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Get ready to enter the Thrive Time Show! Good look as the father of five, that’s what I’mma dive, so if you see my wife and kids, please tell them hi. It’s C and Z up on your radio, and now 3, 2, 1, here we go! We started from the bottom, now we’re here. We started from the bottom, and that’s where we’re headed. Yes, yes, yes, and yes! Thrive Nation on today’s show, we’re talking about why money is a magnifier. So, James, we’re going to get into three just specific, I don’t know if they’re deep thoughts, but they’re training points, they’re lifetime lessons or things people need to know. And the big idea is that money is a magnifier. Money is a magnifier. So I would like to ask you, you and I have not talked about this offline before, so tell me, when I say that money is a magnifier, what do you think I mean? It means that if you’re already doing good things, you’ll be able to do more good things. And if you’re doing bad things, you’ll have the opportunity to do more bad things. So let me just tell you, we had a client who just left. You’ve met this lady, Jennifer Johnson? Yes. Their company is called Platinum Pest. Okay. Platinum Pest. And if you had to describe her, just always positive, upbeat, kind. Have you noticed these things? I have. Coachable, friendly. Yeah. And so we’ve worked with them for years. That’s platinum-pestcontrol.com. Platinum-pestcontrol.com. And she’s a nice person, so it turns out as her business has grown, she’s actually been able to grow the impact that she makes in the lives of her kids and others. Great person. The client I met with before the Johnsons was Highwayman Sides. Also wonderful people. We’ve been able to help them grow their business dramatically. Why is money a magnifier? Why can’t a jerk, a dishonest person, a not nice person, wait until they have money to become a nice person? Money gives you the freedom to do more of what you want to do. Okay, so let’s talk about it. So Papagallos, the client I talked to before that, they’re based in Satellite Beach, Florida. Great people. And these guys, I’ve been working with them for years and years. We’ve helped them to grow their business, their total gross revenue by about eightfold at this point. And again, I don’t know if you’ve ever met them because they’re in Florida, but they are great people. I do hear them on the phone talking to you and they sound like great people. They’re great people. So you’ve got, again, HighwaymanSigns, Platinum-PestControl.com, Papagallos.com. I’ll put a link in the show notes. HighwaymanSigns.com, Platinum-PestControl.com, Papagallos.com. These are just incredible clients. But the way it works, if you’re out there today and you are thinking about partnering with somebody or teaming up with somebody, rule number one you want to think about before you decide to partner with somebody or work with somebody would be what, James? Are they a good person or are they a nefarious person? And a lot of times you don’t really discover if somebody’s nefarious until after you’ve helped them to grow or after you’ve partnered or put money in with them. But there are signs that you can look for. And so I’m going to give you kind of the signs of things to look out for before you decide to go into business with somebody. Okay, so just three quick principles. One is you want to work with people that understand the concept of a shalom relationship. Now, I don’t, they don’t need to use the word shalom. They don’t need to memorize the word shalom. They don’t need to wow you with their knowledge of Hebrew words. But what I’m saying is in the Hebrew language, the word Shalom means complete or perfect. So if you work with somebody and you have an agreement with them, and they’re happy to pay you what they agreed to when they first started, and happy to agree to pay you what they’ve agreed to several months later, and it’s a partnership, theoretically, if the business is growing, both parties should be making more money as the business grows. Right. And if somebody can understand the idea of a shalom slash win-win relationship, then that kind of person is going to be a great person to work with over the long haul. Why would you be leery of working with somebody who’s always trying to negotiate with you after the deal’s been signed, and they don’t understand the idea of a sustainable win-win relationship. Well, once the deal’s signed, that’s an agreement and that’s your word. And then after that, if it’s a win-lose where one relationship is losing, then it’s just not going to feel good for that losing party to continue to do the work. There it is. And I’ll just tell you, folks, on today’s show, we’re going to do an incredible series of testimonials today. We’re going to feature a testimonial from Highwayman Signs, a testimonial from Platinum Pest Control, a testimonial from Papagallos, a Platinum Pest testimonial video. We’re also going to be sharing a testimonial of Tim Redmond from Redmond Growth, redmondgrowth.com, Tim Redmond. And why did we, James, decide to, and again, you never met Tim because when you joined us, you never met Tim there. What have you heard about Tim in terms of like, why would we have decided to partner with Tim Redmond of Redmond Growth and to allow him to office in our office for free, allow him to utilize our call center reps when he didn’t have employees, allow him to participate in our workshops for free? Why did we teach his first employees how to do the actual consulting? Why would we have done all of these things? Why would we have mentored Tim Redmond’s son directly in a one-on-one relationship? Why would I have helped to recruit, train, and retain his first employees? James, why would we have done that kind of thing? Well, he was high character, high integrity, and he was also an honest guy that always honors his agreements. That’s the kind of guy he was, and that’s why in my part four of today’s show, and you watch this testimonial video, folks, that’s the kind that we’re talking about. You want to build a shalom, win-win relationship. It’s so important that you do that. You want to build a shalom, win-win relationship with each and every partner that you ever bring in your business. The second thing is you want to look for octa non verba. What octa non verba? Octa non verba stands for, it’s a Latin phrase meaning deeds, not words. Why would you want to watch what somebody does and not what they say they’re going to do before, you know, partnering with somebody? Well, how else is the action gonna get done unless you actually do it? You can’t just talk about it. You have to be about it. And this is a, and I think this is a concept though that a lot of folks sometimes struggle with because sometimes what people say they’re going to do is very different from what they actually do. Yes. And why is that, you think? I don’t know why it is, but I’ve seen it a lot when I was in the Air Force. A lot of people tried to outsmart the work that you actually had to do. You actually have to do the work. You can’t just talk about it. So let’s talk about it again here. So money is a magnifier, okay? And again, financial success just amplifies who a person is and what they’re all about. And so what we’re talking about today is what to look for in a business partnership. What to look for in a business partnership. Now if you don’t learn these three moves and you team up with somebody who’s kind of nefarious, a double talker, somebody who’s always playing games, somebody who’s always cutting quarters, somebody who doesn’t honor their agreements, what could happen to your life if you ended up working with a lot of people like that? It’s just going to be stressful and you’re going to lose a lot of time. You’re going to lose a lot of money and it’s going to cost your relationships. Yes. Now, final rule here, okay? You want to beware of people bringing gifts while screwing you. Now this is big. I’ve noticed that throughout my lifetime working with wonderful clients, and I’m not talking about Highwayman signs, and I’m not talking about platinum pests, and I’m not talking about Papagalas. No, a lot of times, you find that when you work with people in business, a lot of times the people that are screwing you the most insist on giving you gifts. Have you ever seen this? I have not. You haven’t seen this? I have not. Really? You’ve never seen this? Well, I’ve never grown businesses the way that you have. Okay, so what happens is, is somebody will show up and they’ll bring a gift to you. Have you ever heard of the story of the Trojan horse? I know the Trojan horse story. They show up though and they’re like, hey, this is a gift. You know, here’s a nice gift for you. Wow, you have helped me so much. It’s like beware of people bringing gifts in verbal bouquets. A lot of times people will show up and they’ll go, man, you’ve changed my life. You have helped me. You are helping me. Yes, yes. And they’ll give you a gift. They’ll give you expensive clothing as a gift. I’ve had people over the years who’ve literally given me a high-end, expensive, multiple hundred dollar tie. A tie that I didn’t ask for that’s hundreds of dollars in a decorative box while simultaneously screwing me at the same time for thousands upon thousands of dollars. It’s crazy. And you know why they do it, though. Why does somebody give you big gifts before they screw you? So that they think that you think that they’re not screwing you. Right! That’s a thing they do. And this is big for people to know. So again, if you’re looking for what to look for in a business partnership, hopefully you’re going to learn something on today’s show. And we’re just going to share with you back-to-back client success stories. But I just want you to know out there, if you’re going to be working with somebody, you’re going to partner with them. I’ll just give an example. With Tim Redmond, I told Tim Redmond years ago, Tim officed in my office for free. We trained his staff. I actually mentored his son, taught his son virtually everything that he knows about business. He’ll share with you in just a minute. I provided the graphic design team, the photography team, the web team, the videography team. I taught him how to become a business growth consultant. I’m going to just put on today’s show notes all the wonderful ways that we helped Tim Redmond to grow. I’ll put a link on today’s show to Papa Gallo’s, to Platinum Pest Control, to Highwayman Science. But if you’re going to invest that kind of time into somebody, how I make money is I get a small percentage of the growth. So very clear and very honestly, when you work with somebody like Platinum Pest, I’m excited about earning those $1,500 a month because as we grow, they grow. As they grow, we grow. It’s a win-win. And with Tim, I said, man, if you’re going to office in my office for free and allow me to recruit your employees for you and teach your team how to do the job and teach you how to become a consultant and optimize your website and do all the things we do. We all want to enter into a win-win relationship. So whenever I give somebody a contract or an agreement to sign, I let them look at it for days and weeks. I never want them to pressure. I never want them to sign it under duress. I want them to seek out legal counsel because with Tim, we got paid $750 every time that Tim acquired a new client using my proven system and as he worked with clients to help them grow using my proven system, we allowed him to use my system in exchange for a $750 per client commission. That’s such a great deal. It’s a win-win. It’s a huge win-win. And Tim will tell you in just a minute, we actually helped him grow from, he said, between two and five. He said between, let me pull it up. I want to get the actual quote here because this is an actual quote that he had. I don’t want to get it wrong here, but I believe he said he always would go from somewhere between five and 20 clients. We helped him, he said, this is the quote here, he says, I would have anywhere from five clients to 20 clients with networking, but it would go up and down, Clay. That’s why I came to you. I’ve doubled every year since working with you. That’s 100% growth every year. I’ve doubled five times. I mean, it’s just an unbelievable success story that the Tim Redman success story is. And we’ve helped him to grow his business, and we love helping people grow their business. So if you’re out there today and you are an honest individual and you’re looking to grow that business, we are here to help you. And if you’re out there today and you’re thinking about partnering with somebody, I would encourage you to ask yourself, do you want to magnify this person? And ask yourself the following three questions. Are we entering into a win-win relationship? Because if not, it’s not worth doing. Two, octa non verba. Look at someone’s deeds, not their words. Andrew Carnegie, the best-selling author of the book called The Gospel of Wealth, the legendary tycoon, the man who really single-handedly launched the American steel industry, he once said, “‘As I grow older, I pay less attention to what men say. I just watch what they do. Rule number three, beware of people bringing gifts and verbal bouquets while simultaneously screwing you. And that happens the most. I’d have to say that’s probably the most common way you can tell if you’re getting screwed. If you start getting gifts from people or a lot of verbal flattery, it’s usually because they’re screwing you and they don’t know how to stop the internal angst where they feel bad for screwing you. So they start praising you and giving you gifts because they know they’re screwing you or they’re about to screw you and they don’t want to feel that feeling of badness. Ouch. So they begin to give you gifts so that you feel gladness, which in their mind counteracts the jackassery. But it doesn’t. All right, now, folks, without any further ado, we’re going on to part two of today’s show. Get ready for back-to-back-to-back-to-back testimonials. And if you’re out there today and you want to grow a real business and you feel kind of stuck, don’t feel bad. Just go to Thrivetimeshow.com, Thrivetimeshow.com, and schedule your free 13-point assessment with myself, and we will help you to grow your business. That’s Thrivetimeshow.com. And if you want to see thousands of client testimonials of real clients just like you who we’ve helped over the years. Just go to Thrivetimeshow.com. That’s Thrivetimeshow.com and click on the testimonials button. All right, Thrive Nation, on today’s show, I want to give you an encouraging word. These are actual real people, real clients we’ve worked with. They’re not holograms. And they’ve had real success. And I know we’re living in a challenging economy and a challenging world, but I’ve worked with these guys for years and they really are diligent doers and I just wanted to celebrate their success and let you see that it is possible to achieve massive success in this crazy world. Dave and Tricia of Papa Gallo’s The Morning Glory, welcome on to the Thrived Time Show. How are you guys? Hey Ben, how are you? Doing well. I’m fired up. So Dave, I’m going to start with you. How long ago was it when you first heard about us? How many years ago or what year was that, sir? 2017. 2017. A customer actually mentioned you guys and we looked into it. And I remember our first call, I had to hide in the storeroom to get a half an hour to talk to you guys. So you first heard about us six years ago. We’ve been working with you since that time. Tricia, I know that you look at the numbers and so does Dave. When you think about the growth of Papagallos from that first call to now, and then you started Morning Glory since that time, what kind of growth have you guys seen? Oh God, the Papagallos side, it’s probably four times what it was when we met you guys. And then Morning Glory was an idea, so it’s kind of hard to think about the percentage of growth because it wasn’t a thing yet. But that business is doing well too, right? Morning, Glory? Yeah, surprisingly good. Sometimes it upsets me how well it’s doing so fast, but a lot of the things we’re doing, we didn’t do with Papagallos because we didn’t know. And we got to implement some of the things we learned from you guys with the new place, and it’s taken off a lot faster. Now your business has a lot of things that you, a lot of variables, and I’m gonna kind of march through them, and I’m gonna see if you could teach our listeners about this here. So, the first thing with Papagallos, the food has always been great. Morning Glory, the food has always been great. If people are in the Satellite Beach area, they need to check out the food. So, I’ve never had… Most restaurants I work with, I have to work with them on food quality. I’ve never had to work with you at all on food quality. However, the one area, you guys were not getting reviews from your happy customers. People love the food, but we weren’t getting objective reviews and people read those reviews. Can you talk to us, Dave, about the importance of, I know I harass you about it every week, but can you talk to the listeners out there about the importance of gathering those objective Google reviews and oftentimes video reviews as well? Oh, absolutely. I didn’t think it would be that huge when we started down that road. But every week we get people that come in and go, oh, we drove 40 miles because we read the reviews about the place. And to be honest, if we go out of town, the first thing we do is look at the reviews as well. So I mean, you don’t think it’s going to make that big a deal, but it’s a game changer for sure. Now, Trisha, on the websites, we’ve worked to create the websites for both Morning Glory and Papagallos. And I find a lot of business owners can get stuck infinitely doing small little minutiae changes to their websites instead of building a website that ranks in Google. We’ve worked with you guys on building both websites, and we do have to update the menu pricing from time to time and do some things. But how much of a game changer has it been having websites that actually come up top in Google? Well, I mean, coming up on top in Google is huge because everybody’s using their phones these days to ask where they should go, so for that to just pop up up top is, you know, you can’t put a number on that for what it does for your income and the people look and search your website. I mean, Dave was writing blogs and stuff that helps with the SEO and coming up high on that and we got a catering just from her reading one of the blogs. I mean, how do you put it? Yeah, yeah, it’s just been, that part of it’s been a big eye-opener for me because I just didn’t put that much weight on it until we started. I kind of, we always kind of start with a we’ll try anything until it doesn’t work, so we went in with that, you know, this full blast, and it just blew my mind how well that worked. Now tracking results is a big thing, and I love working with you guys because you’re diligent people that show up to work every day. I don’t care how good of a boss you are in the restaurant business. I really don’t. No matter how great of a boss you are, you’re going to have turnover in the restaurant business because young people who are waiters and waitresses, they decide to move, they get pregnant, they get another job. There’s a lot of variables, and so you’re never stopping recruiting. Dave, I can’t tell you how many restaurants I’ve worked with over the years and I tell them, listen, recruiting is a never-ending process as a restaurant owner. It’s like a garden, you have to pull the weeds every week. Can you talk to the listeners out there about the importance of you never stopping recruiting? Because again, I could give you all the advice in the world, but if you would not have implemented it, it wouldn’t help. Can you talk to the listeners out there about the importance of never stopping recruiting? Well, it’s just from week to week, like you said, you never know. One day you don’t have enough shifts and then the next day you come in and four people disappear in the night, you don’t even know what happened to them. And by having people lined up to come right in, it smooths over the transition. And it’s this never ending process. And it seems like lately, the new younger groups that come in, the younger kids, they just change jobs every four or five months just because, you know, when I grew up, you got in a job, you liked it, you stayed, but it’s not that way anymore. People change just for the sake of changing. So keeping the recruiting going keeps staff. Now, this is a big thing. The experience itself is a wow. And I know we worked with you guys on making sure we had an intentional wow moment in terms of the decor, the atmosphere, the music, everything. And again, you guys have great food, but I’d love to get Trisha’s thoughts on this. When people go to Morning Glory for the first time or they walk into Papa Gallo’s, and I’ve had friends of mine, the Johnsons, Jared and Jennifer Johnson actually came to your restaurant and their comment was, wow, that’s awesome. Can you talk about the importance of being intentional to make an experience that wows their nutrition? Well, I mean, that’s the people look with their eyes first, so they don’t even see the food yet. So, if they’re looking at your, you know, seating or your walls, and they don’t get that kind of wow from it, they’re not going to get the wow from the food either, because that comes later. So, it’s very important, especially ladies with bathrooms and stuff, it’s huge. You know, if you’ve got a really poorly put together bathroom, and the lady’s got to go in there, and they just don’t like it. They’re not coming back. Even if your food is amazing, if your bathroom isn’t there, it’s just a game changer for them. Now, checklists and processes. You guys have done a great job making checklists for everything. I’m gonna pull up these websites here. Again, if you’re in Florida, it’s worth the drive. Papagallows.com, MorningGloryEatery.com. It’s worth the drive. You gotta check it out there, folks. Checklists and processes for everything. Dave, you gotta make a menu, you got to have recipes, you got to have checklists. You can go out there and make a great menu, but you have to deliver on it. You guys do such a great job of that. You have a menu, but you got to deliver on it. So you’ve got the recipes and the checklist. Can you talk to the listeners out there about the importance of taking the time over these past six years, and even before that, of building checklists for everything? Well, it’s just, especially in the kitchen area, the cooks, even though you tell them certain things, if it’s not written down and make them measure, everybody wants to put a little more of this or a little more of that, and then that messes with your consistency. So having that recipe and being able to see somebody putting something together like the dough recipe and see the measure now, how much goes into it versus just eyeballing it is a big deal. And if there’s a checklist and you can just see, okay, it’s out or it’s not. And I’m constantly in the kitchen saying, are you measuring? And use a checklist, because they don’t, you know, everybody wants to put their little spin on stuff and you just can’t have that. Now, one thing I really enjoy about working with you, Tricia and Dave, is you’re really, really wonderful people. And you guys aren’t petty people, you’re not, but petty means focusing on small things. You’re not ignoramuses, you’re not jerks, you’re kind to people. And so it’s fun to help amplify your business and to see it grow. But growing a business again is like pulling is like growing a garden. You know, you have to pull weeds every week. And so every week I hop on the phone call with you at least once a week, sometimes twice a week, three times a week, or the website will go down or there’s a pricing increase or something will change. Or when the covid lockdowns happened, it was getting PPP funding, and there’s just so many of these urgent things. I’d love to get your thoughts, Trisha, on what it’s like to have our team available to help you in your times of need on a weekly basis. Because a lot of people view growing a business as an event where really it’s a weekly process. Can you talk to listeners out there about the value of having a weekly support team that you can trust? Yeah, I mean, like with our menu and stuff, especially after COVID, you never know when we’re going to have to change something because we can’t get a product anymore. Or like exactly today, we just found out that one of our wines is discontinued and no longer available. So that’s just going to put a new change on the menu or onto the website as well. The website’s gone down and all of a sudden we get a notice from a customer that it’s down and now we even have like the beach cam on it, which is huge, which you guys helped us with. So that’s gotta be up and running, you know, 24 seven as well. I think with COVID, when we were going through COVID, you were ahead of the game as far as everybody else. Like we still are getting stuff for ERC credits, you know, which we have already done things to you guys being able to tell us, you know, Hey, you need to look into this. So I think your help in all those areas, like you said, on a weekly basis is kept us ahead of every little thing that’s come our way, especially if you’re COVID. Now, Dave, I have a printer guy that I probably haven’t talked enough about my printer guy, but I have a guy, if you’re out there listening in the Tulsa, Oklahoma area, I will give you my printer guy’s number, bud. But I have printers everywhere in my office, printers, flat screen TVs, and I’ve worked with the guy, I think, for 10 years. Every time a printer goes out or a TV goes out, I call him. He comes by and fixes it. I can’t tell you how rare that is to have a vendor that I actually am not fighting with every week, every month. This guy is on it. Can you talk, Dave, about that? Because we work together every week, and the relationship that you and I have, I think, is very responsive, where if you have something, we knock it out, and it’s sort of that win-win relationship. Can you talk, Dave, about the importance of having a team that you can trust to work with you? Because I think there’s a lot of squirrely vendors out there. Well, the biggest help with that is it’s like we get an objective opinion on something. Like, you kind of know what you want to do on any given circumstances, but being able to pick up the phone and have access to your experience and your expertise and say, yeah, that’s a good idea or no, stay away from that because this is why you don’t want to do it. And it’s objective. So it’s not somebody who’s actually got a vested interest in what’s going on, but we get an opinion really quick. And a lot of times we agree with it. And it just reaffirms that this is something you should do or shouldn’t. Now, Tricia, one of the things I did when I was growing my first company, djconnection.com is I had a company I hired for graphic design. And somehow no matter what we talked about, it was always $4,000. And then I had a web guy, and every time I’d call my web guy, I don’t know how, but it was always $400. Every time I talked to him, $400, 4,000 graphic design, video guy. I don’t know why it was, but it was always $3,000. And then they would never talk to each other. So my video guy, my web guy, my graphic design, and there was all these vendors, and I could never get any of them to communicate and I always had these massive bills. How helpful is it for you doing the budgeting? I know you work together doing this, but how helpful is it for you knowing that it’s going to be a flat rate every month, that’s what’s going to cost them? Well, I think we’ve had those conversations before, you know, with like the web and the printing, which we do a lot for at the restaurant and stuff like that. Just to have one person, one place, have all of our information already, one-stop shop, you know, instant response. We’re constantly, I think since COVID, we’ve been talking about this a lot, but at least nobody really does their job anymore and follows up on what they’re supposed to do. So we turn into being babysitters and making sure that people do their job, but we don’t have that with everything that you guys do for us. We just know that we reach out to you whenever it needs to be done. Don’t even worry about price. It’s already, you know, set in place and make it happening and actually get it done and not have to babysit you. Now, I mean, I don’t want to spend on that. My final two questions I have for you is, why should anybody out there who’s in the Satellite Beach area, why should they come by Papa Gallo’s and Morning Glory? Why should they do it, Dave? Why should everybody come by at least once? I would argue people might want to plan a vacation just around the idea of coming to Morning Glory and Papa Gallo’s. Why should people check it out? I think the biggest thing is we’re local. We’ve been, Papagallas has been around for 33 years, Morning Glory going on four, so we’re part of the community. If you want to get an idea of what the community is like, some of the kids have grown up in our place working, so it’s just a local place. It’s a local taste of, you know, Florida, really. Beach is right out back. You can look at the ocean and have a drink or have a pizza or Eggs Benedict and look at the ocean. It’s just a nice Florida experience. And a lot of the comments we get with our staff is, you know, a lot of the people go to restaurants and such, but when they come to our restaurant, the staff is always happy and are there to, yeah, friendly and are there to serve you, not just, oh, you’re another customer, you’re another table, you know, kind of do a shoddy little job and move on. You know, they really do care. And I think that comes from Dave, you know, caring about food as much. It’s gone on to the staff as well. And it shows through the customer’s responses. And I’m not asking for the number on the show. I’m not asking for a specific number, but since we’ve started working with you, I believe Papagallo’s is four times larger. And I believe Morning Glory is about the same size as Papagallo’s. Is that, is that accurate? Yeah, and like I said, sometimes it just drives me crazy because it took 33 years to get Papagalas to that level. And Morning Glory sometimes beats it and it just drives me bananas. But it’s, I mean, it’s like I said, when we started with Morning Glory, we started with both feet in the right place and knew where we were going, where we spent a lot of years at Papagalas trying to figure stuff out. And having you in our corner to just bounce ideas off of is a huge comfort and help. Well, Dave, I really do appreciate you guys. And I will listen to my final question for you there, Tricia, for people out there that are thinking about coming to one of our workshops or thinking about hiring us for consulting, we only take on 160 clients. So I don’t want to waste anybody’s time out there who wouldn’t be a good fit. And, you know, I want to respect everybody’s time, but who would be a good fit in your mind for what we do? I mean, pretty much anybody. I mean, you’re not a niche one type of, like a restaurant type of person to go to. You do it with all the businesses. So anybody that has a business that wants to grow their business, or even make it better and set up the systems and stuff like that, definitely don’t even hesitate. Just give them a call. Well, I appreciate you guys. Thank you so much for carving out time. And folks, if you’re watching today, I want to encourage you. We’ve had the craziest last, what, four years, three years possible. It’s never been more difficult to hire people. And Dave and Tricia have done it. They’re very normal people. They’re not holograms, but they’re very abnormally diligent. And so if you’re out there today and you’re a diligent person, I want to encourage you that you too can have massive success. Sir, what is your name and what is your wife’s name? My name is Kenny Sutherland. This is my wife, Danielle. Okay, and how long have you guys been clients approximately? About eight months. And you’re here today to talk about, I believe, your growth. What has been your growth in the last eight months? 261%. Oh, wow. Now, I know that 99% of that 261% growth is accredited to her. Yes, absolutely. But what do you do? What’s your role in the business versus what’s his role in the business? I do all things HR. So anything that applies to having employees, that’s what I do. She’s the people person. The people person. And sir, what’s the name of your website one more time so people can verify you’re real? Yes, highwaymansigns.com. Highwaymansigns.com. And how did you originally hear about us, sir? Through one of our clients, Co-op Fitness. All right. Well, I know you have a date night planned tonight, but thank you for joining us. And you guys, sir, you smell terrific. Love that beard. Right. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men, eight kids, co-created by two different women. Thirteen multi-million dollar businesses. Ladies and gentlemen, welcome to the Thriving Time Show. Yes, yes, yes, and yes! Thrive Nation, so many of you have small businesses or aspirations to have a small business. And unfortunately, we can only work with about 160 of you at a time. And that is because I have a staff of 47 employees. And you might say, well, why don’t you have 400 employees? For my business consulting business, I only want to have 47 employees because I want to know all of the employees. I want to meet everybody. I want to feel more like a football team than like a small city. You know, I want to feel like a football team. I want to know everybody’s name. All the members of our team are great folks. And I want to know the customers. I want to know the clients that we work with because when we work with a client, the client is kind of a walking billboard for us, so to speak, meaning that if a client’s doing well, then maybe we’re doing a good job. And if a client’s not doing well, then maybe we’re not doing a good job. So last year, our average client grew by 104%. That was the average number. But these two clients here, they’re growing. They have grown their business by, and I don’t want to exaggerate, but I believe you’re up 261% in profit year over year. Kenny, is that an accurate number? Yeah, I think so. OK, so Kenny, tell the listeners out there, what’s your first and last name? And then introduce us to your wife. Sure. My name is Kenny Sutherland, and this is my wife, Danielle. Now, Danielle, how are you spelling Danielle? D-A-N-I-E-L-L-E. That sounds fair. Now, what is the roles that you two have as a couple running the business? So I obviously operate the day-to-day, all the different things that go in the shop. We do, obviously, we’re a signage company. Up until recently, I did all the graphic designing. I even headed up most of the installations and everything. I now handle all of our HR. I do all of our group interviews every week. Anything that is related to our employees is what I do, making sure that they are healthy, they are thriving, and in turn, our business is thriving. So what are the services that your company offers there, Kenny? And tell us, what’s your website? Our website’s highwaymansigns.com. H-I-G-H-W-A-Y-M-A-N-S-I-G-N-S dot com. Highwaymansigns.com? Yes, sir. And what all do you guys do? We do everything that pertains to signage. We do lighted signs, channel letters. We do metal signage. We do decals, business cards, vehicle wraps, everything you can think of, wall wraps. For our listeners, because we have in a typical week, we have well over a million listeners, if people are listening right now and they want to hire you for an auto wrap for their company, can you do that? Or do you service just to the Tulsa or Oklahoma area? We’ve done pretty much everything that anybody asks for. We’ve done everywhere from Topeka, Kansas, all the way down to Arlington, Texas, over in Arkansas, and Joplin, Missouri. So anywhere we can go or we can mail, we’ll do it. So fire off, Danielle, if you can, just what are all the services that you guys provide? Just to the listeners out there who are visiting highwaymansigns.com, again, it’s highwaymansigns.com, so they can get kind of a mental picture of all that you can provide for them. Yeah, of course. So actually, if you go to our website, we have all of our services listed on there, and it’s really cool, because we have a ton of pictures associated with it, so you can actually get a visual of the product that we provide. So, one of the, some of the bigger items that we do, and some are smaller, is yard signs. We do a lot of yard signs. A lot of people need yard signs. Banners, we do tons of banners. Like Kenny was saying, we do wall wraps, we do vehicle wraps. If you ever want a really good way to put your business on blast, a vehicle wrap really is one of the best. You do wall wraps? Yes sir. Really? Yep. We have one actually in our daughter’s bedroom. Really? How big can these be? As big as you can make them. You know one of our clients, Koala Fitness. Yeah. So like behind me in our building it says boom. You could do something like that? Oh yeah, absolutely. Okay, yeah, you know because we’re moving tomorrow. We’re moving into our new building tomorrow. I did not know that. Yeah. We’ve been here for seven years, and we’re just now moving here. So we finished building the building, but we’re moving everything. So tomorrow, all this stuff’s moving. That’s why it feels kind of like you’re in the Death Star from the third Star Wars, where it looks like it might not work, but it does. We’re moving everything around right now. Now, you guys, how did you originally hear about us there, Kenny? Through that same client, Kolo Fitness. And we saw the growth he was getting, and we were like, I want a part of that. Did you guys go to church with Charles or how did you meet Charles Kola? That’s KolaFitness.com. I just met him through, he came to us for some, it started with little car decals and he just said, hey, we’re doing some, we’re expanding and we want to change up our look and I wanted to know what we could do for him and we basically started, we gave him a new logo and basically everything that he has now. It started as a business partnership and we’ve grown to be friends over the years. Wow, okay, so you guys are growing the business and I want the listeners to, I don’t want to go over every single thing that we’ve done with you guys, but it started with a 13 point assessment. So we met in our office, so we met in December and we’re now in August. So we met and then we after we met we made a plan and we agreed that you guys would implement the plan and we would help you. And you guys are now up by 261% in profit. What all do you do in the business on a daily basis, Daniel? Like as far as like when a lead comes in, when someone fills out the form, when they go to highwaymansigns.com. When do you interact with the customer? So I interact with the customers on a day-to-day basis. Even though I do HR, I make sure that my face is well-known to all of our customers. I try to set an example for all of our employees on how we want our customers to be treated from the start of the product to the finish. So I do also help with training. We’ve got some new people that we just hired and myself and our regional manager have been doing some one-on-one training with our employees and then also just making sure that our customers are 100% satisfied. If there’s ever an issue with a product or a service that we’re providing, whether it be timeline or anything at all, I insert myself and make sure that the customer knows that I’m going to take care of them and that, you know, at the end of the day, they’re going to get what they came in for. So what are the areas of the business that you feel like you’ve improved the most? I’ll start with Kenny and I’ll go to Danielle here. What part, because again, I know for me, this is something that I, it’s very easy for me to understand this, but I think sometimes people, I don’t know if it’s pride or I don’t know what it is, but I just know for me, when I went to college at Oklahoma State University, I went to St. Cloud State, then I went to Oral Roberts University, I went to OSU, people say, why’d you go to different colleges? I wasn’t interested in a degree I was interested in learning how to do things. So I found the guy in my class. It was best at Photoshop I said to the guy hey guy, can I pay you to teach me Photoshop? And he goes sure he taught me Photoshop thus saving myself Years or months or whatever that is of of guesswork And so I I pay accountants to help me with accounting. I pay lawyers talking with you know, the legal bills. I’ve paid PR consultants to teach me how to do interviews or media. I’ve paid people to help me write books. But a lot of times, entrepreneurs just kind of wing it and run through the minefield of life, kind of learning through trial and error. But now that you’ve worked with us, I hope that you’ve learned some things quicker and faster. And what are some of the things that you’ve learned and actually implemented this year so far, Kenny? Oh, gosh. I want to say one of the biggest things, well, the hardest thing for me was getting everything out of my head and on paper so we could actually like train people better because for a long time it was just like you said, trial and error. And I had all the knowledge in my head and so it was like training somebody. I literally could not take my foot off the gas enough to get people to learn it. So they literally had to just run next to me to learn it. And now we’ve gotten everything on paper. We’ve been able to, you know, like to the scripts and stuff like that actually kind of get everything out of this noggin and and on paper so people can see that and actually be like okay like train people faster and we’ve hired guys we’ve hired more people and interviewed way more people we have let’s talk about the interview thing I mean this I’m not being disrespectful or difficult or insane but whenever I need to hire people, I’ve never had a struggle finding good people. So my process is, we do ads every week on LinkedIn, and indeed, I put out a new commercial today, I’ll show it to you guys, it’s not a commercial, it’s more of just like a two minute, but I’ll put these out, it takes me like 15 minutes to make, I’ll play the audio, I know people watching or can’t see it, but I put this out today. Let me see if I can get it here. OK, here we go. So this is what my ad says. This is my Facebook post today. It says, are you not a Marxist, godless, communist, live in Tulsa, don’t want to wear a mask, don’t want to have to take the shot, I’m hiring now, earn up to $27 per hour. Apply today by texting 851-0102. Note, Governor Stitt is not eligible to work here. We only want job candidates that live their values. Let me hit play. Hi, my name’s Clay Clark, and I am now hiring. I’m looking for great people like you. We have a job right now, we actually have two jobs open right now, where if your mind works and you try hard, you can make an average of about $22 to $25 an hour. And the only things I’m looking for is people that are diligent, hardworking, great energy. And you can’t be a communist, you can’t be a Marxist, you can’t be a member of Antifa. I need somebody who’s going to come to work who loves this country, who loves the Lord and wants to do a great job. And I put out this commercial and then I give out my phone number in it, you know. And so here we are today. I’ve got 238 people that have texted in looking for a job. And then, you know, that’s how I do it. And I don’t interview people one on one. I never would do that. I bring them all in a group. And every Wednesday night for my life at 530, anybody who wants a job, I interview them all simultaneously. And it’s crazy what you can learn because when you tell somebody the interview is at 530, like this one who just walked by, she’s the best. She just moved here from Florida. Great, great lady. I met her at a conference. Her name’s Katie with K-A-D-I. And she said, hey, I’d like the opportunity to work with you. Well, if she comes in and we say the interview is gonna be at 530, if she shows up at 530, that’s like only what I mean what are you guys finding? Maybe half the candidates show up anywhere close to on time? We lock the door. Yeah we lock the door so the interviews start at 5 p.m. exactly. At 5 p.m. that door is locked. What percentage of people are there on time? Half? A third? Two-thirds? If they show up. What percentage of the people that say they want to be there, actually show up? Oh, okay. Honestly, it’s been a whirlwind of different stuff. Sometimes I’ll have two out of 15 show up. Sometimes I’ll have 16 out of 30 show up. Okay. And then, so when the interview starts, do you interview them, Danielle? Yeah, that’s me and our regional manager. We do that together. And so, and then the interview, during the process, how does that process work? What do you say? How does it go? So we actually shadowed one of Colaw’s group interviews to kind of get an idea of how they do it and how we should implement ours. So when they come in, the first thing that we do is we have them fill out a just a about me form and I’ve kind of tweaked it a little bit to really fit what it is that I’m looking for in an employee. One of my biggest things really is what position did you apply for? If they don’t know what position they applied for, they’re not a good candidate. So really what we do is we just we show our now hiring video. Sometimes I’ll show them our about us video. Up until five o’clock sometimes I’ll show some of the videos that we have of work that we’ve done so that they have something in the background if they finish their paper early and they want to go ahead and just kind of dive into some of the stuff that we do. I do ask questions during the group interview too and one of my favorite things to ask them is tell me something unique about yourself because that’s really when the personalities start to come out and it’s really cool to see how people react. And so you’ve, we’ve worked with you, but you guys have implemented this. I want people to understand this idea. If you’re listening right now, okay listen folks, tonight’s my late night because we have cheerleading tonight and so cheerleading is kind of like my party night. Because when my kids do cheer, my wife and I have agreed that’s when I can stay late and work on stuff. So I’m working on stuff tonight. I’m excited about it. I’m gonna talk to Justin James. He’s a shoemaker in I think North Carolina or something, is it North Carolina? Who makes shoes in America, pays Americans to make shoes. What? Yeah, he doesn’t use slave labor to make his shoes. What? Yeah, great. So he wants to become a client. I love this guy. And then we’ve got Magahulk. You’ve seen Magahulk? You guys haven’t seen Magahulk? No. Oh my gosh, look at this guy. I love this guy. This guy. This is Magahulk. Oh my. And he is a pro patriot slash bodybuilder guy. He’s huge. No, he’s crazy. Look at this. He’s just a man. And so this guy, I’ll be talking to him tonight, and I like it. I mean, there’s so many people that reach out that want to become clients. I don’t want to convince people to do the homework. I want to work with people that actually are willing to put in the work, and that’s what makes it such a joy to work with you guys is because our team’s always bragging on you. You mean you guys implemented the hiring, training, and retaining processes to find good people. The online reputation management, a lot of times clients, it’s new to them to manage their reputation, but I’ve noticed you guys have been very intentional of asking your real customers for real reviews after you do a real service for them. Kenny, how much has that helped your business? Oh, tremendously. We get a lot more Google calls, like people that just search for us on Google, or not even search for us, but search for signs on Google. Having all those Google reviews help a lot. And then we get a lot of out-of-state calls too because of it, so. And you guys, as far as the online advertisement, do we manage those ads for you? Do we turn them on? Are you doing online ads right now? Yes. And we track those and manage those with you? Okay, and I just know for me, man, when I was building my first DJ company, my first wedding business, my first entertainment company, DJConnection.com, I had to launch my own ads. And you put your ads up there and you there’s all these questions like what zip code what address are you advertising to men or women and what age and pretty soon I’m like in the black hole I’m like I I don’t know maybe click funnels work man I don’t know man and then you know because you start to you start to see Tai Lopez videos and you start to click funnels and all of a sudden you’re going I don’t know and then you run your ads if you’re not careful this is what I did when I was first starting out, you run your ads and you don’t really know how much you’re gonna spend because it’s kind of weird how it works. Next thing you know, you get a multiple thousand dollar bill and you go, oh, shunda. So does that help having somebody who will help when you run your ads? Absolutely. Oh, I used to wear my umbrella. It’s been something of a, almost a nightmare for me because I’ve been wanting to get a website off the ground for so many years. And I’ve tried, I’ve built my own one myself, and I’ve paid other people to build one and how to promote it and ads and I didn’t know any of it and all that and people just like I literally paid somebody a few thousand dollars to build a website and they got half of it done and then was asking for content and I’m like I don’t know what that means. I don’t know what SEO is, I don’t know any of that stuff and we’ve learned all those things. And where do you guys live? What part of America do you live in? We live in Skytook, Oklahoma, just a little bit north of Tulsa. Do you guys have any kids? Yes, we’ve got an 18-month-old. Wow. And my wife’s a child. Oh boy. Thank you, Lord. Oh boy. Now, okay, so we have five kids, so we love the kids. What’s kind of your… You don’t have to say anything super personal. Because a business exists to serve the owner. That’s why I’m excited about helping you guys, because I met you guys. I’m like, these are really cool people. And so I like to help really cool people, because I know that God’s put dreams and visions in your life and things that he’s called you to do. And I think that the business exists to help you guys achieve those goals. Is there something kind of exciting that you’re working towards? Have you as a couple kind of thought about where you want to take the business? And I’m not asking for specific details that you don’t feel comfortable sharing. But I’m just saying, is there something you guys are kind of excited about in The near future maybe expansion or a new building or a new hire or a new truck or a new what? What are you guys working on? Oh, absolutely. We’ve got we’ve got a list of goals because we’re really big into actually writing our goals down You know, we can go gosh. I mean as far as like, yeah with the business growth, so you write your goals down Yes, it’s on our fridge so that we can see it every day. How long have you guys been married? Almost three years. How did you guys meet? We met at church. At church. What kind of church you guys go to? Non-denominational. Right now we’re going to church on the move. Does it matter to you? I’m just curious because for me I can’t work with clients that don’t serve the same God as me because I think there’s only one God and I don’t want to help the bad guys. You know, especially when you know the bad guy’s agenda. Does that matter to you at all? Do you care about these things? Do you? Does it matter knowing that we kind of have the same worldviews or do you not care about that? Yeah, it matters to me. Now also, I try to treat everyone, you know, like I would want to be treated because Jesus came here. He didn’t come to the well. He came to the sick, right? There he goes. And so that’s kind of how I look. If somebody comes in that’s a customer and it doesn’t exactly agree with my world views as long as you want to love everybody like Christ love exactly okay okay treat everybody with respect just like okay so now I’m gonna ask you a question it’s probably gonna paint you into a corner but I’ll give you time to think about it’s okay managing people a lot of clients say as they grow managing people is the hardest part and I’m not saying it’s because all employees are difficult I’m just saying the personalities the hours a lot of women today are working women, a lot of men are sharing dad duties slash working, schedules are more complex. Is managing people a difficult, what’s the most difficult aspect of running your company? 100% it’s managing people. Managing people. Yeah, one of the things that has been hard is like implementing the systems has been great. Getting our people to follow all the steps has been tough. A lot of them have been with us for four or five years and so trying to get that through their head, hey we’re doing things a little bit differently now, has been kind of a big hurdle. But we’ve made strides. I’m hearing your team is doing a great job and I again, comparatively speaking, because we work with a lot of different companies and so I see clients that have a team that’s not willing to do anything at all and some that take a while to learn. It sounds like your team is up to the challenge. Yeah. Yeah. And now, as far as growth goes, do you want to open up multiple locations, or what’s the vision for the brand? I, my main goal, I want to get a online store going. I want to be the Vista print of signs. Like, I want to get an online store where they come in, they put in their own graphics that they want, or our team can design something for them, and we can ship out vehicle wraps we can ship out any yard signs or or decals or whatever they’re asking for or if they want to start franchises and they need a solid dependable sign company to do all of their stuff we can travel with them and travel across the country and do all of their stores. Now for people out there that have not worked with our program before. I mean, just tonight, I was interviewed on a show that is somewhat going viral. So we’re getting just bombarded with probably one person, I don’t know, every 10 minutes reaching out for help. And I always try to tell people like, please don’t reach out to me if you’re actually not wanting to implement anything. You know, so we’re not like a emotional support organization. We’re a business consulting business. But who do you think would be a good fit for what we do and who would not be a good fit, just for anybody? Because you’ve been in the program for a while now. Yeah. I would say anybody who is open to change. Open to change. You definitely have to be flexible with that. If you’re not, then it’s not a good option for you if you’re very much stuck in your ways. But if you’re wanting to see an active change, not just in your business but in your life, you’re definitely a good fit. Is your schedule, Danielle, getting different now? Is it improving your personal schedule? Yeah, yeah it is. Is it really? Yeah, so I’ve actually changed my schedule quite a bit since really coming on board. When I first started with you guys, I was actually working three jobs at the time. Three jobs? I believe you were working in the medical field. I was, yes. Were you? I was working at a dental office in Tulsa. I remember that. I also worked for a church and then I also worked for our business. And so our business, unfortunately, started to become on the back burner and that’s when I recognized just seeing all of the things that we were implementing that I was more needed in our family business. And so that’s really where I’m at now. Do you remember the day that you retired from your other job? So from the church I only worked with them temporarily was very short term and that was back in the end of January and then as far as the dental office I worked with them up until the middle of May. You told me and I remember this and maybe I’m misquoting so correct me if I’m wrong you actually really enjoyed that job. The dental office? Like you’re right didn’t you enjoy it? I mean it was something you wanted to… you like doing that. Oh yeah, I absolutely, 1000% loved that job, loved the people I worked with. It was really hard to step away from that emotionally, but I understood where my priorities lie and just seeing the growth that our business was going through, it helped me even more. What’s it like having your wife back? It’s kind of like dating your wife all the time now, right? Was that exciting? Was that exciting? It’s been an interesting road. You know, some days it’s harder than others, but I think on a whole it’s been good. It’s been important to me to see her be a part of it too because I ran the business. We’ve been, either this year or next year, it depends who you ask, we’ve been open for 20 years. Wow. And so it’s a family business, my parents started it and I took over in 2009. So I’ve been, obviously this has been a huge part of my life for a long time and we’ve been together for just a few years now and so her coming in, she was like, okay, I want to be a part of this. You know, and that’s just really cool to me. And then as far as the 13 point assessment, a lot of times people are like, ah, 13 point assessment, I’m going to get roped into one of these multi-level programs that are going to keep me in some sort of retention cell. It’s going to be like one of those timeshare things and I’ll be stuck there for four hours. I mean, have you guys been on a timeshare tour? Oh my God. Have you been? Yeah. Twice. Really? My wife thought it would be cool to get a free lunch on our honeymoon. Hey, listen, listen. You listen here. We got a free stay somewhere. Listen, listen to this. I want your wife to know this, because I’m going to one up your wife. It doesn’t matter what your wife has done. She will leave here looking like an all-star. I don’t know what I’ve done. We went to Vegas. And I grew up with no money. And I’ve always thought, if you spend less money, you maybe can keep more money. That’s just a theory I’ve had. If you spend less, you keep more. And so we just got married. And you guys were, how long had you guys been married when you did your timeshare tour? Well, it was on our honeymoon. Yeah, our honeymoon. Yeah, and let me tell you, and you come at it from a sense of purity because your wife, someone says, hey, would you like a free, was it a free trip or what did they offer you? A free hotel, was it a free meal? It was a free stay at another hotel. Which we did use. But I’m just saying, I wanna make sure we get this. It starts off, hey, listen here, buddy, I’m going to educate you on how to get sucked into a timeshare. So I’m going down to Vegas and they said, hey, you know, sir, would you like to go to a free show? I’m walking around. My wife’s getting ready. I get up early. Would you like to take your wife to a free show or do it? They saw the ring, you know, I’m going, well, yes, I would. And they go, well, we’ve got they listed off. It’s like boys to men and concert or, you know, it’s Britney Spears or it’s all the all the predictable people. I’m going, I would like to take my wife to a show. And would you like to do a great dinner? There’s a cuisine, there’s a this. And all you have to do is take a one hour tour. That was the pitch. Was that for you, one hour pitch? Yeah. And I’m going, dude, we just got married. One hour pitch. You promise me? I said, I’m telling you, I’m going in, I’m not going to buy anything. And he goes, oh yeah, for sure. So then they show up on some shuttle bus and they take us out to like Tantawene or someplace where Yoda lives. Oh, God, yes. You know, we’re on the island of Indora, we’re somewhere where Yoda lives. We’re going Dagobah, Dagobah. We end up like in this resort, but it’s kind of off the path. Is that what they did to you? Yeah, they definitely corner you. And then they’re there and they start saying to my wife, they go, sir, well, they said, ma’am, do you like this trip? And it’s like, nice, everything’s nice. And she’s like, oh, I do. Well, if for as little as, you know, it was like $400 a month. What if you could come here whenever you want? And that it seems like, you know, that would be great. And they go, well, let’s just see what you qualify for. Next thing you know, they got paperwork out for us to sign. Did that happen to you? And then, and I’m like a naturally aggressive dude. So, that’s very good or bad, depending upon how you, the situation. You know, so I’m like, hey, I definitely don’t want to sign up. I appreciate you. As I mentioned, I’m just here for free stuff. And he goes like, so you mean you took my whole day with no intention of actually buying anything? So you wasted my time? I thought you were, you know, I thought, you know, right? So you’ve spent my whole, I mean, if you weren’t gonna, if you’re just gonna come in for free stuff, I mean, why don’t you just say something, because then I wouldn’t have spent my time. He’s trying to make me feel bad. And I’m like, did they do that to you, by the way? So there’s like three or four moves they do. And I go, well, hey, I don’t know that you, I just remember telling him, I know that you think that I care, but I don’t care. So furthermore, I’ll probably come back tomorrow for another free thing, because I’m never going to buy anything, because that’s what you offered. And this guy starts getting into the whole, like, well, let me talk to your wife. And he cornered my wife. Did they do that to you? Oh, yeah, they did that to me. And they preyed on the emotion thing. And my wife starts to do the, like, because she cared, my wife’s a nice person. And somehow he convinced her that, like, he wouldn’t be able to feed his family and that we were wasting his time. Oh, man, it was dirty. But my wife almost said yes just to get out of it. I tried getting up a few times. I was difficult. She went to the bathroom during it, and they got me by myself and was like, hey, dude, if it’s your wife, you can just, you can go ahead and sign everything right now. No, dude, listen to this. This is where it gets crazy. Oh my God. So after we had a horrible experience, my wife leaves in tears. Oh gosh. You know what I did? I signed up again. Oh my gosh. Because I was like, I’m gonna go and this time I’m gonna win and my wife’s not gonna cry. My wife’s like, so next day, she’s like, what are you doing today? And I’m like, I’m doing the timeshare again. You can stay here. I’m gonna dominate that timeshare guy. And she’s like, you gotta be kidding me. No, so that’s what I did. So anyway, that, so no matter what your wife did by signing up for a timeshare, I just want you to know it comes from a pure place. She was trying to do the right thing. And then, but me, I came from a dark place. I was just trying to get even at that point. So anyway, so anyway, but you guys are absolutely great. I encourage everybody out there. If you are, have a, if you want to put a wrap on your wall and your building, maybe you’re looking to auto wrap, you know, your business, your vehicle, your, your truck, go to highwaymansigns.com. You can see all the services that they provide. It’s highwaymansigns.com. It’s single highwaymansigns.com. Auto wraps. They do LED. Do you do LED displays? Yes, sir. How big? As big as you want. We’ve actually done… Talk about it. We’ve done a… Well, we’ve done… Most of our customers do a little smaller ones. They’ll do like two by eights, four by fours, four by eights. What does that cost right there? What’s that cost? I’m looking at this one on the website right now. What’s a 4×4 cost roughly? Double-sided is probably somewhere in the neighborhood of around $18,000. $18,000? Whoa! Shaka-baba! And you guys do lighted signs, you do non-lighted signs, you’re good people, you love the Lord, you check all the boxes, I’m excited for you. Now again, and then for anybody out there, just to get this on the record, you were up 261% of profit? Yes. Well, amen! Congratulations to you guys. I’m excited for you guys. And thank you for coming into the studio. I know you drove all the way in from Skytook. I didn’t expect you to do that. So I’m so glad you’re here. Well, he came from Bartlesville. Oh, we both did. We have two locations. We have one in Bartlesville. Are you guys going out to dinner after this, or what are you doing? I think so. My sister’s got my daughter. They’re down at the pier right now. Oh, it’s a date night. Yeah. So we might as well. Okay, well, avoid the timeshares this time of year. They tend to be high pressure. So thank you guys so much for joining us. Again, my name is Clay Clark. This is the Thrived Time Show on your radio and podcast download, where we like to end each and every show. We like to end each and every show with a boom, because around here, BOOM stands for Big, Overwhelming, Optimistic Momentum. And that’s what it’s going to take to take your business to the next level. It’s Big, Overwhelming, Optimistic Momentum. And so without any further ado, here we go. Three, two, one, boom. Now if you are out there today and you’re looking to become a one-on-one coaching client of myself, I only take on 160 clients and so I want to make sure that I’m only working with people that are diligent doers and goal pursuers. You know, I don’t want to work with ask holes, people that just want to ask a bunch of questions and don’t actually want to implement what they’re learning. I’m, I don’t know if it’s because I’ve had a lot of success early. I don’t know if it’s because I’ve had a lot of success of late. I don’t know what the thing is, but I just don’t want to work with people that won’t implement the proven system. I want to work with people that are sufficiently motivated, just like that last couple you just saw. I mean, these are great Americans. They’re hardworking people. And they reached out and they said, can you show us what to do? And I said, sure. And I showed him what to do. And they diligently implemented the systems. That’s why Kenny and Danielle are having epic success. If you would like to explore the idea of working with us on a one-on-one basis, go to Thrivetimeshow.com forward slash EO fire. That’s Thrivetimeshow.com forward slash EO fire. Thrivetimeshow.com forward slash EO fire. When you go there to Thrivetimeshow.com forward slash EO fire, you can see we document all the client success stories. The average client grew by 104% last year. You can schedule a free 13-point consultation right there. The 13-point consultation is really nothing more than a strategic conversation to see if we can identify your biggest limiting factors to see if you’re a good fit for our program. If you are, we’d love to help you. If not, no worries. You can learn more about it at thrivetimeshow.com forward slash EO fire. My name is Clay Clark reminding you that you too can have massive success. But remember, vision without execution is hallucination. Vision without execution is hallucination. Knowledge without application is meaningless. You’ve got to implement. It’s all about implementation. And that’s hopefully what I hope you picked up on today’s conversation and interview with the super successful clients, Kenny and Danielle. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah. So, what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. Okay? I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing a podcast, and staying on top of those podcasts, to really help with getting up on, with our listing and ranking there with Google. And also we’ve been trying to get Google reviews, you know, asking our customers for reviews, and now we’re the highest rated and most reviewed Pest and Lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay, so 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85%, and that’s largely due to, first of all, like our Google reviews that we’ve gotten, people really see that our customers are happy, but also we have a script that we follow, and so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process, and that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year, 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 that 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 Jared had mentioned that has really, really contributed to our success but that, like I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives, and also it’s really shown that we’ve gotten the success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut, and we didn’t know. 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 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. 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. Tim Redmond, welcome to the Thrive Time Show. How are you, sir? Clay Clark. I am a man that’s grateful because of you and for you. You’ve been an amazing impact in my life. I’ll just say that up front. Well, you and I have a unique relationship because you were my boss for a long time, and then I had the opportunity to work with you as a consultant, and we’ve been able to work back and forth with each other. Oh, you’ve been hugely helpful. My life is different because of you. So I want to ask you this. When you meet with business owners today, where do you find that most business owners are stuck? Like when you say you’re talking to somebody out there and they have an accounting practice, a dental practice, a contracting business, and they’re stuck, what are the areas where you see people, most business owners, where are they most predictably stuck? In the same place that I was stuck when I reached out for your help, in marketing, I did not have a process of constant stream of leads coming in because of lack of marketing and then I lacked a sales workflow that once the lead came in, I could aggressively process it through to get them to come on board so I could help them out. I didn’t have those before I started working with you, Clay, and you helped me out with that. Those are probably two of the most common problems I run into in consulting our clients. One of the things I like to do, and I like to explain this to clients, is that you have to view your business as a linear workflow, kind of from left to right, like a time-lapse. You have to start with fixing your branding, and then after you fix your branding, then you want to fix your marketing. After you fix your marketing, you fix your sales. Then after your sales, you fix your hiring and firing, and then you fix your accounting. You just follow down the path. And how often do you find that business owners need help finding good people? That’s never been a challenge for me to find, to hire, train, and retain good people, especially during the COVID, during the COVID moments. A lot of people said, well, I can’t find the people now. I still have never had a hard time finding people. But I mean, have you, what are your thoughts on that? How often are business owners having, how often are they struggling to find good people? Well most of who we get is we have specialty docs and contractors. We market aggressively to go after contractors, so that’s most of our clients. And that, I would say Clay, that that is the number one need and one of the biggest reasons they come on board to get our help here is they cannot find decent people that will show up and actually work. Huge problem. Finding good people. Finding good people, keeping good people, getting people that will actually want to work, yeah, which that can be defined as a good people. So, yeah, it’s a huge problem. And I know that with the systems we teach people, they will learn how to hire, inspire, train, and retain great people. And I think people view hiring as like a one-time event, but it’s really a process. And I’ll give you an example. Harley is a young guy that’s a member of your team. I’ve met him. I said, this is his first day working with you. And he’s been a great member of your team and a great guy. But a lot of people, I speak what they say. I have a hard time retaining employees for more than a month or two. If you had to give people tips on how to hire, inspire, train, and retain good people, what would you say to them if others are listening and they’re struggling to find, hire, inspire, train, and retain good people? Yeah, well, there’s a number of things here. First of all, you want to create an environment that people are attracted to. So one of the biggest requirements or the biggest ways that a leader becomes affected is they create an environment. Most people respond and react to an environment, a lot like a seed. Some grows up. You know the Bible story about some fell away by the side and by the stones and all that. They didn’t grow up very big, but those planted in good soil are a good environment, they’re going to grow and they’re going to really produce. Number one, you’ve got to create a good environment for people to join and if it’s reactive and people are yelling and it’s just an ego clash, that’s not going to attract decent people. Good people are going to leave and they’re going to find another place that’s got a better environment. Number two is you’ve got to be really clear on what you want them to do. And we have a lot of clients, Clay, and we’ve shared many stories together, we’ve spent many hours together, is a lot of folks here just, they hire people and they just throw them to the dogs and say, I hope you can figure this out as you go. There’s not a training, there’s not a clear expectation. As a result, they don’t know how to win in their job. There’s a lot of people, Clay, that they’re dissatisfied because they don’t feel like they’re winning in their job and they don’t know how to win in their job. Tim, at the business conferences that you and I have done, you’ve actually appeared at a lot of them and you’ve MC’d and speak at them. I think one of the things people have enjoyed about those is the ability to ask any questions that they want to ask and not to be mocked publicly, but to have somebody that actually answers their questions. What are common questions that you get asked by clients as a business consultant? Like if you could just think through sort of the Rolodex, the mental Rolodex of most frequently asked questions. What do people typically ask you? Because I know as a consultant, what I get asked a lot, but I want to get your take. What are their questions? Okay, so this is a good question, sir. So most of the time, they’re either looking for leads, more leads, or more how to hire more staff and so what has happened is They’ve already gone to two or three or five or seven other Marketing firms or hiring firms and they’ve been very unsuccessful and so they come with a lot of frustration and Sometimes they’re almost like mad at us to say well, this is what everybody else said I say well, we’re not we’re not just a coaching company that tells you what to do. We’re going to do it for you, coaching companies. So we’re going to do a lot of this stuff and implement it yourself. I mean, I still hire your staff to get our SEO there and to keep the websites up to date and to get the digital marketing straightened up. So it’s really important to be able to deliver something. Can you give me enough leads is a big question, or how are you going to help me find decent people? Because I’ve been out there and there’s nobody else out there. And I said, well, we have a host system that we introduced, but unless you apply this system on a consistent basis, it won’t work. Casualness causes casualties, you know? And so those are big questions. Another big question is, how do I get this business off my back? It just seems like I’m stuck as a slave in my business. So how do I get out of this business here? How do I get it to, when working in the business, I want to work on the business and not just in it. Those are some of the common ones. Now you and your wife just celebrated an anniversary, I believe, correct? Yeah, 33. 33? 33 years, yes. The reason why I bring this up is because, you know, my wife and I, we’ve been married 21 years, and I find that in the world of business, there’s a lot of business coaching platforms, a lot of consulting platforms that exist, and I’m not gonna mention the specific names today, but I want to. So instead of mentioning them, I’m just going to pull up video clips to show what I’m talking about here. I’m not going to mention them. I’m just going to show examples of them. But they have these, and this is not you saying this. This is me saying this. So what they do is they project a world that doesn’t exist. Okay, so I’m going to just type this in. And so this would be. Oh, Tai Lopez, come on. Okay, so here we go this is uh… this is a lot of is just a lot of people come to me after having been to a workshop that’s similar to this was this guy’s name is ty lopez and ty lopez this is a actual commercial he’s running right now on you to watch this you know i like more than flying in a private jet like this my books actually not but Actually not, but I do bring books with me. Okay, now I don’t know, and maybe I have a different world, maybe I come at the world from a different angle than a lot of people, but I’ve never been in a private jet with a guy like this and a girl like that and a girl like that and a guy like that talking about books. Nor have I ever been in a private jet with people like this, but the point is, the idea that he’s selling, look at this. We were just talking a little bit earlier on, the question was how to figure out what you should do with your life, like your destiny, what you’re meant to do, what your purpose is. And I don’t know that I want life advice from her, or from her, or from him, or from him, and then you go, and again, and people say, Clay, why are you mentioning him specifically? Because I’m trying to speak to my specific, to your specific potential, ideal and likely buyer. There’s only a certain number of clients we can work with at any given time. And I just want to be very clear. So this is another example of what we are not. Let me just hit play here. Here in my garage, just bought this new Lamborghini here. Oh, gosh. Here in the Hollywood Hills. But you know what I like a lot more than materialistic things? Oh, here we go. Knowledge. Oh. In fact, I’m a lot more proud of these seven new bookshelves that I had to get installed to hold 2000 new books that I bought. It’s like the billionaire Warren Buffet says, the more you learn, the more you earn. Now, maybe you’ve seen my TEDx talk where I talk about how I read a book a day. You know, I read a book a day not to show off. It’s again about the knowledge. In fact, the real reason I keep this Lamborghini here is that it’s a reminder, a reminder that dreams are still possible because it wasn’t that long ago that I was in a little town across the country sleeping on a couch in a mobile home with only $47. $47, that’s exactly how many dollars he had. He remembers because he counted how many dollars he had. And Tai Lopez, I mean, he’s got an unbelievable, he has so many different examples of what he does. This is just Tai Lopez. These are, you know, this is Tai Lopez. He’s- I’m not gonna have to go. I’m talking about how I’m gonna be able to- So a lot of people, when they think of consulting, that’s what they think of. And that’s not what we do. We work with dentists, doctors, lawyers, contractors to help them grow their business. So if you had to contrast what you do, Tim, as a consultant, you know, that I’ve had the honor of working with for basically a decade. How would you describe what you do versus that of which Ty Lopez does? Because again, if you say business consultant or business coach, immediately people picture Ty Lopez due to his shameless jet-based marketing. Well, I’ve got some similarities of tie in that I do have some books. I actually read them Oh, and I read them next to a super attractive woman, which is my wife and But that’s about as ended as far as it goes I know I’m not supposed to say bullshitter, but he’s the biggest bullshitter on the internet. I’m sorry and I think you’ll have to probably beat that out. But what we do is we are an outcome-focused company. And so we measure our success. You know, the client has to be happy, but we really look at what are the numbers. We have the sales, we got net profit, we have gross profit, gross profit, and cost of goods sold, we have that. We’ve got how much money you have in the bank account, we actually measure that, we count it. And so it’s, the big difference here is, can you count and visibly and tangibly see the results of the coaching? And if you can’t, kick us out and get rid of us and find, hire Tai Lopez. Please don’t hire him. And you’ve been married for 33 years. I mean this because I’m not saying that you’re a marriage guru. I’m normally saying I’m a marriage guru. What I’m saying though, is that you really want to look at the fruit of the lives of the people that you’re listening to. Because if you look at Ty Lopez and who he’s hanging around with and what he’s all about, if that’s what you want in your life, then maybe you pursue that. I call that lifestyle jackassery. It’s fake. It’s smoking. Jackassery. Didn’t you find his address as being in the middle of some cow pasture in England or somewhere? I did. The address that he was using at one point led you to an abandoned warehouse district there. So, tip, we’ve got listeners from all over the country that tune into the show. Oh, good. And they’re always taking notes. If you had to give the listeners one final pro tip or one final thought before we let you go, what would that be? What would that statement be you want to share with the listeners? I would say that create a cadence in your business and you do that by having a daily planning that you do and then every week you touch every aspect of your business meaning a meeting and accountability meeting with whoever’s in charge of whatever you’re looking over you visit that aspect of the business like for accounting that’s going to be Monday at one o’clock for sales that’s going to be Tuesday and Thursday and Friday for you know we have specific times where we touch every aspect of our business. And so creating a cadence in your business is creating this predictable pattern of making sure your business is on track and you’re addressing the issues as they go. Tim, I appreciate you carving out time to be here. That’s Tim Redmond from redmondgrowth.com. That’s redmondgrowth.com. He’s a beautiful man, a great American. Tim Redmond, thank you for allowing me to interview you today, sir. Thank you, Clay. And we will talk to you later. Take care. Very good. Awesome. If we go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their call. Okay, so, Clay, it’s like I would go up and down from about $10,000 a month up to about 40,000, but it was up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. I didn’t. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have grown. I have doubled every year since working with you. So I’ve doubled in clients. I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with… So I’m looking, we’ve been good friends seven, eight years, and I’ve got doubled five times. Which is just incredible. I mean, the first time you do it, that’s one thing, but when you do it repeatedly, I mean, that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take, no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. Right. And the best executives, Peter Drucker is a father of modern management, he said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with a script here, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. And she’s been nailing down five and eight appointments a day on that script. Somebody out there’s having a hard time. So she’s making how many calls a day? She’s making between 200 and 300 calls a day. Our relationship is weird in that we do… If someone were to buy an Apple computer today, or let’s say you buy a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe, or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. That’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road. Maybe 2013? 2012. Okay, so 2012 and at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. Do you remember when we first reconnected? Yeah, well we had that speaking thing. Oh, there it was! So it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship, but I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean I would like to say almost everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding, I’ve learned how to create a sales process for organizations in any industry, I’ve learned how to sell, I’ve learned how to create repeatable systems and processes and hold people accountable, you know, how to hire people. It’s almost like every aspect of a business you can learn. I have learned a lot in those different categories. And then again the mindset that I’ve gained here has been huge. You know, working here you can’t you can’t be a mediocre person. You are a call to a higher standard of excellence and then as you’re called to that standard here you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall in the group interview talks about how the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory, and we’re on our own trajectory, and the best fits are those people where there can be a mutually beneficial relationship. That as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I’d say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. Whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. He’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that wanna get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people and in short anyone that’s content with mediocrity would not like working with clay, so if You’re meeting clay for the first time the advice I’d give you is Definitely come ready to take tons of notes every time clay speaks he Gives you a wealth of knowledge That you don’t want to miss I remember the first time that I met Clay. I literally carried a notebook with me all around. I was looking at this notebook the other day actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about about three or four months just from being around Clay, following him, and learning from him. And then I would say come coachable. Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted. All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a 15 million dollar business, but you have 15 million dollars of expenses, it’s kind of pointless. Holy crap! Alright, so the question I would have here for you, if you could take like, I don’t know, 10 minutes or less and see if you could save three thousand bucks a year by reducing your credit card fees. Would you do it? Yes, absolutely. Oh Why would somebody out there who’s listening right now who has a sane mind why would they not Go to thrive time should I come forward slash credit dash card thrive time should I come forward slash credit dash card to schedule a 10 Minute consultation to see if they can reduce their credit card fees by at least 3,000 bucks a year. Why would they not do it? Yeah, why would they not do it? Maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. That’s clear. Okay, so that can be true. So I encourage everybody to check out Thrivetimeshow.com forward slash credit dash card. Thrivetimeshow.com forward slash credit dash card what would be another reason why someone would not be willing to take ten minutes to compare rates to See if they could save three thousand dollars or more on credit card fees Maybe they think it is a waste of time and then it won’t it’s not possible There’s somebody out there Okay They would think that Well I’ll just tell you folks, if you’re out there today And you’re making less than $3,000 per 10 minutes I would highly recommend that you go to thrivetimeshow.com Forward slash credit dash hard Because you can compare rates, you can save money And you know, the big goal in my opinion of building a business Is to create time, freedom and financial freedom And in order to do that you have to maximize your profits. Holy crap! Now one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It’s a profit deal. It takes the pressure off. JT is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average? I am at a loss and I cannot think of any other. Shampoo is better. I go on first and clean the hair. Conditioner is better. I leave the hair silky and smooth. Oh really fool? Really? Stop looking at me, swan! Well, let me tell you a good story here real quick. I actually, years ago, compared rates with this company here called IPS. It’s Integrated Payment Services. And I scheduled a consultation. I don’t know if I was skeptical. I just thought, whatever. I’ll take ten minutes. I’ll compare rates. I can’t tell. You can tell me I’m a doctor. No, I mean, I’m just not sure. Or can’t you take a guess? Well, not for another two hours. You can’t take a guess for another two hours. And in my case, in my in my case, my particular case, I save over $20,000 a year. Holy crap. Wow. Which is like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh God. Everything okay ma’am? It’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay, I’m a trained professional ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t going to be easy so I need you to be brave, all right? What’s your name? Patricia. Patricia, all right. I need you to take a deep breath. We’re about to do the cheese. You know, that’s the difference between eating organic and not organic. So because my wife eats organic, I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies. One question, what’s the brand name of the clock? The brand name of the clock, Rod, do we have it? Brand name of the clock. It’s an elegant from Ridgeway. It’s from Ridgeway. Let’s buy the clock and sell the fireplace. I encourage everybody out there, go to thrivetimeshow.com forward slash credit dash card. You schedule a free consultation, request information. A member of our team will call you. They’ll schedule a free consultation. It should take you 10 minutes or less. And they’re going to compare rates and see if they can’t save you more than three thousand dollars a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, at the end of the day, the goal of the business is to create time, freedom and financial freedom. In order to do that, you need to create additional profits. 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. We have been working with Thrive for business coaching for almost a year now. What we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has. By being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews. And now we’re the highest rated and most reviewed pest and lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85%, and that’s largely due to, first of all, like our Google reviews that we’ve gotten. People really see that our customers are happy, but also, we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process and that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again we booked more deals last week than the first five months of last year. It’s incredible but the reason why we have that success 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? We it creates accountability We’re able to make sure that everything gets done properly both out in the field and also in our office And also doing the podcast like Jared had mentioned that has really really contributed to our success but that like is it a diligence and consistency and doing those and that system has really, really been a big blessing in our lives, and also, you know, it’s really shown that we’ve gotten the success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business, and we were in a rut, and we didn’t know… The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. 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 gonna take in order to really succeed. So, we just wanna 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. 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 are looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklist, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, head of Disney, with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours on the day-to-day. He does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running a hundred and sixty companies. Every six to eight weeks he’s doing reawaken America tours. Every six to eight weeks he’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires. Teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay 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’s 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, brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house, right? This is where we used to live 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 systems that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re 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 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. And 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’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see it.