Business Podcast | How to Grow Your Service Business! Celebrating the 2X Growth of WindowNinjas,, & ColawFitness Success Stories | “Clay just helping me with just the consistency…that was the hardest part.” – Ryan Wimpey

Show Notes

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Business Coach | Ask Clay & Z Anything

Audio Transcription

Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands. 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 Zimmer. Two men, eight kids co-created by 2 different women. 13 multi-million dollar businesses. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom, now we’re here. We took life, 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 hooks, I break down the books. See, bringing some wisdom and the good news. 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 Z, I’ll call your radio. And now, three, two, one, 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 there. 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 going to be interviewing Gabe Salinas, a long-time client that we’ve been blessed to work with here for over three years. And what I’m going to do is I’m going to ask Gabe Salinas some rapid-fire questions, because one of the things I find is there’s a lot of people that have window-cleaning businesses, but no leads, a home building business but no leads, a home remodeling company but no leads, a dentistry but no leads, a conference but no leads, an orthodontic practice but no leads, a law firm but no leads, there’s just no leads, a roofing company but no leads. And we don’t want that to be your reality. And if you choose today, folks, to go to to buy a franchise, Gabe and I have worked tirelessly to build systems that have made it where if you buy a Window Ninjas franchise, it’s sort of a turnkey solution at this point for lead generation. So if you buy a Window Ninjas franchise, that’s one of the things they do is they help you generate those leads for window cleaning, gutter cleaning, pressure washing, dryer vent cleaning, chimney sweeping, et cetera. So first question I have for you is Gabe, how are you, sir? Welcome on to the Thrive Time Show. Hey, Clay, I am wonderful. Thanks for having me again today, man. Great talking with you. So when you get leads, when people go, first off, how many locations do you have now? How many locations do you have? Currently we have 11 locations throughout four states. Okay. And we’ve worked together for about three and a half years or so, four years, and I’ve watched the growth there. When you get leads, what’s the most common kind of lead that people ask you for? What’s the most common service people reach out to you about? Typically, it’s either window cleaning, pressure washing, or gutter cleaning, and it just depends on the time of year. Pollen has already started falling here in southeastern North Carolina, so we are getting a lot of phone calls about window cleaning and pressure washing. Those are kind of one and two right now but pretty much those three and it’s just dependent on the time of year. In what city are you in? I am currently in Wilmington, North Carolina. Do you have a Window Ninjas in Wilmington, North Carolina? Absolutely, that is where our corporate office is located and we have been running this location here for since Window Ninjas has been, in essence, alive. So, probably seven years now. And so, I’m going to just do a search here for Wilmington, North Carolina, window cleaning. I’m going to look at all the different options you have here. Is there a certain, like, throw out some of the cities that you guys are in. Do you have Wilmington? What are other cities that you guys are in? Charleston, South Carolina, Myrtle Beach, South Carolina, Greenville, South Carolina. We are also in Virginia Beach. So you’re in Myrtle Beach, South Carolina? Mm-hmm. Okay. And when, if you were to explain to somebody out there, cause let’s say I’m looking to buy a franchise from you. Um, where do most of your leads come from? Well, it’s about a 50, 50 mix right now. We are, we get about 50% of our leads from referrals and the other 50% are organic or some sort of advertisement, whether they saw us online, they read our reviews or they saw some piece of mail or something that we sent out. But we get, I would say number one would be referrals. Okay. So you would say, let’s say maybe 60% referrals? I would say so. Yeah. It’s really, really high. We analyze those numbers every single week and we’re always amazed. The customers that call us and say, hey, you just did my neighbor’s house and they were amazed. It’s just they told me to call you. We’ve got to get on your schedule. Got it. And then the other 40% are probably from the search engine results or people that see your online ads? Pretty much, yep. And you guys are doing a very good job of consistently gathering Google reviews. And you get those because you wow a customer, then you gather those reviews from them. I’m just looking at the search results here for Myrtle Beach so people can find you. Now when people go to the site, again, you have a call center. So the phone’s answered every time, and the people who answer the phone are following a script, you’re saying that the most commonly searched for or requested services is window cleaning or gutter cleaning or what do you find is kind of the most again? Like I said, it depends on the time of year, but it’s pretty much the top three services are window cleaning, pressure washing and gutter cleaning. For example, right now, like I said, in Southeastern North Carolina, going into the coastal areas of Charleston. Window cleaning is really, really, really popular right now because pollen has been falling and it’s getting all over the windows and people just want to get it gone. Right. However, if you go up to our location in Richmond, Virginia, gutter cleaning is still our number one service that we’re providing up there at this time of year. The pollen hasn’t fallen. The leaves have all pretty much dropped by now. Customers know that spring’s coming and with spring comes the rain, so they want to make sure that their gutters and their roof is clean and free of any debris. That way, they’re not running into any issues later on down the road when the spring really starts coming in and they get heavy rains up there. So it just depends on the location, but right now it’s getting pretty heavy on the window cleaning. Now, one thing I love about working with you is you’re pretty emotionally even-feeled. I mean, you’re pretty much even, you know, you stay pretty, I would say stoic with a lot of fun. You know, you’re not a guy that gets too down. I mean, you’re a very consistent guy. When you were starting the business and the leads weren’t great, because if people now buy a franchise from you at, you’re going to give them a proven turnkey system. However, if they buy a franchise from you that first day, that first week, they’re not going to get leads. So what would you say to somebody who’s thinking about buying a window ninjas franchise and how long do you think it will take them to start generating leads if they come to your window ninjas university and they become a franchise owner? Well, we could actually get their leads, their phones ringing immediately. However, they got to follow the proven steps that we’ve laid out for them. So when somebody says, yes, I want to join your team, um, here’s your, your, we start going through the paperwork, we get a check for the franchise fee. We start immediately by marketing into that specific location and we already start training our franchisees to go ahead and start marketing as well. So we’ll ask the franchisee to go ahead and ask every single one of his friends, family members, neighbors, anybody he knows, maybe the guy on the street, whoever, it’s his responsibility to start gathering objectionable and positive Google reviews from friends, family members, neighbors, things of that nature. And then we’ll also ask him to go ahead and start getting video testimonials from all of his family members, all of his friends, everybody he knows, because those are basically people telling the world that this guy’s legit. He’s a good quality guy, he’s a hard worker, he’s getting into business, they would definitely refer his services out and they would highly recommend him including the company Window Ninjas to do business in your backyard. And so we do those two things first so that we can go ahead and start generating leads and phone calls. We want to generate some some really good action in his backyard before he even gets there because if that phone’s ringing prior to him getting back to us and being trained and putting his truck together and getting all the equipment, then that means by the time he goes back to his hometown, fully ready to rock and roll, he is amped up because he’s gonna have two weeks worth of work scheduled for him. And it’s just a continual loop of just doing the same things every day. Now this is so big and it’s so critical. I’m going to have Jordan join us real quick. Now, Jordan, you work with people in the medical space, all the construction, all the different industries. And there’s one particular guy I can think of, Jordan, I won’t mention his name, in the medical space, that about every three weeks he’ll call me and he’ll say, long time client, we worked through it. And he actually somewhat mentions this out loud sometimes to me. He’ll kind of joke about it. I don’t think I’m being gossipy because he’ll talk about this. So he’s even come to our conferences and has mentioned this to people. He said out loud, he said, yeah, I get kind of emotional if I don’t get any leads, you know. And then when the leads go up, I get pretty emotional. Like I get excited. Oh, and then when the leads are down, man, it kind of depresses me. You know, it’s like it goes up and down. And as a surgeon, he can share that at our business conference with our attendees. I bring them up, I do a Q&A and I say, hey, what’s been the biggest challenge of growing your cosmetic surgery business? And he’ll say, well, when the leads are low, man, I freak out. When the leads are high, man, it’s great. But he’s like, but the tracking, when I look at it over time, I found that if I get video reviews, images of the work that I provide, search engine content and more reviews, if I practice that, I noticed that over time, my revenue always goes up. And so with that being said, Jordan, what question would you have for Gabe on behalf of anybody out there in the Thrive Nation that may be going up or down emotionally when this is the path? I would just say, you know, if I’m getting Google reviews every single week, um, and I’m getting, uh, you know, search engine contents being written, video reviews and images are being gotten to, is there anything else that I could do to bring in some lead generation? So for all the service businesses out there, Gabe, what would you say? Now, again, if someone’s a window franchise, you’ll take care of this for them. But what would you say for anybody who is getting the video reviews? They are, and they’re not seeing quite the fruit quite yet. I tell you one of the most overlooked things that people just completely forget about is referrals. I mean I know we’re getting those video testimonials and we’re doing all of those images and doing the search engine optimization, right? But again, just ask other people that you know or the customers that you’re servicing, hey, is there anybody that would benefit from my services that you know? Or would you be willing to provide me the names of three people that you know that could benefit from what I did for you today? And you would be surprised. Ninety-one percent of people that are asked that question will refer somebody to you. They will give you the name and the phone number for you to call. And it’s crazy, but most people just overlook that completely. You know, I’ll say this too, just to hammer home what you’re saying. You do wow your customers, and so therefore, when you ask them for a referral after you’ve delivered it, they’re always happy. So just to be very clear, the only thing I would say that the slight reality distortion that Gabe deals with, is he wows his customers. So therefore when he asks people for the referral, there’s almost an always unreluctant, yes, here you go, here are some people because they genuinely like you guys. So again, I don’t want to overlook that part because you have checklists and systems for everything. But again, if you’re out there today and you’re growing a service business, you’re a doctor, you’re a dentist, you’re a lawyer, you’re a whatever. If you look up Myrtle Beach, just as an example, when you do Myrtle Beach, South Carolina window cleaning, there’s a lot of work that goes into the search results that you’re seeing here. Gabe’s team is constantly writing content, they’re constantly getting reviews, and they have chosen to optimize specifically in the area of window cleaning. And that’s very, all these, there’s a lot of details that go into this, but these are all things that you’re doing, and you’re doing this for all you said 11 locations? Yeah, yep, and we’re gonna be adding more too. I mean we’ve got we’ve definitely got some franchise leads right now that we’re following up with. I think I had about 10 people reach back out to me this week from you know a batch of leads that we got that are that are seriously interested. It’s nice to see those things come in too and that goes and that just goes to show that the hard work that we put in over here at Window Ninjas in conjunction with the coaching and the education that you guys have done with us, Clay, has just been instrumental in the growth and success of Window Ninjas. I mean, it’s definitely been a team effort, and everybody on your team has really done a good job of really working hard to try to get our business to the highest level. I was telling, and I don’t want to get it wrong, I was trying to set up a call for us. I’ll be kind of vague about what that call is this week. Cause I have a pretty big connection that, you know, they like to basically, they scale franchises. What do I mean? They have a pool of people that really, really want to buy franchises. And they try to connect up with franchisors, which is what you are to send you business. And I was just teeing up the idea and I just said, hey, I don’t want to get anything wrong, but Window Ninjas has 11 locations. They have a turnkey marketing system, they have a call center that answers the phone, and they can train somebody if they want to become a Window Ninjas franchise in one month or less. And they go, one month or less? I said, actually, I think it’s like a week, but you’d have to talk to Gabe. Gabe, how long is the training process if someone wants to become a franchise owner? Training process is exactly one week for the general window cleaning, pressure washing, and gutter cleaning platform that we offer. Because we do offer high-rise services which is services of buildings five stories and above that is an additional week of training. It’s actually more like two weeks because we have to send you to a special rappelling course as well. But within three weeks if somebody wanted full package residential and commercial window cleaning services for four stories and below, and then wants to high-rise window cleaning packages for five stories and above. Man, within two weeks you can be up and running, rocking and rolling. Within a month you could be pretty much just not calling us as much. But yeah, man, I mean, it doesn’t take a long time to get up and running with us over here at Window Ninjas. And how much money does it cost someone to buy a Window Ninjas franchise at this point? The franchise fee is $49,500 and then what you’re going to spend on your truck and your equipment and, you know, we always ask people to put a little bit of money aside for about six months of living expenses while you’re getting the business off the ground. somewhere between $125,000 and $190,000. The average location costs them right around the $165,000 mark. Got it. And I just want to be very clear on this because there’s a lot of details that you’ll train to people if they become a franchisee. But in order, you have a turnkey system for marketing. I just want to be very clear. I mean, it’s not like this super complicated thing. You just do these things very aggressively in all 11 locations. One, you’re getting the search engine domination going on. And someone says, well, what does that mean? Put some meat on that bone. Search engine domination. Every week, you guys do a phenomenal job of gathering video reviews, images of the work you’re doing, search engine optimization content. You’re getting Google reviews, VISM. You’re doing it. Second, referrals. You really do a great job of asking for referrals from everybody after you’ve delivered great service. Third, social media marketing. That means like the Facebook ads, you know, when someone’s on Facebook, they’re gonna find the ads that you’re running. You run retargeting ads. And then the Dream 100, you guys do a really good job on the commercial side of reaching out to buildings and say, hey, we’d like to earn your business. Can you talk a little bit about that part there? And then I’ll stop harassing you. The Dream 100, a lot of people forget about old school marketing moves like referrals and Dream 100. Talk about the Dream 100. Clay, I love the Dream 100. The Dream 100 is phenomenal and we take it over here at Winning News, we take it to another level. So because we have a call center, we literally have lists of clients to call on every single day and these are clients that aren’t even like clients of ours yet. They are prospects. Let’s just take for an example apartment complexes. We make a list of every single apartment complex in a city and then we call all of them repetitively and we don’t stop. What we do is we provide those guys information, we find out who the gatekeeper is, we find out who the decision-maker is, and then we set up appointments with all of them for our guys to go out and do a drop off and meet with them physically and deliver them information and build the relationship and then our call center then comes back and follows up with those leads over and over and over again. And man it’s amazing because we generate probably just off the initial calls and contacts we’re probably generating about a 10% return on quoting out services for those locations which is really really important because those apartments all have budgets they got to follow and there’s certain things that they got to do through the year and cleaning services are one of them. And so we’re building that relationship where we’re networking with them, we’re giving them the information, we’re providing all that info and that data for them so that we’re always first of mind for them. And man, we get the jobs all day long. I love the Dream 100. It’s awesome. And then we don’t stop. Even after we service the job, we still don’t stop. We just continue to foster that relationship over and over and over again, week after week after week. Now, I never want to exaggerate the numbers here, but I just want to provide proof of concept. I mean, your business is growing. I believe we met you about three and a half years ago. And I think since that time, I could be wrong. I think you’ve tripled in size. Is that accurate? You’re about three times larger since you and I met. Is that? Not quite. We’ve definitely doubled, but we’re not quite three times yet. Our goal is to be triple by the end of this year from the time that you met us almost three and a half years ago. Yeah. So you guys, I mean, you guys are doing, you guys are growing. And do you remember when you first started the business, when you had like one Google review and it was just you, what advice would you give for a younger version of yourself that was starting the business from scratch, just you, what would you have told yourself, you go back and look at it and go, okay, younger self, you should have done this faster, more aggressively when you started that window cleaning business. Man, I probably, I’ve always been pretty tenacious, so that, you know, once I get my teeth into something I should pretty much just devour it. But the one thing I don’t think I did well in the beginning was following up. I should have followed up with more people more often and on a more consistent basis. So just because I knocked on a door and they said no or call me later, whatever, something happened, I might have got busy, I just didn’t follow up enough. And I can’t stress how important following up with your clients or potential clients are I mean it’s just huge And that’s part that part goes back into that dream 100 clay I mean I really wasn’t doing the dream 100 in the beginning either and you guys introduced me to that But man following up and dream 100 man. Those are the two things you just got to go out there And you got to meet more people you got to introduce yourself to people that don’t know you and you just got to do that every single day. I mean I still do it today Clay. I mean I’m going to go get some lunch with my beautiful wife here when I as soon as I finish with you and man where am I’m at man I’m just going to go find the people that I don’t know and I’m going to start talking to them. And what you do too, I think this is great, is like you take your schedule and if you’re not getting Google reviews you are making Dream 100 calls. If you’re not making Dream 100 calls, you’re getting reviews. If you’re not getting reviews, you’re doing the Dream 100 calls. You were doing that when you were a one-man show, and now you’ve grown to where you have a whole team doing that. So I think that constant activity is such a core important thing there. For everybody watching this right now, why should everybody go to and closing it? Why should they go to to learn more about a franchise? Man, Clay, anybody that’s looking for an opportunity for financial freedom and time freedom and when they want to build the life that they truly want to live, man, I would suggest calling me and allowing us the opportunity to have a conversation so that we can deep dive into what it is that you are looking for out of revenue when it comes to personal growth, when it comes to having time freedom and financial freedom so that we can show you how Window Ninjas can provide all of those things for you. Hey, brother, thank you so much for your time. Have a great meal with your wife and we’ll talk to you next week. Great, thanks Clay, appreciate you. Attend the world’s best business workshop led by America’s number one business coach for free by subscribing on iTunes and leaving us an objective review. Claim your tickets by emailing us proof that you did it and your contact information to info at Alright Thrive Nation, welcome back to the conversation. This is the Thrive Time Show on your podcast download. Now we’ve talked on previous podcasts about the importance of making a wow experience for each and every client, but what I see all the time Marshall is I see clients that they personally can wow their customers through their own personality, through their own demeanor, through their own aura, but they don’t have a system in place that allows their team to wow people. So what we want to do is now that you’ve created a wow moment for your client, you want to create a wow checklist so that you’re wowing your customers systematically, whether you are personally working with the customer or not. So walk me through how to make a checklist to wow each and every customer. Well, because physicians went to nine years of medical school, they probably don’t need checklists. And because pilots have logged hundreds of hours of flying, they probably don’t need checklists either. Right. Right. Because, yeah, because they’ve been to a lot of school. They’ve been to a lot of school. They’re past that. Don’t hold me accountable. I do it right every single time. You know, but then what happened was a guy by the name of Atul Gawande in 2008, he teamed up with the World Health Organization, and they agreed to work together to bring checklists to eight hospitals around the world. And during the six months that they insisted on the use of checklists, deaths fell by 47 percent. Deaths? Deaths. He reduced the amount of deaths by 47 percent. And post-surgical complications dropped by 36 percent. He went on to report in his book called The Checklist Manifesto that the volume and complexity of what we know has now exceeded our individual ability to deliver its benefits correctly, safely, and reliably. So Marshall, I mean, it’s almost impossible even for surgeons to execute succinctly, correctly, and accurately without a checklist. Well, here’s the deal. If you are God’s gift to wowing, okay, whether it’s you’re a contractor, whether it is that you provide a service, or maybe you’re even selling a product and your product is the best product in the world at whatever it is that it does. Around the world, around the world. If you do not have a checklist for that, wow, you’re always going to be the one that is the slave to your business. You are going to work for your business. Your business is not going to work for you. Another example, um, Reid Hoffman. This is the guy who founded LinkedIn, one of the, part of the original team, the PayPal Mafia, as it’s called, who helped start PayPal. That would be Elon Musk, Peter Thiel, and the group. He says, if your idea is a little better or a little faster, that doesn’t mean anything. The competitive differentiators that matter are 10 times greater. If your idea doesn’t offer that, then you shouldn’t, or then you should. He says, if your idea doesn’t offer that 10 times greater experience, you should be really paranoid that’s not a good one. Otherwise, it won’t drive adoption. People trying it out. I’m going to go off on this one. By customers most especially or investors or employees. He’s saying, Marshall, you’ve got to wow people. Oh my gosh. So, I talk to business owners all day about this. They go, I ask them, what is your value differentiation? What is it that you do differently in order to create a product or a service that people want. They go, well, I’m just a little bit better at customer service. Just a little bit. My quality is just a little bit better. I am a… Just a little bit. My communication is a little bit better. I teamed up with 50 Cent. It’s just a little bit. This is what Reid Hoffman is saying, is if you are not 10 times better, not just one unit better, but 10 times better than your competition… 10 times better!…then it is not a value differentiator. It is not a wow, you should not be doing business. But, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, shh, They can be painstaking. They’re not much fun. But I don’t think the issue here is mere laziness. There’s something deeper, more visceral going on. When people walk away, not only from saving lives—this is a guy who is a professor at the Harvard Medical School. He says, when people are walking away from not only saving lives, but from making money, it feels somehow beneath us to use a checklist, an embarrassment. It runs counter to the deeply held beliefs about how the truly great among us, those we aspire to be, handle situations of high stakes and complexity. The truly great are daring. They improvise. They don’t stick to checklists and protocols. Maybe our idea of heroicism needs updating. He goes on, he goes on, he writes this book, Checklist Manifesto will set you free. He says, we brought a two minute checklist into the operating room in eight hospitals. I worked with a team of folks that included Boeing, Boeing Airlines, Boeing, the people that make the airplanes, Boeing, to show us how they do it. And we just made sure the checklist had some basic things. Make sure the blood is available, antibiotics are there, how did it work. We got better results. You understand they decreased the amount of deaths in the hospital by 47% just using a checklist. So now let’s talk about wowing customers. I’m going to give you an example, Marshall, and I want you to help me implement it. I remember I had the epiphany to wow my customers at DJ Connection when I read a book called Think and Grow Rich. It was rekindled, that idea was rekindled when I read the book called Raving Fans, which so many people have read. So what I did is after the wedding, I wrote down on a piece of paper, I said, what I want to do is I want to send the bride a CD of all of the songs we played at her wedding, which turned out to be illegal, but it was a thing, and I wanted to give them an Outback gift certificate, and I wanted to send them a handwritten note. And I told the team, guys, after the wedding, I want you to write the bride a handwritten note, provide a CD of all the songs. I’ve already got a guy working that night. He’ll just give it to you, put it in an envelope, right? It’ll be nice to have a cover printed on the CD with their name on it. You send that out. You write, you send the, you sign the thank you card and you send out the Outback gift card. You put in the envelope, boom. Marshall, what do you think the issue was with implementing that with 80 disc jockeys? Well, first of all, if you’re going to send a thank you note and you’re leaving it up to the DJs. Do you remember this happening? Yeah, I do. Oh, my gosh. If you leave it up to them as to what to say in that note, it is going to be just like your phone answering script. Now, I’m not. Hey, thanks. Listen, I’m not exaggerating. The DJs, when we looked at it, we looked at the note, they wrote on some of them, I’m not kidding, I’m just going to give you some of the quotations. I remember this. I remember this. One bride, I got a complaint, she said the DJ was awesome. In the letter he wrote her, he said, you look so hot on the night of your wedding, but you looked hotter on the night before when you were at that rehearsal. I mean, you are hot. I mean, you are, he’s so lucky, you are just hot. He goes on and on about how hot she is. That was his thank you card. That’s the customer wow. Did he sign it with his number? Again, Marshall, you have to make a checklist for what to say. Right. I’m going to break this down. This is the concept. This is what everybody needs to understand. You must manage the strategy and delegate the execution. Oh! Say it again! Manage the strategy and delegate the execution. So you can’t hire somebody to make your strategy for you. That is right. And so this is what we did with DJ. I remember this. You said, you can either write A or you can write B. Right. Okay? This is template A or this is template B. Dude, then we asked him to mail it. We asked him to write the address on the envelope, and a lot of the guys couldn’t write on the envelope. Most people couldn’t write letters. I bet you 50% of the disc jockeys could not address an envelope. They’re like, where do I put it? This is true. These are real things. These are college graduates. It was a good job to you. Good job, ORU. We had a lot of ORU graduates. I’m not kidding. That could not write legibly. What hand do I hold the pen? Just crazy. So Napoleon Hill writes, render more service than you are paid for. And eventually you’ll be paid more for less services rendered. So you want to wow them. I get it. So I’m going to walk you through some ample examples that are very hard to execute until you get it. Once you get it, it’s easy. OK, here we go. I must gather a review from every client. Can we say that’s a move we want to do? We want to gather a review from every client? Yeah, check it out. So let’s do a Google search right now, Chup, for carpet cleaning quotes. Because I want to see how many reviews I have today. I want you to know, I want to know how many reviews do I have today. I checked earlier. I just talked to John today. He’s headed off on a trip to celebrate his wife’s birthday. I just want to know how many reviews does my main man, Jonathan Barnett, have today? 126,812. And we are top in the world for the phrase carpet cleaning quotes today. So what I want to do is I’m going to pull it up on the big screen here so you guys can all see it. So if you go to, this is a free tool that you can check out that allows you to see the original web traffic that a website gets per day, per week, per month, whatever. 203,000 website visitors to the website for the first time. That’s a couple. As a result of those reviews. So this is how you do it though. After the carpet’s cleaned, the technician has to say, were you happy with the service? And they say, I think so. And they say, hey, well let me walk you through, I wanna walk through, do a walk through the house with you so you can look at the carpet we cleaned and see if you’re happy. And if you are, I’d just like to get your feedback. So you walk through, they do an inspection, and the customer, typically a woman, will say, yeah, I liked it, it was nice, I appreciate you cleaning my house. They say, well, hey, would you like me to take X number of dollars off the bill? And then right there they say, well, yeah. They say, well, cool, if you could leave me a Google review or a Facebook review, I could do that for you. Just give me an objective review. That’s how you do it! But there’s got to be a penalty if somebody doesn’t get the review. So another example would be a real estate agent I worked with. We did a free pizza on the moving day. So if somebody bought a house, we did a free pizza. We would deliver when the people are moving. You’re moving your house and you’re trying to get everything in that U-Haul, you get a free pizza delivered. What was the hard part about executing that, Marshall? You got to make sure that they do it. Right. People would forget every time. I’m not kidding. There’s one lady who would say, why is that? What are your tips for remembering? I’m like, listen, we’re going to close a house every day, every other day, probably three to three a week. When the house closes, you’re not going to get paid your commission until you order the pizza. Okay, well, that doesn’t seem very nice. No, it’s cool, because if you forget to deliver the pizza, I’ll forget to pay you. Whoops. Oh, done. Problem solved. Okay, so handwritten note, we talked about that. Again, what about sending a thank you video to every customer? It’s incredible. It’s sending a welcome video. That’s over-delivering on your over-delivery. I have one of my clients, every time he goes out and does a bid, he brings fresh cookies, okay? Oh, come on now. And so they’re like, you’re here to quote me and you brought cookies? Okay, well, first take a good look at it. Now I want to make sure you’re getting this. If you’re a contractor and you’re out there trying to get business, you’re saying your guy brings free cookies, free fresh baked cookies as part of the quoting process. He doesn’t bring an ambiguous van filled with candy. No. Or just like melted ice cream. I just want to make sure that’s not a tip. People are like, that’s good, I should write that down. I’m going to get a brown van and offer candy. You just come in the van here and I’ll give you your quotes right in my mobile office right here. Okay, so again we’re putting ample examples on these show notes where you can see the thank you videos that the billion-dollar company Warby Parker actually sends out. So when you actually buy a pair of glasses from Warby Parker, they’ve been known to send thank you videos. You’ve got to create a WOW checklist. Now Marshall, on the show notes, do we not have an example of how to make a WOW checklist? You got to have a WOW checklist, you got to have a downloadable, you got to have these things to hold your team accountable to doing it every time. Chuck, what are we talking about next, my man? I’m pretty excited. What are we talking about next? We’re going to get into buying life insurance. Oh, take the room down a notch. Buying life insurance. Because you’re alive, that’s why. And then we’re going to list out all the items on the periodic table slowly. And then I’m going to scrub my eye. Stay tuned, it’s the Thrive Time Show on your radio. See I’m more than just a rhymer, like a horse with blinders. Focused on the Thrive Time Show, that’s where you’ll find us. He be the C and I be the C. Teaching business skills from C to Z. We both grew up poor, over poor no more. The goal of this show is to help you score. I couldn’t see the light until my son put C. But I learned to rock the mic in the high school C. A young DJ with a billion dollar dream. Now I’m a DJ with a million dollar dream. I’m a DJ with a million dollar dream. I’m a DJ with a million dollar dream. I’m a DJ with a million dollar dream. Well, Thrive Nation, we have an opportunity all the time. We have so many wonderful people that go to and they reach out to us to schedule a 13-point assessment. We also have a lot of people that go to and they schedule a free 13-point assessment I only work with people that are willing to actually implement the proven systems that Dr. Zellner and I both teach and implement in our own companies. So people say, I do want to grow my business seven times faster. I do want to reduce my working hours. I do want to increase my time, freedom, and my profits. I think we’re all in agreement that that’s a good thing. However, we can only help people that are willing to put the work in. And on today’s show, we’re joined by a man by the name of Ronnie Morales. His company is I hold him in high regard because he and his family-owned business, they actually are growing, I would call it dramatically. You look at this, Inc. Magazine right now shows that 96% of businesses fail. Inc. Magazine says 96% of businesses fail. That’s not good. Whereas this guy’s business isn’t growing by 10% It isn’t growing by 20% It is growing dramatically and but again if Ronnie Morales had filled out the form and scheduled a consultation It wasn’t willing to actually implement what we were teaching It would all be for naught. So I’m excited for you to meet somebody who I would consider to be a diligent doer He’s based in Richmond, Texas. And now that any further ado Ronnie Morales, welcome to the Thrive Time Show. How are you, sir? Hey, I’m doing great. Thanks Clay. Hey, so how did you first hear about us? How did you hear about the Thrive Time Show? I listened to your Thrive Time Show podcast for those seven years, and I was learning so much. I was like, man, I’ve got to give this guy a try. So you listened to our podcast seven years ago? Yeah. Really? Four or seven years. Do you remember the first podcast you listened to seven years ago? I don’t. I don’t remember. I listened to so many of them. I probably listen to more than once. Now, when you’re listening to the podcast, I try to feature clients on the show so that you know there’s real people really doing it, really implementing the systems. When did it occur to you that you might want to go ahead and fill out the form at and schedule a consultation? It got to the point where I just needed to take the next step. And I’ve been in coaching before, like group coaching and different things like that. But I just felt like everybody on your show was making tremendous changes in our business. And coming from you and Dr. Z, I felt like y’all had the experience. And it didn’t matter if it was because I’ve been used to doing construction, like peer groups and construction coaching, whereas contractors only, I felt like, you know what, I need business, somebody business minded to help me grow this. I don’t necessarily need a group of just contractors. You know, I need somebody that knows the business part of it. And what kind of growth have you had since you began working with us as far as a percentage? Do you know a percentage or what kind of growth? Yeah, so we had about a 57% increase from last year’s first quarter to this year’s first quarter. So that was huge for us. And personal growth, too. I honestly just as a business leader and a team member here in my company, I’ve grown a lot to be a better leader, learn how to delegate better, learn how to get these 15-minute huddles started every morning. And it’s been great. I’m just continuing to learn. And I can’t wait to keep moving forward. Well, you know, people always ask me, they say, what’s the most important part of business consulting? And that would be to me like asking a baker, what’s the most important ingredient in a cookie? I mean, is it the flour? Is it the sugar? Is it the eggs? I would say, if you take out any one of those core ingredients, you’re going to have a weird taste in cookie. So in our business consulting, we focus on marketing, branding, sales, hiring, leadership, management, accounting, all of those things. So let’s kind of go through the process. From just a branding perspective and a marketing perspective, how has the business consulting impacted your company? No, it’s been great. The branding, the marketing, I mean, people around town are telling us, hey, I’ve seen your trucks here and there. I see it all over the place. When people are searching Google or whatever it is, they’re finding our videos and they’re reaching out to us. I think one of the biggest parts with business coaching for me has been the accountability. Like just having somebody to tell me like, hey, get this, this, and this done and have it done by this day. And we move on to the next step. So it’s been great. Now we have a weekly meeting. The purpose of a weekly meeting is so that you have a week to get your homework done. We have a week to do our homework. We do photography, videography, web development, search engine optimization. You and I meet on Saturdays at 6.30 a.m. I find a lot of my clients like to meet in the mornings. How important is it to have that weekly meeting? Again, I’m 42, but when I was 21, I was hiring business consulting programs that would do quarterly meetings or oftentimes even monthly meetings. And I found that nothing got done. How important is it for you to have a weekly meeting? I think it’s very important as a business owner to have that weekly accountability to make sure you’re staying on schedule. Cause as a business owner, you wear so many hats. It makes it difficult to get the important things done that you need to get done, but that you’d want to put down the back burner. But when you know you have somebody to be accountable to and it’s a weekly thing and they’re steadily putting in your ear, like, you’ve got to get these things done, you know, get the reviews, you know, get the video testimonials, it just makes it to where, you know, you have an assignment and let’s just get it done. Now at the business conferences, we walk people through the entire system. This is the system we teach from. This is from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich, which everyone can download for free right now at forward slash millionaire. You and I, we track the numbers every week. So box number one, we establish those revenue goals. We do that. We know the break-even numbers. We know how many hours you’re willing to work. This is crazy. You’re married. Your wife loves you. You love your wife. I’m not ever advocating during our coaching meetings, like forsake your family and grow your company. Can you talk about that, how important it is to work with maybe a coach that understands that you want to have a healthy family and a healthy company? I think it’s very important. You know, like yesterday I had a good dinner with my wife, you know, and we had a good evening with live music and really enjoyed each other’s company. You know, I took my kids camping twice this month already for four days and we’re enjoying the summer. But I think it’s very important that as a business owner, as you put the hours in, put the hard work in, but you also take the time to spend with friends and family. And I mean, it’s important, you know, rising up early to get my meditation time is very important to me too. So I think just, again, having somebody that knows the value of these things is important. Yeah, as we go through, I mean, you are knocking it out with the marketing and the branding and all the things we have to do to optimize your website and make the ads work. We’ve determined your unique value proposition. We’ve improved the branding. We have a three-legged marketing stool. We know how to generate leads online and offline and referrals. The sales process. And I’m not picking on you, but I mean this, you’re like a super humble guy. So I feel like that the sales process was something that once you learned the proven process, you kind of took to it right away, but I think a lot of contractors don’t want to come across as too aggressive or too passive or too whatever. And I feel like the sales process of your team really doing a good job of calling all the leads and the calls are recorded for quality assurance. I feel like that’s been a big needle mover for you. Maybe I’m wrong. I’d love to get your thoughts on that. Yeah, no, it’s been great. I had my own way before I joined your team. I had my own way of sales and what I thought was working really wasn’t working. And at first I put up a wall, but once I was opened up to the why you do it the certain ways you do it, it really opened up more ways to be more successful with the call scripts, with the recorded calls. We’re still tweaking scripts and things like that, but it’s like an ongoing process. But it’s been great. And I think that it has helped us a lot. We do have, we call our lease back right away, within hours, a few hours, most of the time. And it’s important. And we’ve gotten a lot of leads and where I needed to hire my first sales employee. And now we’re working on more of the systems, you know, creating these repeatable systems and managing a larger group of people. In that daily huddle, I hammer all my clients, it is so important to have a daily huddle with your team, to huddle with your team every morning and have a weekly staff meeting. Can you talk about the importance of implementing these human resource strategies for managing people and what impact that has had for your company? The impact that daily huddles have had for my company is that it brought the team together. All of our employees, 17 of us full time, it has brought us all together to where we’re getting to see each other in the mornings and grow together. We start off with some wins, keep it brief. We go over company updates. Then we go over all our projects and we ask like, how’s that client doing? How’s this project on schedule? But what it did, it helped us a lot with the daily interruptions with, hey, so what’s going on here? And these questions that can be answered in the morning. So they learn to answer these important questions in the morning so that there’s less interruption throughout the day. Now, the final two areas I wanted to cover here is, there’s so much to growing a company and that’s what we talk about on our weekly coaching calls, but building a sustainable and repetitive weekly schedule, you’re like every week we’re doing the group interview, every week we’re gathering objective reviews from clients, every week we’re gathering before and after images, every week you’re gathering testimonials from your happy clients. It’s like you have to do this stuff every week. It’s like a garden. You got to pull the weeds every week. Could you talk about the importance of having these human resource systems in place where you do these systems every week so it’s proactive as opposed to reactive, doing the same things over and over? Yeah, I think it’s important to do it every week and repeat them so that that things don’t fall to the cracks. And if you get too relaxed on not doing it, or you go two or three weeks without listening to recorded calls or whatever it may be, you start to slack off a little bit. The next thing you know, you’re in trouble. And now you’re putting out another fire that wouldn’t have been there if you would have been on track and keeping up with the systems and processes. So just doing it repeatedly helps with building that system. Everybody knows it’s this day at this time. Our morning huddles are every day from 7-07, you know, last 15 minutes. And everybody knows to be there. And it’s just been great. Now, final two questions for you. People out there that maybe want to do business with you, they’re hearing about you. Again, it’s very hard to gather objective Google reviews if people don’t like you. It’s very hard to gather video testimonials if people don’t like the work you do. What’s your website and how do people go ahead and get ahold of you if they’re looking to hire you guys for maybe a big project? Yeah, so our website is and you can definitely just fill out our get in touch form to reach out to us. And I personally will actually be in touch with you and I have a conversation with you. And for anybody out there that’s contemplating coming to one of our workshops or scheduling a free 13 point assessment, what word of encouragement or what advice would you have for anybody out there? Well, I would say don’t wait any longer to jump in because if I would have jumped in seven years ago I’d have been a whole different place today. So I guarantee you would be I’ll say though and I’m not prophetic I’m saying you’re on pace. You’re on you’re on pace to have a business that’s going to be about five times larger than what it was when I first met you and I say that because The first thing you see is the leads coming in and you start to see new teammates joining your team and you’re building that foundation for success. I totally see you guys going to a great place right now. I wish I would have met you earlier. That’s my only complaint. That’s Ronnie Morales. Ronnie, I really appreciate you. I’ll give you the final word. What do you want to say to everybody out there that’s maybe contemplating taking their business to the next level? Like I said, guys, don’t wait any longer. Reach out to play in the team. Do your assessment and be a diligent doer. Amen to that. Ronnie Morales, take care, sir. Have a great day. Thank you. Bye. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma, and we have been working with Thrive for business coaching for almost a year now. Yeah, so what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminix, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews, and now we’re the highest rated and most reviewed Pest and Lawn Company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85%, and that’s largely due to, first of all, like our Google reviews that we’ve gotten, people really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah. So here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months. Or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists that when everything gets done and it gets done right, it creates accountability. We’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like I said, the diligence and consistency and doing those and that system has really really been a big blessing in our lives and also you know it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive we were basically stuck really no new growth with our business and we were in a rut. The last three years our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. They implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind. Absolutely, it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So, we just wanna give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Industry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, head of Disney, with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours on the day-to-day. He does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every six to eight weeks he’s doing reawaken America tours. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system of critical thinking, document creation, making it, putting it into organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward but he’s so brilliant and he’s taught me so much. When I say that, Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go and that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you and Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing was when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top 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 4 to 14. And I took this beautiful photo. We worked with several different business coaches in the past. And they were all about helping Ryan sell better and just teaching sales. Which is awesome, but Ryan is a really great salesman, so we didn’t need that We needed somebody to help us get everything that was in his head out Into systems into manuals and scripts and actually build a team so now that we have systems in place We’ve gone from one to ten locations in only a year in October 2016. We grossed 13 grand for the whole month Right now in 2018 the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go We’re just thankful for you thankful for thrive and your mentorship And we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us Just thank you. Thank you. Thank you times a thousand The thrive time show today interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business systems 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 gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. business workshop ever, and we’re going to give you your money back if you don’t love it. We built this facility for you, and we’re excited to see it.


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