorrow instead of today? Oh you mean… That sounds like a Just say no. Just be a man, be a woman of your word and just say, you know what, no. Because you know it’s not going to further your F6 goals. You know it’s just going to be a time waster. You’ve done it. We’ve all been there. We’ve all done it so many times. You know it’s going to be that way. Now when we come back, we’re going to break down on our next podcast, No-Brainer Advertisements 101. Creating a no-brainer that actually generates more qualified leads. So many people say, I don’t want to cheapen my brand by creating a no-brainer But you gotta do it. Otherwise your wallet will become a complainer. You got to create a no-brainer Now that he further ado three two one Tim Redmond, what was the thrive time show? How are you sir? Clay Clark? I am a man. That’s grateful because Of you and for you your you’ve been an amazing impact in my life. I’ll just say that up front. Well, you and I have a unique relationship because you were my boss for a long time, and then I had the opportunity to work with you as a consultant, and we’ve been able to work back and forth with each other. Oh, you’ve been hugely helpful. My life is different because of you. So I want to ask you this. When you meet with business owners today, where do you find that most business owners are stuck? Like when you say you’re talking to somebody out there and they have an accounting practice, a dental practice, a contracting business, and they’re stuck, what are the areas where you see people, most business owners are, where are they most predictably stuck? In the same place that I was stuck when I reached out for your help. I did, in marketing, I did not have a process of constant stream of leads coming in because of lack of marketing, and then I lacked a sales workflow that once the lead came in, that I could aggressively process it through to get them to come on board so I could help them out. I didn’t have those before I started working with you, Clay, and you helped me out with that. Those are probably two of the most common problems I run into in consulting with my clients. One of the things I like to do, and I like to explain this to clients, is that you have to view your business as a linear workflow, kind of from left to right, like a timeline. And so you have to start with fixing your branding. And then after you fix your branding, then you want to fix your marketing. And after you fix your marketing, you fix your sales. And then after your sales, you fix your hiring and firing. And then you fix your accounting. And you just follow down the path. And how often do you find that business owners need help finding good people. That’s never been a challenge for me to find, to hire, train, and retain good people, especially during the COVID, during the COVID moments. A lot of people said, well, I can’t find the people now. I still have never had a hard time finding people. But I mean, have you, what are your thoughts on that? How often are business owners having, how often are they struggling to find good people? Well, most of who we get is we we have specialty docs and contractors. We market aggressively to go after contractors so that’s most of our clients and that I would say Clay that that is the number one need and one of the biggest reasons they come on board to get our help here is they cannot find decent people that will show up and actually work. Huge problem. Finding good people. Finding good people, keeping good people, getting people that will actually want to work. Yeah, which that can be defined as a good people. Yeah, it’s a huge problem. And I know that with the systems we teach people, you know, they will learn how to hire, inspire, train, and retain great people. And I think people view hiring as like a one-time event, but it’s really a process. And I’ll give you an example. Harley is a young guy that’s a member of your team. I’ve met him, I think it’s his first day working with you. And he’s been a great member of your team and a great guy. But a lot of people, I speak what they say, I have a hard time retaining employees for more than a month or two. If you had to give people tips on how to hire inspire train and retain good people What would you say to them if they may be if others listening and they’re struggling to find in higher? Inspire train and retain good people yeah, well, there’s a there’s a number of things here first of all You want to create an environment that people are attracted to so one of the biggest requirements or the biggest ways that a leader becomes effective is they create an environment. Most people respond and react to an environment a lot like a seed. Some grows up, you know the Bible story about some fell away by the side and by the stones and all that, they didn’t grow up very big. But those planted in good soil or a good environment, they’re gonna grow and they’re gonna really produce. So number one, you’ve gotta create a good environment for people to join. And if it’s reactive and people are yelling and it’s just an ego clash, that’s not gonna attract decent people. Good people are gonna leave and they’re gonna find another place that’s got a better environment. Number two is you’ve got to be really clear on what you want them to do. And we have a lot of clients, Clay, and we’ve shared many stories together. We’ve spent many hours together. Is a lot of folks here just, they hire people and they just throw them to the dogs and say, just I hope you can figure this out as you go. There’s not a training, there’s not a clear expectation. And so as a result, they don’t know how to win in their job. And there’s a lot of people, Clay, that they’re dissatisfied because they don’t feel like they’re winning in their job and they don’t know how to win in their job. Tim, at the business conferences that you and I have done, you’ve actually appeared at a lot of them and you’ve MC and speak at them. I think one of the things people have enjoyed about those is the ability to ask any questions that they want to ask and not to be mocked publicly, but to have somebody that actually answers their questions. What are common questions that you get asked by clients as a business consultant? Like if you could just think through sort of the Rolodex, the mental Rolodex of most frequently asked questions. What do people typically ask you? Because I know as a consultant, what I get asked a lot, but I want to get your thing. What are their questions? Yeah, okay. So this is a good question, sir. So most of the time, they’re either looking for leads, more leads, or more how to hire more staff. And so what has happened is they’ve already gone to two or three or five or seven other marketing firms or hiring firms and they’ve been very unsuccessful. And so they come with a lot of frustration and sometimes they’re almost like mad at us to say, well, this is what everybody else said. And I say, well, we’re not just a coaching company that tells you what to do, we’re gonna do it for you coaching companies, so we’re gonna do a lot of this stuff and implement it yourself. I mean, I still hire your staff to get our SEO there and to keep the websites up to date and to get the marketing, digital marketing straightened up. So, you know, it’s really important to be able to deliver something. Can you give me enough leads is a big question. Or how are you going to help me find decent people? Because I’ve been out there, and there’s nobody else out there. And I said, well, we have a host system that we introduced. But unless you apply this system on a consistent basis, it won’t work. Casualness causes casualties. And so those are big questions. Another big question is, how do I get this business off my back? It just seems like I’m stuck as a slave in my business. So how do I get out of this business here? How do I get it to, when I’m working in the business, I want to work on the business and not just in it. Those are some of the common ones. Now you and your wife just celebrated and celebrated an anniversary, I believe, correct? Yeah, 33. 33? 33 years, yes. The reason why I bring this up is because my wife and I, we’ve been married 21 years, and I find that in the world of business, there’s a lot of business coaching platforms, a lot of consulting platforms that exist, and I’m not going to mention the specific names today, but I want to. So instead of mentioning them, I’m just going to pull up video clips to show what I’m talking about here. I’m not going to mention them. I’m just going to show examples of them. They have these, and this is not you saying this. This is me saying this. What they do is they project a world that doesn’t exist. I’m going to just type this in. This would be- Oh, Tai Lopez, come on. Okay, so here we go. This is a lot of people come to me after having been to a workshop that’s similar to this one. This guy’s name is Ty Lopez. And Ty Lopez, this is an actual commercial that he’s running right now on YouTube. Watch this. You know what I like more than flying in a private jet like this? My books. Actually not, but I do bring books with me. Okay, now I don’t know, and maybe I have a different world, maybe I come at the world from a different angle than a lot of people, but I’ve never been in a private jet with a guy like this and a girl like that and a girl like that and a guy like that talking about books. Nor have I ever been in a private jet with people like this, but the point is, the idea that he’s selling, look at this. and specific to your specific potential ideal and likely buyer. There’s only a certain number of clients we can work with at any given time and I just will be very clear. So this is another example of what we are not. Let me just hit play here. Here in my garage just bought this Lamborghini here. Oh gosh. Here in the Hollywood Hills. But you know what I like a lot more than materialistic things? Oh here we go. Knowledge. Oh. In fact I’m a lot more proud of these seven new bookshelves that I had to get installed to hold 2000 new books that I bought. It’s like the billionaire Warren Buffett says, the more you learn, the more you earn. Now, maybe you’ve seen my TEDx talk where I talk about how I read a book a day. You know, I read a book a day not to show off. It’s again about the knowledge. In fact, the real reason I keep this Lamborghini here is that it’s a reminder, a reminder that dreams are still possible. Because it wasn’t that long ago that I was in a little town across the country, sleeping on a couch in a mobile home with only $47. $47, that’s exactly how many dollars he had. He remembers because he counted how many dollars he had. And Tai Lopez, I mean, he’s got an unbelievable, he has so many different examples of what he does. This is just Tai Lopez. These are, you know, this is Tai Lopez. So a lot of people when they think of consulting, that’s what they think of. And that’s not what we do. We work with dentists, doctors, lawyers, contractors to help them grow their business. So if you had to contrast what you do, Tim, as a consultant, you know, that I’ve had the honor of working with for basically a decade. How would you describe what you do versus that of which Tai Lopez does? Because again, if you say business consultant or business coach, immediately people picture Tai Lopez due to his shameless jet-based marketing. Well, I’ve got some similarities with Tai in that I do have some books, I actually read them, and I read them next to a super attractive woman, which is my wife, but that’s about as far as it goes. I know I’m not supposed to say bullshitter, but he’s the biggest bullshitter on the internet, I’m sorry, and I think you’ll have to probably beat that out, but what we do is we are an outcome-focused company, and so we measure our success. You know, the client has to be happy, but we really look at what are the numbers. We have the sales, we got net profit, we have gross profit, gross profit, and cost of goods sold, we have that. We’ve got how much money you have in the bank account. We actually measure that we we count it and so it’s the big difference here is Can you count and visibly and tangibly see the results? Of the coaching and if you can’t kick us out and get rid of us and find Hired Ty Lopez, please don’t hire him. No, I do and you’ve been married for 33 years. I mean this because I’m not saying that you’re a marriage guru. Nor am I saying I’m a marriage guru. What I’m saying, though, is that you really want to look at the fruit of the lives of the people that you’re listening to. Because if you look at Tai Lopez and who he’s hanging around with and what he’s all about, if that’s what you want in your life, then maybe you pursue that. But I call that lifestyle jackassery. It’s fake. It’s smoking. Jackassery. Didn’t you find his address as being in the middle of some cow pasture in England or somewhere? I did put the address that he was using at one point led you to an abandoned warehouse district there. So, Tip, we’ve got listeners from all over the country that tune into the show. Oh, good. And they’re always taking notes. If you had to give the listeners one final pro tip or one final thought before we let you go, what would that be? What would that statement be you want to share with the listeners? I would say that create a cadence in your business and you do that by having a daily planning that you do and then every week you touch every aspect of your business, meaning a meeting an accountability meeting with whoever’s in charge of whatever you’re looking over you visit that aspect of the business like for accounting that’s going to be Monday at one o’clock for sales that’s going to be Tuesday and Thursday and Friday for you know we have specific times where we touch every aspect of our business and so creating a cadence in your business is creating this predictable pattern of making sure your business is on track and you’re addressing issues as they go. Tim, I appreciate you carving out time to be here. That’s Tim Redmond from redmondgrowth.com. That’s redmondgrowth.com. He’s a beautiful man, a great American. Tim Redmond, thank you for allowing me to interview you today, sir. Thank you, Clay. And we will talk to you later. Take care. Very good, awesome. We go back eight years ago. Think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their calls. Okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000. roller coaster and so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. I didn’t, without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with you. So I’m looking, we’ve been good friends 7, 8 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 bless 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 going to take, no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well, I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. The best executives, Peter Drucker is a father of modern management. He said, the most effective executives make one decision a year. What you do is you make a decision, what is your system? And then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with a script here, we have a brand new gal that just can’t came in working for us. She nailed down the script and she’s been nailing down appointments Usually we try to get one appointment for every hundred calls We make two to three hundred calls a day per rep right and she’s been nailing down five and eight appointments a day Somebody out there’s having a hard time script. What’s 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, and or let’s say about a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I make, I basically make the systems and you’re like the computer and I’m like the software is kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road. Maybe 2013? 2012. Okay, so 2012. And at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. But do you remember when we first reconnected? Yeah, well, we had that speaking thing that… Oh, there it was. So it’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 direct my life, to get some mentorship. But I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses, implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn, I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. You know, working here, 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 in the group interview talks about how, you know, the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory, and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I’d say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. Whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with with mediocrity. 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 and in short anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay, I literally carried a notebook with me all around. I was looking at this notebook the other day actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about about three or four months just from being around Clay, following him and learning from him. And then I would say come coachable. Be open to learning something new. Be open to challenging yourself be open to Learning and and adjusting parts about you that that Need to be adjusted. All right, right nation on today’s show. We’re gonna focus on is how to grow a successful company So what I’m gonna do is I’m gonna pull up a graphic That is the the theory of how to grow a successful company, but vision without execution is hallucination And so if you go to thrive timeshow.com forward slash millionaire, you can download a book that I have written called A Millionaire’s Guide How to Become Sustainably Rich. You can download it for free at Thrivetimeshow.com forward slash millionaire. But you have to actually implement that which is in the book. And so on today’s show, we’re joined by a very successful person in the home building business, a great friend of mine, a man by the name of Aaron Antus. Aaron Antus, welcome on to The Thrivetimeshow. How are you, sir? I’m doing great, Clay. Thanks for having me on. Hey, so I’ve got to ask you this for the people out there that want to prove you’re not a hologram. First off, what’s the website for your company so people can verify that you are, in fact, a real business? You bet. It’s shahomes.com. S-H-A-W-H-O-M-E-S dot com. Shahomes.com. I’m pulling it up. Shahomes.com. Pulling it up. That’s the website. Shahomes.com. And when you and I met, before we met, you had been already very successful as a home builder. You turned your dream of being a home builder guy into reality. So how many homes had you sold or what kind of sales had you done in your career as a home builder guy before you and I even met? Before we met, probably about $750 million in sales prior to meeting you. And then, the year we first started working together, what were the sales totals that year? We were at like 19 million. 19 million, and then when you ended 2022, obviously we’re in 2023, and so we’ll see how this year ends, but as far as ending 2022, how much sales did you do last year at the end of 2022? 2022, we were at like 84 million. Okay, so from 19 million to? 84 million. 84 million, so you’re doing some things right here and we’re going to try to do is kind of demystify the plan here. Okay, so here we go. So establishing revenue goals. Yep. When you and I first started working together, we started off with a 13 point assessment. We went over your goals. I’m not going to ask you to share your goals on the air, but why is it important that you have goals? Well, I mean, goals are sort of your guideposts that, you know, you set something out there in front of you and you start chasing after it. And without that, you’re just kind of floundering in mediocrity. You don’t have any reason to get up in the morning and really get after it. And so, you know, I think goals are, you know, it’s you can have lots of different types of goals. And we’ve talked about a lot of this. We’ve talked about, you know, having financial goals and having, you know, fitness goals and having friendship goals and just all these different areas. I know you’ve got the F6, you know. So that’s kind of something that, you know, we touched on very early on. You asked me like, is the goal, is one of your goals more income or is it more time? And so I said, well, really at this point, it’s more income. And then later it became more time. So, you know, it’s changed over the time I’ve known you since 2016. We’re going on seven years and the income went up considerably. So now it’s, you know, turned in the last couple of years towards more time. Now, the break even numbers, again, I’m not asking you for the numbers on the show, but you guys have a lot of fixed costs. I mean, if you go to Shawhomes.com, you’ve got framers, you have plumbers, you have tile people, you have so many skilled people, you have a full time sales team, you have an admin staff, and if you don’t sell a house, you still have the service of the land, you still have all the overhead. Why is it important for every listener out there to know their break-even point? How many deals they need per month just to break even? Well, yeah, because you’re going backwards real quick, and it doesn’t take very long if you’re at the beginning of your business. It doesn’t take very long for you to be in a place where the creditors are knocking at your door and you can’t pay your bills and all of a sudden you’re going to lose all your, for us, all of our trades, all of our suppliers are going to start backing out. So you’ve got to know what that number is that lets you tread water so that, okay, this is the worst case scenario, everything above that, at least I’m into the profit zone. So you go out of business pretty quick. Most businesses don’t last more than just a few months if they get below that break-even number. Now, folks, again, these might seem like simple steps, but they’re all the linear steps you have to take to create time, freedom, and financial freedom. If you want to grow your company, this is how you do it. Box number three, though, is you have to know the hours you’re willing to work. Now, your incredible wife is here off-camera for accountability, so at any point, she could yell like, amen, or boo! But you guys are on the same page with the hours you’re willing to work. And you guys, as a couple, I want to brag on both of you, you guys both committed to sacrificing time and energy and a lot of things to get to where you’re at in life. And then as you had your children, you raised them, you decided to devote time to raising said kids. And now that your kids are older, you’re devoting time to raising these kids. So it’s not like you advocated being a parent while also growing a company. You did both well. I’d love to get your thoughts on sitting down with your spouse, if you’re watching this today, or your significant other, and making sure you’re on the same page about how many hours per week you’re willing to work. Well, yeah. I mean, you don’t want to grow a business to make a whole bunch of money just so you can split it in half later. Oh. Because that’s kind of what happens when you don’t work out those details ahead of time. And so my wife and I have been married 25 years. We’ve been together for four before that. And so yeah, 20, sorry, 26. Did I just say 25? 26. I hate to do this to you. I just got in trouble. I hate to, your wife just turned 27 on Thursday and what you said is 100% false. Okay, so the unique value proposition here. Now let’s talk about this. Whether it’s, you know, growing a home building company or a dog training business or a haircut chain or a carpet cleaning franchise or whatever business we’re involved in helping to grow, you have to sit down as a listener out there, as a business owner, and you’ve got to figure out what makes your company unique. Absolutely. So I want to ask you, what makes Shaw Homes unique in the marketplace with other home builders? Yeah, we have more furnished and decorated model homes than any other builder in the market. So a lot of times people, when they walk into a home and they’re trying to decide if they like the floor plan, the layout, whatever, they usually, most builders in our market have an empty house that they walk into. It’s just kind of echoes when you walk through it. There’s no furniture or anything. And we completely, as you can see in this little video here, we completely furnish and decorate it, make it beautiful. We are the most award-winning builder in the state of Oklahoma. That’s true. We’ve won like five times as many awards as any other builder in the market. So definitely that is one of our big takeaways. Now I’m gonna throw you under the bus real quick and I don’t mean to do this super passively aggressively. It’ll just be more of a subtle passive aggressive. When I met you, you guys had all these awards, but no one knew. That’s true. It was like this weird, bizarre thing where you had all these awards. I remember talking to you and I’m like, what makes you guys different? And you’re like, you know, we do a good job and you’re going to be nice about it. You’re a good salesperson. But I said, well, I mean, tell me about the awards. And you’re like, well, we got this award, that award, this award, like 45 minutes later, it’s like that award, this award. I need to shave now. This award, that award. I need to go brush my teeth. This award, that award. I want to go mow the lawn now. This award, that award. I’m thinking about retiring. This award. My kids are turning 18. I can see it this way, just going, and this award, and that award. And so we put those on the website, and that helped. And the other thing you guys were, we needed to change, was all these people were saying great things, but we didn’t have video reviews of them saying it on camera. Right. So it was like your online reputation didn’t match your real world reputation. It’s so much good momentum there, and so many people love you guys. And now you guys have, would you say, 100 video reviews? Oh gosh, I would say more than that. We’ve got, yeah, we have a lot. And everyone keeps scrolling and scrolling and scrolling. I will scroll. And this is actually all that’s on this page. If you go to our YouTube channel, we have way more than this. So again, and this is all the stuff. You’re going to grow a successful company, folks. Step one, you’ve got to figure out your revenue goals. Step two, you’ve got to figure out your break-even goals. Step three, sit down for an hour of power. Sit down with your spouse. Make sure that you guys are on the same page of your hours you’re willing to work. Step four, unique value proposition. Figure out what it is that makes you unique. And we have an in-depth guide that you can download for free at thrivetimeshow.com forward slash millionaire if you get stuck. Next box, you got to improve your branding, your website, your one sheet, in your case, model home presentations, business cards, social media branding, everything that a customer sees needs to be first class. And I was talking to a guy named Ronnie Morales today, and it’s Morales Brothers. I think you met him at a conference. He told me, and I’m not slamming Ronnie, Ronnie, if you’re listening, I’m not slamming you. This is the real thing. Ronnie said he’d listened to our show for seven consecutive years before ever reaching out. And now he’s reached out and he’s up 57% in about eight months. That’s awesome. And we’re going to put his story on part two of today’s show because he’s in Texas and he’s seven years behind you, but he’s doing a great job. What do you think that thing is where people have bad branding and we’re not aware of it? Someone hasn’t brought it to our attention? What causes bad branding? You know, the number one thing I hear business owners say is, well, you know, I don’t really need good branding because I sell everything by word of mouth. Oh, yeah, baby. I’ve got such an incredible reputation. You do. Everybody just comes to me by word of mouth. And then it’s like, okay, yeah, but how much business did you do last year? Well, not very much. And, you know, I’m really unprofitable, but I’ve got great, you know, reputation out there and I get a lot of word of mouth. So when people switch over to starting to improve branding, I know you helped us a lot with that in just creating a lot better looking website, creating a, you know, we’ve got an office environment now that is when people walk into our model home, they are blown away. We truly wow our customers when they come to our model homes. It’s a one of a kind experience in the state of Oklahoma. And the process of that, you know, just going through branding it so that it looks really top-notch. And, you know, that includes everything from, you know, marketing to all of your senses and everything else. So it just really brought us to another level. And when the customer comes in and experiences us after having walked through other builders’ homes, they usually come in and go, you guys are just on a whole other level. It’s sights, sounds, smells, experiences, everything that your customer sees, they’re grading you on. And you might not know that they are even judging you because they’re not filling out the form. And I have a funny story to share with you that’s kind of sad. I was working with a fitness guy years ago, and I’m not going to tell you what studies and what city folks. I know you want to know, but I’m not going to tell you. And he said he filled out the form because his wife wanted him to schedule a 13 point assessment. He did not want to. He tells me, Clay, honestly, I’m just doing the call because my wife wants me on the phone. I don’t really get leads from social media. I don’t get leads from marketing. I get all my leads word of mouth, like you were saying. And I said, well, let me just do this. Let’s just, this first month working together, let me get all the passwords for your Facebook, your Google, your YouTube. It’s the first month, we do this with every single client. We optimize your YouTube, your Facebook, your Instagram, your Twitter, all that. We log on, this is a fitness guy, he was spending like 400 bucks a week, every week on ads. And he hadn’t known, he wasn’t aware that every time a lead came in, it got stuck in Facebook and went to an email address that he wasn’t checking. So think about this. And it’s like 15 to 20 leads a week for years, this guy had. That’s not good. And he didn’t even, so I’m going, you’re spending you know 20 grand a year on ads that you’re not getting anything from and are you aware that the phone number on your site rings to a phone that’s no longer real, a real phone? And I’m serious this was real and then he had before and after photos where somebody had had the idea let’s get before and after photos you know where you interview someone before they start working out? Yeah. But then they never completed the thought. You know what I’m saying? I do. Where it’s like they interview them about getting in shape, but then they never actually like aired the part where they’re in shape. Oh no. So it’s just sort of like an interview with people that are not in shape. And I’m like, I, and again, he’s busy guy, busy entrepreneur, that kind of stuff is very common. It’s kind of laughable if it’s not your company, but okay. Next box, you got to determine your your customer acquisition costs. How much does it cost you to get a customer? So Aaron, you guys run ads on Google, on Facebook, on retargeting ads, you have massive signage, there’s a lot of stuff you do. Why is it important to know how much it costs you at the end of the day to get an actual new buyer of a shawhome? Well, because if you want more of those, you know what it costs to go generate more of those. And it’s a cost where it’s like, okay, well, I’m down in sales this month or this quarter or whatever, and I need four more sales to make it a good quarter here before the end of the quarter. And it’s like, I know I can go put money into that and it’s gonna cost me X number of dollars per customer to get there. And so then it’s just a matter of, do I wanna spend that money to get to that point. So, you know, for us, it’s, you know, a pretty high number because it’s a lot, it’s a big ticket item. But for some people it might be, you know, very small to get that, you know, each customer. But for us, you know, it’s, you gotta know what the number is because ultimately that goes into the price of your product and whatever you sell, you know, we’re doing homes. That is one of our line item costs in our homes. That’s what costs, yeah. Now, if you go to any of the businesses that I’m involved in, you go to eitrlounge.com forward slash staff, I put in the password here. Once I put in the password, I have all of the documents needed to run the company, and they’re all saved. So, the checklist for the manager, the opening checklist for the assistant manager, the bathroom cleaning checklist, everything needed to grow the company is all in one place and therefore the business, everybody who works there knows where to go to find those documents. This is the kind of stuff that fires me up and it makes other people crazy. So with the conferences we do, if we ever do a conference that’s out of town, I have a checklist of stuff I print out. I know it seems kind of crazy for people, but this is real. I print it out and it’s like, okay, socks. I’m gone for four days, I want to have 12 pairs of socks. Why? Because it could be hot. I don’t know. It could get wet. I don’t know. I have a list of deodorant and socks and shaving and I have a laptop and a backup laptop and I have patch cables and XLR cables and we bring three, you’ve seen all this stuff, but it’s multiple monitors, backup monitors, it’s backups for everything. When you guys build a Shaw home, you’re not moving off of guesswork. There’s blueprints, there’s plans, there’s systems, so houses don’t fall down. There’s somebody out here listening right now that doesn’t have systems in place. They don’t have checklists. They don’t have it. And so they have to think about everything all the time because if not, they forget a step. What would you say is the importance of having taken the time to have built these systems now? It is the night and day difference between running around like your hair is on fire every day, constantly playing firefighter, or you hear people say, oh, I’m up to my armpits in alligators. It’s because you don’t have systems and processes. And every time at Shaw Homes, every time that we have a problem come up, we automatically go, okay, what step in our system did this fall apart in? And what’s broken in that step and how can we fix it? So it never happens again. So we go fix the process. You know, we address the problem for the customer, but then we go back after that and we go, how do we fix the process so we don’t repeat this problem? And the business owners that are running around with their hair on fire all the time, it’s because there’s no systems, no processes. Everything is urgent. Everything is hair on fire. Correct. And it is a chaos world that you live in. And if you’re going to build homes for a living and build a lot of them, you cannot live in that chaos world. Now this next box, I get excited about all these boxes. This is what I get excited about. This right here is what I care about. Okay, the next box is management and execution. You have people on your team, and I’m just gonna give some examples, and I hope this benefits somebody out there listening. You have people on your team, it’s their responsibility, every time that you do a new house, they go out there and they design, or they get the blueprint on the website. They get the new design of the home, because people wanna see floor plans. So somebody’s job is to get those up there. Somebody gets photos of every house that you guys are building. Somebody gets videos of every house. Somebody puts them all up for sale. Somebody answers the phone every day. Somebody calls the leads every day. Somebody cleans the bathroom every day. Somebody builds the houses every day. Now this is what I find, and I’m sure none of our listeners can relate to this. Some of our listeners fire people and then nothing happens. So work with me on this. There’s listeners out there that I talk to every day because we do free 13-point assessments. So I talk to two or three people a day who go to Thrivetimeshow.com. They want to schedule a consultation. And the other day you heard me talking to Jordan. I said, Jordan, go ahead and keep setting those. He’s setting an appointment with somebody than not because I don’t know if he’s a good fit or not. But the idea though is I sit down, I was talking to a guy the other day and he was like, the reason why my team did not get Google reviews or videos reviews this week is because we fired a guy. And I go, because I’m just asking him, where are we stuck? What’s your biggest limiting factor? I have a big process I go through in my evaluation. I said, who calls the leads? He’s like, well, normally I have a person that calls the leads, but we just fired her. And I mean this, I’m going, how long have you been in business? This guy’s been in business for over 10 years and he’s reaching out for help, good person. We’re trying to help him. I think it’s going to be a good fit. But so I said, so basically everybody follows the systems until they don’t work there anymore. And then no one does the systems. And you go back and forth vacillating from things being done to not being done. And one of my favorite things about working with you guys is that you’re honest people. What does that mean? You do your best to do what you say you’re going to do, and you hold yourself and the employees accountable. Absolutely. But what would happen if every week you, if somebody wasn’t performing, you remove them from the position and then the houses weren’t built for the week because something wasn’t going well, or because maybe a salesperson wasn’t performing at the peak, you let them go and the next thing you know, what would happen if you managed your company that way? It would be a disaster. I mean, I can’t just fire my superintendent without having somebody already ready to take over all of those responsibilities because I’ve got materials showing up at the job site today, tomorrow, and the next day. I’ve got trades showing up who need some supervision, need to know what they’re supposed to be doing. If I fire that guy with no warning, somebody else has to come fill in that position. So for us, we try to never have that gap happen. And sometimes it’s like you know that you’re going to need to fire somebody, and you can see the writing on the wall. But you want to get the next person up and ready to go before that happens. And you guys have a weekly meeting. So we talk a lot on this show from an employer perspective, but how frustrating would it be to be an A-player employee and you’re working for a C-player boss? You know, a boss that doesn’t have a staff meeting, that’s not organized, that doesn’t pay people on time, that’s constantly emotional. I see that a lot. And so management is a learned skill. And thankfully, you know, when I first met with you, you’d already really mastered, in my opinion, managing people. But this next box is where I thought we needed some help, was to build a system for constantly recruiting new people, because certain people work for Shaw Homes for three years or four years and then they want to go move, they want to have a baby, they want to stay home, they want to get a new job. And even though you have low turnover at Shaw, certain people get to their expiration date and it’s time for them to move on to something else. And because we didn’t have a process in place at Shaw at that time to consistently bring in a pipeline of new people, it made it difficult to do the management that was needed. Can you talk about the importance of implementing a human resources program for hiring, inspiring, training and retaining good people? It’s huge. I mean, that was definitely an Achilles heel for us. And you helped us a lot with that. You know, putting in a, you know, where every single week I’m seeing, you know, potential candidates that could come work for us and their job shadowing and seeing what it’s like to work in our company every single week. Yep. It, it does multiple things. It helps the people who work there to know, Hey, there’s other people who desire to come work here. And, you know, if I’m not doing my job, I might get replaced. So there’s a little bit of that. And then it’s also a thing of, you know, the people who are shadowing get to see the job being done by people who are happy doing their job. And it helps them to want to come be a part of Shaw Homes. I’ve got a very long list of people right now in every single position that would be excited to come work for us if I did all of a sudden find myself with an opening, you know, because occasionally people leave with no notice or whatever, you know, something happens, family emergency, whatever. Right. And you have that, oh, I need to replace somebody immediately. And the great thing about it is I have a whole bunch of people that I could plug into that position very quickly because every single week I am interviewing. Now, the next box here is you got to do your accounting and in order to automate or to earn millions, you have to automate your accounting. What does that mean? You have to have a system in place for making sure you price your products and services correctly and that you pay yourself first, that you set aside a set amount of money to pay yourself and your staff. And all these things work together. And what I find is people ask me, often just not knowing, they come from a place of a good heart, they don’t know, they say to me, Clay, what is the most important step in growing Shaw Homes? I’ve heard Aaron on the show. He’s a great guy. Clay, I’ve heard PMH OKC on the show. Clay, I’ve seen Oxifresh on the show. What was the most important thing they did? And to me, that’s like asking a hiker, what was the most important step you took to get to the top of that mountain? Well, I was the one we took there an hour ago. I took a left step. No, it’s also I write that gasket a baker. What’s the most important ingredient? Is it milk? Is it sugar? Is it eggs? Is it you know, it’s like asking a farmer what’s the most important thing, feeding the animals or watering them? What’s the key to your success? There’s just certain questions that I understand people want to know, but all of this has to work together and nothing works unless you do. So I have three final questions for you. For anybody out there that’s thinking about scheduling a consultation, a free consultation with Thrivetimeshow.com and myself, obviously they’re stuck with me at the Phillipa Forum. I’m the only person that does 13-point assessments. I believe we, I’ve seen it since 2005, we help people decrease their costs, increase their time, freedom, and profits. What would you say is the benefit of scheduling that 13-point assessment? Well, actually, the 13-point assessment was very eye-opening for me. You asked me a lot of tough questions that I probably should have been asking myself and wasn’t. And so as we went through the questions, I was like, I think at every question you asked me, I was like, oh, that’s a good question. I was like, hang on, let me think about that for a minute. So I find that it kind of helps open your eyes to, you know, hmm, these are some things that I know I have some areas of weakness. And then there were, I think a couple of the questions where I was like, oh, I know the answer to this one. I got this one, no problem. But it helps you sort of identify, I walked away having identified areas of strength and areas of weakness, even though that really wasn’t the purpose of the phone call necessarily, it helped me to see that. And then I was like, hmm, I think I have a need in a couple of these areas and I didn’t really know what to do for myself. I didn’t have the answers. You know, in part three of today’s show, part two, we’re going to show the Ronnie Morales story. On part three, we’re going to do a testimony with Myron, and Myron just bought his first Lamborghini today and he’s super fired up and so Myron’s about six years down the path. We’ve been working with you for about eight years, whereas Ronnie’s been with us for less than a year. And it’s at a certain point that we have to take action. Knowledge without application is meaningless. What would you say to somebody who’s like, you know, it’s $1,700 a month and, you know, I’m spending that much right now on random ads and that much money on random regrettable purchases at the gas station and you know a lot of iTunes I’m downloading. I’m spending $1,700 a month on various things and I don’t know if I can afford it because I’ve just bought another vehicle that I can’t afford but I’m leasing it. You know what would you say to anybody who’s kind of on that fence? I mean I would say you need to do it. I mean it has made a it has been a game changer for us. I don’t know why you would sit there and think $1,700 a month is too much money to spend. Go find the money somewhere. Go empty out your sofa cushions. Go sell the stuff that you have in your house that you’re not using. I mean, go get, you know, whatever you need to do to get to that place. You need to find that $1,700. And I will say this, that cost was very quickly replaced with the extra money we were making. And I’ve seen, I’ve actually seen, because I’ve been around you for a long time, I’ve seen a lot of your clients come in and right off the bat, they’re real nervous about, am I going to be able to, you know, because maybe they’re a smaller company or whatever. And they’re like, I’m wondering if I’m going to be able to handle this 1700 a month. And then I see them six months later and I’m like, how’s it going now? And they’re like, man, we’re just hitting record after record. I have referred several business owners to you. And they’re doing great. That are killing it. And that, you know, I’ll give one example. I won’t name the person, but I did send one of my very good friends to you who was on the verge of losing his business because he just wasn’t able. He had bought another one of the shops of what he does. He opened it and it was not profitable and it was going to take under both of his shops. And I sent him over to you. And I remember about three months later, I asked him, how’s it going? And he goes, man, we just had a record breaking month. This was amazing. And by the way, he said, first, you just had another record breaking month, just so you know. Yeah, and I know right now, not only does he have way more income, but he has a lot more time freedom because he’s been working with you for many years now. And so that was, it changed his life, just like it changed my life. I would say, if you’re thinking about, you know, doing a 13 point assessment, stop thinking. Dial the phone. Pause this video. Make the phone call. Reach out to Clay. Get it started right now. Now, a final question I have is, I think people look at oxyfresh.com and they go in, there’s 500 locations now. Yeah. And they look at Elephant in the Room and they go, there’s five brick-and-mortar locations now. They look at Shaw Homes and they go, you know, these are big success stories. I don’t know that I can do it. What would you say to somebody out there that just feel like they might not have the, like all this stuff they’re gonna learn is gonna be over their head, too complicated. What would you say? I would say the information, the ideas are easy. It’s the application that is difficult for people. The ideas that you share, there’s nothing that’s like, oh my god, I don’t have a PhD, therefore I can’t do it. I feel like it’s all very, very simple stuff, but it is a lot of action to get traction. And you’ve got to get the action going. And I think if somebody has diligence and discipline or can learn diligence or discipline, they’re going to do extremely well. And it’s not about education. It’s about action. Now, Aaron, I’ve got one thing I want to say, and then we’ll wrap up today’s show with a boom. Because boom stands for big, overwhelming, optimistic momentum. And that’s what’s required to have success. People watching this, they’re going, Aaron, he looks like a normal guy. Well, that’s true. I say, well, he sounds like a normal guy. Sounds like an all right guy. You know, that’s true. But the one thing you can’t quite picture on the show, and I want to just give that gift to you folks who are watching, is Aaron smells tremendous. It’s like, if you had smell-o-vision, if you could just get up there and just smell that, it’s incredible. And it’s really, it’s his aroma that allows him to achieve massive success. So unless, if you’re out there and you’re going, what’s the secret sauce? It’s not a sauce. It’s more of just a smell. So I don’t know if you qualify to have the kind of success he has unless you smell like he smells. It’s a really tremendous smell. OK, let’s do this thing with a boom. Here we go. 3, 2, 1, boom. JT, do you know what time it is? 410. It’s Tebow time in Tulsa, Rosalim, baby! Tim Tebow is coming to Tulsa, Oklahoma, June 27th and 28th. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow’s football career on the field and off the field and off the field the guy’s been just as successful as he has been on the field. Now the big question is JT how does he do it? Well they’re gonna have to come and find out because I don’t know. Well I’m just saying Tim Tebow is gonna teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s gonna walk us through his mindset that he brings into the gym, into business. It is gonna be a blasty blast in Tulsa, Russia. Also, this is the first Thrive Time Show event we’ve had where we’re gonna have a man who has built a hundred million dollar net worth. Wow. Who’ll be presenting. Now we’ve had a couple of presenters that have had a billion dollar net worth in some like a real estate sort of things. But this is the first time we’ve had a guy who’s built a service business and he’s built over a $100 million net worth in the service business. It’s the yacht-driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s going to be here in Tulsa, Russell, Oklahoma, June 27th and 28th. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He has inspired me listening to him talk and not only that, he also has, he practices what he teaches, so he’s a real teacher. He’s not a fake teacher like business school teachers, so you got to come learn from him. Also, let me tell you this folks, I don’t get this wrong because if I get it wrong, someone’s gonna say, you screwed that up, buddy. This is Michael Levine. This is Michael Levine. He’s going to be coming. He said, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, for Prince, for Nike, for Charlton Heston, for Nancy Kerrigan. 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes, Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to thrivetimeshow.com. Again, that’s thrivetimeshow.com. And some people might be saying, well, how do I do it? I don’t know what I do. How does it work? You just go to thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to thrivetimeshow.com. Again, you just go to thrivetimeshow.com. You click on the business conferences button, and you click on the request tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. Did you start out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get an inheritance from parents or anything like that. I had to work for it. And I am super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton. I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to thrivetimeshow.com. You might say, well, when’s it going to be? June 27 and 28. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russia, Oklahoma. It’s Tulsa, Russia. I’m really trying to rebrand Tulsa as Tulsa, Russia, sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office and so it’s going to be packed. So when? June 27th to 28th. Who? You! You’re going to come. I’m talking to you. You can get your tickets right now at ThriveTimeShow.com and again you can name your price. We tell people it’s $250 or whatever price you can afford and we do have some select VIP tickets which gives you an access to meet some of the speakers and those sorts of things and those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years, 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies. And I think I’ve learned a few things about what makes them work and what makes them not work. Now, why would a man living in Hollywood, California, in the beautiful sunny weather of LA, come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation. Really life-changing. And I’m looking forward to seeing you then. I’m Michael Levine. I’ll see you in Tulsa. James, did I tell you my good friend John Lee Dumas is also joining us at the in-person two-day interactive Thrive Time Show business workshop. That Tim Tebow and that Michael Levine will be at the… have I told you this? You have not told me that. Oh, he’s coming all the way from Puerto Rico, this is John Lee Dumas, the host of the chart-topping EOFire.com podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military, and he started recording this podcast daily in his home, to the point where he started interviewing big-time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names, putting out shows day after day, and now he is the legendary host of the EO fire Podcast and he’s traveling all the way from Pluto Rico to Tulsa, Oklahoma to attend the in-person June 27th and 28th Lifetime show two-day interactive business workshop if you’re out there today folks You’ve ever wanted to grow a podcast a broadcast you want to get him you want to improve your marketing if you’ve ever wanted to increase your sales, you want to come to the two-day interactive June 27th and 28th Thrive Time Show Business Workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big-time super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at thrivetimeshow.com. James, what website is that? ThriveTimeshow.com. Everything rides on tonight. Even if I got three strikes, I’m going to go forward. This moment, we own it. I’m not to be played with because it could get dangerous. See these people I ride with. This moment, we own it. 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, 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 the best business workshop ever It wouldn’t give you your money back if you don’t love it We built this facility for you and we’re excited to see it And now you may be thinking, what does it actually cost to attend an in-person, two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you’ve got to do is go to ThriveTimeShow.com to request those tickets and if you can’t afford $250 we have scholarship pricing available to make it affordable for you. I learned at the academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Keosak University Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought since you and Eric are close, Trump, what were you saying about what Trump can’t what Donald who is my age and I can say or cannot say what. First of all I have to honor you sir I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorne who was my boss at the time I was 19 years old working at Faith Highway. I had a job at Applebee’s Target and Direct TV and he said have you read this book Rich Dad Poor Dad and I said no. And my father may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed to the business owner, to the investor. And I owe a lot of that to you. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. More than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much, and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, Kings Point in New York, acta non verba. Watch what a person does, not what they say. Whoa. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. Like we have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super… It’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. ♪♪ Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored. You’re awake, alive the whole time. It’s not pushy. They don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of the business. Planning your time, breaking it all down, making time for the F6 in your life and just really implementing it and sticking with the program. It’s really lively, he’s pretty friendly, helpful, and very welcoming. I attended a conference a couple months back and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. Biggest takeaways are, you know, you want to take a step-by-step approach to your business. Whether it’s marketing, you know, what are those three marketing tools that you want to use to human resources. Some of the most successful people and successful businesses in this town, their owners were here today because they wanted to know more from Clay, and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence, that businesses don’t change overnight. It takes time and effort, and you’ve got to go through the ups and downs of getting it to where you want to go. He actually gives you the roadmap out. I was stuck, didn’t know what to do, and he gave me the roadmap out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want. They guarantee it’ll be answered. This conference motivates me and also gives me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. There’s stuff that everybody knows, but if you don’t do it, nobody else is going to do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before, but I’m back again because it motivates me. Your competition’s going to come eventually, or try to pick up these tactics. So you better, if you don’t, somebody else will. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing and this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing. And this is our new team. We went from four to 14. And I took this beautiful photo. We worked with several different business coaches in the past. And they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grew us 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the Thrive Time workshop, you’re missing out on a great opportunity. The atmosphere at Clay’s office is very lively. You can feel the energy as soon as you walk through the door. And it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business. Bottom line. Love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key, marketing is everything. Making sure that you’re branded accurately and clearly. How to grow our business using Google reviews and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to make sure that the business is a success. How to become more organized, more efficient. How to make sure the business is really there to serve me as opposed to me constantly being there for the business. New ways of advertising my business as well as recruiting new employees. Group interviews, number one. Before we felt like we were held hostage by our employees. Group interviews completely eliminates that because you’re able to really find the people that would really be the best fit. Hands-on how to hire people, how to deal with human resources, a lot about marketing, and overall just how to structure the business, how it works for me, and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business is real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. Thank you.