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Hey, I’m Ryan Limpie. 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. 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. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house, right? This is where we used to live two years ago. This is our old neighborhood. See? This is life, right? So this is my old van and our old school marketing and this is our old team and by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from 4 to 14 and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals, and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. I’m really busy right now. You need to change things. And I want to see old friends that are like, dude, you’ve changed. I’m like, I had to. Very few people are actually too dumb to make a lot of money. Very direct. Most people want to make a change and they have these big goals. You can’t without money. Money is just a vehicle to get you to your destination. You can’t control what happens to you, but you can control how you deal with it. If you don’t design the life you want, you live the life you don’t by default. What are three things that everybody watching, based on your mentorship from a millionaire, would move the dial in their life the most. All right Thrive Nation, on today’s show what we’re going to do is we’re going to dive into three success stories in a row. And I just want to hone in on one idea though, that the time will never be just right. You must act now. I didn’t come up with that quote. Napoleon Hill, the best-selling author of Think and Grow Rich, wrote the book again called Think and Grow Rich. And in that book, Think and Grow Rich, there’s the phrase, there’s the quote that says, the time will never be just right, you must act now. And so on today’s show, we’re gonna celebrate the success of three different clients. So client number one, we’re gonna really celebrate, showcase, feature, and explain to you what we did for them would be TipTopCanine.com. And if you look at their success, they went from one location that was doing around $400,000 a year, or $300,000 a year, or the numbers that we had there. And it was stagnant, it was stuck, it wasn’t growing. And we helped them to build all the systems, all the scripts, all the processes, and then bada-bing, bada-boom, boom, next thing you know, they take off. We’re gonna tell you a story about a company started by a lady by the name of Jenny, Jenny and Mike. It’s a, they have a medical facility. And you’re gonna hear these folks in their own words explaining to you the power of mentorship and how it allowed them to change their lives. But this was a medical clinic that they started while they were also starting a family. So they’re giving birth to a baby and a business. We’re gonna share with you a story about an optometrist who was also giving birth to a baby and a business. And I think the time will never be just right, but you must act now. And I encourage everyone to write that down. So JT, I want to ask you this here because you are here every day. Your desk is six feet from mine. You’ve worked in this environment. You once worked for a client of mine and asked the client if you could come and work with me in the mornings while you worked for him in the evenings. Can you just talk about the mindset shift that people need to have or that maybe you had to have in route to becoming successful? Yeah, well, one of the big ones I had was I always just worked on if I was motivated. I was a motivated individual. However, motivation, I learned, always ends. Discipline is what lasts forever so You have to have that Discipline and how you do that is you have to have a calendar and a to-do list with which is massive because you have to Turn yourself into a person to understand what’s gets scheduled gets done And so all anyone listening right now. They know what they’re currently doing that they need to change Or that they want to change But they’re just not doing it when they’re motivated or they’re going to the gym when they’re motivated or they’re eating good food and cooking and meal prepping when they’re motivated or they’re working on their business when they’re motivated. But what happens is when you get up at 4am and it’s cold outside or it’s raining, if it’s not scheduled and you’re only doing things when you’re motivated, you’re not going to be motivated to do that. It’s just you’re getting to about 200 words and you’re going to be unmotivated. You just have to be disciplined to do it all. And how you do that is you have to have a calendar. And what inspired me to do this show with you real quick is that I, today, I won’t mention the person’s name, but they’re a household name. Everybody knows their name. If I mention their name, everyone would go, oh, that’s who it is. Every single day I call this person to follow up about speaking at our upcoming workshop. Because this person has indicated, yes, I do want to come speak at your events. And so I’m saying, let’s do it. But this has been, I’m not exaggerating, this has been a 10 year conversation. Ten years I’ve been having this conversation. And I just got a text back probably 10 seconds ago before I grabbed you, from the scheduler who says, this person wants to come to this particular business conference you’re hosting. Nice. And just wants to finalize the details. So, but again, the motivation that you had, the motivation, I have a wooden sign in front of my business that explains this idea, but inspiration is the reward, but inaction is the giant and action is the sword. So it’s not that I’m like inspired to follow up for the… I mean I’m not kidding. I probably have a thousand phone calls in over a span of 10 years about this particular thing happening. I have framed images of this person in my office. I have signed stuff from this person. I go on and on. I mean, it’s unhealthy. And I’ve got it all in my office. I have watched reruns of this person’s playing career multiple times just because to me it’s so exciting. And every day I reach out. And every day, rejection. Or no response at all. And then today, it sprouts up a little, oh, yeah, he wants to come speak at this day at this time. Could that work for you? Yes. So again, I want to focus on, before we get into this podcast or these success stories, is inspiration is the reward. It is not something you have before you get started. You will not be motivated. So, you know, with one of the brands that you and I are working on together right now, we have got, in order to get to the top of the mountain of search engine optimization domination, just real talk, we’re gonna have to do for this particular business we’re working on, in order to be top, if you’re out there listening today and you want to get to the top of the search engine and results, what you have to do is you have to have a canonically compliant website or a website that follows Google’s rules. There’s four steps. You have to follow Google’s rules. Step two, you have to have mobile compliance. Three, you have to have the most objective reviews. And four, you have to have the most original HTML content. And because I worked with a client that we will now be competing with, I know how many pages of content it will take to win. Yup. And it’s not, I mean, I know specifically we need to do about 350 podcasts, unrelated to the Thrive Time Show, about this particular industry to come up top. Yup. And we’re going to need to have about 1,500 Google reviews from objective reviews from clients in order to win. Yeah, and it’s just mathematical probability. If we do it, we’ll get there. But if we just do it when we’re motivated, we’re not going to because there’s so much different things on the calendar. And there’s so many things going on. Like I have it on my to-do list, there’s certain things I need to do every single day to be able to get there. And then I also have a schedule times when we’re doing those specific things. So then you’re kind of thinking of your to-do list as the idea grabber, but you have the idea of, hey, this is happening, okay, got on the to-do list, now I have to schedule it, when it’s going to happen. And then that’s how you get things done. And every single successful person you’ve ever interviewed has had a calendar and a to-do list. And then they’ve surrounded themselves with like-minded people who also have calendars and to-do lists and are doing those things. But it’s not like exciting knowing that you and I need to go out there and get 1,300 objective reviews or we need to do hundreds of podcasts. And I think people, that’s where they get, they think that entrepreneurship is going to be exciting and it’ll be inspiring, but there’s no inspiration. The inspiration is the reward. Yeah. It’s like going to the gym. You have to be motivated by the result you’re aiming for, not the actual, the process isn’t probably the most exciting. And then eventually you’ll love it once you get good or you start to have some results. We’re gonna call David Frazier. We’ll see if he picks up. We’ll see. I might get rejected. He’s the founder of BunkyLife.com. Yeah. Well, while that’s… Hey, Clay. How’s it going? David Frazier. How are you, sir? Doing great. Hey, we’re doing like a live call-in version of today’s show because of just some technological jackassery, but the show must go on. Is that okay? Yeah, sounds great. Okay, awesome. So, JT, you were saying, I didn’t mean to cut you off there, but we wanted to call David Frazier as we’re dealing with the technological jackassery. So, we’ll go to you, JT, then we’ll go back to David Frazier of Bunkeylife.com. Yeah, well, we were talking about how it’s hard, well, how people have to realize you’re not going to be excited or motivated to do these things. And we were talking about the mind shift that I had. One of the big ones was I was playing college basketball, and it was very easy for me to work out hard and be the best when other people were around. But when I was waking up and there was no one around, that’s when it got hard for me. Because there was no glory in it, no one knew that I was working out. And so then, same thing, if we’re up here at 4 a.m., we’re doing podcasts and other things, we’re writing content, it’s not like no one knows and there’s no glory in it. There’s no glory in it. Now, David, when you started BunkyLife.com, I want to get your thoughts on this. We’re talking about today is the idea that inspiration is the reward, but it’s in action, not doing anything. That is actually the giant we face, and action is the sword. I want to get your thoughts on this. When you started BunkyLife.com and before you had sold any of your bolt-on bedrooms and your cabins, were you initially inspired to do what was required? What happened? How did you go from the idea to doing it? For me, it was scratching my own itch initially, so we built our bunkie for our own family, my in-laws and my parents to come and stay with us. So it was kind of solving my own problem initially and then I started renting them out on Airbnb and making a good amount of Money, I realized hey this might work for other people so for me I didn’t really have this insane passion at the very very start But as I started selling them to you know friends and family and then other people and and it grew and grew I Developed a passion for for my customer my clients So yeah, it wasn’t it wasn’t like I had this burning passion to go and do bunkeys at the start, but I developed that over time because I really fell in love with the people we get to serve. I don’t know if that answers your question, but that’s kind of my personal experience with bunkey life, at least. Yeah, and I want to get this thought here because you are rocking and rolling at bunkeylife.com, but when you tried to sell your first unit, how did that go? Not great. I think I drove to somebody’s house and looked at their backyard and stuff. I just didn’t know how to sell it. I knew that I needed it and it would help me. So the first year really was just putting up ads on the Canadian equivalent of Craigslist and doing stupid things like that and kind of just grasping for a shot. So I was just, like, the first year was probably just throwing mud at the wall and then seeing what sticks and then doing more of the stuff that sticks. So it took me about a year to actually find, not really product market fit, but find like my one leg of my three-legged advertising stool. Now, okay, let’s talk about this. So JT, we go back to what you’ve learned here. And again, I’m just trying to help people on this theme of inaction. Inaction is the giant. Action is the sword. Inspiration is the reward. So we go back to this business that you and I are working on right now. Now we have to go buy slash find a property here this week. I don’t know that I’m super excited to drive out to the middle of nowhere to buy a property. I’m not gonna sell you on this vision. This is the vision, okay? And David, I’m going to try to sell you on the vision here. For anybody out there, if you want to make money with real estate, which I do every time I buy property, you buy the property that’s 15 minutes more inconvenient, more inconvenient than what you want. You know why? Because you’re paying for the convenience. So if you’ll push out your search 15 minutes further than what is reasonable, as the metropolitan area grows out to you, the property doubles in value every time. Every time. And so the inspiration that I have, I’ve already had that reward multiple times, is going, no, no, no, we’ve got to go 15 miles further than what I want because that’s where the money is. Because everything that’s already developed, everyone’s already had that thought of, wow, this is convenient, this is a great property. But if you go 15 minutes out beyond what’s reasonable, even with this property that we’re at right now, I bought this four years ago, whatever, look how much it’s grown out here. Yeah, that’s true. That’s a good point, yeah. I bought a property, David, and I won’t mention the specific address on this one, but it went up in value 30% in a year, and all I did was I heard rumblings that they were going to build some big amusement park in that area, a big theme park, a big whatever, a big outdoor retreat, kind of a lakeside amusement wonderland. And I heard rumblings, I didn’t know it was confirmed or not, but it was between this particular property and this one, and I said, let’s go with the one where they might be building the wonderland. And that thing appraised 30% more than for what I bought it for. And again, I just think a lot of people, though, we go with what the emotional easy move is. But if we go with the move that we don’t want to do, so let’s do another example. The food that tastes good, that’s what gets you. No one’s going, man, I’m having a hard time, I love eating lettuce, can’t stop it. Eating broccoli all the time, I can’t stop myself. I just eat broccoli and nothing, I have an addiction. David, I have an addiction to broccoli. Go ahead, caller, welcome to the Addiction to Broccoli Show. I can’t stop eating broccoli, I just find myself wanting to eat it all the time. No one has a problem with that, but it’s actually bad for you to eat ice cream. That’s the thing that people want, right? Yep. And no one has to go to a real estate seminar to learn how to… Don’t pay… At the seminar, we’re going to teach people how to overpay for properties that everybody else wants. It’s not a crash course. It’s the hard thing, right? It’s the thing that tastes like broccoli that we don’t want to eat. It’s the property that’s a little bit further away that’s difficult. It’s making a product that people like. So David, you’re making the BunkyLife.com products. Do you remember the first time that you had the courage to ask a customer what you could do to improve the product? Yeah, actually I do. So the first year of Bunky Life, we sold about 30 bunkies. Well, sorry, the second year of Bunky Life. First year was chaos, second year was 30 Bunkys. And I remember I was like, I think we should throw in the towel here. I was thinking about, I don’t think this is going to work and taking too much time from what I was, you know, all the other things that was going on, thinking about throwing it in. And I thought, well, let’s just call everybody and just see what they think, you know? And that was actually the turning point because I did get a few people go, I wish this was different or this sucked or whatever. But there’s enough people that said, hey, you’re onto a great idea here. I really love it. This is what I did for my family, and this is what I did for our backyard, and this is the cool moment I shared with my daughter, blah, blah, blah, like all these kind of real stories of real things happening, and I realized, oh man, this actually is a good idea. So I think that asking for feedback is a great way to sand off the rough edges of whatever you’re doing, but also to give you a little more inspiration, like let’s do more of the good stuff, because there is some good stuff here. At least that was the case with Funky Life. Yeah, and I’ll touch on this also, because that was another mindset shift that I had to have, is that because in the whole school system growing up, they taught me that failing was bad. But so it’s not. That’s what you have to do as an entrepreneur. So say you call these people and they say, hey, I actually wish this was like this. That could be good feedback. Like there’s going to be some that are going to be obviously just there’s people who are never happy, but if everyone’s consistently saying the same thing, well, there’s like awesome, awesome, well, maybe we need to change that. But that’s what you have to do is you just have to start and then fail and then use those as lessons. But it’s not like failure is not the end unless you give up. So it’s just a lesson and you keep moving forward. But that’s a huge mindset shift that I had to have because your whole life you’re taught that failing is bad. Where I learned in entrepreneurship, it’s not. You have to. You can’t be an entrepreneur and never fail. Yeah, failing is good. And along those lines, I think failing as fast as you can is actually the hack. It’s like the secret because how many people on this call know the guy that’s thinking about taking a course and he’s always planning his business, he’s going to start it, he’s just considering getting into it You know, he’s just got a little bit more market research Probably never does anything because he never wants to go and ask someone Do you like it never wants to give it a try right and ends up never starting? So he never fails, but he never does anything. How many people know that how many people in this call are that guy? Yeah, how much farther ahead would you be if instead you went out try to sell it and everybody tells you how much it sucks and then it sucks a little less the next week and it sucks a little less the next week. And I think honestly the reason that people succeed is because they just figure out how to fail faster and in a way that doesn’t completely devastate them. You’ve got to fail in a way that’s not going to wipe you out. There was a guy that I met years ago, made a big impression on me, and he was probably one of the most jacked individuals I’ve ever met. And just jacked, and he was a Samoan guy. Just jacked, this is when I was a DJ. And I remember asking him, I said, hey, with your diet, you know, like, do you like what you eat? And he goes, no. And I remember that just being like, and I was like, well, what do you mix with your smoothie so that you like it? He’s like, not liking it is what I like. That’s how I know it’s healthy. It was like a whole different mindset, you know what I mean? And I was like, how do you recover from soreness or whatever? And he’s like, I don’t, I’m always sore. But he was jacked. And it’s some sort of like, you know, you ask the sales guy, how do you overcome that objection? They’re like, I don’t, I just run right through it. I think there’s a little bit of that, you know, where you have to get to a place where you’re not trying to add sweetener to your black coffee that makes success. You just have to embrace the suck. Yeah, well that’s one thing I learned here too, is that when people struggle with boredom, the greats bore down, is what I’ve learned from you, Clay. And that’s been an essential point for me, and I see it everywhere in all these entrepreneurs that are around here. David, I want to get your thoughts on this because our listeners are gonna go to new concept health care We’re featuring Jenny on today’s show and you’re gonna look at her. She’s a sharp lady She just had a baby. She’s having success and when you listen to her testimonial today, you’re gonna go Wow This lady’s a genius and I would say this to her if she was listening or if she’s right here for me She is one of the hardest-working nicest people I’ve ever met just a great lady however, it’s that she does it every day. And so she had the baby. She’s having a baby. This just in, having a baby. I’ve never had a baby. I think anybody who has a baby should win some kind of lifetime achievement award. She has a baby though, and she says, hey, I’m going to have a baby. And so because I’m having a baby, I’m going to need to do ABC, one, two, three, whatever. And she embraced the idea that the baby was on the way, and she’s also an entrepreneur, and she knows she can’t make excuses that her patients still need to get received care and she carved out time to do it. And when you look at part three of today’s show, we have this optometrist who did super well. And again, she carved out time to have super success despite the fact that maybe it wasn’t a convenient time. These are not like, you know, juggernauts or like it’s the most intelligent person you’re ever going to meet, but they just have a level of diligence and consistency that they apply every single day. And that mindset is what makes a lot of people stuck. And that mindset is like an irritant. If you look at the life of a pearl, an irritant is what enters into the clam and it just bothers. It bothers this entity to the point that it tries to get rid of the irritant that goes into the clam, but it produces a pearl over time by just constantly trying to get that irritant out of itself. That’s what makes pearls. And I just don’t think a lot of people think about it that way. What makes strength is struggle. You know, the guy who is the most insanely jacked guy I’ve ever met, the Samoan guy, he’s like in the gym and he’s in physical pain at all times. And so we’ve got to somehow reframe that. So if we go to Bunkeylife.com, what is one of the products you have up there that maybe is the hottest selling product you have up there? And tell us how you came about it, because I know it didn’t come overnight. Tell us what’s the hottest product that people now love, but that maybe you struggled to create? Yeah, check out the Haven Ultra on our website. It’s at BunkyLife.com. Click on Bunkies with Lofts and then under the products page, you’ll find the Haven Ultra. So what that is is probably five or six years of iteration on customer feedback. So we made a really small bunkie with a little loft, but you had to kind of crawl into it and you had to lay down in bed. You couldn’t stand up and everyone hated that and they said, I wish it was bigger. So we made it a little bigger. It wasn’t big enough. Then they wanted windows up there. So we made bigger windows. So it’s about five or six years of experimentation that’s brought us to the Haven Ultra, and it’s really is the pinnacle, and it’s also our best seller now, just because so many people said, change this, do this. And we didn’t take every single piece of advice, but we kind of collected together and made our own call and said, hey, let’s build it this way. And people loved it. JT, the Haven Ultra. Look at this. I know it looks great. That’s sick. And again folks this is all at BunkyLife.com. BunkyLife.com. And David I appreciate you joining us via phone today there. We have a couple of technological difficulties I’m working through here. I want to get your thoughts, final thoughts on this and then we’re going to go into part two of our show. We’re going to have back-to-back testimonials. What would you say to anybody out there that hasn’t invested in a mentor. So in my life, I have an accountant. And I don’t know that people are excited about this, but I pay an accountant because I’m always doing entrepreneurial stuff. And so because I’m always doing stuff, because I’m not doing, I’m never not doing stuff, because I am doing stuff. So like JT, as we look at buying said property, once we find the property we like, I’m gonna call said accountant person and say, hey, what is the best way for me to buy said property? Should I buy said property through this entity, through that entity? How should it work? What’s the best? What’s the best way to write it off? Should we do accelerated depreciation or not? Are there any new tax write offs available in the year 2024 that weren’t available in 2023? And this just in, I don’t know the answer. in. I don’t know the answer, so I pay four grand a month, every single month, so that I have access to the answer. I pay for the access. Another example, I’ve got a very, very, very good law firm that represents me for my business dealings and guess what? I pay about $5,000 a month. Why do I pay $5,000 a month? Because I want access to legal answers when I need it. Can you talk about that idea for somebody, because JT, you came via the form of an unpaid internship. That’s how you sort of earned the mentorship, is you came via the unpaid mentorship. You said, hey, can I work for free? Dave, what would you say for anybody out there that is looking for a mentor? What’s the value of having one or paying for one or whatever that looks like? It’s absolutely priceless. So you think about how much you’re not making every year. If you’re not making five million dollars a year, or whatever the number is, then the delta between what you’re actually making right now and that five million dollars is your ignorance cost of not knowing the answer to your questions. Not knowing the legal answers, not having the correct approach to take on any given situation. So it’s costing you millions of dollars a year to not add those people to your life. And to JT’s point at the very start of this call, he was talking about how when he was surrounded by his peer group and they were all working out, he felt the urge to work out and dominate, right? But when he wasn’t, it’s just human nature that you’re going to, if you have no motivation and no peer group, you’re just going to sit around a lot more. It’s really hard to intrinsically, like we’re not all able to intrinsically muster up the effort 100% of the time every single day. It’s much wiser to surround goal you want to accomplish. And so if you’ve got to pay for those mentors, pay for them. If you’ve got to beg, borrow, steal, work for free, whatever you’ve got to do to get yourself in the circle of someone that is a hustler or has that knowledge that you need, then just do it. Because every single time I’ve paid for mentorship, coaching, I’ve spent tons and tons of money on it, I always thought, I can’t afford this. But looking back on it, I couldn’t afford not to do that. Yeah, and for me, I also always think about any professional sports athlete you can think of, no matter who it is, if they were the best, no matter who, they always had a trainer and or coach. And then it’s in the form of books, because that’s a way to have mentors too, is you can read through great people. Yeah, I’ll tell you this. One of the things I have found is the top entrepreneurs really go out of their way to be around other top entrepreneurs. This is a really funny story. We’re helping a golf course years ago to grow. They brought me on, and I got a chance to interview you. We do to help the golf course get more memberships. We’re interviewing members and asking them, we know, why are you a member of Yada Yada Club? And a couple of the wise guys were pretty funny. They go, are you recording yet? I said, no. They go, the real reason is because no one else can afford to be here. So the only people that are here is like the 5 a.m. club. That’s what the guy said. He goes, the only people that have a membership is the 5am club. And I said, what? And he goes, the only people that are at this golf course get up at 5am or did en route to their success. And I’m just not interested in being around people with stories of woe, people that have reasons why they can’t get things done. And so I am paying to be around a group of alphas. And I said, so how does that work? He’s like, it’s really expensive to be a member of the club, but everybody at the club is successful. So I like basically pay for the membership. I don’t golf a lot. I hang out in the lunch area and I just ask people how they did it. And he’s like, it’s next level for me. And I just think that’s a powerful way to get mentorship if you need it. Obviously we offer a business coaching service. We only take on 160 clients. That’s one thing that we do. And you can learn more about that at thrivetimeshow.com. We charge $1,700 a month, $1,700 per month. We offer one-on-one coaching. You can schedule a free consultation today at thrivetimeshow.com. We also offer two-day interactive, so two-day interactive business workshops right here in Tulsa, Russell, in Tulsa, Oklahoma. You can learn more about that at thrivetimeshow.com. I’ve been doing that since 2005, so you can see thousands of testimonials at thrivetimeshow.com. A third solution we have for you, JT wrote a book called, it’s at JTLawson.com, JTLawson.com, you go to the website right there, and the book is called What I Learned From My Millionaire Mentor and it’s sort of his logging or detailing or documenting what he learned during his time here. That’s what I learned from my millionaire mentor. And if you do buy a copy of that book, what I learned from my millionaire mentor, you do have a chance to win a trip to Hawaii, a life-changing trip to Hawaii. So you can learn more about that. And then BunkyLife.com, one way, if you’re struggling to find time to focus on your business, I mean this sincerely, if you’re struggling to find time to focus, like if you have a home office but every time you go there, your kids are there, your wife is there, your husband is there, there’s distractions, there’s action, and you just can’t seem to focus. Maybe getting a bolt-on bedroom and setting it in the woods is going to be your spot. Maybe having a little bolt-on man cave, woman cave next to the house, that’s your place to go to, to get away and to work on your business and not just in it. David Frazier, I’ll give you the final word there, sir. What say you? Well, I just really appreciate this chat. It was helpful for me personally. I think that it’s rejuvenated my desire to go join a golf and country club and sit naked in a sauna and talk to other people. All right, Thrive Nation, if you’re looking for a success story, something to encourage you that you have the mental capacity and the tenacity to succeed, today’s show is going to be a blasty blast and a show that I recommend that you take notes, you visit the website, you verify that today’s guest is a real person and she’s not a hologram. Dr. Amber, welcome onto the Thrive Time Show. How are you? Watch, I am doing great. So Jordan, we’ve had the opportunity to work with Dr. Amber here for a while and she’s having massive growth. So before we get into the details, could you describe what makes her great to work with? Cause you’re always bragging on her. So what makes her so great to work with? Well, for one, she never misses a meeting. She’s always on time and she always does the action items that I have her do. So whether it’s starting the team, the staff meeting once a week, the daily huddle, getting reviews, video reviews, the group interview, she just does it. And so my understanding is, Dr. Amber, you’re up, your business has grown. As a percentage, how much have you grown? Is it 2%, 5%? What kind of a percentage of growth have you had? Wow. So just as some examples, in December we grew over like 150%. The month before November we grew, I think it was Jordan, like 280%. We haven’t yet hit the end of January, so we’re waiting on the results for that, but we’ve only been open for a little over one year and we’ve already seen I mean Amazing growth. That’s awesome. So you’re at your you’re having the big growth and I think there’s a lot of people that they view success as sort of a Murky Mystical thing I’ll give you an example folks my uh and my family my wife Used to get together with all the aunts for a big Thanksgiving meal once a year. All the women would get together, all the guys would get together, a big Thanksgiving meal. And there were some of the recipes they had over the years that were written, they were passed down from grandmothers and great aunts, and you could no longer read the actual ingredients on the note card. It was just a note card with like the remnants of what used to be words. And I’m looking at it, I’m like, how are you possibly making a pie using this? What does this say? And they would hold it for the nostalgic reason, but it really carried no actual practical value because nothing was written down. That’s how the recipe was. I think a lot of people view success that way. They view it as kind of a woo-woo series of guesswork, and they’re chasing this elusive thing called success. And I want you to know here at the Thrive Time Show, we break down that complicated idea of success into tangible action steps that you can take here. So Dr. Amber, I want to get your thoughts on this real quick, just some basic stuff. First off, what kind of a doctor are you? I am an eye doctor or also known as optometrist. How long did you have to go to school to become an optometrist? For about eight years. About eight years. And what’s the proper pronunciation of your last name so people could look you up to verify you’re not a hologram. I’m Susan. Okay, so you went to college for how many years total? Well, total 10 years, but it takes about eight years to be an optometrist. Got it. And so you’re having massive growth. And so I want to give people just some visuals here. The first thing we have to do with every client we ever work with is we have to sit down and figure out what are your goals? Now, I’m not asking you to share on this public platform what your goals were or what they are, but did you have in your mind, did you already have goals established or is that something that you needed help thinking of? I would say that’s kind of a twofold. We had, my husband and I, we had some goals in mind, but I think it was truly kind of as a new start business, kind of hard to even even categorize those goals and really put into perspective how much you could grow and how much you could reach those. So we knew we wanted to get improved, but we were kind of in a rut and didn’t quite know how to do that. And enter lovely podcast and actually taking that to join them. I am super, super glad you’re so transparent about this. I know a lot of people feel overwhelmed and so I’m gonna give people kind of a visual here. So step one with every client we work with, and by the way folks if you go to ThriveTimeShow.com you’ll see thousands of testimonials from real people. Step one we have to establish our revenue goals. What’s our annual goal for revenue and then what’s our weekly gross revenue goal? Now step number two, we got to know how many patients we need to see just to break even. Now Jordan you work with a lot of wonderful clients but again with Dr. Amber I mean you’ve been bragging on here for quite a while here. Some clients they get a kind of emotional when it comes down to making the tracking sheet. What’s the process been like working with our good friend here as far as making that tracking? Was it a complicated thing? Was it a multiple month thing? Or did you guys knock it out pretty quick? No, it took maybe like the first meeting, maybe the first two meetings just to nail down everything and what everything meant. And then from then on, it’s just, it’s always plugged in before every meeting. All the numbers are plugged in. So the income for the week, the expenses for the week, the profit for the week, the leads, how much the ads were this week, it’s all plugged in and it took zero time. It took me- As far as, you have to measure what you treasure. I mean, that’s a big thing. We all have to measure what we treasure. As you as a doctor, Dr. Amber, how does that help you to know all your numbers and to see it all on one spreadsheet? Absolutely. I have been telling Jordan in the past that otherwise you were just kind of flying by the seat of your pants. I mean, I thought the numbers looked good. We’d go day to day at the end of the day looking at like the actual growth, but you had no way to actually track, okay, how many patients did you see? How many new patients did we see? Where’s the money going? Also just looking at the amount of leads and how that kind of correlates in patterns to how many reviews we got. And then also where all of our like stream 100 is going, Google, all of that. It just really puts it in perspective and gives you a goal and an actual item to be accountable for. And again, I’m looking at the numbers here. It looks like you’re up about 200%. I mean, because again, you had some months where you’re up higher than that and some months a little less. But I mean, you are absolutely growing. I want people to know this. I’m going to pull this up just to kind of brag on you. This is so important. I want to do a search here. I want to do a search right now. We’re going to go to usdebtclock.org. I’m not trying to depress anybody. But if you go here, there’s a middle column where they keep an accurate track of how many Americans identify as being self-employed. So in America today with a population of approximately 330 million Americans, we have 9,000,000,000, 9,000,000,000, 47,817 self-employed people. And according to Inc. Magazine, 90, 96% of businesses fail, according to Inc. Magazine. Now, I’m not saying that Inc. Magazine is the end all with stats. You also have the U.S. Chamber of Commerce with similar stats. What we’re finding is most businesses don’t ever succeed. So statistically speaking, just so we’re clear, if there’s 330 million Americans out there and only 9 million of them are self-employed, that’s like 3% of our population is self-employed. Now, if you talk about 96% of them failing, we’re down to now only 4% of that 3% is successful by default. So again, if you’re out there today and you feel like you’re struggling, don’t feel bad. You just got to follow a proven system. Now, box number three, Jordan works with our clients to figure out your schedule, your boundaries, how many hours you’re willing to work. We’ve got some doctors, true story, we work with, who say, I’m going to work three days a week, that’s it. Other doctors say six days a week. Some say seven days a week. How important was it for you and your husband and your team to figure out the hours that you would be open, the hours you’re not open, just in terms of just blocking out that time? For me, it’s invaluable. So a little bit of personal story, I actually just got back from, quote unquote, I guess you’d call it a maternity leave, Jordan. So it was actually the only time I missed a call with him was when I was giving birth. So finding the time for when I needed to work and when family time was invaluable. And I think also having that be a recipe where I could still succeed makes it even more important, especially as a mom and a wife, being able to have my own business, but also being able to have boundaries on when I would actually see patients, when I would work on the business, and then when I would be able to go home. This is awesome. Again, folks, this woman has given birth to a baby, which in my opinion, you deserve a lifetime achievement award. Anytime a woman gives birth to a baby out of their body, they deserve some kind of lifetime achievement award. But also she gave birth to a successful company at the same time. So the time will never be just right, but everybody out there, you gotta block out time to be successful. There’s never a perfect time. You’re never too old or too young, or you just gotta do it. Now, box number four, if you had to figure out your unique value proposition, and we had to improve the branding, box number five. So we look at your website, navigationicare.com, and a website, by the way folks, is a little bit like a garden. You’re never quite done. You’re always pulling weeds, always tweaking. As we look at it now, I’m sure we’ll catch something we want to fix tomorrow or improve. But the idea is you have to eventually launch, and perfect is the enemy of done. Perfect is the enemy of done. So I want to talk to you about that for a second. I find that a lot of doctors I work with are hesitant to launch the site until it’s perfect, therefore they never launch it. But I find that the clients that are the most successful can launch it and then say, you know what, I’m going to come back later and fix my lobby. I can come back later and adjust my logo. I can come back later and improve the look of my website. Could you talk about the process of launching the website? What was that like to work with Jordan and your team there, our team and your team? It was really helpful. He was pretty confident in us from the beginning. I was, I guess as a doctor, you’re a little nervous and you don’t want to make videos of yourself. I’m a pretty humble person, so that aspect just needed a little push and shove. He’s done great on the website and just basically with our Navigation iChair logo, using that, but also just capturing what the office is, the energy within the office, and also being encouraging when we kind of find a tune, for instance, our no-brainer and our deal on that. He was really helpful in making that succeed. Now, a no-brainer, I don’t want you to get lost with the language, I’m gonna pull up this diagram again. Hopefully this diagram is helpful for everybody. With my clients, they always tell me it’s like it helps them so much to see it. After we start the marketing, this is box number six, the three-legged marketing stool, which is how do we get customers? Once the phone starts ringing or once people start visiting the website, you have to have a no-brainer offer that is so good and so exciting that somebody who doesn’t know you is willing to fill out the form. So just let me give you an example. I’m not the only guy, this just in, the only guy that cuts hair in the city of Oklahoma City. So if you do a search for OKC Men’s Haircuts, my company, Elephant in the Room, is not the only company that cuts hair. But if you do a Google search for OKC Men’s Haircuts, we clearly come up top in the search results. And then people go to the website and they go, I don’t know about this. There’s other options. These aren’t the only people I’m looking at. They’re not loyal to my button. They’re not loyal to my website. And they look and they go, wait a minute, first haircut’s a dollar. I could try that. Because it’s the risk and reward, whether it’s conscious or subconscious, people do not want to have a bad first experience. And I see so many optometrists, specifically, and doctors that say, first exam, only $400. And people are like, huh? And it’s not appealing. And people have been having a horrible experience. And they go, man, I spent $400 for a terrible experience. But this is a great offer you guys have come up with. Talk to us about the offer, the no brainer, and maybe what kind of value that’s had for your business. Absolutely. So the first time exam and a pair of glasses is $99. We did fine tune out a little bit at first. We had a kind of an age range on it since we see all the way from six months up. Since I came back in December, we actually fine-tuned that to be $99 for everybody. It’s been excellent. Jordan can attest to this. Our phones lately are ringing constantly. Like, we kind of have a blessing in disguise, a good problem to have. Our staff is really busy with constant calls for leads or even our lead sheet with people that want to know more. It is a great first step as well. So it gets everybody in the door. It’s not a $99 and then end there. We have so many people that take advantage of that as step in the door and then they love our office and the experience and they wanna invest more. They get another pair of glasses, they get contact lenses, they say, oh my goodness, at the checkout, they want to schedule their whole family or their best friend. So it has been invaluable to grow up with this. Nothing that we would have ever thought of ourselves. So completely, completely just mind blowing how much we’ve grown since we’ve started using that. You know, one thing about business consulting is it’s a lot like hiring a personal trainer for fitness. They’re very analogous ideas. If you hire a personal trainer for fitness and you don’t show up, it’s not something you can delegate. You can’t just say, Jordan, you’re my personal trainer, but I don’t want to work out today, so I’m sending my good friend Carl, my office assistant, he’s going to work out in my place. He’ll do some pull-ups, get him on the burpees, get him on the pull-ups, have him run a lot of crushers, okay? Because I want to get in shape, so really push that guy. And I think a lot of people view business consulting that way. It is a participation sport. It is a full contact sport. And if it wasn’t for great people like Dr. Amber, the system wouldn’t work. You know, and with a lot of our clients, we help them design their office, they’re lobbied. But in this case with Dr. Amber, she really put a lot of thought into the design of her business. So when we send people into the actual office, they’re having a great experience in the actual location. The sights, the smells, the sounds, the whole atmosphere is great. And a big kudos to you for doing that. Because again, if we help people market off a cliff, we have a lot of our clients, we do the interior design and we help them with that. But there are some doctors that say, I will decorate my own office. And it’s the worst thing possible. So you’ve done a great job with that. Now we talk about sales, moving into sales. Eventually we have to sell something. Eventually we have to sell something. So sales scripts, recorded calls, one sheets, print pieces, all of that. How important has it been for you to begin to put in sales systems? Because the word sales for most optometrists is almost like a curse word. How important has it been to put in sales systems for your optometry clinics success? Well, I would say it’s been a pivotal point of growth. So we have lead sheets where we get back in touch with anybody who wants more communication. We have call scripts that make it just seamless for our team from day one even. We brought on a new staff member the beginning of, or pardon me, the end of December. From day one, she knew how to answer the phone. She knew what was expected and how to schedule a patient. It makes it just a lot easier because of the small practice that just opened up. I don’t really have the time, nor am I the most useful in training. As well as my other staff, I would rather have them be answering the phone, scheduling appointments, keep doing their job. And then the sales part, yeah, no optometrist really likes to sell, we would rather like to recommend or prescribe. But it is one of the few practices, along with kind of dentistry, where actually for the profession, yes, I have an eye exam, but we make a lot of our money and a lot of our business by actually selling or the consumer purchasing something. So with the selling process, Jordan would attest to this, I definitely have A-plus players right now. We’ve kind of weeded out the weeds, per se, and some B and C-plus players, which has been a great stepping stone to a new office. But the energy and the staff really help in the selling, for them to know the product, for them to feel confident, and for them to kind of quote the deal. And we have checklists for all of that. They make it really easy on, okay, what’s the price on it? Can they get this with it, et cetera. Now, for anybody out there who goes to, you wanna see an example of a system once it’s done, I should say, or is getting closer to done. If you go to eitrlounge.com, folks, and you click on the staff button, I unfortunately cannot give you the passwords to my franchise, but this is what it should look like behind the scenes. You basically have all your documents and all your checklists documented. So as we work over the years with your practice to help it grow, eventually we’ll have every system, everything documented. So my staff, if they’re looking for the opening daily manager checklist, they can just click on the link and bam, all the documents are there, all the systems. And it’s a process, but at the end of the day, what you look for in business is you look for what’s called a return on investment. Many of our listeners already know that, but I want to make sure we’re on the same page here. My game or my goal, my process is to help you bring in more money than you pay us. And so, you know, I hire an accountant, just full disclosure, folks, I spend about $4,000 a month, every month on the same accounting firm. I have no problem with them at all. It’s called CCK. They’re an accounting firm based in Tulsa. They do work with clients all over the country, but it’s called CCK Strategies. I don’t make a commission for recommending them, although I’ve asked, but I do not make a commission for recommending them. But I pay about $4,000 a month to them. And you might say, well, why do you pay them every month? Well, because every time I have an accounting question, I can get on the phone and get the answer real quick. And so having those recurring weekly meetings keeps the accounting on track. Full disclosure, I work with a law firm called WintersKing.com. WintersKing, again, I don’t make a commission, although I’ve asked. This is who I use for all my legal stuff. People say, man, why do you spend four grand a month on your legal and four grand a month on accounting? Are you spending eight grand a month recurring? Yes, because I don’t ever want to get myself in a legal conundrum. I want to stay on top of these things. And I think that’s the same thing with business consulting. We charge you $1,700, how would you describe the value you’re getting back as far as that value proposition, the $1,700 you’re spending versus the value that you’re getting back? Well, the only word I can kind of think right now is no-brainer. Pardon to say it, but it’s kind of a non-negotiable. So the return on investment is something that really can’t be quantified with the growth we’ve had and just having the stepping stones along the way on what we need to do. And Jordan kind of said it’s kind of like almost like a rinse, rather repeat, keep doing and you’ll see growth. But I think my husband and I are all in and we would say it’s just part of our business right now. Now, I would tell people if they lived in your area and they wanted to have an eye care experience that is awesome, I would say, you know, hey, it’s $99, okay? So worst case scenario, you go in there and you had the worst experience possible, which you’re not going to have. You know, it’s just a no-brainer. But at the end of the day, you have to try it out, folks. You have to go to the website, you have to look into it, you have to schedule that consultation. But for anybody who’s in your area, what markets do you serve? Can you tell us what area are you in and where can people, what kind of our, I guess, what geographical area do you service? So we’re located in Chesapeake, Virginia. We are, this area is part of a seven city or kind of seven suburb area called the Hampton Roads community. We actually have most of the military. We have the largest Navy base. We have a Air Force base just North of us. So we get an influx of a lot of different communities of people. A lot of people who have been here long-term in the Chesapeake area that’s very rural, but growing. We also get people who are from Norfolk, who are from Newport News, who are across the water. It’s really seven cities that is an inner structure of just different bridges and land. Quite different than the Midwest, although my husband and I are from the Midwest. But the Navy is what brought us here and my husband now is more reserve out of the Navy, active duty, and we just are really blessed to serve a community that supports the Navy and the people in it. And we’re just a quick, brief 14-hour drive from your office. So if you’re in the Tulsa area, it might be worth the 14-hour drive. You don’t have to do the math, folks, but it’s only 14 hours away from Tulsa, Oklahoma. Now, if I have a question I have here for you, and again, we help you with the HR, the hiring processes, the checklist. There’s a lot of stuff we do. I just want to be able to celebrate your success and that 200 plus percent growth there. But for anybody out there that’s thinking about scheduling a 13-point assessment, we have thousands of testimonials. People can see by going to Thrivetimeshow.com and clicking on the testimonials button. But what would you say for anybody who’s thinking about scheduling a free 13-point assessment? Because we only take on 160 clients, so I don’t want to waste anybody’s time. I don’t want anyone to waste their time What would you say to anybody who’s thinking about scheduling a free 13-point assessment with myself? I? Would say a hundred percent go for it with the caveat. Are you willing to put in the work? are you willing to be held accountable every week and Are you excited about growing more than you probably could have ever imagined and more than you’ll be able to do on your own. Boom, doctor Amber, I really do appreciate you carving out time. Jordan, thank you so much for making this happen. Jordan’s always bragging on you and it’s great to be able to celebrate you here on today’s show. Thank you so much. Thank you, I appreciate it. Take care. Bye. Oh, look at this cute baby. What a great baby. Quality baby, that’s a healthy baby. Okay. All right, Nation, on today’s show, I’m very excited for you to hear this success story about this wonderful couple that, Sean, I would describe them as they are killing the game in the most nonviolent way possible. They’re killing the game in the most nonviolent way possible. They are blowing up in a good way. Folks, I’m telling you, these folks are really growing their business, and what makes them great is they’re really kind, hardworking, diligent people, and we’re honored to serve them. We’ve got Jenny and Mike here joining us. Jenny and Mike, welcome to the Thrive Time Show. How are you two? Hi, thank you. Good. We’re doing well. Okay, now I’ll start with you, Jenny, because frankly, Sean likes you more, no, I’m just kidding. So, let’s start with you. So, how did you first discover us and the business coaching that we provide? So, I was listening to different podcasts about business. I was starting up our business. And so you were the first one to pop up on our podcast on Apple, I think Apple is what I was on. And so I started listening to you. I got on your website and I was just a little girl starting a business. And I said, I’m gonna ask this guy to be my coach. And I don’t think I’m gonna get a shot, but sure enough, within a week, you called me. Now, who is this cute, cute child here? But, Micah, who is this cute kid here? It’s Lennon Rose. She is about to be 10 months old. I hate to do this to you, but can you kind of hold up the baby to the camera a little bit? This is probably… Oh, look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. Okay. So, Micah, can you tell us, what’s the name of your website there? I think people want to look you up and verify you’re real people that don’t just happen to have a cute baby. Yeah. Our website is newconcept.healthcare. Newconcept.healthcare. So newconcept.healthcare. I’m going to pull it up right now, folks, so we can all verify that they’re not just a couple who’s taking advantage of the cute baby they have to get a podcast here. This is a real couple. I’m pulling it up here. So this is the website. It’s newconcept.healthcare? So we offer more functional medicine. So we offer IV therapies. We offer hormone replacement therapies. We also do acute care. We do pretty much everything, but we’re very much alternative. So we believe in medical freedom and that’s what we offer. And you guys, you reached out. Do you remember that initial consultation there? Do you remember, Mike, that initial consultation? Do you remember what that was like? Yeah, it was actually pretty overwhelming that we started in this business with absolutely nothing, and we had the opportunity to work with a five-time chef. Well, you know, the one thing I always try to do is, you know, my father, great guy, may he rest in peace, he worked his tail off like so many people do. And there was no real economic results that was achieved from it. There wasn’t any, you know, he had the college degree. He’s working two jobs. I remember he’s late thirties. He’s working at Domino’s delivering pizzas, working at Quick Trip. He worked at furniture stores. And I always try to look at every new client we have as though I’m talking to my dad, you know? Cause like, what would, what would my dad, you know, what could he have learned at the age of 37 that could have changed the financial trajectory of his life? And I try to look at it that way. And so you guys, I paired you up with Sean, you’ve been working with Sean, I believe Sean since October of 2020, is that correct, Sean? I think that’s when they started their business. It wasn’t until about April of 2021 that they actually got going. So April of 2021. And at that point, from that point to now, Sean, how much growth have you guys achieved from 2021 to now? Do you know that number? Yeah, I mean, we’re sitting at 2023 revenues were $821,000. And there in October of 2020, like they only had a few months, they made about $95,000 by the end of 2020. significantly that first year, about 375% to 588,000. And we continued to grow there ever since, all the way up to where we’re getting close to the million dollar mark at this point here, just like three years in. Jenny, how would you describe the growth? Would you say you’ve doubled? Are you five times larger? How would you describe that? Oh, no, I definitely feel the growth. There’s been some growing pains, and you guys have helped us through that too. So it’s been amazing. It’s been amazing to help people because that’s what I’m passionate about. And you guys have really helped us expand and tell people what we’re about. So step one here, we do this with all the clients. I’m going to walk people through the steps. We really needed to nail down your branding. And that’s a big thing because, you know, branding is to humans what clothing is. So as an example, you know, you wake up today, folks, if you run around and you’re streaking through life, you’re probably not going to get a lot of conversations started. So we all have to be intentional about, you know, what are we going to wear? Are we going to wear a tie? Are we going to wear a polo? Are we going to do makeup? Are we not? So people, they judge us based on our appearance. And so we really had to get a website built. We had to optimize the online brand. Jenny, we do it all included for our clients, so we don’t refer you to another vendor. We do it all. Can you talk about the impact that that has made on the business? Oh, for sure. Just the website itself, it looks so great. We would have never been able to make it look that great. The way you all optimize everything and keep us, you know, with Google, just, you know, where people search us and we’re the first people that come up. And that’s actually how we’ve established our business and started offering some of the things that we offer is because of the tags that we have. I didn’t originally start off as doing IV therapy, but due to people Googling, you know, healthcare functional medicine, I had three phone calls in a week that said, hey, do you offer IV therapy? And it was very interesting. And I was like, well, no, but I can. And so it was because of you guys that that kind of snowballed and took effect. So yeah, there’s a lot that you guys have done for us. Now, Sean, we’re working with these wonderful clients here. I’ll pick on Mike here. You know, you always say great things about Mike and Jenny. What makes them good to work with? Because I want to make sure for anybody out there, if you go to thrivetimeshow.com, I consistently offer a free 13-point assessment. I’ve been doing that since 2005. I do it without reservation, there’s no obligation, but there’s usually about one to two knuckleheads a week that will fill out the form and probably 20 really great people that fill out the form. And then we only take on 160 clients, and so I don’t want anyone to waste their time. What makes Mike so great to work with? Well, Clay, I mean, you, when I first started coaching, you taught me about these, you know, these two types of business owners. There’s the happy hopers out there, and then there’s the diligent doers and I think these guys are a great example of the diligent doer. They continually apply effort to work on their business, not just in their business. They consistently show up to their meetings. They track all of the critical numbers of their business and they are, they’re aware of what’s going on with all of their employees. They’re paying attention to all the little things going on. They’re keeping all the plates spinning and they ask great questions. They actually really do make a great effort consistently to apply our systems and help their business grow. It’s been working. So step one, we get the branding nailed down. That’s the website, the print pieces, the logos, the business cards. But then you have to develop that online reputation. Now that could be a tough thing to do, Jenny. And I’m not, this isn’t a backhanded compliment. I’m just saying, but for people that are humble and very kind, of which I would put Jenny in that category, sometimes asking for reviews is more difficult because you almost feel like you’re self-promoting. I’ve never had this conversation with you, but when you, has that been difficult for you to ask people to give you video reviews and Google reviews after you provided the service or was that easy for you to do? It was not, it’s not easy. It still isn’t easy. Okay. It is. It’s difficult because you feel like you’re begging for something, even though you know you did the right thing. Yeah. So it is. It’s difficult for me. It’s just my personality type, but we get it done anyways. I’ll find this for the diligent, kind customers we work with, it’s very difficult sometimes to ask for those objective reviews from real customers. And I find that from my clients I’ve worked with that are sort of like self-described barbarians. I had a guy years ago I worked with, I won’t mention his name or his industry, but I’ll just say he’s obsessed with physical fitness. And he told me, he says, I’m kind of a business barbarian. You tell me what to do and I will slay the dragons. And I’m like, okay, you need to get Google reviews from everybody you’ve ever worked with. And he’s like, oh, I’m on it. And this guy’s just shamelessly calling through his phone and just lighting people up going, give me a review. Come on, give me a review. Why will you not give me a review? I’m like, go ahead, dial it down a little bit. So again, you guys are humble, diligent doers. You’re the ideal person here. So I appreciate you sharing that. The next thing we had to do is we had to create a no-brainer. Now a no-brainer is an offer so good, so amazing, that people simply cannot say no to it. Now I won’t mention the name of the company, but I worked years ago and I still work with this company. They’re a medical company. They’re doing well now. And for whatever reason, they put on their website, first initial consult, 497. And he went to one of these like borderline spiritual motivational conference things where Jesus isn’t described, but they kind of talk about metaphysical alignment and getting your woosah, getting in your groove, alignment, no friction. And he came back and he’s like, Clay, I believe in the seventh number of completion. I go, I agree. He says, four is the number that’s urgent. I’m like, okay, not, and I go, what? And he’s like, I don’t want tire kickers. So I’m gonna do 497 for my first consult. That way I don’t deal with the tire kickers. And I’m like, doc, I love you so much. You’re a doctor, I love it. You don’t have any customers though. That’s why you came to me, you don’t have any customers. So why don’t you do a first free consult? Say, I’m not gonna do it. I’m gonna kick out Sean, the tire kicker. So I’m sure you’ve never seen this with a client. Oh, never. And so, now what makes it worse is his wife also went to the Metaphysical Alignment Motivational Jackassery Festival, and she was like 497 is the number. I had a dream about it. I’m like, yeah, you probably talked about it all weekend. You probably are subconsciously thinking about it. You’re probably creating a neural pathway related to 497. And so anyway, after about a year, he finally says, okay, I came to your conference and I saw a person that did the first consult for a dollar, I’m going to go with that. And now his business is blowing up. Could you talk about your no-brainer, your first consult for a dollar? How has that helped you having that no-brainer offer? Yeah, so it gets people in. And so when we get people in, we know that we’re doing a good job and we know that we’re trustworthy and our healthcare is superior to most. So just getting people in for that dollar, because a lot of people are nervous about going to the doctor, or they don’t trust health care system. And so they know that they can come in. They’re only going to spend a dollar. They can figure out whether or not they trust us, figure out whether or not we’re the place for them. And we know 100% of the time we will be. So it’s really helped us just get people in and get people to trust us more. Now once somebody fills out the form folks again there’s a linear pathway here I’m trying to give you a visual here so you establish your revenue goals you figure out your numbers to break even you figure out how many hours a week you’re willing to work even though you have a cute baby you got to figure out how you’re going to get it done. Step number four is you define your unique value proposition what makes you unique that’s something you and Sean have worked on together you improve your branding now you’re coming in contact with humans business is a contact sport I love this part that’s when you start marketing. You launch your marketing. You have your online ads. You optimize your website. You begin to come up top in the search results. You start to get leads. Do you remember what it was like, Jenny, when you first got your first online lead? Do you remember the first one where you’re like, it’s working? Do you remember that moment? Yeah, it was almost like we wanted to, well, we did celebrate because it finally had happened. And then as soon as the first one came in, the second one came in. And like I said, it was almost a growing pain experience. We would have so many leads so fast. So it was great, and we still celebrate every lead that we get. Now, Mike, the next step is you have to make sales scripts. We recommend to every client that the calls are recorded for quality assurance. You have a sales script, the calls are recorded for quality assurance. You have a one sheet that tracks your pricing, you have pre-written emails, you begin tracking. Sean’s always bragging about you guys with tracking. Mike, how has it helped to have tracking in place where you can see, you know, how has that helped you? Well, it’s really a good benefit because, you know, at the end of the week, you know what your income was, you know what your leads was. So wherever we’re lacking in, we can quickly adjust and make that adjustment to make it work for the next week. Now, if you don’t have tracking, folks, this is a true story, it’s kind of a sad story, so I’ll speak in generality, Sean. I talked to a guy the other day, and this is a terrible story, long-time client, and he got motivated, he set up a trade show. He didn’t tell me he was doing it, and that’s fine, you don’t have to tell me, but he set up a trade show. I think he was gonna try to surprise me with the fruit of the trade show. So he set up the trade show, and he gets on the call, his energy’s kind of off. And I’m like, are you okay? Yeah, dude, fine. What’s wrong? Hi, just, I don’t know. I’m like, your lead sheet, we’re getting 10 to 15 leads a week. It’s very consistent. Revenue looks good. He’s like, yeah, I’m in a tight spot. We are in a tight spot. Why are you in a tight spot? He says, I did a trade show. You did a trade show? Yeah, I got roped into four. I did a thing where you get the billboard, you get the trade show, you get the magazine ad. And I did the trade show and we got no leads. And I go, what kind of trade show did you do? And he says, well, I went to the whatever trade show. And Sean, what I find is that there’s the emotional excitement about being on the billboard, being on the magazine cover, be, you know, and he got called from one of these kind of scam. I call it a scam, mockery or jackassery. They call you and they go, hey, is this Sean? Yeah, this is Sean. Sean. Yeah. I noticed that you have an incredible health care company and we want to honor you by giving you the yada yada of the region award it’s the yada yada it’s a regional prestigious award we’d like to meet with you because we meet with you yeah so now I meet here now Sean again I’m not we’re on the phone but I still like the phone voice here so now Sean so because we’re so honored you know we’re inviting you to a plated dinner to honor your just your honor your honor this greatness humbleness. And it’s going to be $1,000 a plate for you and your wife. And did you want four seats or eight? Because most people do eight. Oh, I guess just four. Four would be good. That does include a glossy magazine feature in, we’ll just call it like Missouri local top doctor Jack Assery. It’s a great magazine. And you’re also on the, you’ll be on a billboard. We’ve teamed up with the billboard. It rotates through your, hey, don’t get too excited. And just because we’re honored. We’re not, you know, again, we’re just honored. Now, do you want to do the four, four tickets? Yeah, absolutely. Now the way it works is it’s going to be a four payments of 4,000 for a total of 16,000. And that’s, no, I’m serious. And now they’re in the trade shows and he’s going to the trade show and there ain’t nobody there. There is nobody there. To be technical, nobody was at this trade show. I mean, everybody was not at the trade show. He’s got photos of him and his wife and his team in an empty booth and he’s got a magazine and no leads are coming and he was so excited to tell me. I’m sure you’ve never encountered this sort of thing, Virginia. Have you, you know, Jenny, have you ever seen a situation where that sort of shamockery advertising has been entered into your world in some capacity? I’ve been there. I’ve been exactly what you’re talking about. And I’ve set up everything and paid employees, and I felt like I was nothing more than a free pin show. The only people that were there were people looking for free pins. Oh, I know, and it feels terrible. And then you kind of have to sell it to yourself all day. Guys, we’re getting our name out there. Sean, can you pass the megaphone back there? Right behind you. Yeah, because I tell people, if you want to get your name out there, what you do is you just run outside and say, all right, come visit New Ponset Health Care. And people go, why are you yelling at me? I’m trying to shop for my groceries. New Ponset Health Care. Get my name out there. Is this effective? Of course it’s effective. I’m getting my name out there. And that leads to buying Frisbees, branded Frisbees, Goozies, you know what I’m saying, branded pens. Yes. All of a sudden you buy these things. Sean, you know what I’m talking about. Oh yeah. Okay. So now we have to do, and I’m going to show you, this is kind of the back end of one of my companies called Elephant in the Room. And you do a search for eitrlounge.com and then you go to forward slash staff. I’m not going to give you the password, folks, but you log in. And these are all the systems needed to run the haircut chain. Now one thing I thought was very interesting is Truth Social, President Trump’s social media platform, the other day they were disclosing, Newsweek was disclosing the revenue of it. And I just want people to know this because I think, and just full disclosure, I’m a very conservative person, but I just want people to see this. This is just something to look at. Truth Social, they declared in their filing that they did $3.3 million of revenue and had $49 million of losses, which by the way, that’s very normal for a tech startup company. And their users are going up and they’re having an app. There’s like a reaction in the marketplace. People are actually putting more money in. They’re investing. The stock price is going up. But I don’t know anybody that I’ve met in my life, I’ve never met a client that can afford to bring in 3.3 million and lose 49 million, you know? So like for my haircut chain, we have five locations. We bring in more than 3.3 million and this just in, we don’t spend 49 million, you know? So we have to, we call it a lean startup. You got to keep that thing lean. And so when you go to eitrallounge.com forward slash staff, every document needed to manage the business is here. So the opening checklist for the manager, you click here. Boom. This is what the manager has to do to start the day. Everything is documented. And that’s kind of where we’re at right now with Jenny and Mike’s business. We’re in the process of building all those checklists. Yeah. Sean, what kind of checklist have you built so far? Oh, man. We have a whole page. Their staff page is pretty built out. We’re really getting there. I think more right now, it’s getting, correct me if I’m wrong, we need some managers in there so we can free you guys up from the business. And so we have a lot of the worker level systems, we’re just now working on more of how do we get those manager level systems and find those high quality managers. Now let me give Jenny a little mentor moment here, this will be helpful for you. I’m going to hop on a flight in about two and a half hours, three hours to go to Denver, all right? And I got to go to Denver to meet with the founder of Oxifresh.com. This is a brand we’ve worked with and helped them to grow to 550 locations. Now, 550 locations. OK, and if you type in carpet cleaning floats, we’re the world’s highest rated and most reviewed company in the world, in the world. OK, 274000 reviews. We’ve been holding this idea in our mind for 15 consecutive years. I’ve been working on this, Sean, before I met you, we just were grinding, okay? Yeah. And the biggest challenge that the locations have is managers, finding a good manager. And I tell people this, and it never goes over well, but hopefully eventually it will. I’ll keep refining it, refining the idea. The kind of person that enjoys conflict but also likes people is a good manager. Let me try that again. The kind of person that enjoys conflict, but also likes people, is a good manager. And I have found it’s not so much trainable as it’s findable. So as an example, we’re getting ready to head out to Denver. Sean, you know my personality type. You know that I have to pack all this stuff to get ready to go. You saw my suitcase out there. Yep. How many times do you think I’ve followed up with the people involved in the trip so far before leaving? Oh man, it’s probably on your to-do list and you’ve checked it off at least five times today I would think. And what kind of things do you think I might have put on my checklist to travel to Denver? First off, just making sure that the timing is working, making sure that you have all the stuff that you need, making sure that you have double of the stuff that you need in case something gets broken, making sure that the people who are there know you’re coming and when you’re going to be there and what to expect from you. Do you think I’m checking a bag? Oh yeah, you’re probably not checking a bag. There it is! You’re going to get lost. Right! No. And am I, do you think I’m catching a flight a lot earlier than I need to be there? Way earlier. Yeah, if I’m having a meeting tomorrow, which I am, I’m leaving today at 1230. So this is, that’s the sort of paranoia that makes management possible. So I have literally called, I said, all right, I’m getting on the 1230 flight, we’re meeting tomorrow, I should be in by like four o’clock Denver time, our meeting’s tomorrow. If that flight gets delayed and the next one gets delayed and the next one I’ll still be there. I’ve got backup phone chargers. I have a rule, everybody going with me. You cannot check a bag. I want to check a bag. Can’t check a bag, why? Because it could get lost. This is real. I’m not, I am completely paranoid. And that is the paranoia is what makes the businesses run. Yeah. And I asked my staff every day, guys, elephant in the room, did you guys get a review? And they say, yeah, we got a review. You asked me 10 minutes ago. Okay, I’ll talk to you in four minutes. You heard me say that, I’ll say, I’ll talk to you in five minutes. And I’ll do it, and it’s a follow up of, because I have to make sure that the checklists are being followed, the reviews are being followed. We’re a licensed business, people don’t know that. Haircare, you’re licensed by the state, so we have certain cleanliness standards. We could have random people from the state show up. So we got checklists and I follow up and it doesn’t bother me to follow up with the same adult who’s in their 40s six times within a 50 minute span of time. It doesn’t bother me. But most people that bothers them. And so have you found that Jenny that a lot of people don’t like to follow up? Have you found that or is that just something unique to me? I found that they don’t like to follow up. No, people don’t like to follow up. It’s a almost like an awkward communication thing that people try to avoid. Yeah. And it’s not necessarily that you’re being mean or any type of way, but that’s I feel like that’s probably the way that we feel when we continuously follow up, like we’re having to step on people’s toes, but really we’re not. We’re just getting my mentorship moment for you is it’s probably the same. So, and I’m just saying, and then, and if, Mike, did you ever play football or a sport of some kind? Yeah, I used to play soccer. Okay, soccer. So, like, when you, what position did you play? Goalkeeper. Goalkeeper? Okay. So, is a goal, this is a great example. I didn’t know you were a goalkeeper, but when you’re a goalkeeper and someone’s kicking that ball at you fast, I mean, just the ball’s coming in there. I mean, people can really kick a soccer ball fast. There are certain people that want to be a goalkeeper, but they kind of avoid the ball. They try to hide from it. They flinch. You know what I’m talking about? But you actually would lunge into it. Am I correct? Right. I mean, you’re aggressive, right? I mean, you’re like, you had, for some reason, you enjoyed it. Yeah. Right? I’m getting a hundred miles an hour fastball. Have you ever seen somebody who tried to be a goalie? I’m not looking for a name here, but somebody who would kind of hide from the ball. Yeah. This is the same thing for management. Like as a manager, you have to want, like you have to sort of seek out conflict, but like people. So I’ll say things like, okay, it’s eight o’clock. I need to make sure you put out the flags in front of the elephant in the room store today, Mr. Manager, put out the flags that draw the attention by the road, put out the flags. And I’m gonna call you in 10 minutes to follow up. Call him in 10 minutes. Are the flags up? Can you send me a picture? They’re like, do you not trust me? Absolutely not, I trust nobody. Go ahead and send him. And then I’ll call him back 30 minutes later. Hey, did you get Google reviews? Yeah, we got one Google review. You know, the quote is 10. Yeah, I’ll call you back in two minutes. You know, call him back. Hey, did you get a review? It’s been two minutes. I know. I’ll tell you what, I’ll call you back in an hour. And my whole day is just following up. And then over time, the culture happens where people go, he’s going to follow up. And now the people that like the follow up like to work there and it’s become a great thing. And that’s where we’re kind of at right now, I think, is we’re getting into the follow-up phase. Do you have call recording in place there, Mike? Do you have the call recording for quality assurance installed yet? Yes, we do. And are you learning some things? Yes, it is very hard to train people on recording. It’s serious. Yeah, okay, that’s something we got to do. Now we’re just going through the workflow. And then the wowing the customers. What Sean is saying is that your patients are consistently wowed. Now, I don’t know if that’s because Sean is your hype man or if that’s a real thing, but it seems like people are actually wowing, they’re being wowed right now. People, when they come in, if you look at the workflow, they buy something, right here, we have to wow them. You’ve got to create that wow moment. And again, if you want to download this diagram, folks, just go to thrivetimeshow.com forward slash millionaire, thrivetimeshow.com forward slash millionaire. You can download it from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich. You’ve got to create that wow moment. I mean, amidst the checklists and the tracking, at some point here, you’ve got to create a moment that wows people where they go, wow. So I’m trying to get everybody’s creative juices flowing here. So if you have a restaurant, I work with a restaurant in Florida right now, a great restaurant. They say, welcome in. Is it your first time? They say, yeah, it’s my first time. Oh, well, hey, you get free appetizers on us today and one free adult beverage. Welcome in.” And that every time it’s that, wow. And then when you come back later and ask for a review or, hey, what entree do you want? Guess what? People become generous with how they buy. Another example, I work with an auto auction. The auto auction says your first time that you buy from the auto auction, you only have to pay a dollar more than the actual cost of the vehicle, just to wow people, to get that going. I happen to work with a carpet cleaning business, carpet cleaning business, and what they do is they say, hey, the first time we clean your carpet, we’ll be any competitor’s price and it will be at least half off of our normal price. And they go, okay, great. You got to have that wow moment. What are you guys doing, Jenny, to wow your customers there? Well, there are things that we do. We will oftentimes like give samples of certain things because we know they work. We have a lot of supplement sales that we do. Again, the dollar consult is a wow moment because we will spend 10 to 15 minutes explaining how we’re different. I feel like they’re wowed because of that. Also, our services are so much different. We spend time in the room with our patients. We listen to them. They’re not just a number. A lot of times, people have never experienced that. So there’s a lot of wow moments, I think for all of our patients. I understand that 59% of your customers are now from word of mouth. Is that accurate? Yeah. That’s huge. Yeah, well, and with the customer acquisitions cost too, I’ve heard you say this before, Clay, that if you’re advertising and you’re doing a good job wowing at the same time, they compound each other and you’ll end up having two to three word of mouth referrals from those patients that are wowed for every one lead you have from advertising. We measured and tracked that they had this last year. For every dollar they spent on advertising, they were able to bring back in $4.61. So that’s a 461% return on their marketing investment. It’s incredible stuff. And the great news is as we build these systems, if you guys ever wanted to franchise or license or open up multiple locations, if done properly, you should be able to scale it. It should be very repeatable, very duplicatable. Other things you guys have done, you’ve implemented a database to keep track of your customers, you’re gathering objective video reviews. You guys are really checking all the boxes. I’d like for you, if you can, Jenny here, to give a word of encouragement for any of our listeners out there that are a little bit on the fence right now and they’re going, you know, I have thought about scheduling a free consultation, but I don’t know. I hear it’s $1,700 a month. Can you maybe explain your thoughts, what you’d say to anybody who’s a friend of yours or family that asks you about the value about the business consulting? Oh, well, I would say that the $1,700 a month is an excuse not to have someone to mentor you. It’s kind of like being in a gym when you need a trainer. We’re not always perfect and business owning is not easy and you need a mentor. I’ve never missed the $1,700 a month, even when I was only six months in when we started with you guys. I’ve never even considered it a loss. It was scary at first to make that, but that wasn’t an excuse. I knew I needed someone to guide me through this. You guys have guided us through this through the entire thing, through employees, through income, through spending, through all of it. And we come through so many problems. There are a lot of problems that are established when you have a business. I mean, you become very overwhelmed very fast and you need somebody that you can call who’s successful who’s been there that says, you’re not crazy. This happens to all of us. Here’s what you do about it. It’s been the best decision that we’ve made. Final question I have here for you, as far as having a turn, like a one-stop shop. Years ago, I hired a business consultant who was great. And he would say things like, and I’m not ripping him. I’m just telling you what would happen. He would say, Clay, you got to work on your business and not in it. I’m going, that’s true. He goes, you got to delegate to elevate. That’s true. Clay, your website is not optimized. And I’m going, this is great. Fresh perspective. I go, Bruce, could you help me optimize? No, I don’t optimize. Could you help me work on it? No. Could you help me make a checklist? No. Do you make do you help me with the print pieces that I need to make? No. Can you make a video? No. Do you help me with my online ads? No. Clay, and he would used to, he was kind of an Eastern, he’s an Eastern, Northeastern American guy, and he used to say, Clay baby, let me tell you what, I don’t, I don’t, I don’t make print pieces. What am I, a print piece guy? I’m not a web guy. We know what I am. I’m a work on the business guy. You got to find a good web guy. So every meeting we would have would result in me having to find another vendor to pay another $8,000 to build the website, $4,000 to make the video, $5,000 to do it. So every time you give a recommendation, it would lead to another cost. Can you maybe explain the value of having a flat monthly fee? Yeah, I don’t have to ever worry about it. I know if I need the website updated, it’s a text away. I know if I’m having trouble with an employee, it’s a text away. I know if I have need financial advice, it’s a text away. And again, we meet every single week and all our questions are answered and we’re held accountable to what we need to be held accountable for. So it really works for us. Jenny and Mike, thank you guys for your time so much. I really do value your time. I appreciate you guys being here today. And on part two of today’s show, we’re going to tee up another success story because we want people to know it is possible despite the financial jackassery plaguing our nation right now, it is possible to become successful and you guys are a living example of it. Thank you guys for bringing your baby on the show. We’ll talk to you soon. All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million in expenses, it’s kind of pointless. Holy crap! Alright, so the question I would have here for you, if you could take, like, I don’t know, 10 minutes or less, and see if you could save $3,000 a year by reducing your credit card fees, would you do it yes absolutely oh why would somebody out there who’s listening right now who has a sane mind why would they not go to thrive time should I come forward slash credit dash card thrive time should I come forward slash credit dash card to schedule a 10-minute consultation to see if they can reduce their credit card fees by at least 3,000 bucks a year why would they not do it yeah why would they not do it? Maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. No, that’s that’s clear. Okay, so that that can be a that can be true. So I encourage everybody check out thrive timeshow.com forward slash credit dash card thrive timeshow.com forward slash credit dash card. What would be another reason why someone would not be willing to take 10 minutes to compare rates to see if they could save $3,000 or more on credit card fees. Maybe they think it is a waste of time and then it won’t it’s not possible There’s somebody out there that’s making more than three thousand dollars every ten minutes and they’re like nah, that’s not worth my time It’s probably some someone out there today and you’re making less than three thousand dollars per ten minutes, I would highly recommend that you go to thrivetimeshow.com forward slash credit dash hard because you can compare rates, you can save money, and you know the big goal in my opinion of building a business is to create time freedom and financial freedom, and in order to do that you have to maximize your profits. Holy crap. Now, one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It’s a profit deal. It takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to rates to see if they could save a total of three thousand dollars a year on average I am at a loss I cannot think of anything else. Shampoo is better I go on first and clean the hair. Conditioner is better I leave the hair silky and smooth. Oh really fool, really. Stop looking at me, swan! Let me tell you a good story here real quick. I actually years ago compared rates with this company here called IPS. It’s Integrated Payment Services and I scheduled a consultation. I don’t know if I was skeptical. I just thought whatever. I’ll take 10 minutes. I’ll compare rates. I can’t tell. You can tell me I’m a doctor. No, I mean I’m just not sure. Why can’t you take a guess? Well, not for another two hours You can’t take a guess for another two hours and in my case in my in my case my particular case I save over $20,000 a year. Holy Crap Wow, which is uh, you know like Groceries when my wife goes to the organic stores Find everything you need today? Yeah. Great. Okay. Oh, God. No. Everything okay, ma’am? It’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay, I’m a trained professional, ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t going to be easy, so I need you to be brave, all right? What’s your name? Patricia. Patricia, all right. I need you to take a deep breath. We’re about to do the cheese You know, that’s the difference between eating organic and not organic. So because my wife eats organic I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies one question What’s the brand name the clock the brand name of the clock Rod? We have a name of the clock It’s an elegant from Ridgeway. It’s from Ridgeway Let Let’s buy the clock and sell the fireplace. I encourage everybody out there, go to thrivetimeshow.com forward slash credit dash card. You schedule a free consultation, request information. A member of our team will call you. They’ll schedule a free consultation. It should take you 10 minutes or less, and they’re going to compare rates and see if they can’t save you more than $3,000 a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, the goal of a business is to create time, freedom, and financial freedom, and in order to do that, you need to create additional profits. Let’s go, let’s go. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah. So, what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay? I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 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, you know, 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, more new customers last year than we did the first five months. Or I’m sorry, we booked more deals last week than we did the first five months of last year, from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible. But the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like I said, the diligence and consistency and doing those in that system has really, really been a big blessing in our lives and also, you know, it’s really shown that we’ve gotten the success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. And we didn’t know… 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. You know, 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. If you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. We just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40% to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proven turnkey marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with 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 Crockwell, 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. They run 160 companies every single week. Think of this guy with a team of business coaches running 160 companies. In the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, like Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like 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 of you. And Clay has been an amazing business coach. Through the course of that, we became friends. My most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. 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, you know, navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house. Right, this is where we used to live. Here’s the house. 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 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 it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you thankful for thrive and your mentorship And we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us Just thank you. Thank you. Thank you times a thousand The thrive time show 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. 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 gonna leave energized, motivated, but you’re also gonna leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this, and because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses? Or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t loan. We built this facility for you and we’re excited to see it. If you go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their call. up and down from about $10,000 a month up to about $40,000, but it’s an up and down roller coaster. So now, we’ve got it to where we’re in excess of 100 clients. That’s awesome. 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, let’s 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. It’s 100% growth every year I’ve worked. Now, so, I’m looking, we’ve been good friends 7, 8 years and I’ve got doubled 5 times. Which is just incredible. I mean, the first time you do it, that’s one thing, but when you do it repeatedly, I mean, that’s unbelievable. We’re working our blessed assurance off this year to double. We’re incorporating new some some 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. That’s really what it’s all about. With a script here, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. She’s been nailing down five and eight appointments a day. Somebody out there is having a hard time. On their script! So she’s making how many calls a day? She’s making between two and three hundred calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, 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 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. When 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 even further down the road, maybe 2013? 2012. Okay, so 2012, and at that time I had 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 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 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. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media, he’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages, he can kind of be that life coach and business coach in terms of being that 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, 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 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 adjusting parts about you Be open to learning and adjusting parts about you that need to be adjusted.