Business Podcast | “They Are So Effective. If You Don’t Use Clay & His Team You Are Probably Going to Be Pulling Your Hair Out Or You Are Going to Be Spend Half of Your Time Trying to Figure Out the Online Marketing Game.” – TipTopK9

Audio Transcription

Hi, I’m Ryan Wimpey. And I’m Rachel Wimpey, and the name of our business is Kip-Town Training. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team, because they do it all for us. So that we can focus on our passion and us training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment. Very proud. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for e-mails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done, we’ll ask for things like different flyers, and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out, or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So, and no one has a marketing team, too. Most people don’t. They can’t afford one, and their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean really ride them to get stuff done, and stuff is done so fast here. There’s a real sense of urgency to get it done. Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former US Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zunich. Two men, eight kids, co-created by two different women, 13 multimillion dollar businesses. We started from the bottom and we’ll show you how to get here Started from the bottom, now we here We started from the bottom, now we here We took lives, started from the bottom, and now we’re at the top Teaching you the systems to get what we got Colton Dixon’s on the hooks, I break down the books Z’s bringing some wisdom and the good looks As a father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the CNC up on your radio And now, 3, 2, 1, here we go! We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. What if you could decide today to become an automatic millionaire, simply by changing just a few daily habits. And the good news is you only have to make the decision one time and then you could be a hundred percent certain for sure that you would in fact retire as an automatic millionaire. Well on today’s show the nine-time New York Times best-selling author Mr. David Bach joins us to teach you his secrets for becoming an automatic millionaire. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men. Eight kids, co-created by two different women. Thirteen multi-million dollar businesses. Ladies and gentlemen, welcome to the Thriving Time Show. One, two, one, here we go! We started from the bottom, now we’re here. Started from the bottom and we’ll show you how to get here. Started from the bottom, now we’re here. Started from the bottom, now we’re here. Started from the bottom, now we’re here. Started from the bottom and we’ll show you how to get here. Yes, yes, yes, and yes! Thrive Nation, ladies and gentlemen, on today’s show we are interviewing a nine-time New York Times best-selling author who is best known for his Finish Rich book and the Automatic Millionaire series of financial books. He’s just recently released his 20th anniversary edition of his mega-seller, Smart Women Finish Rich. David holds an undergraduate degree from the University of Southern California, and throughout his career, he has appeared on the Today Show, CNBC, Fox Business, Live with Regis and Kelly, The View, Larry King, The Oprah Winfrey Show, and anywhere on the planet that TVs are sold. Ladies and gentlemen, David has impacted my life in a profound way with this thing he calls the latte effect. Let’s welcome on, without any further ado, Mr. David Bach. Welcome on, sir. Wow, I love it. Well, it’s great to be on the show with you. Thank you for, I don’t know, just a totally awesome introduction. I love your energy. David, years ago, my wife and I, we were getting this book called The Automatic Millionaire because I don’t do road trips unless I have an audio book. And then if I listen to the audio book and I like it, I buy the physical book. So I picked up the book called The Automatic Millionaire. And at the time, I had a company called DJ Connection, which I later sold, but before I sold it we were doing 4,000 weddings or corporate events a year. And it still exists today. Wow. DJConnection.com. And you said, you challenged me. You said, you Mr. Clay Clark, you Mr. Listener, you Mr. Whoever You Are, you have to save at least one hour per day of income regardless of how much money you’re making. And at the time I was making a copious amount of money. Can you talk to us about the importance of beginning to save one hour per day of income regardless of how much money we’re making? Yeah, I mean I would love to because honestly this is what should be taught to you before you get out of like the eighth grade. So let me start by saying this, the average person in America is gonna work 90,000 hours. That’s a lot of hours, right? And if you’re both working, which many families both work, you could have a family that the two of you combined will work over 200,000 hours during your lifetime. So if you just take that math and you go, well, geez, I guess if people are working so hard, then they must all end up with a lot of money, right? Because you trade your time for money when you go to work. So are they? And that’s really the core issue. They’re not. So one out of two Americans right now, according to the Federal Reserve, can’t get their hands on $400 in case of emergency purposes. $400, right? So the follow-up book to The Automatic Millionaire was actually a book called Start Late, Finish Rich. When I wrote Start Late, Finish Rich, the thing that blew my mind away was that the statistics said that 60% to 70% of Americans live paycheck to paycheck. So what I started saying to people was, look, here’s the deal. The entire secret to building wealth is that you have to fight for your paycheck and you have to keep the first hour of the day of your income. And what that means is super simple. You go to work at 9 o’clock and you work until 5. On a typical day, you need to keep whatever you earn the first hour. So from 9 to 10, let’s say you make $20 an hour or $50 an hour or $100 an hour, whatever that first hour of income is, it’s got to go straight to you. And the only legal way to have it go straight to you where it doesn’t go to taxes or social security or state tax. I live in New York City, right? I’ve got federal tax. I’ve got state tax. I’ve got city tax. I’ve got social security tax. When I earn a dollar, over 40 cents on the dollar is gone before I can ever see it, right? The only way I can not pay those taxes, and the key word here is legally, is if I take money that first hour day of my income and I put it in a deductible retirement account. So for someone who’s listening that’s got a job, it’s gonna be like a 401k plan. Or if you’re a teacher, it’s gonna be a 403b plan or if you’re a government worker it might be a TSA plan or if you’re self-employed like you probably you know you were self-employed right when you had this DJ connections. It’s a self-employed retirement account it’s like a SEP IRA account and you know many entrepreneurs don’t even fund these accounts because they don’t even know about them. The whole concept of pay yourself first, one hour a day of your income, is that if you do that, you’re saving 12 and a half percent of your gross income. And that’s a really good starting number. Now I gotta be honest, I’m starting to try to get Americans to save more than that. You know, 15 to 20% of your gross income is even better, and I taught that in the Automatic Millionaire. Like if you wanna get rich faster, it’s 15 to 20%. But getting people to focus on one hour a day of your income, I really do think it’s been a game changer. Like when I wrote, when I put out The Automatic Millionaire, we launched the book on the Oprah Winfrey Show, and this is back in 2004, and this idea of getting people to think about it in terms of why would you go to work and not keep the first hour a day of your income, I think it was like a light bulb moment for people. Like obviously it reached you, right? Like you remembered it and it got other people to kind of go home and think about that and talk about it with their wife and talk about it with their family and make that a goal. You know what? And it’s a great goal. One thing that, and I mean this in a positive way, so if you don’t like this compliment, if you feel like this is a backhanded compliment, you can feel free to hang up and I’ll know, I’ll pick up on that subtle cue. But you are not Yoda, you know, you’re more of a Broda. I mean, you are like, the way you write, the way you write is like, I feel like it’s my brother from another mother writing on a third grade level that I can understand. You don’t talk in financial jargon. Your books are very easy to read, easy to understand. They’re real page turners. I mean, they’re very easy to read. And in one of your books you wrote, you said, the number one financial mistake is not to have your finances on automatic. And I wrote that down in my man journal. Man journal, I wrote it down. And I wrote it down, I go, automatic. I mean, everything about my company, DJ Connection, was automatic. Every DJ had a checklist for their shows. After the wedding, we sent the bride a survey. Based on their survey, we determined how much the DJ got paid. And so if a DJ got a bad review, he made very little money. If he got a great review, he made a lot of money. And everything in my life’s automatic. Checklist, systems, processes. Why aren’t my finances automatic? Can you explain to our listeners what it means to have, help us, help us get our finances on automatic? Yeah, well, I mean, here’s why it needs to be automatic. I mean, I learned this by being a financial advisor, working with people in the real world. What I saw is that when someone says, you know, I’m disciplined, David, I’m going to write a check, I’ll bring you the money every month to save, nobody did it. They might do it for two months, the record was six. So what I saw firsthand was the only way people will really save money for whatever it is, retirement, buying a home, college savings, wanting to start a new business, the only way people are successful at investing and saving is when they save automatically and when they have the money moved automatically. So the automatic millionaire was really about simple idea and nothing’s changed because it’s timeless principles. First of all, don’t try to have a budget because budgets suck. Like people have been told for decades and generations you need a budget. If budgets worked then everybody would be wealthy. I mean, they don’t, but you go on a budget, they’re totally frustrated, set up, couples fight over their budgets all the time. What works is saving money automatically. So I taught in the automatic millionaire, throw the budget out. I learned with my clients, forget the budget. Let’s just make sure you’re taking 10% off the top or 20% off the top. Let’s move this money automatically. Every time money comes in, let’s move it automatically into the places it needs to go. And that’s kind of the next part of automation, is where does the money need to go? And when you get into real financial planning, if you were to simplify it, which is what I live to do, is to make it simple, because the problem with money is people make it too complicated. If you were to simplify money, there’s like a handful of things that you need to make automatic. You need your bills made automatic. You need your emergency account made automatic. You need your retirement account made automatic, and then you need a dream account made automatic. Oh, yes. David, I want to put this all in the show notes. Will you just, I want to, in my passive aggressive attempt to book you on the show again, I mean, you are so good. You’re preaching this, automatic, automatic, automatic. Somebody out there is going, I want to make it automatic. What do I do? What do I do, David? And here’s the thing that’s incredible, is like, this used to be so hard, this didn’t used to be easy to do, right? Like 20 years ago, I got in this business in 1993, I had to think about this for a second. So, you know, back in the day, if you had come into my office and I was at Morgan Stanley and I wanted to just automate a savings account for you, I’d have to have you fill out like six pieces of paperwork. It was a huge process, right? Today, when somebody wants to do anything automated, now with technology, you can literally open up your iPhone, go click, click, click, and most financial service companies today are at a point where you can have your financial life in some cases automated in less than 10 minutes. You can open up a savings account in less than 10 minutes online. You can have an automated retirement account with a diversified portfolio in less than 10 minutes. Things have been made really simple. And by the way, that simplicity is also making it so that now more and more people are saving money automatically. There are now a lot of people who are building real wealth because of automated savings. And by the way, back in 1993, a lot of our listeners probably couldn’t focus on their finances because they were listening to Wump, There It Is. And now people have the ability to focus. That song was hot back in 1993. Just a little DJ fun factoid for you. Now I want to ask you this because I know there’s somebody out there who’s a big fan of Marie Forleo. And I saw you on an interview with her where you were quoted as having written in the past. We need to start with our values because your values can determine how hard you’re willing to work to achieve your financial goals? How much money you currently spend and how much money you will actually need for retirement? Could you talk to us about the importance of knowing our financial values? Yeah, absolutely. I mean, first of all, I love Marie Forleo and I love that you watch that video. It’s a great video and people can go and find that, David Bach, Marie Forleo. I’ll put a link to it on the show notes. Yeah, because that was a great interview and I love her and she’s here in New York City also and we’ve become good friends. I’ve known Marie for over 10 years and I think what I’ve always talked about since the beginning of my career is that all financial planning is personal but it should be based off your values. If you can look at what’s really most important to you, why do you want money? Instead of just saying like, oh, I want a million dollars. Why do you, what is it that you want? Why do you want money? Well, I want to be financially free. Well, what does that mean to you? You know, I’d like to go start a new business or I’d like to take my family to Hawaii or I, you know, I want to make sure that my, I have security. I want to be able to give back to my community. If you can drill down deeper into what your values are. And I teach in some of my first books, like Smart Women Finish Rich, which we just put out as a 20-year anniversary edition. That was my first book. Smart Women Finish Rich starts by having you look at what your values are. Once you’re clear on your values, you make your financial goals based off of those, and then you do all your financial planning around those. I have a quick confession real quick, because this might get weird. Chuck, this might get weird for the listeners out there. Sometimes it does. I mean, that’s what happens. I’m sorry, Dave. I know we’re just meeting each other. I feel like I’ve known you forever, because I’ve listened to every interview you’ve ever done. We go way back. Here’s the deal. I actually read Smart Women Finish Rich in preparation for today’s show. You did? Wow. We had the 20th anniversary and it was like, it wasn’t super woo woo. I mean, you didn’t tell me, Clay, make sure you get estrogen injections. I mean, it wasn’t super weird. But the thing is, there’s so many women, in my case, in my family, my wife and I, we have five kids and we work together on everything. We work together on every business. And I’m offense, my wife’s defense, and the service we offer, or the product we offer for any company is the special teams. I’m the offense, I do the marketing, the advertising, that kind of the sales. And my wife does the accounting, the financial planning. And when I picked up the book, that’s what my wife does. Vanessa does the financial planning for our family. And I think there’s a lot of women out there who have their head down and they assume that their husband is doing the financial planning. They assume that they’re doing something. They go through a divorce, they go through a medical issue, their husband passes away, something terrible happens, and then they discover that their husband has not been actually saving money. Can you talk to the ladies out there, all the single ladies, all the married ladies, all the sophisticated mamas out there who are finding themselves totally unaware of what’s going on financially and why they should pick up Smart Women Finish Rich? Yeah, well, I mean, absolutely. So Smart Women Finish Rich was the first book that I wrote. And I’m glad that you read it because, you know, I give that book to a lot of my guy friends back when I wrote it and it’s very helpful. I think the thing for women to know is this, if you’re in a marriage right now and you have a good marriage, that’s great, but what you need to know is you’re gonna outlive your husband. Oh, come on, so negative. So, but now I’m gonna like cut to the chase here because there’s really three core issues that women face. In most cases, women outlive their husbands. 80% of women die widowed and 80% of men die married. So the average age of widowhood when I wrote the book originally was 56. Today it’s gone up, it’s 59. That’s still really young. And for the family, and people go, how is that possible? Because women tend to marry men that are older, men pass away first. So the first thing you need to know is I always tell ladies I don’t care if you marry the local bank president, at some point there’s a very good chance you’ll be the one in charge of the money. The time to be in charge of not just paying the bills but knowing where all the money is is today. So knowing where’s the will, where’s the life insurance, do we have life insurance, where are the retirement accounts, are we putting enough away in our retirement accounts? Are the beneficiaries up to date? Where’s the college savings plan? All these things, there’s like 17 things that I list in the book, that there’s like a little, what I call a finisher’s quiz. And you go through all these questions to take a look at, like, what do you know or what don’t you know since you can get on track with it? But the thing we need to know is you’re gonna be in charge of the money at some points and it’s the best time to be in charge of money now. Second thing to know is you’re going to live longer in retirement than most men do. Women are often retired 5, 10, 15, 20, in some cases 30 years longer than their husbands, so you need more money set aside for retirement. And the third thing you need to know is that a lot of women are earning less than men, which women know this, but the reasons why haven’t changed a lot over 20 years. One is, first of all, they’re not paid in many cases, but then they take time off from work to be full-time moms, which is a full-time job. And on average, women take somewhere between 7 to 11 years off from work at prime earning years. So when they have children, and I don’t know, it doesn’t sound like your wife did this, but when a lot of women have children, that becomes their full-time job. And therefore, they’re walking away from work or they’re having to leave work because of their situation in their prime earning years, which impacts their income and impacts how much money they have in savings. And it’s not just in savings, it’s in social security and it’s in pension plans. And women have less money in social security and pension plans. So what Smart Women Finish Rich was all about was empowering women to wake up to what it is you specifically need to do to fix this, what’s called a retirement gap. How do you protect yourself as a woman? And my mission, my mantra for 20 some years has been I don’t care if you’re a woman, I don’t care if you’re married, single, widowed, divorced. You have to be the one in charge of your financial life. And I learned about money from my grandmother, Rose Bach. She was a woman who started with nothing, without a college education. She became a self-made millionaire. She was broke at 30. She learned how to do this and she passed the lessons forward. She taught my father how to do it, myself, my sister. And really, when I started teaching seminars for women and money back in 1994, it was in an effort to basically pass along these lessons from my grandmother because I had seen so many women hurt through widowhood and divorce financially. And I just wanted to do something about it. And you know, the crazy thing is here, I’m here 24 years later. Smart Women Finish Rich has sold a million copies. It’s one of the most popular books for women and money that’s ever been out. And I’m psyched that you just read it because when I went to go update it, the message was timeless. I just had to update things like the tax rules and the different retirement accounts that are available and the different financial service companies, but the message is timeless and it’s timely. So I think more women today are waking up to the fact that if you want to be in charge of your life, be in charge of your money. David, just for the listeners out there who listen to our show regularly, I want to share this with you. When I was building DJ Connection, my wife and I, we got married when we were 20 years old. We’re 20 years old. We started our company. Everyone kept saying, when’s the baby due? We weren’t pregnant. We just got married early. We went to Oral Roberts University in Tulsa, Oklahoma. We started DJ Connection. We decided we want to have five kids. We want to be married for a few years. And so we ended up having, we were married about four years and then we had five kids under the age of seven. Boom, boom, boom, and then twins at one time, boom, boom. And so my wife did peace out, she did leave, she did exit the daily operations of the company, but every week she would look at our finances and she would say, baby, are you saving some money? And I would say, because I’m the spender in the family, David. I go, baby, I just want to buy a little bit of pinon wood, just a little bit of nice limestone rocks for my backyard. I just want to, and I’m the guy who always wants to buy one more accoutrement, one more piece of decor. You know what I mean? I’m the guy who likes to buy speakers, new microphones. I’m kind of an audiophile. But my wife would always rein it in and say, this is how much you can spend this week. And when she first started presenting this to me about year two of our marriage, I thought, she hates me, she hates me. I thought that because my wife would tell me, you have definitely exceeded your $1,000 per week discretionary spending budget or whatever. And so next week you can spend 200. And I’m like, oh, you’re unbelievable. Why do you hate my dreams? But I think there’s somebody out there in the family. Talk to the couples out there. Maybe the husband’s the one who’s locking down the automatic savings. Maybe it’s the wife who’s doing it. Can you talk about why the person who’s being financially prudent and who sets up the automatic millionaire process is not actually the enemy, but they’re actually the hero? Okay, so let me ask you, because this happened to you, are you glad that she did this to you? Yes, yes, but I was so pissed consistently. I thought she hated me every week, but then I was happy the next week. So let’s talk about you because you’re a living, breathing example of this. When did you turn the corner and realize, you know what, actually this was a pretty good idea. I’m glad we did this. A little confession. I know you’re not a priest, but you could be the financial coaching priest for people out there. I’ve been married 17 years, I’m 37, and I think when I turned 27, I finally said thank you, because I’m a horrible person. Well, you know, it’s interesting, right, because it’s seven years. So I think what it is, is that here’s the truth about saving and investing and doing these things really right. You don’t notice the impact, the positive impact, always right away. You might notice the pain at first, right? Like, oh, I don’t have the money, I’m not being allowed to go out. Like, I’ll lose my grandmother box. She realized at 30 she was broke, living paycheck to paycheck, and was never gonna be able to get ahead unless she changed things in her life. And so she started saving 50 cents a week. 50 cents out of her paycheck, 50 cents out of my grandfather’s paycheck. In order to do that, she had to go, she worked at Gimbel’s department store in Milwaukee, Wisconsin, and she had to brown bag her lunch. When she went to Gimbel’s with her brown bag of lunch and her girlfriends would go out to lunch, they would tease her and be like, �Oh, Rose, you’re so cheap.� She’d say, �You know what? I’ve made a decision. I’m going to start saving money because I want to retire down to the beach at some point.� They laughed at her. Well, later on in life, she wasn’t spending the winters in Milwaukee, Wisconsin, where it’s freezing. She was at the beach in Laguna Beach, California. That took like four decades, right? Right, right, right. So where I go back to for you is like seven years, right? It makes sense to me that you say, well, in seven years I started going, wow, this is pretty good. Because what happens is over time, for some people, if they’re in debt, two, three years later, all of a sudden they’re out of debt, if you’re automatically paying your debt down early and I teach you in the Automatic Millionaire book how to do that, but all of a sudden your debt is gone or all of a sudden you’re like, ìWow, I never had any emergency money set aside and now I do.î Or you turn around seven years later and this is what happens. I get people stopping me on the street and in the airports and sending me emails. Seven years later you turn around and people come up to me and they’re like, ìDavid, I have $100,000 in savings now or I have a quarter of a million dollars now, or I’ve got somebody just put on Amazon the other day that, you know, the latte factor they found they now own three homes and they were a renter. Well they didn’t go from stopping drinking coffee to owning three homes in 30 days. What happened was they read The Automatic Millionaire in 2004 and were sitting here in 2018. 2018 and so over 14 years of doing all this their whole life is completely different. So what I would say to somebody you know back to your question is that someone’s like really trying to get your financial act together right instead of fighting it go with it. Go with it because here’s the thing you’re gonna get you’re gonna be older right you’re gonna blink your eyes and 10 years are going to go by and you’re either going to be 10 years older and still broke or you could be 10 years older and in much better financial shape. One of my things in the book I say is that wealth isn’t built in days, it’s built in decades and most people who a lot of times – you’re in the podcast world, right? So often it’s all about this whole get rich quick scheme, like I got this thing for you and this opportunity. And I don’t know anybody who’s gotten rich quick. I know a whole lot of people who spent their whole life trying to get rich quick and they just, they stay broke fast. It takes longer to get rich quick, actually, if you look at the math there. It takes so much longer. And the weird thing is like, the compound interest charts that you see in these books where they show you like, hey, if you save $5 a day or $10 a day and you invested it, it could be worth hundreds of thousands of dollars or it could be worth millions. It all comes true. It all works. I knew this would happen because I have like 31 questions prepared for you. I’ve probably gone through seven of them so far. And you are like the world’s number one financial coach. If I had to give an elevator pitch, David Bach, world’s number one financial coach. And people listen to the show, they go, Clay’s not that smart. He took algebra three times and his ACT three times, but he’s kind of funny, so we listen. So I want to break down three notable quotables and then I want to tell people about the most current project you’re working on and I want to allow time for you to share with the listeners your most recent project and why they should check it out here. You have said in the past that people basically inflate in their mind how much money they actually make, and they almost universally underestimate what they actually spend. What do you mean by this? All the time. So if you’re with a buddy and your buddy’s like, yeah, I make 100 grand a year. 100 grand a year, unbelievable. Okay, and then you open up the tax returns, because this is the thing about being a financial advisor, you actually get to see the truth, right? So if someone says to you, I make 100 grand a year. Boom. And then you open it up, and you really look at the tax returns. No, they don’t. They make $85,000 a year. They rounded it up, right? Nobody says, oh, I make $83,000 a year. They go, I make $85,000 or I make $90,000. People round up what they make. They tell other people and they tell themselves, I’m actually making more. So if someone’s making $85,000, they’ll say to people they’re making $100,000. Okay, that’s number one. Number two is that then people, when you ask people, how much do you spend? Because I always would do this, how much do you think you spend a month? Very little at all. I absolutely always am very conservative. I never overspend. I’m huge. They give you their number, right? I’m spending, I think, you know, we probably, and people sort of know, right? They go, I think we’re spending, let’s say, 7,000 a month. I’m just giving you a random number, okay? And then again, I’ll go into the math, and if they said they’re spending 7,000 a month, once I go into the real numbers, they’re not. They’re usually spending 8 or 9,000 a month. It’s always more. So what happens is if it’s just off by 10%, if a person inflates in their mind what they’re making by 10% and then they spend 10% more than they think they are, there’s a 20% difference there, right? But this is why people go, I don’t understand what’s wrong with me. I’m working so hard and I’m making good money and I’m still broke. One of the things that’s often wrong for people is that they’re not telling the truth to themselves about what they really make. And here’s the other thing I’ll say there. People take their gross number, right? So I make $100,000 a year. Well no you don’t. After taxes you made $55,000. I moved to Latvia. I have expatriated my money. I no longer pay taxes. I am in some trouble with the IIS right now, but okay. You’re right. So, I mean, that’s one right there, and I think, you know, money’s funny because you made the point about algebra and geometry. By the way, I hated those classes. I always tell people, you know, the good thing about money is it’s super basic math, man. Like if you can take a number 10 and subtract one and realize it’s nine, you know all you need to know about money. Nice. That’s it. Like you make $10 and you save a buck, you’re in pretty decent shape, much better than most people. And they go, what? Like, yeah, that’s a good place to start. You make $100, you save $10. Can you figure that out? Yeah? Okay, then good. Start there. You know, I want to respect your time and I want to ask you two more questions here. The American way, the more we make, the more we spend. And if we’re not careful, the more we owe. Who said that? David Bach. You said the American way, the more we make, the more we spend. And if we’re not careful, the more we owe. I circled that. I highlighted that. I wrote that down. I thought about embroidering it on my face. That might be kind of intense, but I decided not to. But I mean, talk to me about that. The American way. Why is it so screwed up by default? We created the concept of a consumer society, right? So the American dream is to have a lot of stuff. And it’s never been easier to market to us to have more stuff, right? So you’re on your phone and now it’s an Instagram ad. Click, click, click, buy something. It’s never been easier to spend money than it is today. Literally it’s never been easier. You can just click and buy. And so everything around us, it used to be we were bombarded by tens of thousands of messages a year and now we’re bombarded by hundreds of thousands if not millions of messages a year to spend more money. I went on this tirade the other day on CNBC, it might have been Yahoo, I can’t even track them in some of the interviews lately, but it was a tirade about the insanity of buying cars every three years. And the American way, the American system, the American marketing machine has us programmed to buy new cars every three years. It has this program that if we come in any money, we should buy a new car. It has this program that if we get a tax refund, it’s time for a new car. And so Americans go out and they buy new cars and they borrow the money. And there’s just there’s no worse place to put your money than into a brand new car. And yet, there’s like $1.5 trillion now in car loans. We have more money in car loans than credit card loans and student loans. And a lot of those loans, people just keep going out. You buy a new car, you buy a $50,000 new car, and you’ve been focused on the monthly payment because that’s how they market it to you. And you drive that car off the lot and that car has gone down in value by ten, fifteen thousand dollars the moment you drive it off a lot. You borrowed money to buy an asset that immediately goes down in value. It’s not an asset, it’s a liability. So the whole key to really building wealth in America is this. You can either be somebody who spends money and you can be the consumer or you can be somebody who owns things. Owners get rich, right? So you can go to Starbucks and have a coffee and spend five bucks. Or if you’re going to not give that up, then at least own Starbucks stock, right? Because if you did, you could have made a fortune. To quote Kanye West, he had a meeting here with Mr. Donald Trump and they shared their dragon energy together. And Mr. Kanye West, he said, it’s important for us to own lands and not brands. Oh, thank you. Really, I missed that part of the interview. Yeah, you got to watch it. You got to watch it. The fifth time I just heard about the Superman hat. I was like, I didn’t know when you watched it the fifth time. If you stare at the picture long enough, you will find the notable quotable. I want to ask you this here. You said in one of your books, and again, I’ve got highlights everywhere, and I add it into a big doc that I look at. It says, the truth about business is that it’s normally very tough. It’s very rare that you will start something and succeed right away. And if you do succeed, you might not make a lot of money. Most businesses take at least two or three years to show profits. In my mind, you’re America’s number one financial coach. Why did you say that? Well, I mean, it’s the truth, right? You know a lot of entrepreneurs that make money their first couple of years in business. I know entrepreneurs who have been in business unfortunately five, six, seven, eight years and they still haven’t made any money. What they’re hoping is as their top line grows, they’re going to turn around and sell the business and that’s where their money is going to come from. In fact, the entrepreneur fantasy is I’m going to build a business and I’m going to sell it and then that’s how I’ll have money to retire. And today with all these billion dollar unicorn businesses, it seems like it’s easy, but that’s the small, small percentage. In fact, most businesses don’t do a million dollars a year in revenue. I think it’s less than 5% of businesses do more than, might have that wrong, I don’t tell the truth, but I think it’s like less than 5% of businesses do over a million dollars a year in revenue. I was in a group called Entrepreneurs Organization for like 16, 17 years. It’s one of the leading entrepreneur organizations and you had to do a million dollars in revenue to be in the organization, you had to be the founder of the company. And that was like, you know, that line in the sand that you had to do a million dollars or more weeds out most entrepreneurs. So most entrepreneurs don’t have big businesses and many entrepreneurs, you know, they’re constantly putting their money back in the business to grow and they’re not taking money out for themselves. Or what they’ve been trained to do by their accountants is run all their expenses through their business. When they do that, they get to the end of the year and then they have no profit. If they have no profit, what it really means is they actually don’t have any money. You like that sound you just made? I’ll do that from stage in front of entrepreneurs where I’ll diagram what that looks like. I’ll literally do the math. And they told you to run all these expenses through, and now you got to the end of the year, and you’re at zero, and they go, this is great, you paid no taxes. And then I go, so where’s your money? The thing is, there’s a sound effect that really typifies, explains what you just said. That’s how we feel. That’s how we feel. A lot of accountants are coaching us to be poor, but you’re coaching your clients, your listeners, your nation to be successful. And I would like for you to share with the listeners, what is the most recent project you’re working on right now? Because I’m an absolute homer for you. And not because I’m delusional, not because I’m delirious, but because I’m serious about success and you have blessed me profoundly and I have only paid you in my lifetime $80 that I know of. I purchased four of your books because I’m a bad person. I need to pay you more. Well, and you know, really, if you bought eight out of the books, it means that I’ve made about probably $250 in royalties, right? Look at him, Elias. I’m going to set up a PayPal GoFundMe account for you. We’ll see if we can support David Bach, America’s number one financial coach. Seriously, you’ve helped me so much, brother. I mean it, and I just want the listeners to know what you’re working on right now because they need to go check it out. Hey, well I’m super grateful to you. This has been really fun and I would love to do a show with you again. So this was a blast. I enjoyed it. First of all, come visit me over at my website. Go to DavidBach.com and you can join our newsletter which is free and about every two weeks I send out ideas and tidbits that can help you live and finish rich for the rest of your life. So that’s DavidBach.com. The new book is Smart Women Finish Rich, just came out about two weeks ago. It’s in stores now. It’s an updated 20-year anniversary edition. We also brought an updated edition of Smart Couples Finish Rich. That’s a brand new updated book and it’s in stores now. It’s all on my website. Automatic Millionaire has been updated. So three of my books we’ve updated in the last 18 months, all brand new, available for you. Also, I just, from an entrepreneur standpoint, I’m a co-founder of a financial service company. The name of it is AE Wealth Management and we have financial advisors all over the country. And so that’s been my entrepreneur passion project the last three years. We’re the second fastest growing RIA in America according to Investment News and we’re really growing fast and having a ton of fun doing that, helping retirees all across America. And then the last thing is I am working on finishing my next book, which I’ll come back and talk to you about, which is coming out May 7th, 2019. Yes. It is called the latte factor and it is a parable. It’s like a who moved my cheese for personal finance that for written for people who probably normally would never read a financial book. I’ve put my best wisdom, simple nuggets into a little story that you can read in like less than an hour. And hopefully that’s a book that my dream is it will translate all over the world and will spread the message of these simple ideas that pay yourself first, find your latte factor, save money automatically, but will spread it in a way that especially young people will begin to realize that you don’t need to be rich to live rich. That’s really my next big David I want to sneak in a bonus question you can hang up here Yeah, why because you are so successful you’ve been up nine times New York Times best-selling author you’ve been on Oprah You’ve been on The View and by the way you didn’t go on Oprah to confess Something I’ll be able to open The first time because you have a new book the second time to confess you’ve been on Regis and Kelly, you’ve been on Larry King, go ahead, Kala. You’ve been on the Today Show, CNBC, Fox Business. I mean, you are the who’s who. You are the financial coach for America. Why are you so passionate about helping the listener listening right now? Not the listeners, but the specific person listening right now. Why do you care so much about their financial future? You know, it’s such a good question. I’ll just be like totally open-hearted and honest with you at this very moment, because I’m at a raw point. This has been a long day. I’ve had a computer crash and I’ve had like four interviews, and then I’ve rewritten the copy, the actual copy that’s going to go on Amazon for this new book, The Latte Factor. We’ve been rewriting the copy for three weeks. Hopefully this is not your worst interview of the day. And the funny thing is, as I’m as I basically looked at this document, you know, 45 minutes ago, before I got on this interview with you, and I thought to myself, why am I still torturing myself with this work? Like, and the answer, the answer is, I don’t know what the it’s like a disease, right? Like, I just deeply still care about what I teach. I love talking to people like you before we did the interview and finding out I wrote a little book and that message somehow reached you and it helped change your life. And I still absolutely positively love that feeling that I get from knowing that I’m making an impact with my life. And for whatever reason, I think God put me here with this gift. And this is like my gift. And I keep saying to God, like, am I supposed to keep doing this? And here’s the funny thing, like the latte, I just watched this interview with Tim Ferriss, and I remember when Tim Ferriss reached out to me before he put out his first book. And I was watching this interview with Tim Ferriss, and he was talking about how does he choose the things he works on, and he said, you know, when I go to bed and I’m thinking about something and I wake up and I’m still thinking about it, a lot of times I know that’s something I have to work on. And I’ll take the Latte Factor as an example, this book I’m working on finishing right now. I’ve had that voice in me for 14 years. In 2004, I wanted to do that book after The Automatic Millionaire and for 10 years, Random House was my publisher. I would bring it up every year, I want to do this book and they go, no, no, no, do a different book, right? And so finally I said, you know what, I’m going to go write this book and then I’m going to go sell it to someone else if they don’t want to buy it. And literally like this book, I went out, first time, wrote the book, designed it exactly how I want it and it’s gonna come out with Simon & Schuster. And so, you know, 14 years there was that voice inside me that just said, you have to go do this book, you have to get this message out. And I don’t think I’m unique in that way, right? That’s the way entrepreneurs are. There’s always something, I think when you’re called to do something. Vocation, yep. It’s, you know, you’re called from a higher power. Paulo Coelho calls it your personal legend. If you haven’t read The Alchemist, everybody should go read The Alchemist. It’s the greatest book ever. I’ve heard it on the show, and it’s The Alchemist. Yeah, The Alchemist, Paulo Coelho. I went out and met with Paulo Coelho in Geneva because he’s like my idol in terms of authors. He’s sold like 150 million books, and his stories have translated all over the world. And we were out having dinner and then we were out having a lot of drinks and I think it was around two in the morning and Paulo turned to me and said, what is the book that you have in written that you need to write? And I start telling him about the Latte Factor. I go, Paulo, I want to write this book that will translate all over the world and spread this message to more people. And he looks at me and he goes, well then David, you must write that book. So that was 2012. So, you know, it’s gonna come out, it’s gonna come out in May 7th, 2019. I have a Bible verse I wanna give you that you probably don’t want from me because I’m certainly not a biblical prophet. But Colossians 3, 23, 24, to me explains the career of David Bach. Whatever you do, work at it with all your heart as working for the Lord, not for human masters. Since you know that you will receive an inheritance from the Lord as a reward. It is the Lord Christ you are serving. David, thank you for serving. Thank you for helping. I appreciate you so much. And we like to end the show with a boom, which stands for big, overwhelming, optimistic momentum. And so we like to count it down. Chumper, are you ready to count it down? Let’s do it. David, are you ready to bring the boom here? Yeah, boom, man. I love it. Here we go. Here we go. Three, two, one, boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! and leaving us an objective review. Claim your tickets by emailing us proof that you did it and your contact information to info at thrivetimeshow.com. ♪♪ I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. All right, Thrive Nation, on today’s show, we’re going to be breaking down what Robert Kiyosaki has recently been talking about. Robert Kiyosaki, the bestselling author, the New York Times bestselling author and real estate investment guru, has recently been talking more and more about acta non verba. You say, what’s acta non verba? Well, one, it’s Latin, so don’t get too concerned there. But it’s acta, again, it’s acta non verba. What it means is is action you need to watch people do and not what they say That’s that’s the idea watch what somebody does and not what they said. I am Ryan Wimpy Our business is a dog training business we help people with behavioral issues and teach their dog how to listen When I was learning to become a dog trainer We didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment. Spirit thrive. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers, and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out, or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency, and it actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So, no one has a marketing team, too. Most people don’t, and they can’t afford one, and their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean really ride them to get stuff done and stuff is done so fast here. There’s a real sense of urgency to get it done. Great. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Deeds not words. So acta non verba, deeds not words, or acts not words. James, a lot of people, they come to our business workshops because they’re listening to our podcast, our business podcast, and they say, Man, I want to achieve massive success. And they see some of the testimonials and they go, If that guy can do it, I can do it. That’s kind of where it starts. I see it happen all the time, Clay. Because your desk is about two inches from mine. Right. And so people will say, If that guy can do it, then I can do it. That’s correct. So the two big principles I want to teach on today show, just two principles. One is this idea of acta non verba, means acts not words. The second concept I want to teach is that money is a magnifier. I was looking to learn how to take my business, like they’ve said today, from being very successful to being systematic. I’ve got a very successful practice in three different cities. Make good good money, just want to take it to the next level with systems and processes to where I can drive my cars more. Paul Hood. I’ve been a CPA for 33 years. And what kind of growth have you and your great team had here over the past, let’s say, five, six years? The last five, when I met you five years ago, we were doing three million. This year, we’ll do 24 million. Which is more than anything. He’s an accountant, so we’re going to talk about that. Paul introduced me to Bob because he said there’s a guy that came into my office looking to raise some capital. I think that was the thing. He needed to get some sales going. That’s how sales go. That’s how. If we tell Paul, from the accounting perspective, I’m going to pass the mic to you. You do accounting. Why do you have to have a website that makes sense and all that branding stuff? How has that impacted your brand, having websites and all those branding things in place? Well, when I met you, like most CPAs, I thought my clients only come from referrals. But we get five leads in a two-month period every month or so from Google. And so this is my face. This is, we have 17 offices across four states. We have in every state, but this is our face. Like what you were, it’s visual. And it also has to say why we’re different. That about us from there is spectacular. And it just, it’s an industry that is changing. We’re modifying it, we’re going to offer our services in a subscript model to where it’s all inclusive and it’s just been awesome. Well determine the level of success. So success in business is not what you know how to do, it’s actually doing it. And so the thing that I would tell you is stop it. It’s insane. Because then you can be doing what you do well and take that time and invest in something else on top of that. On top of that, he has contacts. And I’m not, this is not, I don’t get anything for selling his. Just telling you what he’s done for us so that we could focus. And then he’ll come in and I’ll say, you know, I think I’ve got it all. And he listens for five minutes and he makes one and I want to slap myself in the face. Well, why didn’t I think about that? That’s idiotic. But they’re sick freaks. They just get it, get it, done. I don’t know. I think it’s just merit-based pay in our office. So the people here, like they get paid. So if we were taking on your account, account and someone else to do this, but if you hired a different marketing company, I’m just giving you best practices. You want to make sure that they win when you win. So like in our office, if we grow Dave Basie’s podcast, that benefits our company, to the extent it benefits them, but we actually benefit if they benefit. Does that make sense to you? I learned at the Academy in Kings Point, New York, acta non verba. Watch what a person does, not what they say. So on today’s show, I’m going to just hammer testimonials so you can see people that heard about the conference through a podcast, or through a friend, or whatever. And they had a business that was stagnant. It was stuck. It wasn’t growing. It wasn’t thriving. It was just surviving. It was stagnant. It was stuck. It wasn’t growing. It was just stagnant. It was stuck. It wasn’t thriving. It was surviving. And they heard about the podcast. They heard about the conference. They heard about the success stories. And they came to the conference. And by the way, if you go to Thrivetimeshow.com, Thrivetimeshow.com, you can name your price for all the workshops I do. We want to make it affordable for everybody. So they came out to the in-person two-day workshop. They went to Thrivetimeshow, they requested a ticket, we called them, got them a ticket. Then, James, we interviewed them after the conference and we said, how was it? Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The goal setting, while it’s not like, it’s somewhat basic stuff, making sure we have different goals for every part of your life is super important. Also, 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 learned at the academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. And they said, oh my gosh, I learned so much about business. I learned about the workflows and the marketing and the search engine optimization and the branding and the hiring and the checklists and all this, the bookkeeping, everything, the search engine optimization, the online advertising, the social media. I learned it all. Woo, yes, I learned it. However, it’s acts, not words. Acta non verba. So James, if somebody comes to a conference and they learn all this stuff, but they don’t apply it, what happens? Nothing happens. But there is a certain group of people, not our listeners, who run around acquiring information and they don’t apply it. Those are the worst types. So this is what happens. As Napoleon Hill, the best-selling author, he says that knowledge without application is meaningless. Napoleon Hill, the best-selling author, think and grow rich. Hi, I’m Aaron Antis with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career I’ve sold a little over 800 million dollars in real estate. So honestly I thought I kind of knew everything about marketing and homes and then I met Clay and my perception of what I knew and what I could do definitely changed. After doing 800 million in sales over a 15 year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four-month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us and it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic. And as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town, and so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with Clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35 year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800% increase in our internet leads. Going from 10 a month to 180 a month, that would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to Clay and his team. I guarantee you’re not going to regret it because we sure haven’t. I learned at the Academy at Kings Point in New York, octa non verba. Watch what a person does, not what they say. Knowledge without application is meaningless. So James, if somebody comes to a conference and they learn all this and they don’t apply it, that doesn’t matter because the idea is acta non verba, acts not words. So if people come to this conference, you’re going to see testimonies of people who came to the conference and they say, wow, I had no idea that this was possible. And then, you’re going to see people, I’m going to show you a testimony of people that apply what we taught them. People that have grown their accounting practice. Now by the way, in accounting practice, this is not someone who has invented the concept of accounting. There’s other accounting, this just in, there are other accountants. My business, it consists of a CPA and a financial advisor. And we’re very successful. I want to go from successful to systematic. I want to learn systems and processes so that the business can run without me. I learned at the Academy in Kings Point, New York, octa non verba. Watch what a person does, not what they say. But this person, they came to the conference, they learned about how to scale their company. I taught them how to create a subscription model for their accounting as opposed to doing the traditional accounting model. And they’ve grown the company from $3 million to over $20 million. Wow. Then you’re going to see a testimonial, a success story of a home builder who grew the home building business from $15 million to over $150 million. A home builder. And by the way, this just in, there are other home builders. But this home builder grew from 15 million to 150 million of sales. That’s life-changing Clay. You’re gonna hear about a dog trainer who came to this event. Now let me tell you about the dog trainer. He came to this event and he had a wonderful business that was just, it was stagnant. It was stuck. It wasn’t able to grow. He was a great guy. Knew how to train dogs, but he didn’t have a no-brainer offer. He didn’t have a website that was optimized. He didn’t have branding that made sense. He didn’t have one sheet. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new van with our new marketing and this is our new team. We went from four to fourteen 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. 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 learned at the Academy at Kings Point in New York. Acta non verba. Watch what a person does, not what they say. He didn’t have branding that made sense. He didn’t have a one sheet. He didn’t have a pricing structure that worked. He didn’t have a linear workflow. He didn’t have an office culture environment. He didn’t have decoration in the office that would make people want to work there. He didn’t understand the process of hiring, inspiring, training, and retaining great people. He didn’t have a performer. He didn’t know how to franchise. He didn’t know how to license. But what we do, James, is we take people in, they come to the conference, they learn this stuff and they go, could you teach me how to do it? And I say, absolutely. Now, folks, here’s the secret sauce that allows me to be the boss. My job is to make big obstacles seem small. Here’s the secret sauce that allows me to be the boss. My job is to make big obstacles seem small. A favorite aspect is probably just how entertaining it is. And the fact that I pick up one or two or three things every time I come to take my business to the next level. Well, if people are missing out on basically a plan, a guaranteed plan, pretty much, if you’re willing to work it, to be successful. Most people, I think everybody should attend one of these workshops at least once because you don’t know what you don’t know and we’re not taught to be successful in school. I learned at the academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. A lot of people, they have a fear or a phobia of scaling their business or building the process. They feel like they don’t know what to do or they need kind of a coach or a mentor to guide them down the path. And so on today’s show, you’re going to see people that came to a conference, step one. Step two, we taught them how to apply these principles at the conference. Step three, they hired us to help them scale their company. Step four, you’re going to hear their success stories. Now James, money is a magnifier. We have a little bit of news for you guys. It’s now what, May 31st at 621, you’ve been closed for 20 minutes? Right. No, it’s now June, so let’s run the numbers for May, let’s see what we’ve got. Total’s 102,837. What’s last year to date? 102,837 this year? And last year was 60,667. Whoa! I’m out of the weeds now! Boom, baby! Boom! Out of the weeds, onto the paper. I learned at the academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. What does that mean? We’re going to share with you some stories today of an accountant who grew a business from $3 million to $20 plus million, of a home builder who grew a business from $15 million to $150 million, of a dog trainer that was able to scale his business from a stagnant business to 15 plus locations to grow the business that was perpetually stuck at 400,000 ish, grow that into a million dollar plus annual revenue. This year’s sales for this week. So this is the same week last year. Do you see the difference? What? I can’t really tell. One is… Michael can you can we just… Jason can you kind of pull this end maybe? Just so we can see it. Kind of pull it that way. Let’s get the length. It’s more of a length. I can’t tell without the length. It’s hard to tell. Look at that. Okay. So that was last year’s sales. This is last year’s sales. And the total is a mere $4,711.73. Same week this year, 2015. The total is, read it, Michael. $111.73. $111.73. $111.73. $111.73. $111.73. $111.73. $111.73. $111.73. $111.73. $111.73. $111.73. $111.73. $111.73. week this year 2015 the total is read it Michael 11,000 313 50 oh awesome hello my name is Charles Kola with Kola Fitness today I want to tell you a little bit about clay Clark and how I know clay Clark clay Clark has been my business coach since 2017 he’s helped us grow from two locations to now six locations we’re planning to do seven locations in seven years and then franchise. And Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockwell, head of Disney with the 40,000 cast members. He’s friends with like 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. So 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. 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, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward but he’s so brilliant and he’s taught me so much. When I say that, like Clay, 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. That’s what I like him most about. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. And Clay has been an amazing business coach. Through the course of that, we became friends. My most 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. And when we walked out, I knew that he could make millions on the deal and they were super excited about working with him. And 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. And the guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or, you know, navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns, because our clubs were all closed for three months and you have $350,000 of bills you’ve got to pay and we have no accounts receivable. He helped us navigate that and of course we were conservative enough that we could afford to take that on for a period of time. But he was a great man. I’m very impressed with him. So Clay, thank you for everything you’re doing and I encourage you if you haven’t worked with Clay, work with Clay. He’s going to help magnify you and there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day and literally the rest of time he’s working and he can outwork everybody in the room every single day and and he loves it. So anyways this is Charles Kola with Kola Fitness. Thank You Clay and anybody out there that’s wanting to work with Clay it’s a great great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. When I say money’s a magnifier, James, what does that mean? It means if you’re already a great person, the money will allow you to do greater things. And if you’re not a great person, you’re going to do things that are just, you’re going to do more of the bad stuff. Right? Because money is a magnifier. That’s what it is. Right. So if you’re a greedy… I don’t want to say a greedy bastard because that would infer that just because you don’t have a father in your life, that means you’re greedy. I’m not going to say that. That doesn’t make any sense. But if you’re somebody who’s greedy, you know, the Bible states, for the love of money is the root of all evil. So it’s for the love of money is the root of all evil. Not money itself, it’s not, money is just a tool. And people that are obsessed with money itself become a tool of the money. Hi, my name is Josh Sperl from Sperl and Associates, chartered professional accountants based out of Edmonton, Alberta, Canada. And I started, I met Clay at a conference, at his conference in Tulsa in June of 2018. Started working with the coaching program shortly after there. You know, the experience has been great. You know, you really have a partner in the grind. You know, most people, I like to say most people are wrong about most things about business most of the time. And it’s very difficult for entrepreneurs to connect with other entrepreneurs who actually know what they’re talking about when it comes to business but Clay and his team really does understand. The tangible improvements that we’ve seen is we’re up over 50% since starting with the coaching program and you know they’re helping to help business owners create time freedom and financial freedom and I know what you’re going to think. You’re going to say, what the heck are you going to do with your time freedom and financial freedom when you’re in Edmonton, Alberta, Canada, that’s the most northerly city in North America with a million people. You know, we’re probably just sitting in our igloos, hoping for some television. But I’ll give you an idea of what we’re doing in Edmonton, Alberta, Canada. So over here we have Sandra and we have Emma. Emma say hello. Hi everybody this is my daddy’s channel. Emma really likes any video. So let’s give it a, let’s see what actually the time freedom and financial freedom can do for you in Edmonton. So believe it or not we have a beach here guys and I’ll take you on the little tour of Edmonton’s beach. Now it’s not what you Americans are going to think of as a beach. This is a northern beach. We’ve got a really cool slide here. I don’t know if you can see this purple slide. This purple slide that you’re looking at here is a full loop-de-loop. It’s not completely up-side-down when you go and see if I can get the right angle here. Now that does not appear physically possible, but it really is going to knock you upside down. I went on it last time. And here is the Edmonton Beach. This is the Northern Beach. You guys out in Tulsa, you Americans think you have all the beaches here, but here is the Northern Beach, complete with waves. We got 30 degree weather inside here. Sorry, 30, that’s 90 for you guys over there. I gotta do the translation, the math in my head. And we even got a zip line that we can ride down here. And this is what we’re doing with our time freedom and financial freedom in Edmonton, Alberta, Canada. Thanks to the Thrive Time team. Thanks very much, guys. I learned at the Academy in Kings Point in New York, acta non verba. Watch what a person does, not what they say. But money’s just a tool. Money’s like a hammer. Money’s like a tire. Money’s like a sock. Money’s like a car. You could use a car for bad things. You could use a hammer for bad things. A lot of people could kill somebody with a hammer. You could kill somebody with a sock, I guess, if you wanted to. You could kill someone with a tire if you wanted to. But I mean, there’s a lot of creative thoughts going through people’s minds right now. But the thing is, is that money is just a magnifier. And the First Timothy, chapter 6, 10, reads, for the love of money is the root of all evil, which while some coveted after, they have erred from the faith and have pierced themselves through with many sorrows. And so what happens is that money is a magnifier. And so if you’re somebody who’s greedy and nefarious and will throw somebody under the bus to make an extra dollar, money’s going to allow you to be more of a greedy personality type will throw somebody under the bus for a dollar. That’s what money will allow you to do. 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 nonexistent 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%. 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 percent 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 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 is of the diligence and consistency and doing those and that system has really Really been a big blessing in our lives and also, you know It’s really shown that we’ve gotten a success from following those systems. So before working with thrive, we were basically stuck Really no new growth with our with our business and we were in a rut, and we didn’t know. Okay, 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, and they taught us those systems. They taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Now, if you’re a grateful person, if you’re a kind of person, and James, that’s why we only work with grateful kind of people. That’s why when we share these testimonies of wonderful, great kind of people, it’s a blasty blast. So James, that’s what’s fun about capturing these success stories, is that real people at the peak of their success are explaining to you how they did it. And luckily, James, we’re able to actually gather footage of some of these people at the beginning, when they first came to a conference, and then at the peak, when they achieve massive success. So James, I am fired up for people to watch this testimonial. But let’s make sure I’m being a good teacher here. The two concepts I want to teach you. One, for everybody out there, it’s called acta non verba. Which in Latin, means acts, not words. That’s the idea. Acts, not words. Okay? That’s what it means. And then I want to teach the second concept, which again, money is a magnifier. I learned at the Academy in Kings Point, New York. Octa non verba. Watch what a person does, not what they say. James, in your own words, what does it mean? You say, octa non verba, you go, I don’t understand what you’re saying. You say, well, it’s Latin. It means, in your mind, what does it mean? It means you can’t just talk about it. You have to be about it. That’s how it works. And somebody says, well, Clay, I can’t afford coaching with you guys. Well, good news, we only take on 160 clients, so, you know, we might not be available. But we do have scholarship pricing. Now, this is how I make money. This is the secret sauce that allows me to be the boss. One, I make the big obstacles seem small. And two, a lot of my clients, I get a small percentage of the growth. So, James, why would I be so motivated to help somebody who, you know, is struggling and they’re stagnant. Why would I want to invest the time for my own? I mean, if you take the altruism out of it, the fact that I grew up poor and I want to help people be successful, why would I want to help somebody to scale a company if I get 2%? We are joined by none other than my brother from another mother, Mr. Josh, the founder of Living Water Irrigation. Mr. Josh, welcome onto the show, my friend. How are you? I am awesome, Clay. How are you, sir? Well, I’m excited for the listeners to get to know more about you. Could you share the name of your company a little bit more about what you guys do at Living Water Irrigation, where the name comes from? Absolutely, positively. So Living Water Irrigation, the most important part of that to me is John 738. So it’s mentioned in the Gospel a number of times, where the living water, but our specific scripture that we drew our name from is John 738. It says, whoever believes in me, rivers of living water will flow through him. We have a very distinct vision as a company on who we are and what we want to do. And I believe that I was put here to go make some money to give it away. And I’m not going to ask you for the specific details of your career and how you started the business as far as a linear timeline, but how long has this particular business been around? We’ve been around just two years sir. Two years and you guys, we first met, how did we first meet? I came in and y’all started coaching me over the Thrive Time, over Thrive 15. And what, do you remember when that was approximately and how you first heard about us? So it would have been October or November of 17. October or November of 17. Yes sir. And in terms of your growth as a company, how much have you grown this year? So this year we’re up 450% year over year. So now that you’re implementing this program, you’re getting more calls, right? Are you getting more calls? Absolutely. Sales are going up, you’re gathering reviews from your real customers, adding content to the website, adding a gallery of work. So I’m going to actually take a minute and make you really uncomfortable, Clay. Nice. So when we started with y’all it was awesome. We had a little company just me and one dude and one little van. Yeah. And 17 was great. I ate more than ramen noodles but not much more. 18 was really good. We started to implement the systems. Got start here. Got the boom book. Went to a couple conferences and said okay I’m gonna buy in. I’m gonna sell out. We went to the coaching. Got coached by Marshall and Victoria, and started to implement, as opposed to just listen to actually be doers. It’s in James. It says don’t just be hearers of the word, but be doers as well. And so we implemented scripts, we implemented systems, we implemented checklists, we implemented a pro forma for quoting and all these things that you talk about. And so just as a real person, and I’m real, I promise you, there’s a bunch of Josh Wilsons out there. Like I’m a famous baseball player and football player. Oh wow. And a gospel singer. Oh wow. But this Josh Wilson just digs ditches for a living. But I just want to say thank you. Standing here for all the systems, I encourage everybody out there, go pick up Start Here, go pick up the Boom Book. The stuff you hear on this show, it actually sincerely works. I learned at the Academy, at King’s Point in New York, Acta Non Verba. Watch what a person does, not what they say. Why would I want to help somebody to scale a company if I get 2%? Because when they grow, then you win too. Right, it’s a win-win. It’s called Shalom. Look it up, folks. Shalom, it’s a biblical concept, the idea of a win-win. It’s not a zero-sum negotiation, okay? If you’re out there, you’re a decent person, you have a soul, you want to create a shalom relationship, a win-win relationship with your partner. So I make more as my clients make more. That’s how that works. It’s a win-win kind of thing. So that’s the idea. And again, James, people can go to Thrivetimeshow.com. They can request a ticket. We let them name their price, and we do these conferences every two months. Every two months we do a business conference. And you’ve met these people, James. I do. And you know what? I’ve met them when they came in and their business is struggling. And then I’ve seen how they’ve transformed after a few months. It’s like getting a haircut, you know, when you go in and you look real dirty and you come out and you look like the top of the world. about just learning new concepts because knowledge without application is meaningless to quote the great Napoleon Hill. James, you’re a beautiful man. You smell terrific. I can’t wait for people to see you at our in-person workshops again. Folks, get those tickets at thrivetimeshow.com, thrivetimeshow.com. They’re two days. They’re interactive. We open up the doors at 7 a.m. We go until about 3 p.m. each day. We do a 30-minute teaching sprint, a 15-minute Q&A session, and then we break, and then we do 30 minutes of training, 15 minute Q&A, and then we break, and then 30 minutes of training, and then 15. So you’re going to learn branding, marketing, search engine, all these things. And then James, we have helicopter rides. We do the helicopter rides from time to time. We have, I think we’re roasting a pig at this next, I’m not sure when you’re going to hear this podcast, but we have a roasting a pig. We’re giving away cash prizes. We’re giving away, it is a, it is a blasty blast, folks. It’s like the opposite of business college. It truly is business school without the BS. James, again, you’re almost like a benefit we should add to the package. When people go to Thrivetimeshow.com, it’s like, and you get to meet James. So get those tickets again, folks, at Thrivetimeshow.com. James, I really do appreciate you joining me today. And folks, again, get those tickets at Thrivetimeshow.com. I don’t see people with these words. Watch what a person does, not what they say. 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 years ago. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing and this is our old team and by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. The Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. I mean, we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying and I want you to google the Z66 auto auction. I want you to google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s gonna be the best business workshop ever and we’re gonna give you your money back if you don’t love it. We built this facility for you and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person, two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person two-day interactive business workshop all you gotta do is go to thrive timeshow.com to request those tickets and if you can’t afford $250 we have scholarship pricing available to make it affordable for you. Good morning good morning good morning. Harvey Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona not Scottsdale, Arizona. They’re closed but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. As Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing, but I thought since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who’s my age, and I can say or cannot say. First of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. And he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books and I went from being an employee to self-employed, to the business owner, to the investor, and I owe a lot of that to you. I just want to take a moment to tell you thank you so much for allowing me to achieve success. I’ll tell you all about Eric Trump, but I just want to tell you thank you, sir, for changing my life. Not only that, Clay, thank you, but you’ve become an influencer. More than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there, or bad influencers. So anyway, I’m glad you and I agree so much, and thanks for reading my books. That’s the greatest thrill for me today. Not thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say.