Business Podcast | Why You Must Make It Your Mission to Live Below Your Means If You Want to Achieve Your Dreams + How to Build a Profitable & Scalable Business Model + Celebrating the Long-Time Client Success Story

Show Notes

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Audio Transcription

I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Alright Thrive Nation, on today’s show we’re going to be breaking down what Robert Kiyosaki has recently been talking about. Robert Kiyosaki, the best-selling author, the New York Times best-selling author and real estate investment guru, has recently been talking more and more about acta non verba. You say what’s octa non verba? Well one it’s Latin so don’t get too concerned there but it’s octa again it’s octa non verba. What it means is what it means. 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 Zolnik. 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 should fly Started from the bottom, and now we’re at the top Teaching you the systems to give what we got Colton Dixon’s on the hoops, I break down the books See, bringing some wisdom and the good looks As a father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the C and T 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. Alright Thrive Nation, on today’s show we’re talking about why you must live below your means if you ever want to achieve your dreams. What? Yes, you have to live below your means if you ever want to achieve your dreams. And I don’t think that the average person has those thoughts. And, in fact, David, when I have people that reach out to me, they go to, they want to become a client. Almost never do clients ever ask me, why don’t we start with them, how we can reduce their expenses, cut costs. There’s almost an aversion to look at the numbers, helping them cut the costs, making things more efficient. There’s almost a bias to focus on growing the business, vision, marketing, branding. But yet when you play business, when you’re playing the game of business, there’s offense and defense. Now, offense is marketing and vision and branding and sales, hiring people, expansion, et cetera. But defense is accounting, making things more efficient, making sure the legal aspects of the business are tight. Making sure the accounting is dialed in. And I want to tap into your brain because you are the founder of a company called I’m going to pull it up real quick here. And is a wonderful brand, folks, that if you want to add a bolt-on bedroom to your home, maybe you want to add on an extra office onto your property without having to pull a permit, may be the right product for you. I want to tap into your wisdom on that there, David. David, why do you believe that most entrepreneurs, by default, don’t really want to talk about accounting or efficiencies or workflow, things that we might classify as defense? And why do they want to focus on marketing and branding and sales and things that we might classify as offense? I think for the same reason that when you get married, the thrill of the chase can sometimes, for some people, get a little bit mundane and those little, you know, just defensive things that you do in a business aren’t as exciting and fun. I think that’s the main thing, just chasing the fun, new, exciting thing. And it’s easy just to kind of forget about the great business you have that you need to also protect. I’m gonna let you continue going on your marriage discussion just for a second here. Tell us your insights on that. I’m gonna go to myself in quite the linguistic corner with that one, metaphor actually. But so sometimes, the new and exciting thing can be more, like you conquer one thing, it’s like marketing, sales, whatever it is, and there’s always something new in that to conquer, and it can just be less exciting to stay on the home front and make sure that money isn’t just going out the back door. Much like a marriage. I agree with not only your analogy, because I see a lot of my friends who’ve been married for 10 years, and then I’ll hear from them, yeah, I got divorced. And I’m like, what happened? And they go, well, you know, it just got boring, it got stale. I just had to, you know, and they do that. I’m not endorsing that behavior, but I hear it. I hear that all the time from people. I’ve been married 23 years. And so what I try to do, a little marriage tip for anybody out there, every single Sunday, I go out and get my wife flowers. I get the groceries for her, that kind of thing. And then I always try to plan a thing. What? I’m always trying to plan a thing. So right now, James, the thing I have planned, you wanna hear what the thing I planned? I wanna hear all about it. This is the thing I’ve planned. I’ve planned, I’m excited about it. Okay, it’s the Bassmaster Classic, James. We’ve talked about this a little bit. The Bass, James, have you heard about this? I have. Now, I’m not a big guy who gets into fishing. Are you aware of this there, Mr. Monkey Life, David, have you heard about the… Oh, I knew what you were talking about. The Bassmaster. Tell me more. So, the Bassmaster is an event. Let me see, Bassmaster. And this is a massive event that takes place. It’s like the Super Bowl for fishing. And I really don’t fish, but something is incredible about the Bassmaster. It’s coming to Grand Lake, Oklahoma. It’s coming to Oklahoma. So I’ve got my kids now very fired up that we are going to go watch the Bassmaster class and we’re going to participate. I’m going to get out there early, probably four in the morning, out on a boat, getting ready with all the Bassmasters. And this is what they do here. Watch this, folks. This is not… 2813! With a total of 100 pounds, 13 ounces, and not only is he leading the Gamakatsu Fastmaster Elite at the Tokyo Bend, but he is now a member of the Fastmaster Century Club. Now, I don’t know exactly what makes this exciting for people, but I’m just sort of like, I’m getting into it now. I’m getting into it. I’m just starting to get into it. Throughout his rookie season, and the momentum continues here. Look at this. Yeah, I was looking at what Fuyo Fujita did in this. Oh my gosh. He had a big time warming trend coming into the event and a lot of anglers definitely gambled on the push. Look at this. People gamble on the push. The come to the shallow and pretty much those anglers that gambled on that were washing all of the flames of Kiyoya Fujita. This is a real thing. He’s getting hats off to his sophomore. Come on. And so what I do is I get myself excited all worked up about something. So I’m sitting right now, I’m telling my kids, guys, do you know what you wanna do on March 22nd through 24th? You wanna watch the Bassmaster. Oh yeah, and then now we’ve got it where they’ve invited their friends now. So now there’s like 20 kids who are all like, we’re gonna go see the Bassmaster. Then I called a friend of mine last night, I said, listen, you are the Bassmaster. He said, I’m the Bassmaster? And I go, dude, come on. You’re in your 40s. You’re a man. You know how to fish. You are fired up about that. You want to go, don’t you? He’s like, well, what would my role be? I said, I’ll buy the food. I’ll supply the lodging. I’ll rent the boat. But you have to steer the boat. You’re the master of the boat. You’re the master of the grilling. That’s your job. And he’s like, I am the master of the grill. I am the master of the boat. And all of a sudden, we get ourselves excited. Because you have to like have something to look forward to. You have to. Now, I actually view accounting that way. I know this sounds crazy, but I get excited about it. I get super fired up, David, about looking at the accounting, because I know that that leads to the success. I like the metrics. I like to know how many cabins do I have to sell to break even? 541. The number is 541. 541. And I want to know, you know, how many do I need to sell to break even and how many do I need to sell to hit my goals? And I get excited. I like to think about how many rejections do I have to have to get a yes? James, how many calls did you make yesterday? Over 400. And how many things did you sell? 14. You sold 14 things, made 400 calls? Right. That’s exciting to me I you know what I’ve made so many calls that I’ve literally been kicked off the iMessage network that’s the that’s the culture I love and I get excited I’m trying to transfer my enthusiasm for living below your means to our listeners today so I’m gonna pull up my notes here and I’d love to get your thoughts on this. So first off, Michael Gerber, who I’ve met, I’ve interviewed him, you know, he’s been on the Thrived Time Show, best-selling author of the E-Myth Revisited. He says, the difference between great people and everyone else is that great people create their lives actively, while everybody else is created by their lives, passively waiting to see where life takes them next. The difference between the two is living fully and just existing. Let me get your reaction to that quote. That’s very true in my experience. So if you set and write out what you want to do and you have like a North Star where you want to go, at least you’re heading in a direction, whereas most people are just aimlessly wandering through their lives. And there’s a time in my life, I’ve done it multiple times in my life, where I’ll just like plan out where I want my five Fs going to be, you know, faith, family, fitness, freedom, all these type of things. And I plan it out. And then I look at it. I don’t like meditate on it every day, but I look at it after like five years has gone by, man, I like nailed at least 85% of that. And if you don’t have any type of a guidepost of like where you want to go, you just drift. It is so true. It’s so true. And James, every day we come into the office every day at 6 45. What do you do, James? Uh, I eat breakfast. Yeah. Every single day you come in, you eat breakfast. Seven o’clock we do what? Start making calls, baby. We’re just making calls throughout the day, talking trash, making calls. We’re having a good time, right? Right. But you get in sort of like a flow. And I don’t mean this in a religious sense, but you almost get into like a routine or some kind of a schedule where it starts to create some sense of, I don’t know if it’s meaning or organization or company. You start to make a flow. Now back in the day when I was building my DJ business, I got to a place where I drove a 1989 Hatchback Ford Escort. I ate four for a dollar, $1 yogurts I got from Walmart. And the budget gourmet, which is kind of a contradiction in terms, but it’s the chicken panini meals found in the frozen food section. And I would just make it my goal to eat on less than $5 a day. I’m like, I’m gonna eat four yogurts, four yogurts for a dollar, two of these budget gourmet chicken paninis. And that’s what I’m going to do. And I had notable quotables like Warren Buffett, where Warren Buffett said, do not save what is left after spending, but spend what is left after saving. I had these quotes ringing in my mind at all time because I knew that in order to buy the equipment I needed to start my company,, I didn’t have a rich uncle, didn’t have a government grant, didn’t have anybody who wanted to lend me money, no banks would touch me, so I had to buy that equipment. And I knew it was approximately $30,000 to buy my first system of equipment and the redundancies needed and I knew that I was making about $8 an hour at my jobs. So I knew, okay, I’ve got to work about this many hours. Now you say, that sounds depressing. Well, not really. If you’re working 90 hours a week, you start to go, okay, well, if I need to make, bring in $30,000, I divide that by eight, I go, okay, I need to work this many hours. So I work 3,750 hours. And I go, okay, I’m working 90 hours a week. Okay, I need to work 41 weeks. And I would just set goals like that, that got me excited. But I think people there, David, if they don’t set specific goals like that, they begin to drift. Why? I don’t exactly know why, but it just seems like, if you think about like a journey across like any stretch of like, say you’re going from like England to America. If you don’t have a goal that you’re constantly correcting the course towards, even like being slightly off, you’ll drift from like hitting New York City where you’re aiming at and like hitting like Brazil. It’s just that there’s without an actual like goal to organize around, you, you just drift and you just don’t achieve anything. If that makes sense. You won’t even, yeah, you won’t even reach anything of noteworthy value. If you don’t have some central North star to kind of aim towards, you know, for our June conference, by the way, June 27th and 28th, you’ll want to put that in your calendar, I promise you. That one, I’ve got a lot of these wonderful people in my life that have wanted to participate in our business conferences, but I just haven’t had the time or space or whatever to pull it off because there’s some, you know, kind of some household names that all want to come to our conferences because our conferences are so irreverent, they’re so fun, they’re so practical, there’s really nothing like it. And so one particular household name that I’ve wanted to come speak at our conferences for a long time, I’ve just never been able to make our schedules align, and I should have the details nailed down today. And if I do, I know a lot of people will be beaten down my door wanting to come to this conference. But it wasn’t like we drifted into that relationship. I have been pursuing making his calendar and my calendar work so we can make those dates work for years. But it’s finally coming together. And again, I have a very crystal clear vision of my day, what I want my day to look like, what I want my life to look like. Now W. Clement Stone, the bestselling author, self-help author, he once said, if you cannot save money, the greatness are not in you. So I’m going to go ahead and just challenge everybody out there. In what areas of your life can you dramatically decrease your spending starting now? So food, going out to eat, entertainment, vacations, your cable internet bill, car payments. The other day, David, I was sitting down with a long-time client, and we found that he was spending almost $7,000 a month on expensive car payments for cars he rarely drove and for cars that he frankly couldn’t afford. This is a guy with a big business, and he’s getting into kind of a cash crunch, and he’s getting into a cash crunch because he did some poor financial management, and we’re just going through the agenda of things we can cut money on. And I’ll just be vague, but this is an East Coast business with a very large, they do construction, that kind of thing. And I’m going, you’re telling me you’re running out of cash? And he’s like, well, if I build a project for a million dollars at the end of it, I net $150,000. But I have to put up some of that money up front, and so I’m putting short. And we started looking and this guy was spending over $7,000 a month on car payments for cars that he never drove, that he could barely afford, but he wasn’t intentional about buying them, nor was he intentional about selling them. He just sort of had drifted into the acquisition of luxury cars. I want to ask you that, how is that possible? That happens all the time. I meet doctors, dentists, lawyers who’ve come to our conferences who are very, very high-income people. I’ve met pro athletes, high-income people, yet they’ve somehow drifted into the acquisition of things they can’t afford. Why is that? Well, I think there’s probably some psychological reasons of wanting to keep up with whatever your peer group is and just caring too much about what your peers think because ultimately a lot of those things are just social, like, puff me up kind of moves. It’s like, oh, now I’m a doctor, I should have a certain status of a house or a car or whatever. And thank God that I got to start it in life as a musician because I learned to be broke and learned to save money even when I was broke. I think that without that, like, if someone just walks into a really good job or a really good profession and they don’t ever get the experience of like being broke, I think it actually is a detriment to them. So I can’t answer what every single person, why they would do that, but I think the main reason is like, kind of keep up with the Joneses, whatever your Joneses are. And I think I just wanted to disabuse you of that. Nobody cares. Nobody cares what car you drive other than you. You think they care, but nobody does. That’s so powerful. I a hundred percent could not agree more with what you just said. There is a book called The Millionaire Next Door, The Millionaire Next Door, a phenomenal book about basic budgeting called The Millionaire Next Door. And it’s an observation that researchers did. They interviewed multimillionaires and they were asking them how they spend their money. And they found that most super successful people don’t have an assortment of luxury cars. They just don’t. And most super wealthy people don’t have a collection of vacations they go on to take selfies of themselves on to impress people they don’t know on Instagram. It just doesn’t happen. I want to move on here again because I want to make sure we’re getting this idea. If you want to achieve your dreams you’ve got to live below your means. You got to be willing to struggle a little bit, okay? Now Dave Ramsey, the best-selling author, New York Times best-selling author, host of the Dave Ramsey Show, he says, a budget is telling your money where to go instead of wondering where it went. So James, by default, can you read some of the facts for us? Fact number one, two, and three, sir. 9,049,862 people are self-employed in America. Fact number two, 361,994 of those people are successful self-employed people in America. Okay, time out there. So we’re saying there’s 9 million people in America that are self-employed. Right. But 96% of them will fail by default. According to Inc magazine, look at this folks. I don’t make these things up. 96% of businesses will fail. According to Inc mag, no, there’s other studies too. There’s Inc magazine. There’s other research that shows the same thing. So if, and you say, what? Yeah, so if you go to, by the way, this is a great place to get depressed,, if your day’s going great, just go to, you’ll get depressed quickly. This is a real time counting of the US population, of the US debt, US population self-employed. There are 336 million Americans who live here in our country, only 9 million are self-employed. And of that group that decides to become self-employed, you have 96% that will fail. Which means by default, without implementing the kinds of things we’re teaching on today’s show, you have a one out of 999 chance. It’s less than, it’s like, I’ll bet it’s got one in 1000 chance of being successful. So David, I want to get your reaction to that. Cause I think- I feel a little bit more of an optimistic twist on that. I know that is a, I mean, the general gist of that’s pretty poor, but if you think about any one of us on this call, anyone listening, there’s probably a graveyard of a few failed businesses along the way, at least that’s true for me. So I had a wedding business, I had a piano lessons business for a little bit. I was a pub entertainer. So I had a few that died along the way. So if 90%, like even just with me, 75% of the businesses that I’ve started so far have failed, but the one that really hit it, really hit it. And that’s what I stuck with. Can you describe when you mean bailed, like what does it mean when you say, you were a music teacher and it failed? So I did it, I made a little bit of money and I thought this is not worth the effort. And I bailed on it, so I failed. Got it. It’s not like I, you know, catastrophically died and was homeless or something. But I would assume probably that 96% of failures are some of those in there too. What I find on my end, I’m not being negative, I just want to tell you the facts I see. I see a lot of people that have an emotional attachment to something that cannot be profitable. Oh yeah. There’s a lot. The Lassie business, you just need to take Lassie out in the shed and put her down. There’s a lot of people that are like, man, I interviewed years ago, James, a guy by the name of Maurice Canbar on my show. I had Maurice Canbar. I represented him. Here’s kind of a long story short. He bought Maurice Canbar, he bought one third of downtown Tulsa, Oklahoma all at one time. Wow. So this was here, this is a story about what I was doing for him. But basically he bought one third of downtown Tulsa all at one time, all at one time. And he was the inventor of Sky Vodka. So he invented Sky Vodka and he bought one third of downtown. So I thought, you know what? This will be a good guy to work with because he found us online and he reached out and said, hey, could you guys help me to market my property? So we actually handled all the marketing for the properties for one third of downtown. And just a smart guy, and he invented the modern needle protector. He invented the modern traffic light that strobes. So most people don’t know that. When you look at most traffic lights, they have a strobing feature to decrease how much output is done, how much electricity is used. And that’s a Maurice Canbar invention. He invented Sky Vodka. He invented the modern needle protector and he sold these things for massive amounts of money. So Sky Vodka, let’s see here, sells, what’s the name, Maurice Canbar sold. So he sold it for $207 million back in the day, in 2001, that’s Maurice Canbar. And again, just a fascinating life. Well, he wrote this book called The Inventor’s Guidebook. And I was so fascinated by his path to being an inventor. And I sat down with him and I said, hey, I read your book cover to cover. I had a couple of questions. He said, sure. And this is a guy who, again, he invented the Sky Vodka. He invented the modern sweater comb where it removes the fuzz from it. I mean, anyway, so I’m like, can I ask you, how have you been so successful? He said, Clay, I invented an organic form of cottage cheese. And I said, you did, huh? And he goes, yeah, but I didn’t do anything with it. You know why? And I said, I don’t know why. He said, because it couldn’t be profitable. So it wasn’t possible to make it profitably using the methodology that I came up with. So I moved on. And I’m going, what? Cause I asked him the question, how’d you become successful? And he goes, I invented an organic cottage cheese and it was not possible to be profitable with that business. So I moved on. And so I began drilling in and basically what he was really good at, David, was he was really good at coming up with problems and solving them through inventions. But then if they weren’t profitable, he would quickly discard that idea and move on to another idea that could be profitable. And he didn’t have any emotional loss when he moved on from the idea that he was once passionate about. I’d like to get your reaction to that. I think there’s some entrepreneurs out there I see all the time that have an idea that can’t possibly be profitable, but they’re passionate about it. Can you maybe talk about the ability to importance of separating your passion from that which could be profitable? That was me, right? As a musician, I was the dude, right? And so I was pretty passionate about it. And it was fun. And I got a lot of kind of emotional enjoyment of performing stuff. And I was pretty good at it, too. But it took me a while to figure out that, like, hey, like, this is not I mean, it was I made a good living, but I wasn’t going to make a killing. And basically a lot of those books that you mentioned earlier like that we’ve met Stone Stuff and Napoleon Hill’s Think and Grow. These kinds of books make you think about, okay, like you can’t just, another great book is Rich Dad Poor Dad. And it’s like, you can’t just trade tide for money forever. You have to figure out a way to extrapolate yourself in that process. And so I tried other things and I found when I tried new things that weren’t as directly emotionally attached So I was playing music still and I started a piano lesson business, which was was terrible. I was It didn’t work very well But I realized I could do this. I guess I can test an idea and And try it then I started a wedding entertainment company and that did pretty well as well And I got to see so what I would suggest if you’re like in this thing where you love it, you should at least dip your toe in another avenue and then maybe you’ll realize, oh yeah, I might love this thing, but it’s never gonna make any money. When you have two things to compare against each other, it’s so much easier. The bunky business versus the wedding business is like night and day. And I had them both at the same time and I was able to contrast and compare and I realized, oh man, this other thing is so much more profitable. I’m not trading my time for money anymore. It’s a product I can ship anywhere in the world. There’s so many other advantages of it. And so I think it’s, if you’re passionate about whatever you’re doing and you find it emotionally hard to give it up, you could at least try to do other things and have your toe in another pool, so to speak, because I can relate to that. It’s very hard to give up something you’re super passionate about. And it’s, it feels like you’re murdering someone when you put that dream to death. But for me, I was fortunate enough that I had other things succeeding that I could kind of pivot to, as opposed to like a, you know, giving up on my dream kind of idea all at once. Toe in the pool, block bad. Ride the carousel, pay the quarter. Toe in the water, block bad. Ride the carousel, feel the flow. Now,,, that’s the website people can go to if they want to check out any of your products. I mean, this is like a bolt on bedroom, folks. This is a way to add on a weekend getaway without needing to get a second mortgage. This is a way to add on a fun cabin onto your property without needing to go get a permit. Sir, what’s your most popular product right now in the final 90 seconds? What’s the most popular product right now? Right now, if you’re in Michigan, check out the Hideaway Bunky, Bunky without a Loft. It is, we’re actually giving one away for a lucky person from the Michigan area. The Hideaway Bunky, 199 square foot is what we’re giving away. Ooh, James, look at that baby. You don’t need a permit in most places. It’s fantastic. James, that’s almost more space than you need. That’s beautiful. Look at that. You could, look at, James, this is almost more space than you need. Right. What do you when can you handle if you live in that full time? Oh, dude, of course I could. Do you? I could if I had like a little grill in there. You’re a you’re a low maintenance man. I think I should be like a quest you should have. It’s almost like it’s like the birth of a show. It’s like living in one hundred ninety nine square foot. Now, this is most people who buy this are buying this for a guest room. Right. They’re adding this on as a guest room or is that, or are people using it? Yeah, sometimes it’s the backyard office, sometimes it’s the guest room, sometimes it is like a little tiny house that I might use for a couple of seasons of the year, like there are people that live in these bunkeys full time, even in Canada and across North America now. But I’d say like, that’s the minority. If you’ve got to be a hardy individual, that’s, that’s hunkering down to, maybe you’re trying to cut your costs right down to a bare, bare minimum. But I’d say the majority of people, it’s like an extra bedroom. Yeah, look at this. I mean, this is, you got the bed in here, you got enough room here for tables and chairs. It’s all right there. Boom. David, I really do appreciate your time, sir. And again, folks, if you’re out there trying to achieve your dreams, make sure you learn to live below your means. Take care, David, have a great day. You too, thanks guys. Bye-bye. Watch what somebody does and not what they say. Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy, and the name of our business is Kip Top 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 that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment. They’re a threat. 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, script for emails, script for text message, 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. People, there’s a real sense of urgency to get it done. It’s great. I learned at the academy in Kings Point, 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, oh, 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’s 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 money. I 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 3 million. This year we’ll do 24 million. Which is more than, he’s an accountant, so we’re going to talk about that. some capital, I think that was the thing, and he needed to get some sales going. That’s how sales go. And so if we tell, Paul, from the accounting perspective, let me 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. It also has to say why we’re different. That about us in there is spectacular. 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. It’s just been awesome. We’ll 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. Get, get like this guy and let him go after it. It’s same because then you can be doing what you do well. And, and take that, that time and invest in something else on top of that, top of that as 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, 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 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 at King’s Point in 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. They heard about the podcast, they heard about the conference, they heard about the success stories, and they came to the conference. That’s step one, they came to the conference. By the way, if you go to, 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 Thrive Time Show. 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, well, 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, so 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 academy bookkeeping everything the search engine optimization the online advertising The social media I learned it all Yes, I learned it. However, it’s acts not words octa Non-verbal so James if somebody comes to a conference and they learn all this stuff, but they don’t apply it What happens nothing happens? Nothing happens. But there is a certain group of people, not our listeners, who run around acquiring information they don’t apply. Those are the worst types. So this is what happens is 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 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 a hundred and eighty 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, acta 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 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 testimonials of people that applied what we taught them. People 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 on the 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 in New York, acta 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 dollars. Wow. Then you’re going to see a testimonial of 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 in sales. That’s life changing Clay. You’re going to hear about a dog trainer who came to this event. Let me tell you about the dog trainer. He came to this event and he had a wonderful business that was just stagnant. It was stuck. It wasn’t able to grow. He was a great guy. He 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. Right? This is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing and this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to 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 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just wanna 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 King’s 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, didn’t have a pricing structure that worked, didn’t have a linear workflow, didn’t have an office culture environment, didn’t have decoration in the office that would make people want to work there, didn’t understand the process of hiring, inspiring, training, and retaining great people, didn’t have a performer, didn’t know how to franchise, 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. What? 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 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, King’s 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 gonna 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, let’s run the numbers for May. Let’s see how many we got. Run the totals, 102,837. What’s last year to date? 102,837 this year? And last year was 60,667. Whoa! Coming out of the weeds now! Boom, baby. Boom, out of the weeds, off in 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. Now what does that mean? Because we’re gonna 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? Look. I can’t really tell. One is, Michael, can you, can we just, I was gonna get it, Jason, can you kind of pull this end maybe? Just so you can see it. Just kind of pull it that way. Let’s get the length. It’s more of a, I can’t tell that 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. $11,313.50. Oh, boom. Woo! There it is. What? Awesome. Hello. My name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay’s done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, head of Disney with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours on the day to day. He does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly, he’s running 160 companies. Every 6-8 weeks he’s doing reawaken America tours. Every 6-8 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 start-ups go from start-up to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like the most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. And Clay has been an amazing business coach. Through the course of that, we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company or 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 how to get back open how to Just survive through all the Kovach shutdowns lockdowns because our clubs were all closed for three months and you have three hundred fifty thousand dollars 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 it was anyways 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 gonna 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 he loves it. So anyways, this is Charles Colaw with Colaw 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 you 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 for the love of money is the root of all evil. Not money itself. 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. You know, the tangible improvements improvements that we’ve seen is we’re up over 50% 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 north of the 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 Emma really likes any video so let’s give it a let’s see what actually the time freedom 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-a-loop. It knocks you completely upside down when you go into it. Let’s 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 here is the the Northern Beach complete with waves. We got 30 degree weather inside here. I’m sorry 30 that’s 90 for you guys over there. I gotta do this translation, the map in my head. 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, 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 think you could kill somebody with a hammer. You could kill somebody with a sock 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. In the first Timothy chapter 6, 10 it 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, 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 that will throw somebody under the bus for a dollar. That’s what money will lie to do The number of new customers that we’ve had is up 411 percent over last year we are Jared and Jennifer Johnson We own platinum pest and lawn and are located in a Wausau, Oklahoma And we have been working with thrive for business coaching for almost a year now Yeah, so 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. 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, asking our customers for reviews. And now we’re the highest rated and most reviewed pest salon company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85%, and that’s largely due to, first of all, like our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one-and-done deal. It was a system that we followed with Thrive in the refining process and that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than 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’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like I said, the diligence and consistency and doing those 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. 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 we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. They implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So, I 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 in Kings 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 blast, you blast. But 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 Luckily James were 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 I am fired up for people to watch this this testimonial Let’s make sure I’m being a good teacher here the two concepts. I want to teach you one for the way out there It’s called act up non-verbal which in Latin means acts not words. That’s the idea, acts not words. OK, 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 in New York. Acta non verba. Watch what a person does, not what they say. James, in your own words, what does it mean? You say acta non verba, you go, I don’t understand you’re saying. You say, oh, it’s Latin. It means when you’re like, 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 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 is struggling and they’re stagnant? Why would I wanna 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 wanna help people be successful, why would I wanna 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. I’m not gonna 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 gonna actually take a minute and make you really uncomfortable, Clay. So, when we started with y’all, it was awesome. We had a little company, just me and one dude and one little van. 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 going to buy in. I’m going to sell out. We went to the coaching, got coached by Marshall and Victoria and started to implement as opposed to just listen, actually be doers. It’s in James. It says don’t just be hearers of the word, but be doers as well. 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 and a gospel singer, 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 Kings 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. The 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, 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. Money is a magnifier. And acta non verba. This idea that acts, not words. It’s all about action and gaining traction. It’s not 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. Get those tickets at They’re two days. They’re interactive. We open up the doors at 7 AM. We go until about 3 PM 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 50. 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, I, you’re almost like a benefit we should add to the package. When people go to, it’s like, and you get to meet James. So get those tickets again, folks at James, I really do appreciate you joining me today And if folks again get those tickets at thrive I’ll just be people with these words Watch what a person does Not what they say I’m Rachel with tip-top canine, and we just want to give a huge. Thank you to claim Vanessa Clark Hey guys, I’m Ryan with tip-top canine. 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 So this is my old van and our old school marketing and this is our old team and by team I mean, it’s been 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 grams 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 systems that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re 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, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses? Or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see you. 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 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. Harvard Kiyosaki 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. And so Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who’s my age, and I can say or cannot say. Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorne, who was my boss at the time. I was 19 years old working at Faith Highway. I had a job at Applebee’s, Target, and 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. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, you know, thank you, but you’ve become an influencer. You know, 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 too, or bad influencers. Yeah. So anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, King’s Point in New York, I learned at the Academy, King’s Point in New York, acta non verba. Watch what a person does, not what they say.


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