Business Podcasts | A Step-By-Step Guide To Building A Successful, Time Freedom-Creating Business

Audio Transcription

All right, and we’re back. Okay, welcome to day one. My name is Clay Clark. I’ll be the most aggressive and least talented person here. And what we’re gonna do is, the purpose of this workshop is to help you build time freedom and financial freedom so you can do whatever you believe God, big G, wants you to do. And so I’m gonna bring up a person to kind of start today’s process by the name of Ryan Wells. This is Ryan Wells, and Ryan is from Oklahoma City. And I’m going to get him on this microphone. And he has a company called Flow Photos. So if you’re taking notes, we’re going to open our book to page 0, inside cover. OK, page 0. And you can just write down Flow Photos. And so, Ryan, can we pull up your tracking sheet? Is that cool? Yeah. OK. So let’s pull up his tracking sheet, Sean. You got that? OK. And so this, over to my right, it might be hard for you guys to see if you’re in the back there. But over here, this is what we call workflow. Or if you open up your book to page number, let’s go with page number five. Page number five. So a workflow is a documented process for which how you make money. So if you can write down at the bottom of page five, okay, you want to write down the following four steps. Okay, four steps. So the bottom of page five with all the boxes. Okay, step one is you want to find a problem. That’s step one. Find a problem. All right, this is entrepreneurship 101 in the morning. Here we go. So one, find a problem. Step two, solve the problem. All right. Step three, you sell the solution. You can write down anywhere you want. It’s like a coloring book on page five. It’s crazy. You know, in college, they say, don’t write in the book, resell it, you know, that kind of thing. This is write in the book, you know, write stuff that you’re thinking and maybe don’t show it to your neighbor unless you really know them well. Okay, so, so page 5 at the bottom again, you’re writing down, find a problem, step 2 you solve a problem, step 3 you sell the solution, and then step 4 is you nail it and scale it. That’s what we’re going to focus on all weekend, okay? So step 1, you find a problem, step 2 you solve a problem, step 3 you sell a solution, step 4 you nail and scale it. An example of that would be Flow Photos. So we got Flow Photos. Let’s pull up the website, flowphotos.com. And this is Ryan Wells. He’s a real person. I know that some of you, this is crazy. I can’t believe he’s actually here. Some of you, that’s not impressive. Some of you say, this guy’s incredible. I don’t know. But this is a successful person, real entrepreneur. Ryan, tell us, where are you from there, sir? Oklahoma City. Oklahoma City, okay. So now, folks, we’re going to go to page four, page four. So these are your goals. And if you’re here today, I encourage you to write down your own goals and not steal Ryan’s goals as a cheat sheet. Let’s go through Ryan’s goals. We’ll judge him. Ryan, family goals. These are your two kids right here? These are two of the five that I have. That’s too many. I’m just kidding. But somebody thought that. You have five kids. Yeah, I know. I just said somebody thought that. It’s a lot of kids though. So five is a good number though, right? How many of you are from a family with five kids or more? Six kids or more? OK. So people will run into you at the store, though, and they’ll go, that’s so many kids. Are you OK? Are you OK? Other people are like, good job, buddy. Whatever. So family goals. I want you to write down the bottom here, at the very bottom of this page number four. It’s not a pyramid scheme, nor is this a Masonic Lodge tutorial, but there’s a triangle shape here at the bottom. Not a pyramid, we’ll call it a triangle. And at the bottom, you’ve got family goals. And I want you to write down how much money it will cost you per year to raise said family, okay? It’s really important you write down that number, because the only purpose of building a business is to create time, freedom, and financial freedom for family and these sorts of things. So write it down, what does it cost you per year, and don’t cheat off the person next to you, because some of you have a really big number, and it’s just crazy, you’re gonna have to cut some stuff. Some of you think, wow, my goal’s too small, too big, it’s whatever you want it to be. So I’m not going to ask your financial goal necessarily, but tell us kind of your family goals that you and your wife have for the five kids here. Yeah, so we would love to be able to take our kids on some kind of a trip once a month, somewhere, even if it’s just to Branson or Dallas or, you know, whatever, just to get them out of that bubble. This year we decided we are homeschooling them for the first time ever. And that’s opened up a lot of time freedom, which is really cool for them to come to things like this, you know, because they’re gonna like our these two will learn more sitting through these two days than they will in definitely a semester of public school. And I’m not gonna, I’ll just give you a story that will just keep it private between you and me and the people live-streaming. But I’ve got, you know, five kids and we homeschooled our kids for a while. And then my wife decided she wanted to put them into private school. And people were going, these kids are amazing. They’re little geniuses. How do they know all this? Well, it’s because my wife was teaching with them every day, undivided, for about two to three hours a day, which is more than they get ever in the course of a week in public or private schools. So these kids were like way ahead of everybody and everything. And then one of my daughters this year, she says, Dad, I want to drop out of private school. I go, you know, she’s 14 years old. You want to drop out of private school. Why? She goes, because it’s just a waste of time and you don’t learn anything. It’s just dumb. So she withdrew herself from school and now she’s homeschooling again. And she’s like, I don’t need public school to make friends. I don’t need private school to make friends. It’s easy to make friends. You just talk to people you don’t know. So there we are. So we have a kid just dropped, just dropped out. Then my son, who is a 16 He’s decided he doesn’t care about school and he started his own business and so he goes to school But it’s really just to play drums And so I’m just encouraging you think tonight today think about your life and think about your life as it is But think about how you want it to be and if you’re hearing some of these stories and you don’t like where you’re at Let’s change it. Okay, so we move up to the next part of the pyramid friendship goals Sean, look this up. The book of Proverbs, a book in favor of action. Check that out. Proverbs, a book in favor of action. Think about it. Proverbs, a book in favor of action. So Proverbs, it talks about that for a companion of fools shall suffer harm. Sean, look that up. So what does that mean? You become the average of the five people you spend the most time with. So today at 9 o’clock, I think, I could be wrong, but at nine o’clock today, I’ll be doing an interview with Julie Green and Eric Trump, which is, so in that room over there, I’ll be doing an interview at nine, and some of you will go, I don’t like Julie Green or Eric Trump. And some of you are like, I love Eric Trump and Julie Green, but either way, I will become the average of the five people I spend my time with. And so everybody in my life is very unapologetically patriotic and unapologetically Christian. These are my two, however, my good friend, Dr. Rashid Bitar, how many of you remember him? May he rest in peace. He was Muslim, and so we would talk all the time. I would say stuff like, hey, Rashid, good talk, he was a client of mine. Good talk, see you next week. By the way, can we convert you real quick? And I would always end conversations with, hey, real quick, can we baptize you? And then we were at the Reawakened tour, and he was a speaker, and I would say, if you want to stand right there, I’m just going to shove you right in there, and we’re gonna… It reminds me of Nacho Libre. Yes. Why have you not been baptized? Yes, yes. But all I’m saying is like you can become the average of the five people you spend the most time with very quickly. And so even though Rashid and I didn’t share the same faith, we shared the love of our country, we shared a love of entrepreneurship, but you really need to be intentional about the five people you spend time with. It’s really important because whoever you spend time with will become like your moral average. So, if you hang around a bunch of bad dads, you’ll become a bad dad. This is probably an awkward time to talk about swingers, but okay, here we go. No, I’m serious. I’m 42 years old and I’m running around with a lot of guys that I went to college with. I remember I went out to lunch. I was 30 years old. I went out with a guy. True story. It’s a real story. He says, I don’t do lunches with guys, by the way, or dinner with guys. I have a hardcore rule now. I never go anywhere. I just go back to my house, which is about 300 yards that way. But this guy says, can we meet for lunch? I said, sure, let’s meet for lunch. He says, Clay, how do you know if you’re gay? This is a guy with five kids. And I’m like, well, I don’t know about a hard pass. I’m ready to go. This has been a good conversation. We’re out. Well, this guy left his wife and the five kids and went pro gay, you know, left his five kids. And then everybody who was connected, there was a home fellowship group, these five couples, and they all got divorced. All of them, you know. And these five couples, and I kept watching the church we went to, these five, six, seven, eight couples, they all kept getting divorced. And pretty soon it was like, this is the church you want to go to if you want to get divorced. Because that was like the moral average in that, it was totally acceptable. And then it turns out they’re all swingers and you go Why are we talking about this because you become the average the people you’re with and I knew these people went to college with them Was friends with them I thought and they all have become like moral reprobates They’ve all fallen apart in every aspect of their life And they all hung out with each other into this day They’re fiercely loyal to each other in a bizarre way and now that they’ve like divorced each other They’re dating each other’s ex-wives and I’m like you guys are sick, you know? So for me, I prefer to be around less dramatic people. So I have decided I want to be around people that are oddly patriotic, that love entrepreneurship, and people that are unapologetically in favor of their families. So that’s who I hang out with, you know? But you gotta be thinking about that. So Ryan, with your family, your friends, who do you spend time with at this point, or what kinds of people? Very similar to, yeah, so I think, what was it, in 2019, well actually one of my really good friends, Randy Antrikan right over here. Oh there he is. He was telling me about this conference thing that he was going to and sending me pictures of checks that clients, they were writing to the company and like, dude, your business is blowing up, you know? Tell me more, tell me more, you know, like I wanna get some of that success in my life, you know? And so he invited me to this conference and so it’s, you know, we say in our family, we say relationship is the currency of God’s kingdom and that’s exactly what it looks like. My friendship with Randy is worth more than any admission ticket or whatever just because he’s connected me to this place, right? And so, yeah, we hang out with people that go to church, pretty simple, right? That are involved in the church, because the church is a big part of our life, that read their Bible, that pray, that believe the way that we believe, or at least that we’re all facing that same direction. Now, it is really important, though, as you’re looking at page number four, we’re gonna focus the whole weekend on growing businesses, but why, what’s the purpose? So you gotta look back at this triangle, not a pyramid, no pyramid, no promo sonic messages here. Okay, so the next part of this is fitness goals. What are your goals for your fitness? And each one of these, if we don’t schedule time for them, by default, it won’t improve, okay? That’s just how it works. The next box is financial goals. Financial goals, if you notice, in my little triangle diagram here, I don’t put financial goals at the top. I’m really not money motivated, which for anybody who’s been around me for any period of time, you’ll understand what that means. Other people will go, how is it possible that you run businesses and are not financially motivated? Virtually every single day I leave money on the table just because I don’t want to spend time with somebody who’s a jackass. So it’s like if I’m working with someone and they’re a jackass, I’m just, we’re done now. Because I’d rather just, if I’m in line with someone at the store and they’re a jackass, who’s been behind someone at the store who insists on writing a check also using a coupon and arguing with the register. Have you seen this? So I’m behind Father Time the other day at line I mean at Woods. Father Time, no I mean he’s just, he’s probably write a check it’s fine but Father Time wants to use the coupon and he’s pissed okay so he gets out the coupon and he’s like so I want to use the coupon I got here for the discount on the chicken feed and the lady’s like sir we’ll take care of you. Well I will it’s very frustrating that you don’t even he’s just he’s mad She has to flip through her book to find the coupon. Have you seen these people? It’s very frustrating kids today. I swear I was He’s just going on then he gets off the check and I know I know what that means How many been behind the check writer if you are the check writer, we’ll just keep going but it’s just Seventeen Dollars and forty two. Did you use my coupon? God, what the? And eventually I’m going, I care about my time more than money. Sir, I’ve been sitting here. I’m on a mission. I’d like to pay for this for you, sir. And tip you. Can I do it? Here’s forty dollars. He’s like, oh, thank you. Thank you, young man. I, because I don’t want to, I value my, and this is a real story, I value my time far more than my money. I’d rather just not. How many of you are like that? How many of you are like that? Honestly. How many of you when you’re in traffic, you’re thinking, I could cut through this parking lot. How many of you do? I got pulled over one time by Officer Zigmont in Tulsa for driving on the shoulder in my Hummer. He was like, woo woo. And I happened to have DJed their wedding. And he says, Clay, are you trying? I was shamelessly driving down the shoulder the entire way. Just vroom vroom in the Hummer. And he’s like, are you driving on the shoulder? Oh, yeah. Yeah. And he’s like, you can’t do that. I’m like, OK, it’s been fascinating, though. I’m kind of following you. It’s interesting. But I’m just saying is some of us, though, we don’t value time more than money. We value money. And we’ll sit there and fight with someone, negotiate with them for 17 hours to save 17 dollars. So just be thinking about your financial goals. What are those? The next box is fun. It’s OK to have fun. You got to figure out your fun goals. In your case, what do you and your family like to do for fun? I know you mentioned a little bit traveling. Yeah, we like just to go on trips. This last weekend we went to Cincinnati. Not a lot going on in Cincinnati, but we got to see a Reds game. I grew up in the hometown of Johnny Bench and so always heard about the Reds, you know, and so it was neat to be able to go and to see that and do that. We took our five kids to, they did this thing called the Ark Encounter. Oh yeah. In Kentucky, have you heard about that? It’s really cool. They rebuilt Noah’s Ark, like life size. Super, super cool. And so they’re homeschooled now. And so we get to count that as credit for their schooling and just an awesome experience. And so anything like that as a family, that’s what we love to do. Now, I’m going to throw out a bunch of things for you, Ryan, for page four, just so we can see. If this sounds like fun for you, and then you just tell me yes or no, okay? Alright, here we go. You’ll meet some of our clients today that consider some of these activities fun. I’m going to throw them out, and you go, yeah, that’s fun, no it’s not. One, buying Lamborghinis. No. Okay, but somebody else is like, that would be awesome. Buying your own plane. No. We’ll have a client today who bought his own plane, Lamborghini, see that’s what he likes to do. Going to Disney? Absolutely not. You can’t answer for him. What are you doing? No, I’m judging you. Hey, we’ve been to Disney before and one thing I noticed walking around, and I don’t know, maybe it was just that day. You just said no for him. All, the phenomenon that I noticed when I left there was the frowning mom. Yeah. Yeah, like you would think you go and it’s the happiest place on earth But every mother that I saw just was upset just dragging their kids around Because it’s like 95 degrees outside. You’re pouring sweat. You’re waiting in line. It’s $75 for a coke So absolutely not okay other ones attending weddings to people for weddings people that you got invited to but you really don’t know them Even if I know them know what about attending graduations for people that you don’t know know really what about watching videos on Netflix where it suggests you may also like just sitting and watching now what about Taylor Swift concerts is that still a thing ok so I’m saying this because what happens is you have to figure out right here today You’re no-go zone like the stuff that you just say no to hard pass Because if you’re not careful, you’re gonna buy stuff that you don’t need to impress people You don’t know and knock out goals on someone else to-do list Okay goals on someone else’s to-do list and the final area is focus okay, focus goals what things that you are willing to commit your time to so I Really like doing unprofitable activities that excite me. So JT in the back knows this story, but we were in South Dakota, and my daughter, who’s back there, I got invited to speak in South Dakota, and I told my wife, I’m like, I think this event’s going to be terrible. I don’t do speaking events anymore, ever, unless I’m like the one organizing the event. I just won’t. Because you know why? You won’t, you know? Have you ever been to like a poorly planned party? For like a seven-year-old that you don’t know? You ever seen this? For the 12 year old, you go and there’s cheese cubes, cheese tray, meat options and nothing going on but you have to be there for an hour to be a good guy. Have you ever seen this phenomenon? And I was an entertainer. Our company used to do 4,000 weddings and corporate events per year. So I kind of know the variables that make in a great event and the variables that make a terrible event. Okay, so just firing them off for you. You have to be intentional about your sights, your sounds, your smells, the experience, and you have to have something going on every 10 minutes or people get bored out of their mind. You just have to. You cannot have cheese cubes, cheese tray, people sitting, talking to people you barely know about a seven-year-old who you’ve never met. It cannot happen. Okay? But that’s how a lot of birthday parties are. So I got invited to speak, and I told my wife years ago, I’m not doing any events ever again unless I am the one organizing them because I cannot handle a poorly planned event. It’s gonna be lame, but you know what? This lady wants me to go to South Dakota. We had just done the Reawaken tour, the first event in Tulsa. I’ll do one. I’ll just do one, because the lady’s really making a hard ask. Seems like a nice person, but I’m planning on this being the worst event in the whole world ever, because every event that I’ve ever been to that I didn’t organize is usually terrible. So I’m just gonna go in with that mindset, but we’re going to have a fun time with the kids. So we go there and there’s more speakers than attendees. No, I’m being real. There’s like, you know, some pretty well-known people, much more known than me. They’re there and I’m going, what’s up, dude? You know, I’m like, what pitch did you get to get here? How did you get here? And they go, I was told that you were organizing an event and you wanted me to be here and I’m like That’s awesome. And he’s like, what did you how did you end up getting here? And I’m like, I was just looking for an excuse to get to South Dakota And didn’t think I would see you here. He’s like, I didn’t think I’d see you here. Oh my gosh I’m not kidding what my daughter she can verify this we walked around There’s what like six people attending and there’s like 25 speakers It was like on the flyer promoting the event. It was basically the attendees on the flyer. It was crazy. So, and then they told us it’s going to be at this wonderful place. And then none of these things happened. So, I told my wife, I said, let’s just make it a fun family vacation. And we had a great time in South Dakota. It was great. But as a general rule, you know, I just won’t go to things that I don’t organize. Because it’s like a hardcore rule in my life. I’ve just decided I’m not going to go to an event unless I’m organizing. This is how I… and I want you to be thinking today, what are these no-go zones that you are not going to participate in? Because we all have 24 hours in a day, do we not? So, Ryan, if we all have 24 hours in a day, how is it possible that some people get more done than other people? How is that possible? Time management, time blocking, getting up earlier than everybody else. All negative things. Okay, so as an example, in my office, I’m trying to help you. These are just things you can jot down. It’s on page four. I have rules. I want every meeting to end as quickly as possible. I hate staff meetings because it’s a meeting with staff. I don’t mind the staff. I just don’t have a meeting with them. I don’t want to talk about things because I just want to do things. How many of you have had a staff meeting that went too long and it got weird? Pretty soon it’s like, I just feel like we all have, if we could get like a dog that could comfort us, we need like a compassion dog for the office. I just feel like, and then my cousin got divorced and it’s crazy and I think Obama might be gay. I don’t know, is he gay? I strongly disagree, I voted for Obama. Okay, they’re like, have you seen the staff meeting? All of a sudden it becomes like some debate about Obama. Have you seen this? And you’re like just trying to sell, I don’t know, more crap to your customers. So I have staff meetings, but I want them to be done as fast as possible. Other things, I don’t do lunch or dinner meetings. These are just things I’m trying to help you get more time. I don’t do lunch, I don’t do dinner meetings. Third, I refuse to communicate with people via email. I reject the platform. It’s like I’m from like 1932. I don’t know what an email is. You send me an email, I’m not gonna respond. Because I don’t use email. Because if not, you know how people email how do people email Ryan how do people email what kind of crap do people email to you they will not say to your face yeah they’re they’re a lot more bolder because they know that they don’t have to look at you that’s for sure Ryan I’ve never been more disappointed with the photography company all my years yeah so I just hit reject and then it solves the problem you know so seriously it’s a real thing so I just want you to write this down. Okay, this is big. I’m just gonna help you have success here. And Sean, look this up. According to Nielsen, the average person spends 11.3 hours per day watching media on their smartphone. Look it up, Sean. Let’s make it up. Assume I’m lying. See if you can prove me right here. The average person spends 11.3 hours per day consuming media. Look that up, folks. 11.3 hours per day. That is 11.3 hours per day. So a lot of times people email me a video that’s like four hours long of stuff you have to watch right now. Like I don’t know. I had a hard time getting through Braveheart. And that was like what three hours? I mean I had to get up, take breaks, walk around. So but there’s a lot of that. Or you got the Super Bowl. I don’t watch it. You know why? Because I don’t want to watch it. Super Bale is what I call it. It’s a celebration of Bale every halftime. I don’t watch it. I don’t care. I’ll watch a rerun of one from 1989. We’ll watch that together, see how it turns out, okay? But there’s a lot of crap. Also, Hallmark Holidays. I don’t participate in any Hallmark Holidays. I encourage you to write these down. You can disagree. I’m just trying to give you more time. It’s like Labor Day. That’s the day I work the hardest. No, Labor Day. I work hard. It’s my hardest work day. It’s a game for me. Christmas Eve, it’s on the eve of Christmas, so I work extra hard on the eve of Christmas. Christmas, I celebrate that one, but not Christmas Eve. That’s what I do. Thanksgiving, I love that holiday. I just don’t do the day before Thanksgiving or the day after, because that’s not Thanksgiving. So the Friday after, that’s not on my list of days off. You can put it on your list. On New Year’s Eve, I don’t take that off. New Year’s Day, I don’t take that off either, because I don’t really believe in it too much. But you guys can figure out what you want to do, but I’m just trying to give you more time because we all have how many hours per day, Ryan? 24. Ah, there it is again. So if you’re not able to get stuff done, it’s because you’re probably watching 11.3 hours per day of media, probably because you’re observing every federal holiday, every bank holiday. Now you got Pride Month, might as well take off that month to figure out what sex you are. I don’t know, I took the whole month trying to figure out who I am. What? Pride Month? Have you seen this? That’s like pride summer. Prisoners be pride year. Gay, gay, gay, all day. Okay, now, so it’s constant, and you have to think, what are these? How many of you, honestly, you’re self-employed, you’re trying to get things done, and you discover every month there’s a holiday that gets in your way. Yeah. So you can just reject those, you can cross them off, it’s okay. Also, the boundaries of your workday. I like to work, I like to get to work, wake up, get going, working on things previous to 4 a.m. You don’t have to do that. You could do 6, 5, whatever. But you know what? No one interrupts you before 7. Why? Because the idiots aren’t up yet. Come on now. Who knows that to be true? Idiots aren’t up yet. Violent crime ceases at 4 a.m. They’re not up yet, okay? Midnight, they’re up. You know what I mean? So there’s no traffic on the way to work at 6 in the morning. So how do you organize your day now? Not to say this is perfect. I’m just trying to help somebody out there. How do you organize your day now? Yeah, I’m a night owl. So when my wife goes to bed, that’s whenever I dominate. You dominate, so you’re working on stuff at night. I’m working on stuff at night. Go ahead, who’s the night guy? Who’s the night person? Okay, who’s early morning person? Okay, but again, we have how many hours per day? 24, on the same page. I’m just trying to help you free up time. So now you go, okay, on page four, I’ve written down my goals. I know how much money I want to earn per year. Hopefully you’ve done that. So somewhere at the bottom of page four you want to write down how much money you want to earn per year. And to quote Jim Rohn, who couldn’t be here because Jim Rohn is dead, you get paid for the value that you add to the hour, not for the hours you work. You get paid for the value that you add to the hour, not for the hours you work. You get paid for the hour, not for the hours you work, but for the value you add to the hour. So it’s theoretically possible to be working on something that doesn’t actually make you money. Back to South Dakota, we went to that speaking event. I didn’t like it. I wasn’t excited about it. I didn’t want to go, but I went. I had a great time with family. I liked that. And I was there, I saw a guy who makes that, that big eagle. And I’m going, oh, that has to happen. So I immediately called JT. I’m like, JT, when I get back from South Dakota, I need you to drive to South Dakota and pick it up and drive back And how many hours is it JT to South Dakota? It’s like 14 hours, but it’s not profitable, but I really wanted I’m so America all the time There’s nothing more America than a wooden eagle Carved by a man that took him all week to carve it Yes, you know Yes! You know? So again, my wife and other people that have a sound mind are going, is it really that important to send a man to South Dakota to get it? Oh, it’s more important than that. Let me tell you. You know? But those are the things that are on my to-do list that I like, but I don’t watch the Super Bowl. Are we on the same page? But you can watch the Super Bowl. I just don’t care at all about the Super Bowl. I never did. But now that we’re kneeling for the flag, I couldn’t. I would rather go outside and watch grass grow and track it and keep score and cheer when leaves fall. Yes! I’d rather go out and bet degenerate gamblers on, you know, like curling. Watch that on TV. I cannot watch that. I’m done with it forever. But I will spend money and time on getting a, you know, eagle carved. Okay, so you have to figure out what your goals are. You might think you’re a bizarre person. That’s fine. I’m just trying to help you think and kind of unshake you from, because what is the, what are we supposed to be doing right now? Ryan, if we didn’t go to this conference, by default, we’re supposed to be all doing the same thing. So let me tell you what we’re supposed to be doing, and you can maybe tell me why. Here we go. You’re supposed to have two kids, because you’re supposed to have two. If you have five, people kind of, I mean, honestly, if you have five, people today are like, I don’t know, John Kerry says overpopulation is a very big concern. I mean, we’ve got that before, when you tell people you have more than two kids. You’re like, are you OK? Are you all right? You want to bring a kid into this world? But so why are we supposed to have two kids? Because that’s what everyone does. So is a hybrid car, even though the batteries needed to make electric cars are procured from China, who hates us and they’re more damaging to the. Well, the batteries to make an electric car are more damaging to the environment than fossil fuels. And where do we think we get electricity from? It would be from coal primarily. So if you have an electric car, it’s called a coal guzzler. They just have a coal mobile. Auto wrap that thing. I love coal. That’s what an electric car is. We’re supposed to have a hybrid car right now. Why are we supposed to have a hybrid car? Can you explain this idea? Yeah, to have the appearance that you care about the environment. I want to get double exhaust and have a different engine that’s not even connected to my car that just emits extra carbon just so I can show that I don’t care about John Kerry or Al Gore or any of those morons. Okay, but so you have to so you’re supposed to do that then you’re supposed to have a house in a neighborhood with a sidewalk that’s what you’re supposed to do aren’t you? Yeah, that’s that’s what that’s what the media has portrayed our whole lives. That’s the American dream. Homeowners Association. You’re supposed to be a part of it. You’re supposed to like it because they help improve our home values. They help us. Anybody here ever been a part of a homeowners association? Had a good time with one? I used to be in a neighborhood called Silverwood when I was there. And it’s a true story. A lady by the name of Wendy, she used to call all the time and go, there’s a man who’s parking his cars, his vans. I think he’s a drug dealer. He has his vans everywhere and technically, they are conforming to the HOA rules, but there’s so many vans. I know the guy who sells drugs. We need to immediately investigate. So the Homeowners Association president calls me up, hey man, there’s a lady who’s like your neighbor who really is concerned that you are selling drugs. And I go, I can see that. I can see where that, what, what, what, she says, she really wants to meet with you and mediate the situation. So I’m a disc jockey. So I get home at midnight and my 10 closest associates, DJs, we also get home at midnight or 2 a.m. And we have a good time and we park all the vans out there. And that’s what we do. Well, this lady’s just super mad about the whole thing. So I decided to do is run for a vice president of the HOA and no one ever runs for the HOA So I ended up winning because I was the only one campaigning I’m putting out lawn signs vote, you know, and I win and win doesn’t know who I am She just knows that there’s a guy whose address is there I win and then I started building Complaints from her to myself and I told her we are working on it and then I did nothing But the HOA is a thing seriously It was only got awkward when I met her at a pool party, because she’s like, hi, I’m Wendy, and you’re the guy with the, and she goes, you’re the vice president, yeah, yeah. Where do you live? I’m like, right there, you know? Oh, you know, so HOAs, you don’t have to be a part of it. If you want to, you can, but I’m just trying to help you think today. You know, I don’t do HOAs, maybe you do, that’s okay, okay? You’re supposed to have two kids, you’re supposed to have a car that’s quasi-electric. You’re supposed to live in a neighborhood. Then you’re supposed to plan to retire. Now, I’m going to challenge this idea. If you open the book of Genesis, the book of Genesis, you should look it up today. God gave Adam the garden to… What’s that? Keep going. So, he gave Adam the garden to work it. Okay? Now, I encourage you to look this up. Assume I’ve lost my mind. But in the Hebrew, this is very important to know, the word work means worship and worship means work in Hebrew. So Hebrew, work means worship and worship means work. It’s the same word. The word work means worship and worship means work. It’s not confined to a praise and worship session that happens before church. Now, I have no problem with a praise and worship session, but it’s not the only time we’re supposed to do it. Does that make sense? It goes to work as unto the Lord. Work is worship, worship is work. Also, Sean, if you look this up, look up work as unto the Lord. King James, you can pull it up here. The Bible talks about work is under the Lord and not as under human masters for you to show inheritance from God. So supposed to work as under the Lord, like work shouldn’t be like something that you hate doing. Now I want you to think about this, this is big. The Bible says we’re supposed to work as under the Lord. Are we on the same page? Okay. And then God gives you patterns in Genesis and Exodus. It’s really important that we take the ssss, ssss, we’re supposed to take one day off called the. Yeah, and we’re supposed to focus on God during that time, big G, right. But our culture today, it’s really bizarre. I don’t know how many people do this. But I always work six days a week. And everybody that I know, except for you, everybody I know, except for you people, they always criticize me for this. And I don’t run around telling people my beliefs on work, I just do it. So if you want to come kill me for watching online, like I disagree with your political views, I want to kill you come here on a Saturday at 2 you’ll find me I’ll be working every day every Saturday here because I work six days a week regardless of what the week is that’s what I do and people are good are you okay are you gonna burn out I’ve been self-employed since I was 15 I’m doing okay now but whatever but people get it freaks people out if you work six days a week so let’s ask the idea where did the 40-hour workweek come from who invented it who in the Bible invented the 40-hour workweek? Tell me his name. I want to know. Satan. No. Well, in 1938, Sean, look it up. In 1938, FDR and his lesbian wife, they invented the Fair Labor Standards Act. So FDR and his lesbian wife invented the Fair Labor Standards Act in 1938. Why is this important to know? Because it happened. So in 1938, FDR and his lesbian wife, they invented the Fair Labor Standards Act, which is conforming you to a 40-hour workweek. Now, if the pilgrims came here and they worked a 40-hour work week, how many pilgrims would have survived, Ryan? Zero. Why? You have to work to pioneer a new land. Who here was a farmer? Who was a farmer? Who farmed? If you only fed the animals four days a week or five days a week, how’s that gonna go? I’m serious! But our culture today, I mean, if you work six days a week, people get crazy. Now right now, Klaus Schwab, who’s the head of the World Economic Forum, he is teaching a four-day workweek and so that’s what Starbucks is rolling that out. Look it up real quick, Sean. World Economic Forum four-day workweek. So they’re teaching on college right now. It’s unethical to work more than four days. But when you went to school, they taught it was unethical to work more than 40. Soon it will be four days. And then after that, it’ll be universal basic income where you’re taught not to work and that’s called Marxism. And that’s what they do in communist countries where nothing works well. So I’m just saying to you, you figure out your schedule and your boundaries, but a lot of people, they have these weird boundaries where we all work nine to five. Why do people work nine to five? What is that all about? Ryan, why can’t people work seven to three or six to six or six to seven or noon to four? What is that? You can. I mean, it’s up to you, you know, especially if you guys are business owners. You own a business because you build it to serve you and your goals, all these things we’re talking about. So you can, I don’t know. I mean, it’s frustrating if you’ve ever worked at nine to five if you ever realized like you can’t get anything done. If you need to go to the doctor or something like that, you have to take off work and it’s just super annoying. And so, yeah. Now, one of the most successful people I’ve ever met, his name is Terry. And Terry, he works from 10 to two. And he’s probably the wealthiest person in Tulsa at this point, but Terry works from 10 to two. He’s been to a conference and spoke once before, but he only works from 10 to two. And his theory is he works like a wild man from 10 to two, and then he works out like a wild man after that, but he’s like hardcore. He works from 10 to two. You can’t call him before 10, you can’t call him after two. And he works super intensely from 10 to 2, but then he’s out. You know, and to put a little meat on that idea, he has a company where they sell, they lease railroad cars. So what he does is he calls up a company that needs to haul hazardous chemicals and he says, hey, do you need to, are you looking for a railroad car to ship with? And they go, yeah. And then he calls up railroad car companies and says, do you have any railroad cars that are available to ship hazardous stuff? He’s like a broker. He connects the cars to the people that need to do it. He started when he was 20 years old. And every time he has extra cash, he buys a railroad car. And they’re about $250,000 per railroad car. And as of last year, he just passed his 4,000th railroad car that he owns debt-free. So it’s like a $2 billion net worth, and he only works from 10 to 2. But he’s got, like, hardcore principles that are alarming, but they’re great. I’m just trying to help you think outside of that box. So he has his staff meeting at 10 and it’s never more than 10 minutes. So he’s like, okay guys, because he has a team of people they call railroad cars over here and a team of people they call companies need to need to ship stuff and he’ll go, all right let’s look at the call board and they pull up the call board. How many calls did you make? The answer better be a hundred because that’s what you’re required. Hundred, hundred, okay. Any connections we need to make here? Boom, boom, boom, boom, boom. Okay, guys, great meeting, bye. And then he goes, and his office is like a call center. And he gets there at 10, they’ve already been on the phone for about an hour. And then when he leaves at 2, they keep making calls. And this is his whole world. And it’s very financially profitable, and it’s unbelievably lucrative, but he only does about a 10-minute meeting every day. But you also can’t call him on his cell phone because he doesn’t acknowledge the use of cell phones. And you can’t email him because he doesn’t acknowledge email. He’s the first person to teach me not to acknowledge emails. He doesn’t use email. So it’s like he’s got a different culture and that could be your culture. Maybe that sounds disturbing, maybe that sounds great. And then when he gets off of work, he’s in his late 60s now, he hits the weights like a wild man. He’s like oddly jacked at his age. He looks like he’s hanging out with RFK. He’s just jacked, he’s jacked. You know, it’s like he and Rogan hang out all day. It’s pretty crazy. That’s his world. So I’m telling you this because you want to define it and create your own world, whatever makes sense for you. So let’s pull up your tracking sheet, Ryan. All right, let’s pull that up there. So this is your tracking sheet, and the tracking sheet for every client we work with, we measure what we treasure. We track so we don’t slack. We keep track of the numbers. And the tracking sheet is what you will either hate or love about what I do. Because your business now, let’s look at the sales last week. So the gross sales last week were… Who cannot see this? Really? The board’s in the way? Hey JT, can you move that board real quick there? Oh yeah, okay. Thank you for telling me. Okay, that’s good. Thanks Greg. Okay, so we zoom in here and this last week, the total number of sales that we did last week was $18,000, is that right? Yes. Okay, and then right here, those are expenses. What does that mean in your world? It’s advertising, it’s paying photographers to take pictures. And then profit, what does that mean? Yeah, that’s what’s left over after you’ve paid your bills. Now, for anybody who’s been to college or is thinking about going to college, you’ll never get to this part of the college. So true. They’re going to talk about the importance of building a business. To build a business, we need to make a SWOT analysis. Then we need to focus on gender equity and inclusion. And we’ll talk in circles until we’re super confused. And then, holy crap, we have three more years to charge you, so I’ve come up with other random ass crap to talk about for the next three years. And then we’re going to be finding the meaning of our meaning. And then we’ll look into finding the origin of the word and what have you been to college ok so this is how you make money though so this is how much you charged ok this is your expenses this is the profit how many shoots did you do last week 78 what’s your average cost per shoot uh… what’s price you charge per shoot 175 dollars okay so I want you to do on page six at the bottom of it, you want to figure out how many somethings you need to sell to hit your financial goals. How many somethings you need to sell to hit your financial goals. Okay, so I’m not super excited about it, maybe I should be more excited about it, maybe I’m not. I have a new business or revenue stream that I should be launching in like two weeks, okay? And maybe three weeks, it just depends how the process goes. But for this particular business model, I think it can generate about $14,000 to $15,000 a month of profit, this particular thing I’m working on, and it should only require 15 transactions a month to do it. So it’s like $15,000 to $15,000 of profit per transaction, and it should require 15 a month to hit the goal. And I you know there’s 30 days I think it’s realistic to have it work half the time and it’s a business I’m working on and I’ve thought through it and you need to think through your business. How many transactions a month do you need to do to hit your goals? So let’s do an example. Ryan for Flow, what are the services you guys provide for Flow? Real estate photography, video, drone, 3D tours, virtual staging. Okay, who likes eating at a nice restaurant? Who here is from out of town? Who’s from out of town? I’m gonna give you some options tonight. Maybe you say I don’t like your recommendations. That’s fine, but I’m gonna give you a few. There’s one place called Blue Stone and by the way, that’s where Kash Patel and I are gonna go eat some food on Saturday night. So you want to run to Kash Patel. We’ll pretend like I didn’t tell you, but that’s what we’ll be Saturday night, okay? Eight o’clock, okay? It’s called Blue Stone. Blue Stone. That’s the restaurant. Blue Stone. And it’s a hole in the wall. You can look it up, Sean. And it’s a place where the guy bought the elbow of a shopping center. I call it the armpit of a shopping center. It’s the spot where most people don’t want to be. Why would you not want to be in the armpit of a shopping center that’s farthest away from the road, typically, right? Yeah, no visibility and you’re next door to the Taekwondo studio. There you go. So but this guy he bought the he this is his spot He built it right there and it’s a restaurant where the owner is always working So Sean, maybe you can get in there like some kind of video some kind of somehow make it look appealing Sean Quit looking at that Taekwondo studio somehow click around. Okay, but it’s like really nice food and owners always there So if you go there the owners always there, that’s that’s the deal He’s there so you’ll be having your meal and he’ll walk up to you and, how is it going tonight? And I’ll say, great. Clay, what up, man? How are you? Good to see you. And he loves the Reawaken tour, so he’s always like, dude, you’re getting smashed on the media today, bro. You are like the hit piece machine. Love it. You want a free dessert? He’s my guy. But that’s his restaurant. And he knows you. You’ll know him because that’s his restaurant and they have music playing. It’s always live music. So usually a bassist and a guy who’s playing the drums or something, someone on the acoustic guitar, usually someone singing, and there’s always going… and that’s the atmosphere, that’s the look inside. I like that place and then I don’t like variety, so my wife and I go there every time. So every time we go on a date I go, you know, let’s go someplace unique, like the Blue Stone. Yeah, okay, so that’s kind of that spot. The other places and Tulsa. There’s a place It’s called Utica Square Utica Square and it’s kind of where like People I wouldn’t call them yuppies. I would call them the yuppies the yuppies They go there a lot Utica and it’s kind of a place where you know You’ll meet the guy who’s the senator the congressman the the guy who owns the business. That’s Utica Square That’s kind of a spot people go. These places though, they’re expensive sometimes. Bluestone’s not super expensive, but some of these places are expensive. Have you been to Mahogany’s before? Oh yeah. What is that? Stop it back there, Sean. Stop it. How much does it cost to go to Mahogany’s? It’s hundreds of dollars for a couple. Oh, you are sick. Get out of here. Okay, so I, just me personally, and this is me, I’m not saying this is good or bad, I’m just saying for me personally, I don’t want to go to Mahogany’s. And if anything is $250 for a meal, I want a refund or I leave pissed. I don’t care how good the food was, I don’t like it, I don’t want to pay, even if you’re paying for it, I’m pissed. If I see you pay $250 for me, I’m pissed. I hate it, you know? And there’s the crummer, do you have a crummer, Sean, when you went there? Yeah, a crummer, who doesn’t, who doesn’t know what a crummer is? This guy walks around on a mission to make sure there’s no crumbs on your set. Do you want me to… And he’ll kind of walk by the movie. They don’t talk to you. They just do it. They’re like… Always crumming. And they memorize crap. When you place an order, they don’t write it down. Did your guy write it down? Yeah, because it’s like, sir, what would you like to order today? You know, and you’re like, what’s available? What’s so special? And they have it memorized, because that’s their game. You know, like, well, we got a drizzled yada yada with an aged steak. I don’t want an aged steak. I want a new steak. I want to know that it was killed recently. I’m serious. 1972 Merlot. You know, I just I hate it. It’s dark and you can’t see anybody. You could be on a date with your wife or someone else’s wife and you wouldn’t know. Oh, my God, your voice sounds different. And then there’s no prices on the menus. And if you ask, you’re the jerk. Have you noticed that? Like if you say, like, what kind of game is that? You ask what is, so we were at a restaurant, I won’t mention the name, because this is live streaming, but we go to the restaurant and I’m like, I told my wife, there’s no way I’m eating anything here. We’re not, no. It was like $73 for a salad or something. I’m like, hell no, I am out of here, no. But I’m saying that these businesses are very profitable And I’m not gonna mention names because we’re live-streaming But I know someone who’s very profitable and I said, can I ask you what your niche is and they go? Well, basically we buy stuff and we charge six to eight times more than what is reasonable and that’s our entire business model I’m like What? six to eight times beyond what is He’s like cuz you know if you’re selling like a pizza at this place or a hamburger or any meal and it was two times You’d kind of question it, but if it’s six times you’re like it’s got to be awesome And if you put it on a white plate and it’s intentionally much smaller, then they’ll pay eight times. And I’m like, there’s no way, bro. I’m telling you, I’m going, no way. This is your money. It is so lucrative. So you have to think about your business and your margins. So with flow, your margins, if you do a shoot for someone, you do real estate photography, what’s a profit margin that you are trying to navigate towards or stay at? 40%. 40%. Now, I have a buddy who sells jewelry. I won’t mention his name either. I want to because it’s But jewelry, it’s a scam It’s a great scam for him, but it’s a great so but the way that he works with the diamonds It’s usually an 8 to 20 time markup So what happens is people get divorced and that’s a great source to buy diamonds. So if you’re like, I’m leaving him He’s a jerk and they come in. He’s like I am so do you want a tissue yeah I’ll be happy to buy it from you so by the ring that’s in your ring you know that they’ll buy the diamond in your ring for like nothing because you’re pissed at your ex husband or something and then he’ll put it in another ring and mark that sucker up and it sets his whole niche he’s gleeful when he hears about divorces he’s like oh it’s crazy and so you have to think about your business though and think about your margins and how many somethings do you have to sell? So in your case, let’s go back to your Tracking sheet here. This is flow So how many shoots a week? Do you want to be doing for you to feel in a good flow good flow? Yeah, I mean we would we would love to stay above 70. That’s where you want a weekly basis Yeah, that’s that’s the flow. Yeah feeling the flow working it now in my life in my business what I do, I don’t ever want to have more than 160 clients. I’ll just tell you the math of this particular business that you’re living in right now. We do conferences. We do six of them a year. I’ve been doing that since 2005. So six times a year I have conferences. In December, that’s the one where we’ll have like 300 people, 400 people. Most of our conferences, I try to keep it to 100 people so that way we get to know each other. And then I tell people for tickets it’s 250 bucks or whatever price you want to pay because I want to make it affordable because I grew up poor, I get it. And then we do business consulting where we do one-on-one and we charge clients $1,700 a month and we operated a 20% profit margin. So it’s $340 a month per client profit. And then we have what we call non-equity partners. There’s a lot of clients I’ll team up with and I might get a small percentage of their growth, so like 3% or 4% of their growth and that’s how I work. That’s what I do. Amber, I’m going to pick on you. Why don’t I want to have more than 160 clients? For me, why do I not want to have more than 160? It’s your financial goal to have 160 clients. I did that before I was 30. I’m just good. But other people, they call me all the time going, you need to have goals, man. I don’t have any goals for business anymore. I want to go buy an eagle. I don’t have time for money. I got to go buy an eagle. Seriously. So, you know, my wife is, she’s the one that keeps me motivated. Because what happened is, it’s various pastors, it happens all the time, there’s a pastor I was working with who had a leaky roof, and my wife is watching the pastor preach about his leaky roof, and I’m going, I know what’s happening here. I know because the guy is preaching about the leaky roof is a client of mine And I’m going I know what’s gonna happen. So the next day the guy with the leaky roof calls me He’s like clay God is working miracles in my church right now Money’s coming in the roof is getting fixed. I’m like, dude You know that it wasn’t me who made that donation He goes, oh, I know it wasn’t you but somebody who shares your last name just made that donation. So my wife is sort of the benevolent person. She’s always looking for someone to help out, some cause to get involved in, you know, and that’s that’s kind of her thing. Anybody here in this room, you like to do that. You’re like to support causes and things, you know. And for me, I just like to work. I just like to now I’m going. Now I’m really motivated, you know, because so my wife sort of represents the charity arm of the team. I sort of represent the business growth part of the team. But for this particular business, I only want to have 160 clients. Let me give you another business, just to help you on page five. For our haircut chain, if you pull it up there, Sean, it’s called Elephant in the Room, E-I-T-R-Lounge.com. And by the way, for this conference, we’re always gonna do about a 45 minute training and then we’ll take a break, and then we’ll come back for 45 minutes. That’s kind of the flow. So we’ll take a break here in like five minutes, and we’ll just basically blend like 45 on 15 off 45 on that’s kind of our flow but elephants in the room it’s a haircut chain and Sean I only want to have about 4,000 people that I cut their hair per month Ryan I don’t expect you to be a hair person but why do I only want to have three stores and cut hair for 4,000 men per month I’ve heard that that the stylists are tough to deal with not our stylist though I mean they’re watching online right now. I think, I mean, you’ve done the math. You figured out what you need to hit your goals. How many of you worked in the salon business? Now I’m gonna tell you a real story that happened and you guys pray to protect your father about this afterwards. This is Genesis, Exodus, Leviticus. Leviticus. This is why Leviticus was written. Read that book. This is why Leviticus is written. So I’ve got these stylists and they have weird life situations. They’ll call and go So here is the situation. I cannot work on Tuesday I can’t work on Tuesday because I’m going through something and you’re going to go through something. What do you say? Yes, and it’s just crazy I don’t want to talk about it We have another stylist who’s like I can’t work on Tuesday because there’s something going on that you need to know about in the store And I go what’s happening in this room. I don’t want to talk about it. And in the hair business, in the hair business, you have to think different variables. You think the person who’s having the issue is a dude, and the other person having an issue is a dude. Now, I think they’re dating. That’s what’s happening. Yes, that is what’s happening. And then you do deductive reasoning, like say something like, so how well do you know this person? Well, we just broke up, and if you have any idea what he did to me, he’s cheating with her. I’m like, wait a minute, so you two are dudes who are dating each other, but he’s leaving you for her, and she also works in the shop? Yeah, that’s why it’s awkward. I’m like, okay, okay, that’s hair people. So I’ve got three stores, so I say, well, we’re gonna move you from this store to that store, we’re gonna pray to Jesus, cast out some demons, and we’ll do it again next week and it never ever ever ends ever I ran that business for 13 years and every week it’s like Maury Povich remember Maury Povich remember that was like crazy scandalous stuff like her all remember Geraldo Geraldo would like interview a black guy who’s a member of the KKK and ask him why I hate myself you know it’s just crazy scenarios don’t make any sense and that’s what a hair, who’s worked in the hair business? And then if they’re not being crazy, it’s usually one of the customers who will hit on one of our employees. And so I have a high threshold for jackassery. So I just kind of view it as a funny game. I look at it as like Seinfeld. You ever watch Seinfeld? Who remembers Seinfeld? You know, so to me, it’s just kind of a funny thing where I’m like, okay, that’s Kramer. He’s trying to build a hot tub inside the apartment again. Here we go. But other people make some crazy because hair people will make you nuts. So we have 4,000 customers and we have a membership model and I’ve decided that that’s all I want to have. There’s 47 employees, it’s a good spot for me to be in. But again, money is not the motivator. The creation of time freedom and financial freedom for you is why we’re doing this conference. Because I think that God’s called you to be great parents, great business people, great leaders, great friends, great moms, great dads, and I don’t think you’ve been called to like slave away on a keyboard all day, earning money just so that you can impress people you don’t know by buying crap you can’t afford. Does that make sense? So a lot of times you can get financial freedom by just stopping buying things you don’t need. You know, I’m just trying to walk you through this. The rest of the day’s conference will be very linear, very specific, very actionable on search engine optimization and accounting and workflows and scripts and hiring. But at the end of the day, why? You know, why? I got a friend of mine, I’ll leave you with this thought. He lives in a very, very nice neighborhood, huge neighborhood. And I went to visit him one day and I said, dude, your neighborhood is sick. I am getting COVID by just being in here. I just quarantined myself. It is sick. Swine flu everywhere. Someone sprayed Lysol. This neighborhood is sick. And yet he says, I call this divorced people estates. And I go, why? He’s like, there’s not a single married person in this neighborhood. Cause we all basically, through our marriages to the side, built huge businesses. And now we’re on our third marriage and we’re all here and it’s crazy. I’m going, okay. And he’s like, so if you want to live here, that’s the price you got to pay. The only divorced people live here. It’s just this, you know, 20,000 square foot houses. Who’s ever seen these kinds of houses where no one’s ever there? You know, and everyone’s building a house bigger than the neighbor just to impress the neighbor. And the ultimate thing about divorced estates is the person right now who’s still building a house, they’re building one of the largest houses in America, and they’re divorced, and they’re just building it just to spite their ex-bill, bill, bill. And I don’t think you need to be like that. You don’t need to have the biggest house to impress me. I drive a pre-dented white van with 130,000 miles on it and to me that’s good. For you, you might not want to have a white van that’s pre-dented. You might want to have a nicer car, that’s fine, but the purpose of building a business is to create time and financial freedom for you. So Ryan, when we went through this process we started, how long have we worked together now? It’ll be four years in February, so three and a half. So what we’re doing is we’re building a vehicle for Ryan and for you. We’re building a vehicle and then the vehicle is what creates time freedom and financial freedom. Does that make sense? So when we made the first prototype for the vehicle, that was really hard. That first year, what were the kind of things we had to work on that first year? Just coming up with the tracking sheet was a big deal for us. We didn’t really keep track of our numbers at all. The website rehaul, so that we would show up in search results. I had to write a thousand words of content per page on the website. And so that was, you know, I never, no, I can’t do that, you know, but I did it. You know, you just do the things, really even just showing up for the weekly meeting, being consistent with that. And so you’re really building the vehicle that first year. You’ve got your marketing, your sales, you’ve got your hiring processes, your training process, checklists for everything. But now that those systems are in place, now that the vehicle works, how often per week do you try to redesign the physical car that you drive every day? I don’t touch it. Yeah, I don’t. You don’t go there and tinker under the hood just to see what would happen if you pulled out the… No, it just works. Okay. But that’s kind of how a business works once it works, is you have the vehicle you built. And so now when you run the business, there’s little tweaks. I think you just made a pretty big update to the online booking platform. Yep. Yep. Just make it, make it simple. But it was one of those things where you put in a lot of work for a short amount of time. And then you just don’t touch it. Another way to look at it is like a rocket. I don’t know that I believe that life exists outside of the firmament, but we can talk about that later. But when you have, I may have to change my analogy over time, but if you have like an airplane, who’s been on an airplane, airplane, okay? When it takes off, it’s kind of a violent takeoff. It’s a, people have been on the airplane for the first time. You’re like, we’re all gonna die, we’re all gonna die. Calm down, Carl, we’re gonna do it. And then once you’re up in the air, it’s more peaceful. That’s kind of like growing a business. So when you start, there’s a lot of stuff you have to do, and it’s kind of almost overwhelming, almost like a violent liftoff. But then once you’re in the air, it’s pretty sustainable and pretty easy to do, and then it’s a good flow. So that’s what we’re going to talk about, is how to get in the air. It is 8.08. We’re going to come back at 8.20. And then throughout the day, any questions that you guys have, you can write those on the whiteboard, any questions you have at all, and we’ll answer every single question. There’s no bad students. There’s just bad teachers. We’re going to come back at 8.20. And then we’ll be having lunch today at 12. We’re going to be serving lunch at 12 today. And it’s going to be a blasty blast, okay? So we’ll come back here at 8.20. The time is 8.09. We’ll come back here at 8.20. 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 non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews. And now we’re the highest rated and most reviewed Pest and Lawn Company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85% and that’s largely due to first of all, like our Google reviews that we’ve gotten people really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one-and-done deal We it was a system that we that we followed with thrive and in the refining process and that has obviously The 411 percent shows that that that that system works. Yeah, so here’s a big one for you So last week alone our booking percentage was 91% We actually booked more deals and more new customers last year than we did the first five months or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists, so when everything gets done and it gets done right, it creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast, like I said, the diligence and consistency in doing those and that system has really, really been a big blessing in our lives and also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business and we were in a rut and we didn’t know… The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. They implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind. Absolutely, it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a 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 of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with 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 Crockerill, 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. In the weekly, he’s running 160 companies. Every 6-8 weeks, he’s doing Reawaken America tours. Every 6-8 weeks, he’s also doing business conferences where 200 people show up. He teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system of critical thinking, document creation, organizing everything in their head to building into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, 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. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal, and they were super excited about working with him. He told me, he’s like, I’m not gonna touch it. I’m gonna turn it down, because he knew it was gonna harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember, we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns, because our clubs were all closed for. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house, right? This is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van, and our old school marketing, and this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrive Time Show, two day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business system that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website, we’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’ll even 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 3-4 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 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, follow us through, it’s very boring, and then we’ll book a discovery date and you come and spend a day or two with us make sure that you actually like it, make sure that your dog is something that you want to do. So an FCD 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 6-Up 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, tiptopk9.com, click on the yellow franchising tab, fill out the form, and Rachel and 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 it’s 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 really, really enjoy about being self-employed is 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 so definitely, definitely don’t hesitate. Just come in and ask questions. Ask all the questions you have.