Business Podcasts | 5 PRACTICAL & POWERFUL MOVES YOU CAN USE TO GROW YOUR BUSINESS NOW!!! + Learn How Clay Clark Was Able to Coach Ronnie Morales Brothers Construction to 57% Growth In Less Than 10 Months

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Business Podcasts | 5 PRACTICAL & POWERFUL MOVES YOU CAN USE TO GROW YOUR BUSINESS NOW!!! + Learn How Clay Clark Was Able to Coach Ronnie Morales Brothers Construction to 57% Growth In Less Than 10 Months

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Business Coach | Ask Clay & Z Anything

Audio Transcription

Hey guys, I’m trying to close a deal here. I’m Josh, I work for Statler Marketing. We’re a little start-up marketing firm. Well actually I wouldn’t say start-up. I’ve been on staff for about five years now and the company’s doing really well. We’ve all been in the same office since I started working here. And the problem is we keep adding people and no space. We all share a phone, so. But there’s actually some advantages to having a small office. We never have to have meetings, because it’s kind of like we’re always in a meeting. The break room’s real close, so that’s convenient. I don’t have to leave for lunch. I just can stay here and work all day. There’s a lot of togetherness and closeness, camaraderie, and touching. Yeah, we could use a bigger office. Broadcasting from the center of the universe and the world headquarters Let’s go! Presenting the world’s only business school without the BS With optometrist and entrepreneur Dr. Robert Zellner And the four small business administration entrepreneur of the year in your ear Clay Clark It’s the Thrive Time Show On Trump Radio 1170 3, 2, 1, Boom! Boom, boom, boom, and welcome back inside the room. And guess who is back inside the box that rocks? It is Dr. Robert Zellner. Sir, you’re back inside the box that rocks. You’re looking good. I feel like you’re going to sound good today. Well, I feel good, and you smell good. We’ve got good combinations. All the senses are working here. Yeah, I had to miss yesterday’s show because I was down at a Thoroughbred meeting for the state of Oklahoma. That’s one of my passions, one of my businesses. What does that mean when you’re at a Thoroughbred meeting? Yeah, thank you. That’s a good question. We have an organization here in Oklahoma called the Thoroughbred Racing Association of Oklahoma, TRAEO as it’s known. TRAEO, yeah, absolutely. Yeah, TRAEO. You can’t use TRAEO, though, because Elon Musk would throat punch me. He hates those acronyms. Hates them, yeah. You got to say it out. Say it out. And what we do is we have meetings every couple of months. We talk about the upcoming event, The Meet at Remington Park, which is our premier track here in Oklahoma and in Oklahoma City. If you haven’t been out to Remington Park, I encourage you to come on out there and check out the facility. It’s a great facility. They have a casino in there if you’d like to. If you’re like a pro gamer. Yes, if you like to push a button instead of studying a race form, or if you just want to come out and have a nice dinner and look at the horses and take your family out and have fun. It’s a great facility, great place, and of course I’m a big, big, big fan of the old horse racing. At these events, do they, at these board meetings, do you do the, do you guys pledge the flag? Do you guys do the flag, do you say the Pledge of Allegiance, do you do those kind of things? I’m ashamed to say we don’t. I need to add that in there. I think that’s a great idea. Do you guys take the minutes? Does somebody take the minutes? Oh, yeah, yeah, yeah. They take the minutes, and it’s Robert’s Rule of Order, which I always love. Robert’s Rule of Order? Because when you’re at a meeting and they say, we’re going to use Robert’s Rule of Order, I just smile because I go, my name is Robert. So they’re by rules. Thank you. Now, Wes Carter, you’re a legal eagle. You happen to be an attorney, Wes Carter, with Winners and King. By the way, if you’re looking for an attorney, and I know you are, you want to reach out to Wes Carter there. But now, Wes, what’s this whole Roberts rules? Is this kind of, are you aware of these rules? Is he making these things up over there? Well, it’s a very complicated set of rules to follow. So my advice to clients is always just follow your own rules and don’t obligate yourself to Roberts rules. Wow. Now, wait a second. My rules are always the best. Okay. Now, Thrivers, today we’re talking about using the force to grow your existing business by 300% this year. See, that’s the goal. I know we just rebooted the whole Star Wars thing, and you know it’s sold for $4 billion at Disney. That’s pretty cool. How much of that did you get, by the way? Do you know why he decided to sell that? Do you know why? He was short on cash? No. Because he’s getting older, and he was like, I’m going to hand off my baby. Nope, nope, nope. Everybody, nope. Here’s what happened is that. I can’t think of four billion reasons he sold it. Okay, this is the deal. George Lucas, he built the obviously Star Wars franchise and nobody believed in it. And so he said, here’s the deal. He’s running out of money. He says, you guys can, I’m going to fund it myself. I’m going to find a way to fund it. He’s just trying to fund it. He’s just trying to stay afloat and he works at a deal where he gets to keep the rights to make him future movies and he gets to keep the rights to all the toys. And they’re like, yeah, whatever, no one’s ever made money on toys with a movie, so sure buddy. Anyway, he does very well financially and he does well enough to make the second one. So he makes the second movie, makes the third, and he gets this idea to build Skywalker Ranch. Z, have you heard about Skywalker Ranch? I don’t think I have. You guys are not really… Tell me about it. He decides to build this ranch where he’s going to basically make the technology to make science fiction films and other featured films, other digital animation. He’s going to do it. He has this vision. He’s going to buy this land in California. He’s going to turn it into a huge movie studio. almost 20 years, he kept trying to get approval from the state of California to renovate his own land. And they said, you have to turn your land into like prairie land. You can’t, you gotta return it back to natural state before you’re allowed to build on it. Then you gotta do this and you gotta do that. And so long story short, he just got so frustrated after almost 20 years of appeals that he was like, well, I guess I can’t ever do it the way I want to. So you guys could, yeah, he got very irritated. It was a big thing. So Lucas in the New York times, he came out, there’s an article, you can see it’s called Lucas and Rich Neighbors Agree to Disagree. So George Lucas, basically after a 20-year fight to be able to turn his land into something that he could use to make the Skywalker Studios, it was nearly a 30-year fight, he decided that now what he’s going to try to do is to sell it to low-income housing to get back at the people who refused to let him renovate it. And it’s a New York Times article and you can find it, but he’s just very irate. Oh my goodness. For 30, can you imagine buying the land? I mean, here’s the picture, Z. It’s on the New York Times. He bought this beautiful land and he wanted to build the Skywalker Ranch and shoot movies there and they denied him for 30 years. So now he’s just furious. Yeah, I mean, he sells it to low income housing and then those people will just sell it to, you know, I mean, I guess he put it in a trust or he can do something to kind of make sure that it stays, you know, you can’t have anything bigger than a 600 square foot. This is what it says. It says, I’m reading for the New York Times. He says, uh, if the announcement took Marin County by surprise, it was nothing compared with what came next. Mr. Lucas said he would sell the land to a developer to bring low income housing here because the rich neighbors didn’t want him to build a studio there. And he says, this is inciting class warfare, not letting him do it. And so he’s basically going to get back at them by selling it to low-income apartments. So that’s the rest of the story. That’s the story behind the story. I know that because I’m a total Star Wars nerd, my friend. Well, I’ll tell you what. You may be listening out there. If you’re getting ready to start a business or grow a business or you’re thinking about that, which we know from Forbes, about 57% of you are. That’s the number they came up with. I didn’t come up with it. Did you come up with that number? I did not. This is a Forbes number. That’s their deal. And one of the things I’m going to tell you that when you start your business and you’re growing your business and you’re rock and rolling with your business, be a lover, not a fighter. So don’t sell your property to low-income housing. Is that your tip for George Lucas? You know, be a lover, not a fighter. I’ll tell you what, life is short. Do you really want to fight your entire life? I mean, seriously? Well, these are thoughts. Like his ranch had to be there. I mean, seriously, 30 years later and then he doesn’t follow his dream, he doesn’t do what he wants because he’s too busy fighting because someone doesn’t want him there? I’m going to schedule a cage match between Dr. Z and George Lucas. I tell you what, just go build it where somebody wants you to build it. You know, with all this economic development. He could have built it in Oklahoma. I know. All these states out there just giving money for people to come in and build something and grow jobs and to do things and then all of a sudden I’m going to sit there and fight for 30 years? Are you kidding me? 30 years. Are you kidding me? No, I’m not kidding you. That just wears me out. Now, Zolhom, we’re going to use the force, though. We’re going to use the force to grow your existing business by 300%. If you do these moves, I’m telling every listener, if you’re doing this, you will grow your business by 300%. You’ve got something tricky with the word force. I just feel it because it can’t be… Well, the F stands for something. The O stands for something. The R stands for something. The C and the E stands for something. Let’s start with the F. So the F is focus on registering your Google Map. This is very, very important that you do this. And so to do this, I want everyone to go here, just Google, go to Google and Google search the phrase, Google my business. Just Google search the phrase, Google my business. And when you do it, you’re gonna see how you can register your business. So let’s go ahead and do an example. I’m gonna pull it up. Thrivers, I want you to pull it up on your computer. If you Google Tulsa men’s haircuts, and I know you are, there you’re going to see that Elephant in the Room has 287 reviews, and Knockouts has 33 reviews. So Justin, you’re obviously the founder of Elephant in the Room, but if you were objectively looking at it, or Wes Carter, you’re objectively looking at it, one guy’s got 287 reviews, one person has 33. How many, Justin, would you at least try out the guy with 287 reviews? Hold on a second. Before he answers that, I’ve got a question for both of you. Now allegedly, you both have ownership in this business, Elephant in the Room. And it is allegedly a men’s grooming facility where they do primarily haircuts. I don’t think I’ve ever seen Justin without his baseball cap on. And he’s got this massive beard, this well-trimmed, well-oiled, well-coughed, coifed, is it coifed or coughed? I don’t even know. I’m going to let you go with it. I’m not a fighter, I’m a lover. I’ve learned from the very beginning of the show, I’m a lover. I’ve never seen him without a baseball cap on. Or without a beard. Or without a beard. Maybe you have. I don’t know. Maybe a couple years ago. That may be the case. When he started the company, if you go on to Google and you Google Justin Moore Tulsa, you can see him back in the day when he used to really maintain that. So Justin, if you were Googling Tulsa men’s haircuts and one company had 287 reviews and one had 33, who would you call? It’s a no-brainer. I’m calling Elf in the Room. There it is. Now, check it out, Thrivers. According to, according to, this is to Adweek, 81 percent, this is 81 percent of consumers read reviews before contacting a business. 81% according to Adweek. And if you say, I don’t like Adweek, well, fine. We’ll go to Forbes. Forbes is finding incredible information here. They’re saying 88% of consumers read online reviews before filling out a form. This is Forbes, 88%. So Z, we should probably all register our website on Google. Absolutely. You know, the problem is, though, is that, you know, it’s the guys that are the most determined to give you a review are the people that are upset. You know, the one to two percent that you just can’t make happy no matter what you do. You know, you like here, a free haircut, a chicken sandwich, I’ll wash your car and walk your dog. Can I give a real example to the thrivers? Can I, can I, can I give a real example or can I give a bogus example? Are you gonna get down and real? I’m gonna give very real, very raw, very it’s gonna be a very direct specific example. So if you Google… Am I gonna be offended? I think you might be a little bit. If you Google Dr. Zellner, Tulsa, that’s you, you’ve got your Harvard location has a hundred and twenty reviews and if you read those you’re gonna realize those are real customers, those are real people. But it’s easy to see on your reviews for Elephant in the Room and for your business, you can see, it’s almost like when somebody gets fired, you can see someone with a lot of time on their hands who then spends an entire day writing one-star reviews. I’m going to show you. And then it’s like outliers, and it happens for every business. For Elephant in the Room, we have reviews, Justin, from people who are like former employees, not even customers, women who never got their hair cut. Never, never, yeah. So I would just encourage everybody, if you’re listening today, step number one is you want to register your website by just Google searching forward slash my business just Google search Google my business and register your website if you get stuck get out to one of our next in person workshops and we’ll help you through it but Wes Carter you’re an attorney how hard is it to get people to actually write a review my man it can be really hard I mean people you tell them to do that oh yeah I’ll do it I’ll do it I’ll do it. And then it never happens. So you either have to incentivize your staff to stay on them or incentivize the person, give them a little something something to leave it for you. Z, in your business now, it seems like the team is doing a great job gathering reviews here. Elephant in the room, this is what we do. Elephant in the room, what we do is we say, basically, if you’d be willing to take a moment to write a review, we’d be happy to give you, I think for a while we did a free bracelet. And we just say, write a review, good, bad, whatever, just share your experience, we’d like to get that from you. But it’s almost like if you don’t encourage someone to write a review, they just won’t do it unless they’re a competitor or a member of the dark side. Oh, absolutely, and our move was we gave $10 off their bill if they did a review, we didn’t tell them what they had to say we didn’t tell them which stars to give us. We didn’t tell them the comments to make on there. We just said, hey, listen, if you do a Google review right now at checkout, we will reduce your bill by $10. And let me tell you what it’s like if you don’t have Google reviews. It’s like applying for a loan and then they put in your social security number and nothing comes up. Like nothing at all. You’re like, that’s not a real number. You’re not a real person. So it sort of brings doubt. This is what comes up. Sir, that social security number is not a real number there. And so all you want to do, Thrivers, if you’re running ads and you want to grow your business dramatically, you definitely want to register your website today with Google My Business and get yourself to 100 reviews. 100 reviews. Okay, so Clay, once they Google that, then what pops up and what do they need to do? Well, once it pops up, we come back after the break here, we’re going to walk you through specifically how to fill out your Google My Business listing. That’s Dr. Z. I’m a business coach. Stay tuned. Man, I always kept the righteous doing it would come back to me. Even when my hunger was outweighing the strategy and I prayed to God like I hope you got a map for me. Up at 5 a.m. like nobody wanted as bad as me. I guess hunger either kill you or it energizes you. Motor City, boy, I’ve been a driver. The young Detroit legend, I swear I got the city inspired. I bought M.O.T.U. just to solidify it. Deep boy, deep boy, that’s how I was raised. Boss up and put the city on forever my ways. Me and Ma started charity to give the kids clarity and take it further than the foundation we laid. Thanksgiving Day parade, I got carried through the city. And after that, I hope I get married in the city. And after that, I hope I get buried in the city, even when. Nothing weird here, Thrivers. Just four men making Star Wars sounds. Okay, put the lightsabers down. Get serious. Okay, serious. Z, have you ever dressed up to go see a Star Wars movie? I mean, have you ever… I wore clothes, if that’s what you’re asking. Have you ever been in line dressed up like a Wookiee to see a premiere of a Star Wars movie? Wes, as my attorney right now, do I have to answer… I think you played the fifth of it. No, no. Do I have to answer? I think you played the fifth of it. No, no, I never dress, I never wore anything other than normal clothes, but I did wear clothes, so I don’t know what you’re getting at. I’m just wanting to know if you’re going to be honest on the radio show and share about your full Wookiee costume. I know you often carry a light saber. Well just in case, you never know when you need to use the force. You’re running counters with who uses the force, you need a strong blaster to knock people out, you know? Well, I mean a blaster will open doors. Nice. Okay, now, Thrivers, we’re talking today about using the force to grow your existing business. And before we went to the break, Dr. Z, he’d asked a question. He said, hey, I know we’re supposed to register our business in Google, but then what? So Z, you’re wanting to know the specifics of what to do here? Yeah, well, you said that Google, you know, you said Google, front slash, your business. So obviously, they’re putting the name of their business in there. So let me throw a couple scenarios. What happens if somebody else already grabs your business? Okay, well, let’s go ahead and do it. First off, let’s go to Google search, and everybody, I want you to go to forward slash business. forward slash business. And then what you’ll do is you’re going to attempt to register your business, and a series of prompts will come up. It’ll say, what’s the name of your business? What’s your address? Okay. And from our experience working with clients, I would say that probably one third of the time somebody has already claimed your business and it’s usually a competitor who’s trying to mess with you. Okay, that’s what I’m saying. So this could have happened. Someone else is in the show and they’re sitting there looking at it going, oh my God, I’ve shown a truck stop, they’re pulled over, they’re typing in. I mean, they’re. Well, they’re in a truck stop. They’re no longer interested in the show. They’re probably just hanging out, getting Subway sandwiches, waiting in line for a shower. He’s referenced that a couple of times now. Well, I mean, it’s what you do. It’s what you do. It’s the move. Okay, so what happens is, then what you do is you need to, once you register, you can claim the business. It’s called claiming the business. And they’re going to mail you a postcard to your actual place of business. And then when you get the postcard in the mail, you have to text a number to text into, and you’re going to text a confirmation code that quickly expires. If you don’t, then you lost that and you have to redo the process. It usually takes seven to ten days to register your business. If you want to know how to do it properly, what I’d encourage you to do is Google search Tulsa men’s haircuts. When you do it, you’re going to want to make sure in the name of the business, you name what you do. So as an example, it says, elephant in the room, men’s grooming lounge of Tulsa men’s haircuts. Because Google is scanning the internet looking for the phrase, Tulsa men’s haircuts. So it’s elephant in the room, men’s grooming lounge of Tulsa men’s haircuts. And because we also do downtown haircuts, we have of downtown Tulsa men’s haircuts. Or if you Google, one more example, you can Google broken arrow men’s haircuts. And when you Google that, Elephant in the Room comes up top, because again it is named properly, Elephant in the Room of Broken Arrow Men’s Haircuts. And I noticed Sports Clips recently has copied my super formula, which is fine because we have 188 reviews, and may they struggle with their 44. But we are going to, we have at least, if you just do the math here, 188 divided by 44, Justin, we’re in the lead. And then we’re two above that shop that rhymes with dropouts. Oh, Justin, you sound negative. Why do you get competitive on the show like this? Just because we really want all the competitors to finish third or fourth, or maybe not finish at all, doesn’t mean you can bring that competition to the show. Hey, if you don’t want to win, you’re just in it for the participation trophy. Okay? Okay, let’s talk about competition in Google Reviews real quick. How competitive are you about growing your optometry business? I mean, how competitive are you? I mean, do you view it as a little battle, as kind of a war? I mean, because I know there’s a lot of people that meet up at local chambers and they say, well, I’m an optometrist too. We could work together and we could share leads. And what’s your mindset when you hear that kind of thing? I feel like there was a fun movie that Arnold Schwarzenegger did years ago, back when he was a young man. Yeah. Back before he became the governor, and it was called Conan the Barbarian. And in there, there’s a funny scene where other leaders are talking to Conan, giving him advice, and he says, you know, the best thing in the world is to crush your enemies and to hear the lamentations of the women and to dominate, to be the best. This whole thing that he said, I just kind of go, yeah, that’s kind of how I feel about business, you know? So, Wes Carr, I want to ask you, is there any ethical boundaries that you see often? I mean, it’s okay to make the women laminate. Lamentations of their women is the actual phrase. Is that taught in business school, Wes, or is that just kind of something different? Well, I don’t think I must have missed that day in law school, but as long as you’re not actively engaging in such a refuge against your clients, I think that’s a big one. What is that? What in the world is that? I’m starting to find it. Corporate espionage. Oh, there were sneaky McSneakers. I tell you what, stealing someone’s Google map, is that, is that, is that, is that the breach? That would be a no-no. I think that would be a no-no. Yeah. Okay, well let me read you the definition of lamentation. I think a lot of people out there want to know what is lamentation. Yeah, they’re hung up on that. It says, the passionate expression of grief or sorrow, weeping. During the break, I’m going to pull up that speech. I’ve got to pull that speech up. Absolutely. We’ve got to hear that. Now, Wes, I’m going to walk you through scenarios that have happened to Elephant in the Room. These are behind the scenes Google moves that I’ve dealt with. I haven’t talked to Justin about this, but there’s things that happened I’m sure he hasn’t told me about. But I’ll go through the first thing. When we registered our map, we definitely had a competitor that had registered our address and said it was theirs, and I had to go back and forth. Is that an illegal move, or is that just a sneaky, smart move? I think that’s fraud, is what they would call that. Now what about, now Justin has seen our competitors actually take the signs. Well, he puts out signs out front for the one dollar haircut, and Justin, you’ve actually seen them pull up in a truck, am I right, and take them? I confronted this guy, yeah. But technically, so did you electrify the sign, you see, yeah. Put razor blades on the ends, you know, um, landmines got a little crazy. Um, but no, seriously, but it’s, uh, um, the property of the shopping center and you see, you know, businesses all the time advertise with little pop-up signs or stands, all that stuff. And so that’s where we, we put them in. I noticed over a time period that someone was taking it down over and over and over and over, you know, and it, to be honest, it amounted about $3,000 worth of material. Oh, man. Yeah. That’s expensive. Maybe it was the sign company taking down the signs. But there was probably eight different haircutting, you know, establishments within two miles of our shop, you know, so it’s like who is doing it, you know, but ultimately it made me feel pretty good that someone was that passionate to try to, you know, drive business away from us. So, but it makes you work a lot harder. Now, Thrivers, I just encourage everybody out there listening, get competitive, get that fire of desire, and get yourself 100 reviews. I handle the marketing for so many companies. And I will tell you, if you’re running advertisements and you don’t have Google reviews, people are doubtful that it’s a real thing. People began to think it’s a scam, it’s a dirty move. I have a question though, especially in my business. I don’t know about the law and the optometry here, but I hear so many people focusing on Facebook and creating these photos and all that stuff, these videos and all that stuff. What’s more important, could you say, is it the Google or is it the Facebook? Do I have it backwards? Because I don’t pay much attention to my Facebook. Google reviews is the number one thing right now for business. If you had to choose, I recommend you do both, but if most people start the search for anything with a Google search, they go to and 81% of people, according to Adweek, read the reviews. 88% of people, according to Forbes, read the reviews. My name’s Clay Clark, I’m a business coach, and we’re teaching you the force to grow your business. Stay tuned. ♪♪ Vroom, vroom, vroom. We get some more beef jerky at the next truck stop, that’d be great. Beef jerky’s on the list, all right. That’s what would happen if we were creating Star Wars. We would not. We’ll take it by shower, you go and get some beef jerky. Okay, real quick. I have a lot of fun factoids for you. Do you know how they came up with the voice of Darth Vader? Do you know how he finally came up with the sound? I heard that the original sound, which you can YouTube and look at which is pretty silly is a kind of a high high octave English like British like you know like well well here’s what we just want to throw punch I know more about this than I should but here’s what happens is is George Lucas he’d made that movie American graffiti and it did well and so he’s like okay I’ll get funding for one more movie kind of use his swag to make another movie oh yeah and then he tells people the movie movie they’re like, a Wookiee? What’s a Wookiee? He’s like a big dog? So he’s in, but in order to make the movie happen he had to invent the technology. They had never had movies anywhere close to the way that movies looked. Oh yeah. So he finishes editing this movie, he actually literally had a heart attack while filming it, ran out of money multiple times, it’s a super stressful situation, and he shows the movie to his buddy Steven Spielberg. He and Spielberg have been buddies forever. He says, hey, Steven, check it out. He recognized everyone needs a coach. He recognized that everyone needs- He needs a business coach, yeah. A movie coach. Everyone needs a mentor, seriously. He shows it to them, and they finish the movie, and Steven says, you can’t show that movie. That thing is awful. He’s like, why? He goes, the editing’s terrible, and the guy is supposed to be scary and intimidating. It just sounds awful. He’s like, are you saying I have to completely re-edit the movie? Absolutely. So he hires a guy who had previously edited like these Asian ninja movies, the guys who, you know, those kind of movies. Yeah, the voice doesn’t match up with the mouth. Right. So the guy edits the movie and it’s a disaster. So Lucas is like, OK, fine. So his wife sits down. This is back before digital editing and personally edits the video with this other editor guy while George Lucas is frantically trying to make sound effects. And what he does is he takes a lavalier microphone and puts it into the oxygen tank of a scuba kit, like a scuba diving kit? Scuba kit. And he finds a way to somehow talk into the lavalier mic that’s based within the scuba tank and that’s what made the voice of Darth Vader. Kind of a crazy deal. I mean James Earl Jones obviously is the voice, but now see before the break you had advertised that you were going to play your favorite sound clip from Arnold Schwarzenegger in the film Conan. I know what you said. You asked me a question. The question was, how do you view your competition? Yeah, I mean, how do you view it? Is it really a big competitive thing for you? Or are you kind of like, hey, there’s enough optometry? And what popped into my mind was what I’m getting ready to play. You ready? Yeah, absolutely. You’ve got Conan the Barbarian, when one of the chieftains of the local tribes is asking the other chieftains what’s the best thing in life. And here’s how it goes. What is best in life? To crush your enemies, see them driven before you, and to hear the lamentation of your women. And then all the chieftains cheer. That’s a cheerful event. Now I think a lot of people are standing there going, hey, you guys, I don’t know if you’ve covered maybe in the previous segment you did, but lamentation, what is that? It’s the passionate expression of grief or sorrow or weeping. So you’re saying you want your competitors’ wives to weep? Well, that sounds mean. I’m sorry, guys. Oh, no. Listen, if you happen to turn on the show and you’re driving and you’re like, I’m the wife of one of his competitors, I’m so sorry. Wes, I got to ask you, Wes, you’re an attorney. Wes, if someone’s listening right now and they feel like they’re being wrongly persecuted by their competition. Maybe their competition is spreading rumors, issues. Their competition is advertising more than they should. They’re giving deals. No, no, no. No, no. Okay. Wes, I’ll tee up this situation. There was a bridal show I went to years ago and one of the competitors sent out an email to every single bride stating that DJ Connection has a long as it’s just for just so you know. Well, just just for your benefit, oh, brides who’ve attended the wedding show, I just want you to know one local DJ company has a long reputation of not showing up for weddings. And because they are the largest, they typically get a hall pass just so you know. So just for the benefit of you, just be careful when talking to DJ Connection. And that was your company? That I owned back then, yes. Yeah, okay. So Wes, I mean, legally, if someone’s listening right now and they find themselves, if somebody’s listening, you’re definitely in a legal battle or you feel like your competition is doing something unethical or unfair, how can you help them? What’s that process look like? Well, that situation, there’s lots of stuff you can do. Come on, light it up, man. You can go after them for libel, falsely accusing someone and damaging their reputation? Come on now. Here’s another big legal word, tortious interference. I want to ask you if what I did in response was ethical. Probably not, but go ahead. What I did is I responded to the email chain with the guy’s DUI picture. Is that okay? I like that. Because that actually happened, and I responded back to it to like hundreds and hundreds of replies. And if it’s true, there’s no libel. Is that a move? Can I do that? Because now I’m an older guy. This is like way back in the day. This is so far back in the past that I can’t even believe I would do that kind of thing. Is that allowed? Wes, can you actually respond? Am I in trouble? You can do anything you want. I mean, it sounds like a little politician move there. It was a move. It was a move. I’m not sure who sent this email, but… What resulted in all that trickery. What I realized is that a lot of the brides actually formulated opinions not to book with us because of that email that seems so sincere. And at first I thought it wouldn’t affect me. And I talked to one of my mentors in my life, Lori, and she goes, you’ve got to punch back. If they punch you, it’s more of a very kind of a Trumpy mindset. If they punch you, you knock them out. And I was like, okay. And so I wasn’t sure how I could, I wasn’t sure what to do, you know, what to say and I knew the guy had recently got arrested for a DUI and had a bunch of things and so I thought, well I’m not sure who wrote this, but sent this to him and I said, hopefully your DJs get to their weddings on time. I think you have to be careful because if you’re not careful how you respond, that customer may just say, forget both of you and go on to third on the list. Yeah. See, and Dr. Z over time has taught me to be the lover and the fighter. So, Z, explain to the Thrivers, if your competitor is out there bashing you, where’s the balance here? When do you want to be a lover? When do you want to be a fighter? Because you are an aggressive guy, but when do you call off the dogs, and when do you get aggressive? Well, you want to be a loving fighter. Oh, kind of a tickler? Yeah, kind of more of a, like a tickler. Tickle? Kind of a… Yeah, kind of a play fight. You know, you don’t want blood on the field. You want to be firm. You want to know where your legal standings are. You want to talk to counsel. You want to make sure that you know where the lines are drawn. And then what you want to do is, I’ve always learned though that there’s not a lot of secrets in the world. True. There are not. And within a business and a business genre, there’s not a lot of secrets. And so ultimately doing the right thing, i.e. being the lover, not the fighter, ultimately it may not feel like it day one. It may take day 100, but ultimately it’ll pay off. And that advice is actually produced five kids for me. You want to be a lover, not a fighter. I tell you, I make five kids. I mean, there’s a lot of, there’s a lot more details, but that’s how you do it. You can’t be a fighter and produce five kids. I wish I had some music queued up right now. I would totally play it if I had some music queued up. Now Thrive Nation, when we come back, we’re going to be talking more about how to take your business to the next level and specifically how to optimize your website. Now Justin Moore is the founder of the Elephant in the Room Men’s Grooming Lounge. And he has an awesome experience, but he has to also get that experience in front of you to try it out for the first time. So we’re going to talk about how getting to the top of Google’s helped Justin generate leads, and then Justin how you have to kind of wow them when they come in the first time, and what that process is like to convert people who do find you on Al Gore’s glorious and convenient internet. My name’s Clay Clark. I’m a business coach. Go book your tickets to our next workshop at Make it a September to remember. I’m a business coach. Stay tuned. Stay tuned. Oh, that was a nice one, Z. That was incredible. Z, you’ve been working on your Star Wars sound effects. That’s incredible. Well, I had no idea that I’d be using them today, but I’m glad I have my repertoire. Now during the break, we were talking about the Pacquiao-Merryweather fight, and I so rudely had to interrupt with another segment, so… It’s not Pacquiao. What am I saying? Pacquiao-Merryweather… I brought that one up, but… Connor McGregor… McGregor. McGregor. The Floyd Mayweather. So Justin, kind of tee it up. What’s your take? Who’s going to win this thing? Walk us through it. Well, Mayweather can dance with anyone. So if he doesn’t want to get hit, he won’t be hit. He might dance with Yao Dai. So he might just be dancing in the ring the whole time. But two factors. I mean, you look at the age difference and a little bit of size difference, but Mayweather, you know, he’s got the stamina. Mayweather’s an older guy. Against Brown. So I’m going to go with Mayweather, you know, just because he, unless he wants to lose, because you can’t, you can’t hit him, you know, but it’s on the 26th of August. So are we going to have a big screen up here? Well, Mayweather was born in 1970, in 1977. Okay. And he’s 40. So 40. And Conor McGregor apparently is 29 years old is that correct? He says like 11 year difference there, so Z Who do you predict to win the fight Conor McGregor or Floyd Mayweather? It’s not even gonna be close really which direction the only reason it’s going to be close is because Floyd allows it to be close And because really you’re such a technical boxer and such a great Defender are you going on the record saying Floyd Mayweather is going to win this thing? Absolutely. 47-0, and he’s fought much better boxers than Conor McGregor. I mean, Conor McGregor, if they were cage fighting, I would look at it differently. But they’re going by boxing rules, and Floyd is going to completely lie. You said that with a lot of confidence now Wes Carter You’re over there kind of looking you’re kind of you’re an attorney You’re a guy who’s a good has good judgment You’re able to take the facts and kind of act you’re able to kind of you know work with the jury to find the right Decision here. Do you think Floyd Mayweather at the age of 40 is gonna beat Conor McGregor at the age of 29? Is that a thing? I think here’s what’s gonna happen. Oh boy. Here we go Connor is not gonna be able to hit Floyd. He’s going to get frustrated and get so frustrated he goes back to his MMA, kicks Floyd in the head, and gets disqualified. See this is what I was thinking. I was thinking like this is the thing. When you are fighting, I was just thinking about this, I told Justin my theory on this. When you’re a fighter and you’ve spent your whole career fighting a certain way, you have like instincts. And I feel like that Connor instinctively wants to kick. A knee to the head, something. I think he wants to do that and he’s going to be thinking the whole time, okay can’t do that, can’t do that. It’s almost like the NFL, no more headshots, can’t leave the head helmet anymore, they still do it, you know. Yeah and they go, oh sorry, my bad. So I kind of feel like that Connor is gonna get disqualified for some sort of act of violence that isn’t allowed in the MNLB. You think Floyd Mayweather is gonna win also? I think Floyd’s gonna win, but I think it’s a disqualification from Connor. I think Connor’s gonna lose his mind. I mean Floyd’s like what, guaranteed over 200 million and Conor is guaranteed over 100 million. That’s a good deal for Floyd. I mean, I guess because he has, hey, you know what, just give them a show. It’s showtime, baby. I’ll tell you what, you dance around there, I’ll dance around here, we’ll kind of jab a little bit, you know. Are you a big boxing guy? Do you like watching boxing? You know, back in the day, boxing was like the thing and now this cage fighting’s come on and I’m not as big a fan as cage fighting and especially women. Come. I know you probably guys are going to email in and like, I’ll tell you what, I don’t like to see the women fight. I’m old school. Women cage fighting, I have ethical problems with it, but every weekend I host a lot of chicken fights. Yeah? I’m just kidding. Between female chickens? No, I’m just kidding, but I think that’s so hilarious. There’s like cockfighters who get arrested all the time. What do you think about women cage fighting? I can’t handle it. I can’t watch it. I can’t watch it either. We were actually in Vegas at a spinning event and I’m watching and I’m like, I can’t do it. At the time, who was the lady who was the big prominent female boxer? Ronda Rousey. Yeah, yeah. She was fighting that night and I’m like, I can’t do it. I can’t watch this. I’m not going to watch this thing. I just, I can’t watch women fight. But I can watch a… That’s our job. We’re men. That’s what we do. We’re the… Ladies, step aside. Let us fight. Let us do that. That’s what we’re good at. Definitely getting some letters on this one. All right, so here we go. I know. All right, so here we go. So the next move, the super move to grow your business by 300% this year is you want to optimize your website. And for sake of time, I do not have the capacity to walk you through all the details, but I’m going to walk you through the basic steps and Z, perhaps you can interrogate me with some rude questions and then Justin can talk to us about some application. So here we go. Step number one, switch your website to WordPress. You got to switch it to a WordPress-based website. Whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, and you’ve got to switch it to a WordPress. What does that mean? OK, well, if you go and you have a website that’s built custom, the problem is that the custom web developer is holding you hostage. You can’t really get rid of them. They’re going to keep charging you for changes and updates, and it’s kind of a weird relationship. WordPress allows you to update it whenever you want. It’s easy to update. But also, it’s the most out-of-the-box, search engine-friendly thing. So what happens is, let’s say that you are building a website and you use WordPress, it’s going to crawl up faster in the Google searches if you optimize it properly than if you built a custom website. Whoa, whoa, whoa. Okay, I’m getting ready to start a business. And I am not in the business of building websites. True. It’s very intimidating. Very intimidating. Very intimidating. So when you say, you throw out there, oh yeah, use WordPress to build your website because it’ll be more Google friendly. I mean that just intimidates the crap out of me. Well there is a two websites. One is called and there’s one called that will show you technically why WordPress is the best. But I would highly recommend if you don’t know how to build a website, and you don’t want to know how, I encourage you to email us today. Just go to and sign up for a free consultation. Go to, and we could build you a website that’s going to rank high in the Google search engines. And so Justin Moore over here is sort of the benefactor, and we’re partners, but if you Google today, Jinx men’s haircuts. As of today, Elephant in the Room now is every single one of the search engine results on page one, except for two. All of them. Every single one, except two. Yeah. So I mean, it’s just like we’re number one, and then we’re And we don’t even have a Jinxed occasion. That’s right. So talk to me, Justin. How beneficial are Google leads for you, like the inbound leads that come in from Google for the Elephant in the Room? For us, personally, I mean, it’s one reason that we have our call center, which is dedicated just to answering phone calls inbound, outbound, but we get such a high volume of the Google search, the search engine optimization through our website. And then once we get them to the website, we want them to click on one button, and that’s the contact us, the redeem your first visit for $1. This week we have 30 people that have signed up already just from Google from just finding us in Google. That’s this week and every week it’s a different number but that’s that’s huge and so they sign up for a dollar and then just when they sign up to have their first haircut for a dollar what can they expect when they come in man? Yes that’s cool so when they sign up we should capture their front number, their email address and they go into our system but when they come in for their first visit they’re gonna get a shampoo, a condition, a hot towel, a face moisturizer, a beverage, and a style all for one dollar because we want them to experience sales for their most once. So if you have a business that you want people to experience or a service, I encourage you to get in front of as many people as possible through these tips here and then get them hooked in through an unbelievable offer and so they can at least experience it because a lot of people haven’t had these experiences that we’re trying to offer them in all these different businesses out there. Everybody listening, I encourage you to have a no-brainer offer that is so good that people can’t say no to it, because once you get them in, so Z, you do a $99 deal. It’s $99. Yes. For the first exam and a stylish pair of glasses. Am I getting something wrong there? That is correct. And then once they come in, I mean, do people typically, you know, maybe buy some extra contacts or come back and bring a friend? I mean. Well, the thing about it is, is that, you know, value is what we lead with. But only, you know, the last time I checked, 14 percent of people came in wanting the low one, the base, the base package. I mean, when you go when you when a car dealer advertises a car price, they advertise kind of a down, you know, kind of stripped down model. You know, they don’t have the heated seats. They don’t have the extra, you know, in the trunk. I have to roll my windows down. Roll the windows. You know, they don’t have the power of this. They don’t have the smart… This car doesn’t have wheels! It doesn’t have the scotchgardening on the seats, because your kids could… I want that one over there. Or you want wheels on that, Tiger? I could throw those in for an extra… You want the fancy pins striping down the side, don’t you? You want a radio? You would like, with an 8-track player. I can put a cassette tape in there for an extra $50. Hey, maybe even a D. VD? A CD. Oh, nice. But the point is that you advertise that, get them in the door, and then you allow them. You don’t prejudge them, and you let them do what they want to get. If your website is screwed up, or if you think it’s screwed up, or if you’re not getting leads on your website, or you’re just not getting enough leads on your website, email us today, info at Email us to info. What would I say? I mean, I’m emailing. I mean, I click it. What would I say? Go ahead and put a link to your website, your name and your phone number. Put a link to your website, your name and your phone number. And what are you going to do? We will run a complete diagnostic on your website. We will call you and teach you the force, how to get to the top of Google, and we could even build a website for you. My name’s Clay Clark. I’m a business coach. You’re a great American. Don’t worry. Be happy. That’s Dr. Z, that’s Just Northwest. Get your mop chop tight at the shop, that’s right. Roll up in the driveway and wow your wife. Say no to the bowl cuts, just say no. To the flat top rockin’ rocky phone. Be cautionary about that cut bank season. Or rockin’ too much jelly like you’re a guido diva. If the elephant in the room is on your head, take the $1 haircut challenge instead. We invite you out, the founder and me. Your first haircut is a dollar, if you don’t like it, it’s free. If the elephant in the room is the place to be, you’re listening to the Thrive Time Show with Clay and Z. Yeah! Zika Z, zika zika zika z. Silver. Zika Z, zika zika zika z. Silver. Zika Z, zika zika zika z. Silver. Zika Z, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, zika, I mean the thing about it is that is that he’s got his baseball cap on yep, and he appear I don’t know if he has a man bun underneath there He’s got like one little whiff of like golden lock of hair snipping out from it And I’m like I mean what’s going on with you own a business that deals What’s going on with your? Guys I want to talk about the in this amazing intro there I don’t know if any other haircut establishment that has amazing… Matter of fact, I want to put that on our playlist. So we have a set place to all shops. Everything has to be… It can’t be by choice. It can’t have weird music playing. You’re going to weave that in the playlist? We need that in our playlist. We could do that. We need that. Let’s make that happen. We could do that. Now, Zee, in all sincerity… I like that it’s a dollar if you’re not happy it’s free. I want my dollar back. I love that. Oh, man. There’s people out there. I love that. There’s people out there. Now Thrive Nation, we’re talking today about how to grow your business by 300% by using the force. F, focus on registering your Google Map. O, optimize your website. If your website is screwed up or your website’s not generating you leads, email us today, info at Email your name, your phone number, and your email address and your website, and we will run a complete diagnostic on your website. And Z, we can help you get your website to the top of Google. I mean, if you Google Tulsa cookies, Barbie cookies comes up top and Google one of our clients. If you Google Tulsa men’s haircuts, Elf in the Room comes up top and Google one of our clients. If you Google any of our industries, Tulsa mortgages, then Steve Currentin comes up top, one of our clients. Z, we have kind of the Google game figured out. We kind of have one. And one thing you haven’t said yet, Clay, which I think is really kind of cool, and maybe because I’m kind of a numbers guy, but we run a 37-point diagnostic evaluation on your website. Very intense. Absolutely. And we charge you… Let me see. Hold on, hold on. Well, if you round it up, if you round it up, it’s going to be… It’s odd. It’s odd. It’s odd. Zero, carry the zero, move it over to zero. No, no, no, no. The decimal point, the comma, the comma. We charge you zero dollars. Oh, wow. Nothing. It’s free. So if you email us at info at and say, give us a link to your website, we will run this analysis and let you know what you don’t know. It works. And if you Google Tulsa business attorneys, you’re going to find right there, Winners and King Law, Winners and King. There is Winners and King. And if you do the Google search, you scroll down, you’re going to find Winners and King also top in Google for Tulsa business attorneys. And so, Wes, I want to ask you this next move. This is move number three. It’s record your calls. Record your calls. Now, let me walk you through this. If you call Amex, American Express, they’ll say, thank you for calling American Express for quality control. This call may be recorded, something like that. And there are certain states where you have to disclose if you’re recording calls, certain states you don’t. But move number three is we’re teaching you the force to grow your business. Move number three is record your calls. Ronald Reagan would tell you, trust but verify. Carlton Pearson, the former Tulsa televangelist, would say, inspect what you expect. Edward Deming would tell you, in God we trust, all others must bring data. And if I was quoting myself, I’d say, record your freaking calls. But Wes, talk to me about the legalities of recording your calls. Well, some states are what we call one-party states, so as long as you’re on the call, you can record it. Other states are two-party states. You have to have permission of everyone involved to record a call. So since we’re dealing with the telephone, internet calls, to be safe, you have to let them know up front that you’re recording the call and give them the option to hang up. Now, Wes, let me ask you this. You’re a man of the people. You’re a business guy. You’re a pro-business attorney. If I’m listening here and I go, okay, this guy seems like he has pretty sound legal advice, what’s the first step to maybe meeting you? Because I know this. Nothing’s worse than scrambling to find a good attorney after you’ve been sued, after you’re in a legal entanglement. Nothing’s worse than looking for an attorney after you’re involved in a legal situation. It’s always better to have one available that you have a relationship with. If someone says, I don’t have a relationship with an attorney, what’s the first step to get in touch with you? You can call me, 918-494-6868. That’s 918-494-6868. Or just go to We do free 15-minute consultations. So come tell me what’s going on. If you bring the right questions, I can change your life in 15 minutes. Now what’s that website again one more time? Now, Dr. Zellner, I want to ask you this. You’ve been in business long enough. If you’re in business right a year, you typically have some legal entanglements. Obviously, you have an attorney you’ve used for years. Why is it so important for all the thrivers out there, as they’re focusing aggressively on growing their business, why is it so important that every thriver has an attorney that they can trust, that they’ve met with, before the legal hoo-ha hits the fan? What happens is that you just want to kind of preload that information in your brain, and the thing about it is you’re kind of like going, well, you know what? I’m never going to get sued. Never going to get sued. I run my business ethically. And I really hope and pray that you’re not, but the reality is that more businesses are that aren’t, and the more successful you are, the more likely you are to be sued. And you might say, that’s not fair. It’s not about being fair. It’s about lawsuits go. And Wes, you can address this. Lawsuits go where the money is. You’re right. I mean, plain as the people who bring lawsuits, they wouldn’t sue you if they didn’t think they could get something out of it. True story today. It happened today. I was at 96th and Riverside, headed over here to the office. And I turned my red, my blinker on to turn right, ready to kind of merge in off the creek. And there was a truck behind me that had some kind of, uh, uh, air conditioning or something. And he just rear ended me just, you know, and like I’m in the Hummer. And so I got out, looked at it and, uh, you know, it didn’t hit me super hard. Probably going 10 miles an hour, five miles an hour. I kind of jolted the car, you know, look, and there’s a little scuff. I said, you cool. Yeah, I’m cool. Great. And he was like shocked that I didn’t want to sit there and have a big legal discussion. He was shocked. He worked for this company. My back! My back! And he says, are you okay? And I’m like, I’m absolutely okay. And he’s like, you could tell he was worried that I was going to sue him because he’s in, you could tell he’s a self-employed person. He’s in his, I mean, I just saw the terror in his eyes. Oh yeah. Oh yeah. And I said, hey, no, we’re good. He goes, really? I really don’t want, if I need to settle out, I mean, I don’t want to take this to, he was, you could tell he was stressed that he’d probably been in one of these things before. Oh yeah. I said, brother, I’ve got Kim Jong-un auto-wrapped on my Hummer and this thing’s probably got three million miles on it. No stress, buddy. We’re good. And he just couldn’t fathom that I didn’t want to have it. I was like, honestly. That is so awesome of you, though. But I don’t even get it. This is a stupid thing. You’re going to get his name and then you’re going to get him. No, I’m not. I’m not. No, I’m not. No, I’m not. No, I’m not. No, I’m not. No, I’m not. No, I’m not. No, I’m not. No, I’m not. No, I’m not. No, I’m not. It’s like no big deal, but I have been in the other situation before where I’ve bumped into somebody and man, they see you in that company car, that company DJ van, that company went back, we have my DJ connection company. You bump somebody, man, they are on it. They see that company logo on that company van. They’re at the doctor next week. They got a big bill. Oh yeah. So Zeke, can you, maybe it’s in the past, it’s past the statute of limitations. Can you share your favorite, or maybe Justin wants to, your favorite legal bogus claim that you two guys have dealt with or I’ll be happy to share one but just share one but you know where you’re kind of going oh my gosh I cannot believe somebody claimed that I dealt with one last week oh really last week last week that’s that’s hot and fresh hot and you’re gonna share a hot fresh take yeah that’s why I missed a couple of shows last week I know you didn’t you didn’t talk about it on the show I did I did that and you know I know you didn’t but I was in uh in a settlement arrangement and the thing about here’s the thing about the the auto auction is if a car deal goes bad they rewind the car deal and they realize, oh wait, the car was sold through my auction so therefore I need to get sued. Yeah, sure. You know, and so there were three of us being sued by a gentleman who was out of state. Out of state. And he had bought a 2014 Buick Regal. That’s hot. Yeah from a neighboring state. I don’t I guess it’s a hot car apparently Yeah, he bought a Buick Regal. It’s a hot car. From the auction. Well, no, he no no, he didn’t buy from the auction He bought it from someone who bought it from the auction. He bought it from somebody bought it from the auction That’s your fault because you’re a saver, right? So then therefore as you go as you do lawsuits you realize anybody that’s touched this car in the last couple three transactions Let’s go after them too. Oh, it’s good. So we’re in a settlement conference and it’s just absolutely ridiculous. And I’m sitting there with the other two, if you would call them defendants, right? Sure. One is the retail guy that sold the car, and the other one’s a wholesale guy that sold it to him vis-a-vis through my auction. AKA. You follow me? Yep. And the three of us are sitting there, and everybody’s upset. And everybody’s like, this dude does not deserve any money. Any money at all. This is just a bad car deal. But anybody can sue for anything. Well you can. But the thing about it is it’s kind of like the cost of litigation and the fact that this guy was so upset in the way that they handled the bad card deal made it to where it was like I said, listen guys, this isn’t right. We’re going to give this guy some money. He doesn’t deserve it. But you know what? It’s going to be less than we’re going to give the attorneys. And if we fight this, we’ll win it because it’s bogus, but you guys don’t understand this is not a fee case where we can go back and get our fees and win. We call it nuisance value. Yes, nuisance value. They know that. And they had just a couple little things. The car had been wrecked from Avis and they had fixed it and nobody knew about it, so therefore it didn’t show up in the car. There’s just a few little, little, little things out there that were hanging on the car. I’m going to tee this up real quick for Wes. Now Wes, you’re with Winters and King. By the way, if you’re looking for an attorney, Wes is my attorney and I highly recommend you give this guy a call. His phone number is 918-494-6868. That’s West Carter with Winters and King. Now West, if you are, if somebody’s listening right now and they find themselves in just a stupid legal scenario, just like this, what is your advice for them? What’s the first step, man? You have an employee who claims some bogusness, you have somebody who claims an injury, you’ve got a customer suing you. What’s the first step, my man? Is it step one, lose sleep? Step two, go to drink heavily at bars and Uber home. Step three, sleep outside in the rain. I mean, what are the steps? No, I mean, what you have to do is you have to call an attorney that knows what they’re doing so they can help you decide how to respond to the case. The worst thing you can do is ignore it because then someone’s going to get a default judgment against you for however much they ask for, which is crazy. You need someone who can tell you how much the case is worth for you to get out of it, and what’s the quickest and cheapest way to get out of this case. Now let’s talk about the quickest way to get out of it, the quickest way and the cheapest way. Whether you’re in a legal entanglement of any sort, Wes, I mean, do you sit down with your clients and you say, hey, listen buddy, this is what’s gonna cost you to fight it, this is what’s gonna cost you to get out of it. I mean, are you that kind of guy, or do you say, we should fight this thing, man. No, I believe. We should fight this to the bitter end. No, I’m a strong believer in litigation should be your last resort. So no matter what side you are on, litigation is gonna cost you time, money, that you could be spending growing your business, doing your business, making money instead of paying me. So I think you have to do a cost benefit analysis that says look, I can settle for X, it’s gonna cost me Y to fight, here’s my chances of winning if I fight. What do I want to do based on what’s best for myself, best for my business? And hopefully, that’s getting out of it quickly. Now Wes, what’s that website one more time? And what’s your phone number?, Number’s 918-494-6868. All right, now Thrive Nation, when we come back, we’re going to talk to you more about how to use the force to grow your business, but we’re specifically going to talk about how recording your calls can really, really help impact your business in a positive way. Because if you’re a basketball coach or a football coach, you’re going to watch the game film and see what you’re doing right or wrong. You’re going to kind of analyze what happened and be able to improve upon something, but if you don’t measure it, it’s hard to know what’s happening. And so we’re going to talk about how to properly use call recording to grow your business. I’m kind of a nerd. I’m excited about call recording, but more importantly, I’m excited about growing your business. If you want to take your business to the next level, book your tickets to the next Thrivetime Business Coach Workshop. Get your tickets at Stay tuned. Get ready to enter the Thrive Time Show. I want to especially dedicate this song to anybody who’s ever worked at a Quick Trip convenience store. Anybody who’s ever worked a 24-hour shift. Anybody who has ever worked on a holiday. We thank you for making Tulsa a great place to live. Quick Trip, we salute you. So every single time I pump my gas, no hesitation, my decision is fast I go to the gas station Taj Mahal A place where you can truly have it all You can have a burrito, a bottle of taquito Bathrooms so clean they can boost your ego And that’s just the tip of the iceberg There are people there who know how to work Their entire workflow blows my mind I want to pay them just so that I can pay them all the time And 918 is great for two reasons Quick trip itself and quick trip reasons It’s like he just said the same thing twice, but he just rhymed. He said, get away with it. Oh, Drive Nation, if you’ve ever been to a quick trip, big shout out to you. If you’ve ever worked at a quick trip, even bigger shout out to you. See, are the quick trips not one of the best companies on the, is the quick trip not one of the best companies ever? I love me some khaki and red. I’m going to tell you what, just khaki and red. I mean, you go in there, how you doing? Welcome to Quick Trip. How you doing? How you doing? I missed Ryman Royce. Did you guys ever get the pleasure of hearing him? Oh, Troyce Royce, Ryman Royce? Yeah. And he worked a couple of different locations, but he retired from the downtown one at 15th and Denver. Dude, and Denver? And Denver, yeah. That guy would rhyme all the time. And he would just nonstop. But yeah, he, and they write articles about him. He was a lyrical miracle. Yeah. He got it done. So it was a dude that worked the county. He’d rhyme when you came in the door? Oh, everything. He would say like, he’d go like, he wouldn’t stop rhyming. Alright, you got a, here’s two cents, that should be enough to help you pay your rent. Like everything. And you’re like, you’d like order a taquito, you buy a taquito and he’s like, that’s two taquitos and it’s a, and you just have something like rhyming, always convenient rhymes, ready to go and you know he thought about them. He found a way to love, he was there for a long time, but he brought it. He found a way to love his job and it showed his passion. My dad did that, my dad worked with him. Wow, that’s so awesome. He took total advantage of QT and what they offer and stuff, and he retired pretty good. He did well, Choice Royce. Now, here’s the deal, Zee. Some people are wanting to know, how does this story conclude? Give us some more detail. A little about the car story. I cut you off about the car story. I apologize. No, that’s okay. I have an overactive bladder. That’s hanging. I’m sitting in suspense. Sorry about that. Okay, back to you, sir. Hanging like a ripe apple on a tree. Whoa. Uh, getting ready to fall. Well, what I’m saying is that the three of us got together and we made the deal. We gave this guy some money. And as, as, as our guy said over here, we, we, we, the nuisance value of it, you know, Wes was saying that’s a nuisance value of a lawsuit. And so sometimes, you know, we, you have a moment where we say the principle is, and you go, no, you got to get, you got to get your head away from that. It’s not about principles. It’s not about what’s right and wrong. It’s about what makes this thing go away so that I can live and love another day. There’s somebody who’s listening. I’m on the rhyming. There’s somebody listening here who’s not as good of a rhymer as you are. And they’re saying that I’m just, I’m just, I’m bringing up what they’re saying because I had used to have this mindset and I was wrong, but I was 22, 21, and I didn’t know these things. So what I would do is I would, who was the guy who did the famous filibuster that lasted like a day? Who was the guy, the famous filibuster? The filibuster? He was the, it’s the longest filibuster ever. Who was that guy? The longest filibuster? Mm, yeah, I mean, was it in Congress or Senate or where were you? You had a guy who I think it was Senator Strom Thurmond of South Carolina. He broke a record in 1957 for filibustering for 24 hours and 18 minutes. Wow. To keep a bill from passing, but it ultimately passed. But the thing is, when you’re out there and you’re a member of, let’s say you’re dealing with litigation and that kind of thing, there are people that will just fight and fight and fight and fight over lawsuits and just they will not fight they will not stop fighting they will not quit fighting because the principle and they just said it’s the principle of the thing it’s a principle and they’ll spend thousands of dollars and thousands of hours and they just will not stop and you’re like bro you’re 37 you gotta let that thing go and you’ve been fighting for two years I’ve had clients spend literally millions of dollars fighting the case we could have settled for a hundred grand so talk to me about the kinds of situations is West where you’ve seen people spend way more money than they should, what are the kinds of cases? I know the client, the attorney, privileged, I can get into the details, but the kinds of cases where you’ve seen people just refuse to be a lover and not a fighter like Z preaches. Usually it’s something personal. So it’s family fighting family, or someone has attacked your reputation, called you out on your character, or something you just cannot tolerate, your ego can’t allow, or your reputation, you just can’t allow this to stand. There is pride. Yeah, there is pride. Yeah, pride gets involved, and pride is a very ugly thing, Clay. Yeah. And pride is, um, comes before the fall. Oh, see, see, you’re getting deep. When you’re writing these big checks and you’re just being more and more frustrated, and the energy and the time and the stress, and it’s easy to say, I’ve been through a few, so I’ve walked through it. Your high water mark is higher now. Yes, I can talk about it from this perspective, but there’s a lot of things in life that we say, oh, this is so easy to say. And yet when you’re there, when you’re in it, it’s a different feel, but I’m telling you what, it’s, um, get that pride out of there and, and make the deal. And when you know, it’s a good deal or, you know, it’s the deal that’s going to happen is when like the three of us defendants on this case, we paid more than we wanted to. That dude got probably less than he wanted to when he showed up that day. You, everybody, everybody’s upset. That’s probably the good deal. That’s when you know it’s fair. That’s when you know it’s fair. That’s when everybody’s unhappy. There we go. There we go. All right. I was happy it was over. Don’t get me wrong. Now, Thrivers, we’re talking today specifically about how to use the force to grow your business, and we’re moving on to R, which is record your calls. Now, this is so important if you’re listening to this right now. If you record your calls, you actually have to listen to the calls and analyze the calls. So my favorite team, the New England Patriots, Bill Belichick is legendary for watching the film after every game, and there’s multiple books I’ve read about the mastery of Bill Belichick, but what he does is after the game, he gives each individual player feedback about what they could have done better. All the players on the team, which is crazy. He breaks it down, they’re going, you saw that? And he’s like, absolutely. And when people realize that you actually watch the film and you’re analyzing the recording of the recorded phone calls and you’re actually giving them feedback, that is when accountability begins to occur. So, see, talk to me with your different businesses. You have obviously video cameras, audio recordings. I mean, you actually have mystery shoppers. You walk in to occasionally inspect. How important is accountability when it comes to executing? People knowing what to do, but how important is accountability to get people to actually do what they’re supposed to do? You know, it’s really funny. A couple of weeks ago, we were talking and you were talking about, you know, you have your video cameras and your recording, of course, that lasts so long. You were talking about people leaving the business and they’re being trashed, big bags of trash. And they’re having to ninja their way around the trash bags. Ridiculousness. I don’t know that I ever studied a story funnier than that, by the way. This is a kind of funnier story. We’re at the Riverwalk, and the speed limit’s like 15 miles an hour, I think 15. And we had some people that might or might not work for us who drove in here at some crazy velocity. Yeah, faster than, faster than… And poor Mike Payne, just checking the tape, and he’s like, you guys are rolling like near 60 on a 15. I’m not sure what the fine for that is. And one guy was like, no, no, I didn’t. He’s like, ah, I definitely have you on video. And so just having video and audio, it just sort of bridges the gap. But I encourage every business owner to put in video and audio. When we come back, I want Justin Moore with Elf in the Room to talk to us about the importance of having video at the front desk level, and what that looks like, Justin, to have video working for you and how that helps you manage that shop and know what’s going on. My name’s Clay Clark. That’s Dr. Z. We are passionate about helping you grow your business. Go to if you need a business coach, or if you don’t. It’s business school without the BS. Welcome to the Thrive Time Show on Talk Radio 1170. All right, Thrive Nation, welcome back into the conversation. This is the Thrive Time Show. If you’ve never heard the show before, it is business school without the B-S. Our entire passion is to help you learn practical action steps that you can apply to grow your business while also having a good time. The idea is we want to have a little bit of fun, Z, but we also want to help you grow your business. We call it edutainment. Entertainment plus education. And that’s a great thing. You know, all my… I attempt, and I love this in advertising, when there’s a little bit of humor in there. A little humorous. Yeah, I mean, I think that when you can make a person smile or laugh or you can tickle them a little bit in the advertising, i.e. the entertainment of them, I think it’s powerful. For me, and anybody out there that says, well, if you’re a… How can you make people laugh and be a doctor at the same time? That’s not ethical. That doesn’t make sense. That doesn’t make any sense. That’s weird. He doesn’t even wear scrubs anymore. You know what? It’s not weird. Whatever business you’re in, you can figure out a way to do it. If you can’t as the owner or as a person working in there, then there’s companies out there that can help you with that if that’s what you want to do. But I think that laughter, accurately done, is the best medicine. Absolutely. Absolutely. Now, we’re talking today, Thrivers, about something that maybe needs some comic relief when you start to do this. But when you install video and audio recording in your business, sometimes you’re going to watch some stuff that you’re going, oh, probably going to be a funny joke. You’re going to want to laugh, but you’re not. You’re going to want to laugh. So, Justin, how important is it for you with Elephant in the Room having the security cameras up, one, for the safety of the clients and also for your peace of mind as an owner? How important is that and how does that help you? Yeah, so if you have a place of business that you offer a service, if you think you can’t afford it, you’re 100% wrong because ultimately it might come down to costing your business. And so it’s going to be a safety reason for your employees and then it’s going to for the clients as well. It’s not just to catch the bad if someone steals anything, but it’s to catch the good as well. Absolutely. But it will give you a peace of mind. Now, technology, you can hop on your phone and have an app and you can look in and see what’s going on. We’ve had the alarm trip at midnight for just a random reason, and the alarm could have called you, but it’s a peace of mind to look in and say, okay, this is what’s going on. But I highly encourage that you do that, and there’s a bunch of different options. Maybe you guys have a company that you guys recommend, but I highly recommend it to not only catch the wrong, which we’ve done before, but to catch the positive. I would say this, Thrive Nation, it is very important to have transparency in any kind of business. And when you cast a light onto something, the darkness sort of disappears. As an example, very few people could even take cash if they wanted to from our register now because there’s video cameras. So it also, it kind of makes you know like, oh boy, somebody is watching, but it also is an encouraging thing to say, hey, I saw you there today, greet that customer, and that’s the way to do it. That’s how you do it. And Z, now, there’s also the walk-around style of management where you can actually just randomly show up at your businesses or send in mystery shoppers to get candid feedback. Can you walk us through mystery shoppers? Mystery shoppers are the best. I love these people. I tell you what, and the thing about it, I just love it. Mystery shopping is when you have somebody that you somehow or another compensate, i.e. through free goods and services or through cash or you wash their car. Tom Brady football cards. You bake them a pie. Patriots swag. You give them something that they want. Bill Belichick hoodies. Good with the arms cut off because the arms are short. Lobster. I got short arms. A lobster, a big lobster. Anyway, you compensate them and what their job is is to go into your business and to be a patient, to be a client, to be a customer, and to go through the process and then give you a fair and concise evaluation of what happened. What comes from that is just like, it blows your mind. I mean, it will blow your mind, the good and the bad. I love the way Justin just said, hey, let’s put the cameras in there, not only to catch the bad, but also to encourage the good. And that’s what happens with mystery shopping. They go in there and say, you know, hey, you know, Billy was awesome. Billy was awesome. Nancy was horrible. Nancy was horrible. She smelled like bacon. Why would she smell like bacon? I don’t even know. Is that what they’re saying? How is that horrible? How did you detect that in the video? Smell-O-Vision, it’s a future. I got a smell app. It’s an app on my phone and it measures the smell of bacon. Smell-O-Rama. Yeah. But, you know, that’s the thing about it. So you say to yourself, okay, I’m going to have my buddy pop in there. You’ve got to have some people in there that you are making sure you’re compensated, that they do a good job. And what’s really fun when that happens is the set of eyes that go, because you’ve been in your business a million times. A million times. A million times. You live in your business. You live in it. You walk through it. You haven’t gone home. The things you see, you see, you don’t even see them anymore. You don’t even smell them anymore. You don’t even hear them anymore. You’re so surrounded by bacon, you can’t even smell the bacon. You can’t even smell the bacon. But these people come in there and some of the things that they point out and they’re so excited about, you’re like, oh my gosh, I haven’t thought about that in years. Can I give you a Captain Obvious one that happened? This is an interesting Captain Obvious moment that we had. Recently for Elephant in the Room, we had somebody who came in and they were mentioning how the, Justin has created this atmosphere where the shampoo rooms, Justin, can you explain the shampoo rooms, like what you kind of want the mojo to be in a shampoo room? Yeah, so it’s gonna be relaxing, it’s going to be inviting, so the lights are dimmer, we use Edison light bulbs back there, even the paint’s darker. It’s a room, so you’re gonna have some walls. It’s not out in the open, in the public. There’s not gonna be conversation back and forth with the employees. But this is an intentional thing. Yeah, and so you have the music, because we put a hot towel over your face, so if you imagine, close your eyes right now and just listen to my voice. My eyes are closed. Right, your other senses, like your smell. I can smell things. Even your, um. Touching me. Yeah, sound is going to amplify. So it’s a reactivation, right? Okay, and so you’re in that room now, and so you’re going to be able to smell the peppermint. I can smell the peppermint. And so that’s the way we create this environment. So now you’re in the shampoo room, and ultimately, I don’t know where we’re going with this plan. I’ll tell you, I get haircuts more often than I probably need them just for the shampoos. Okay, so I want to walk you through the Mystery Shopper feedback. Do you want a massaging chair? I’m gonna put a massaging chair just for you. If you want it. There was one once upon a time and it disappeared, but that may have been my fault. No, a massaging chair. Am I being your fault? We’re gonna get a massaging chair for a moment. I’ll just say for the Mystery Shopper, we had a Mystery Shopper come into the elephant in the room and he told me, and that was interesting, he says, it’s so quiet and it’s just very quiet. And I think if you made it louder, I would have enjoyed it more. And I had to explain to him, hey, that’s actually part of the experience. Oh, okay. But it’s like, it was validating to know that that was happening. Because for a while, we had like a party going on and then we first started where they were like, we’re trying to tell people, there’s no talking in the shampoo room. There’s no talking in the shampoo room. People are running around talking, high-fiving, having a party, and we’re going, no, no, no, no, there’s no talking in the shampoo room. Because the guys would say, hey, that’s why I go in there, it’s for the relaxation. And so I’m just telling everybody, if you’re listening right now, you’ve got to have some layer of transparency of your call recording, of recording with the video. You’ve got to, mystery shoppers, you’ve got to have that. Now, the next move is you’ve got to call your leads. We come back, we’re going to talk about the intensity needed to call your leads. I know Z’s the kind of guy who calls his leads. I know Justin calls his leads. I know Wes Carter calls his leads, but some people are not calling their leads. The million dollar question is, what do we call our leads? Oh, yeah. You might want to call. That’s an interesting thing. You just got a little metaphysical, a little bit deeper than I was ready for. I’m going to go back to the shallow end of the pool. Stay tuned. It’s the Thrivetime Business Coach Radio Show. Get your tickets for the next workshop at Oh, Zeke, can we crank up that hot sauce right there? Can we crank it up a little bit, my man? I’ll do it in a little while. Oh, man, a little U2 reference there. We’re going to let this play for a good minute now. Oh yeah. A lot of business owners think that by the way. In a little while I’ll make some money. In a little while, I’ll do some marketing. In just a little while. In a little while, I’ll have a secret shopper. Once I finish bankruptcy, I’ll get on the phone. In a little while, I’ll use the force. In a little while, I’ll use the force to grow my business. But first, I’m going to pontificate about how I feel and not make calls. No, Thrivers, you want to grow your business, and so we’re teaching you specifically how to do it. We’re teaching you the force. F is you want to focus on registering your Google map and getting a hundred reviews. O, optimize that website. If you don’t know how, email us to info at Info at Send your web address, send your email, send your name, send your phone number. We can help you fix that mess. 3, record your calls so you know if you’re doing a good job or not. But 4, you have got to call your leads. Maya Angelou, the poet, would say, nothing works unless you do. That doesn’t seem very nice at all. Henry Ford says, you can’t build a reputation on what you’re going to do. Well, why is Henry so mean? Thomas Edison says, vision without execution is hallucination. And Clay Clark says, would you just call your freaking leads? Z, please share the importance of calling your leads. Oh my god, this hot sauce. If it’s a lead, we’re inferring that’s already kind of a pre-qualified hot sauce. Hello? So here’s the system. Here’s the system. One, you want to turn retargeting ads on so your ads constantly follow people every website they go to. Which is kind of creepy. Let’s call, I mean, Clay, it’s a little creepy. Well, Wes actually told me, he said, Clay, you can turn on the retargeting ads, but you got to turn off the retargeting human. And I’m like, that’s not weird. So I used to, we used to, I had this idea, Wes, that people who would come into the different businesses, we would just have a person follow them around. Mentioning out loud, stocking charges. It got a little weird, so Wes advised me not to do it. But retargeting ads, you want to turn them on. If you don’t know how, we can help you. We can help you if we don’t hear from you. Who’s we? We have like a frog in the pond? The entire team. Web developers, marketers, videographers, photographers, just go to and book your one-on-one assessment. We can help you. But then you have your retargeting ads on. You got to call, text, and email all your leads. Justin, why do you have to call, text, and email all the leads with today’s communications? Because people are busy. People are trying to dodge you. I don’t know this number. I’m not going to answer it. Dodging? We’re going to text you. And then they reply. Then you’ll know that number. Actually, in a meeting, they couldn’t pick up the phone, but they can text in that meeting. We’re married. If you could dodge a rent, you could dodge a number. Right? Yeah, yeah. But no, seriously, you’ve got to be passionate about it. Like, nothing works unless you do. Okay? So we’re going to call. We’re going to text. We’re going to email. All those things. But this is the thing. Call your leads, but not just the clients. Guess what? I spent about two hours today calling leads, but it was leads for potential hires. You, the owner of the company, got on the phone and called random people. Right. Random, a random choice. Now, these are people actually, they found us through our ads, so we’re marketing for first-time visitors for the $1, and we’re marketing for people to come work for us. Because we have more customers coming in than we could possibly keep up with if we don’t continue hiring. Right? We’re preparing for that growth. We’re preparing. We’re looking for the A-team, right? So we’re looking for those candidates. So yeah, so today I spent time calling those leads and setting up a time for them to come in at a set time each week where they can all come together and then we start our process. Now the final step, the E, this is the one I want to get Wes involved with, I want to get Z’s take on this. This is everybody around the horn here is E as you build the force, as we’re trying to teach you the force to grow your business by 300% this year. I say this because I have clients right now, business coach, one-on-one clients, many clients in our system who have grown their business by 300% this year. And if you go to and you read the reviews, you can click on testimonials, see a lot of video testifying about their growth, CPAs, doctors, dentists, these people have done it. But the final step is you have to enforce your systems. And so as an example, the US Chamber of Commerce reports that 75% of employees steal from the workplace. What? No way! 75% CBS News and US Chamber, 75% of the employees that they studied were stealing from the workplace and most were doing so repeatedly. So when you have these systems, it doesn’t require you to have a doctorate. You don’t have to be a doctor, but you do have to have a Ph.D. That’s pig-headed discipline, my man. So preach the good news. Preach the good news about the Ph.D. Oh my gosh, pig-headed discipline. Here’s the thing. Let it happen. Nobody. Nobody. I’m thinking about nobody. Okay. Can I get a nobody? Nobody. nobody nobody nobody nobody’s gonna care about your business like you do okay you gotta you gotta be big-headed you gotta say to yourself I care about my business like a pig head like a pig can you play that though can you play that? Because I think people need a little more motivational speaker in there. You kids are probably saying to yourselves, hey, I’m going to go out and I’m going to get the world by the tail and wrap it around and pull it down and put it in my pocket. Well, I’m here to tell you that you’re probably going to find out as you go out there that you’re not going to amount to jack squat. If you don’t have a PhD, the pig had a discipline. Yeah, the thing about it, we’re kind of having a little fun. We’re kind of joking. It’s the end of a show, you know, a couple hours. We’re into this. And we just, we want to give you guys practical stuff. And one of the practical things is, is one of the things we hate, and I hate the strong word I know, but that 80%, you Google it on Forbes, it could be as high as 91 I’ve seen on online, of businesses fail. And the fact is is that you have to be the pig at breakfast and not the chicken. The pig and not the chicken? A little farm logic there. And what I mean by that is you have to be completely all in. I mean all in. Like if you’ve ever played poker, for those of you out there that enjoy a good game of cards, there comes a point in the tournament or in the night or in the day, typically, where you take all your chips and you shove them… Where you take your house and you put your house up, or you max out the credit card and you say, I’m all in. And the term is, I am all in, and you shove them out in the middle of the table. Don’t leverage your house, please. That is a commitment to the hand that you have. And the hand that you have in business is your business. And you have to think to yourself, I am all in. Nobody gets it though. We see so many people that don’t understand what it means to be all in. They all want to be part of the success stories. Oh yeah, we love it. You know, Billy did this and now look, he’s got an island and 87 boats and he’s just living his dream. Billy’s 87 boats, it’s a thing. It’s a thing. Billy’s boats. It’s Billy’s boats now. The film doesn’t show Billy all the hard work he did before he got the island, before he bought one boat, before he did all the work, all the delay of gratification, all the time, all the lack of sleep, all the whatever you want to call it to get there. I have a little fun factoid for you. In 1996, Sergey and Larry started Google, and it took those homeboys until 1999 to get it to where people were using it, and until 2004 before they started making some money with that thing. Facebook, Mark Zuckerberg, it took Mark Zuckerberg over 3.63 million dollars of losses before he finally made some revenue, Z. So, Z, overnight success is not a thing. And if you want to have success and you want to have it, I wouldn’t say get rich quick but you want to have a guaranteed path to success, we have four tools to help you. Come on. Tool number one, go to and sign up for the podcast. It is free for you. Absolutely free. Now the move number two is you need to go to and sign up for a one-on-one business coach assessment. We’re going to go through all 13 points of the proven path that Dr. Z and I have used to build 13 multi-million dollar companies. It’s all available for you, but you’ve got to go to to sign up for that one-on-one consultation. Move number three, go to, sign up for the world’s best and most inexpensive business school. A dollar for the first month and then $19 each month thereafter. And finally, Z, go to and book your tickets for our next workshop. Z, why should everybody make this a September to remember? Because I tell you what, the workshops are fun. We have scholarships if you can’t afford it, and there’s no upselling. I mean, it’s a trifecta. The trifecta! It’s a trifecta. Word of it, it’s two days. You get to come and listen to Clay and the gang. Justin, you might rock the mic. I might even show up. Oh! I mean, I have. Rumor has it, I have. Well, when you show up, you always smell terrific. I’ll tell you that. DriveNation, my name’s Clay Clark. That’s Dr. Z. That’s Justin Moore. That’s Wes Carter. If you need an attorney, look up Wes Carter, Winterson King. And I’ll tell you what, we always like to end this show with a bang and a boom. As always, here we go. Three, two, one, boom! Well, Thrive Nation, we have an opportunity all the time. We have so many wonderful people that go to, and they reach out to us to schedule a 13-point assessment. We also have a lot of people that go to, and they schedule a free 13-point assessment and they’re not a good fit. Because I only work with diligent doers. I only work with people that are willing to actually implement the proven systems that Dr. Zellner and I both teach and implement in our own companies. So people say, I do want to grow my business seven times faster. I do want to reduce my working hours. I do want to increase my time, freedom, and my profits. I think we’re all in agreement that that’s a good thing. However, we can only help people that are willing to put the work in. And on today’s show, we’re joined by a man by the name of Ronnie Morales. His company is I hold him in high regard because he and his family-owned business, they actually are growing, I would call it dramatically. You look at this, Inc. Magazine right now shows that 96% of businesses fail. Inc. Magazine says 96% of businesses fail. That’s not good. Whereas this guy’s business isn’t growing by 10% and isn’t growing by 20%. It is growing dramatically. But again, if Ronnie Morales had filled out the form and had scheduled a consultation and wasn’t willing to actually implement what we were teaching, it would all be for naught. So I’m excited for you to meet somebody who I would consider to be a diligent doer. He’s based in Richmond, Texas. And without any further ado, Ronnie Morales, welcome to the Thrive Time Show. How are you, sir? Hey, I’m doing great. Thanks, Clay. Hey, so how did you first hear about us? How did you hear about the Thrive Time Show? I listened to your Thrive Time Show podcast for those seven years and I was learning so much. I was like, man, I got to give this guy a try. So you listened to our podcast seven years ago? Yeah. Really? Four or seven years. Do you remember the first podcast you listened to seven years ago? I don’t. I don’t remember. I listened to so many of them. Okay. I probably listened to more than once. Now when you’re listening to the podcast, I try to feature clients on the show so that you know there’s real people really doing it, really implementing the systems. When did it occur to you that you might want to go ahead and fill out the form at and schedule a consultation. It got to the point to where I just needed to take the next step. And I’ve been in coaching before, like group coaching and different things like that. But I just felt like everybody on your show was making tremendous changes in our business. And coming from you and Dr. Z, I felt like y’all had the experience. And it didn’t matter if it was, because I’ve been used to doing construction, like peer groups and construction coaching, where it’s contractors only. Well, I felt like, you know what, I need business, somebody business-minded to help me grow this. I don’t necessarily need a group of just contractors. You know, I needed somebody that knows the business part of it. And what kind of growth have you had since you began working with us as far as a percentage. Do you know a percentage or what kind of growth? Yeah, so we had about a 57% increase from last year’s first quarter to this year’s first quarter. So that was huge for us. And personal growth, too. I honestly just as a business leader and a team member here in my company, I’ve grown a lot to be a better leader, learn how to delegate better, learn how to get these 15-minute huddles started every morning. And it’s been great. I’m just continuing to learn, and I can’t wait to keep moving forward. Well, you know, people always ask me, they say, what’s the most important part of business consulting? And that would be, to me, like asking a baker, what’s the most important ingredient in a cookie? I mean, is it the flour? Is it the sugar? Is it the eggs? I would say if you take out any one of those core ingredients, you’re going to have a weird taste in cookie. So in our business, consulting, we focus on marketing, branding, sales, hiring, leadership, management, accounting, all of those things. So let’s kind of go through the process from just a branding perspective and a marketing perspective. How has the business consulting impacted your company? No, it’s been great. The branding, the marketing, I mean, people around town are telling us, hey, I’ve seen your trucks here and there. I see all over the place. When people are searching Google or whatever it is, you know, they’re finding our videos and they’re reaching out to us. I think one of the biggest parts with business coaching for me has been the accountability. Like just having somebody to tell me like, hey, get this, this, and this done and have it done by this day. And, you know, we move on to the next step. So it’s been great. Now we have a weekly meeting. The purpose of a weekly meeting is so that you have a week to get your homework done. We have a week to do our homework. I mean, we do photography, videography, web development, search engine optimization. And you and I meet on Saturdays at 6.30 AM. I find a lot of my clients like to meet in the mornings. How important is it to have that weekly meeting? Because again, I’ve done, I’m 42, but when I was 21, I was hiring business consulting programs that would do quarterly meetings or oftentimes even monthly meetings. And I found that nothing got done. How important is it for you to have a weekly meeting? I think it’s very important as a business owner to have that weekly accountability to make sure you’re staying on schedule. Because as a business owner, you wear so many hats, it makes it difficult to get those important things done that you need to get done, but that you want to put on the back burner. But when you know you have somebody to be accountable to, and it’s a weekly thing, and they’re steadily putting in your ear, like, you got to get these things done, get the reviews, get the video testimonials. It just makes it to where you have an assignment, and let’s just get it done. Now, at the business conferences, we walk people through the entire system. This is the system we teach from. This is from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich, which everyone can download for free right now at You and I, we track the numbers every week. So box number one, we establish those revenue goals. We do that. We know the break-even numbers. We know how many hours you’re willing to work. This is crazy. You’re married. Your wife loves you. You love your wife. I’m not ever advocating during our coaching meetings, like forsake your family and grow your company. Can you talk about that, how important it is to work with a coach that understands you want to have a healthy family and a healthy company? I think it’s very important. Yesterday I had a good dinner with my wife, and we had a good evening with live music and really enjoyed each other’s company. I took my kids camping twice this month already for four days, and we’re enjoying the summer. But I think it’s very important that as a business owner, as you put the hours in, put the hard work in, but you also take the time to spend with friends and family. And I mean, it’s important, you know, rising up early to get my meditation time is very important to me, too. So I think, again, having somebody that knows the value of these things is important. Yeah, as we go through, I mean, you are knocking it out with the marketing and the branding and all the things we have to do to optimize your website and make the ads work. We’ve determined your unique value proposition. We’ve improved the branding. We have a three-legged marketing stool. We know how to generate leads online and offline and referrals. The sales process, and I’m not picking on you, but I mean this, you’re like a super humble guy. So I feel like that the sales process was something that once you learned the proven process you kind of took to it right away. But I think a lot of contractors don’t want to come across as too aggressive or too passive or too whatever. And I feel like the sales process of your team really doing a good job of calling all the leads and the calls are recorded for quality assurance. I feel like that’s been a big needle mover for you. Maybe I’m wrong. Let me get your thoughts on that. Yeah, no, it’s been great. I had my own way before I joined the team. You know, I had my own way of sales and what I thought was working really wasn’t working. And at first I put up a wall, but once I was opened up to the why you do it the certain ways you do it, it really opened up more ways to be more successful, you know, with the call scripts, with the recorded calls. We’re still tweaking scripts and things like that, but it’s like an ongoing process. But it’s been great. And I think that it has helped us a lot. We do have, we call our lease back right away within hours, a few hours most of the time. And it’s important. And we’ve gotten a lot of leads and where I needed to hire my first sales employee. And now we’re working on more of the systems, you know, creating these repeatable systems and managing a large group of people in that daily huddle. Can you talk, I hammer all my clients, it’s so important to have a daily huddle with your team, to give, you know, to huddle with your team every morning and to have a weekly staff meeting. Could you talk about the importance of implementing these human resource strategies for managing people and what impact that’s had for your company? Yeah, so the impact of daily huddles I have for my company is that they brought the team together. All of our employees, which is 17 of us full-time, it’s brought us all together to where we’re getting to see each other in the mornings and grow together. We start off with some wins, keep it brief. We go over company updates. Then we go over all our projects and we ask, like, how’s that client doing? How’s this project on schedule? But when it did, it helped us a lot with the daily interruptions with, hey, so what’s going on here? And these questions that can be answered in the morning. So they learn to answer these important questions in the morning so that there’s less interruption throughout the day. Now, the final two areas I wanted to cover here is, you know, there’s so much to growing a company and that’s what we talk about on our weekly coaching calls. But building a sustainable and repetitive weekly schedule, you know, like every week we’re doing the group interview. Every week we’re gathering objective reviews from clients. Every week we’re gathering before and after images. Every week you’re gathering testimonials from your happy clients. You have to do this stuff every week. It’s like a garden, you gotta pull the weeds every week. Could you talk about the importance of having these human resource systems in place where you do these systems every week so it’s proactive as opposed to reactive, doing these same things over and over? Yeah, I think it’s important to do it every week and repeat them so that things don’t fall through the cracks. And if you get too relaxed on not doing it or you go two, three weeks without listening to recorded calls or whatever it may be, you start to slack off a little bit. The next thing you know, you’re in trouble. And now you’re putting down another fire that wouldn’t have been there if you would have been on track and keeping up with the systems and processes. So just doing it repeatedly helps with building that system. Everybody knows it’s this day at this time. Our morning huddles are every day from 7-07, last 15 minutes, and everybody knows to be there. And it’s just been great. Now final two questions for you. People out there that maybe want to do business with you, they’re hearing about you. Again, it’s very hard to gather objective Google reviews if people don’t like you. It’s very hard to gather video testimonials if people don’t like the work you do. What’s your website and how do people go ahead and get a hold of you if they’re looking to hire you guys for maybe a big project? Yes, our website is and you can definitely just fill out our get in touch form to reach out to us and I personally will actually be in touch with you and I have a conversation with you. And for anybody out there that’s contemplating coming to one of our workshops or scheduling a free 13 point assessment, what word of encouragement or what advice would you have for anybody out there? Well, I would say don’t wait any longer. Jump in because if I would have jumped in seven years ago, I’d have been in a whole different place today. I guarantee you would be. I’ll say this though, and I’m not prophetic. I’m saying you’re on pace. You’re on pace to have a business that’s going to be about five times larger than what it was when I first met you. And I say that because the first thing you see is the leads coming in and you start to see new teammates joining your team and you’re building that foundation for success and I totally see you guys going to a great place right now. So I wish I would have met you earlier, that’s my only complaint. But that’s Ronnie Morales. Ronnie, I really appreciate you, I’ll give you the final word. What do you want to say to everybody out there that’s maybe contemplating taking their business to the next level? Like I said guys, don’t wait any longer. Reach out to play in the team, do your assessment, and be a diligent doer. Amen to that. Ronnie Morales, take care, sir. Have a great day. Thank you. Bye. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah. So, what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay? I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminix, they’re both $1.3 billion 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 and Lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85% and that’s largely due to, first of all, our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need, that script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process and that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals and more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. And 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 with that. Like I said, the diligence and consistency in doing those and that system has really, really been a big blessing in our lives. And also, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. And we didn’t know… Oh, sorry. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah. And so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. They implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind. Absolutely, it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we’re 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. Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. Overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay’s 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 Crocker, 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, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every six to eight weeks he’s doing reawaken America tours. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. 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. 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. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best of you. Clay has been an amazing business coach. Through the course of that, we became friends. My most impressive thing was when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal. 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. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive15. 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 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 grew to 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 highest and most reviewed business workshops on the planet. You can learn the proven 13-point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also gonna leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and you’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. 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. We wouldn’t give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. Hey, I’m Ryan Wimpey with TipTop K9, and I’m the founder. I’m Rachel Wimpey, and I am a co-founder. So we’ve been running TipTop for about the last 14 years, franchising for the last three, four years. and I am a co-founder. So we’ve been running Tip Top for about the last 14 years, franchising for the last three, four years. So someone that would be a good fit for Tip Top loves dogs, they’re high energy, they want to be able to own their own job, but they don’t want to worry about, you know, that high failure rate. They want to do that like bowling with bumper lanes. So you give us a call, reach out to us, we’ll call you, and then we’ll send you an FDD, look over that, read it, fall asleep to it, it’s very boring, and then we’ll book a discovery day, and you come and spend a day or two with us, make sure that you actually like it, make sure your training dog does something that you want to do. So an FDD is a Franchise Disclosure Document. It’s a federally regulated document that goes into all the nitty gritty details of what the franchise agreement entails. So who would be a good fit to buy a Tip Top K9 would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun, it’s very rewarding. And who would not be a good fit is a cat person. So the upfront cost for Tip Top is $43,000. And a lot of people say they’re generating doctor money, but on our disclosure, the numbers are anywhere from over a million dollars a year in dog training, what our Oklahoma City location did last year, to $25,000, $35,000 a month. To train and get trained by us for Tip Top K9 to run your own Tip Top K9, you would be with us for six weeks here in Tulsa, Oklahoma. We’ve been married for seven years. Eight years. Eight years. So if you’re watching this video, you’re like, hey, maybe I want to be a dog trainer. Hey, that one sounds super amazing. Go to our website,, click on the yellow franchising tab still at the forum and Rachel I will give you a call. Our Oklahoma City location last year they did over a million dollars. He’s been running that shop for three years before he was a youth pastor with zero sales experience zero dog training experience before he ever met with us. So just call us come spend a day with us spend a couple days with us make sure you like training dogs and own your own business. Well the biggest reason to buy a Tip Top K9 is so you own your own job and you own your own future and you don’t hate your life. You get an enjoyable job that brings a lot of income but is really rewarding. My name is Seth Flint and I had originally heard about Tip Top K9 through my old pastors who I worked for. They trained their great Pyrenees with Ryan and Tip Top K9. They did a phenomenal job and became really good friends with Ryan and Rachel. I was working at a local church and it was a great experience. I ended up leaving there and working with Ryan and Tip Top K9. The biggest thing that I can create my own schedule. I have the ability to spend more time with my family, my wife and my daughter. So my very favorite thing about training dogs with Tip Top K9 is that I get to work with the people. Obviously I love working with dogs, but it’s just so rewarding to be able to train a dog that had serious issues, whether it’s behavioral or whatever, and seeing a transformation, taking that dog home, and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested, I’d say don’t hesitate. Make sure you like dogs. Make sure that you enjoy working with people because we’re not just dog trainers, we are customer service people that help dogs and and so definitely definitely don’t hesitate just just come in and ask questions ask all the questions you have.


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