Business Podcasts | Super Moves For Enhancing Your Branding

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Okay, everybody, if we will take our seats, we are going to head to page 122. Page 122 in the book. Let’s get over to it here. 122. Okay. So we’re going to talk about super moves for your branding. Branding, exciting topic. Over there on page 123, you’re going to see a bunch of different ways to market your company. We’ll get into that in a minute. We’re just going to talk about the brand, the packaging of your business. So, the first thing we’re going to do is go through the list. What is the first thing on the list? Well, we’ve already talked about the website. Now, when we’re talking about the brand and the website, this is where you just want to know who you’re competing against. Who in this room feels like they have a really strong grasp on their competitors and what they’re doing for branding? Does anybody at all feel like, I know my competitors like the back of my hand? Anybody? Okay, cool. Well, mystery shopping is simply Googling what your ideal and likely buyer would be typing in and then looking at who’s coming up top because that’s your competitor. Whoever that is, that’s who you’re up against. We’re going to try and steal their leads. So we want to make sure as we rank and come up top in Google, as we start to get in that conversation from our SEO optimization, that our website is better than our competitions. Part of that’s doing all the things we have in the checklist, and part of that is making sure that we do all the things in this checklist. But the checklist, it’s all action-focused. This is a very practical book if you haven’t figured it out. This is meant to be applied directly. So action without, what is it, knowledge without execution is hallucination. I believe that’s a Thomas Edison quote. So we want to apply this stuff, and that one takes some time. So write down when are you going to do the research on your competitors to figure out what do we need to do to beat them branding wise? When you go to do that, have this checklist ready because you’re gonna wanna look at their website and go to point two and say, is my logo better than the competitions? Oh man, logos. Anybody in here have a marketing agency or do marketing? Anybody? Okay, well, I won’t go there then. But logos is a huge deal. People love to spend a lot of time on. Yeah, okay. The logo is not going to make or break but you don’t want it to be like really weird. Has anyone ever seen the original Apple logo for Apple computers, Macintosh? It’s literally Isaac Newton sitting under like a very intricately drawn like badge thing where he’s sitting under the tree and it’s supposed to signify like the Apple falling. Anyway, now it’s just an apple with a bite out of it, right? Most of the big brands we look at, Google, it’s just words. It’s just a word with a different color, you know? Nike is just a swoosh. So don’t get stuck on your logo and I wouldn’t get stuck in your competitions logo either. Just make sure you have one and that it’s clear and not like trying to signify 75 different spiritual beliefs that you have, which that’s a thing. But the third thing that we need to do is a one sheet. Does anybody have a one sheet? You all have a one sheet sitting right in front of you. It’s blue. That is Clay’s one sheet. That is meant to be a one place that a customer will be able to see everything they really need to know about your company. Does anybody have one of these or something like this already? You do? Great. So, it used to be like the brochure, right? This is like the new brochure. We don’t want to have too much information we’re throwing at people, but we want to prove the point with it. So, you’ll see on Clay’s with the one sheet, we are actually showing who we’re competing against on the back. We’re showing the value that we provide compared to, you know, if you’re a business owner going out there trying to do all this on your own. So that really kind of highlights what it is that we do. And we want to try and do that on any one sheet we would produce. We would want to compare ourselves, kind of doing the research for the customer so that they can get a pretty good grasp of what they’re going to find if they go out there and look at your other competitors. You’ve already done the work for them. So if you have more Google reviews, you’d want to point that out. If you have a no-brainer, you’d want to put that on there. But your one sheet, if your competitor doesn’t have one, you can just go walk in their business and find out what print pieces they have pretty easy. That’s a big deal. We want to have the one sheet. There’s something called the Dream 100 system we’re going to talk about as we get into marketing. You’ll find it on page 123 as well of the different channels you can market your business with. And the one sheet is kind of like the leave behind. When you go do the Dream 100, you’re going to leave this with your ideal referral sources or directly with your ideal potential buyers that are not yet working with you so that they can know everything about your business and your competitors, what you’re offering. It’s a great thing just to give to customers when you go to their houses or when you’re meeting with them for the first time through the sales appointments, it kind of has everything. Does that make sense? Any questions about the one sheet? Cool, well, if you don’t have one and you want to work with our team, we help you produce those. When it comes to the print materials, this is like, if you have a really good one sheet, most of the time you’re gonna just beat your competitors out just with that. Because usually they don’t have some kind of one sheet. So, just make sure, a lot of this is going to come down to mystery shopping and knowing your competitors. Clay’s not super creative when it comes to a new business or something. He would rather than start a parade, he’d rather find one and get in front of it. So that’s what we’re doing as we’re saying, better than your competition. We’re going and looking at the parade and we’re figuring out who’s in front and we want to make a better parade boat. Does that make sense? Okay, cool. So what’s next on this list for super moves enhancing your branding? The marketing video. Okay, yeah. So we already talked about the marketing video. Is there any questions about the marketing video? Because your competitors usually won’t have them, but if they do, you want to make it better. Is there any questions about how to make it better? Does anybody have a competitor who has an About Us video or a marketing video? Anybody? No? Okay. Well, then it’s going to be really easy to make one that’s better than your competition. The bar is pretty low there. So the next thing we want to do is signage, right? You want to have signage that wows people. Clay always talks about, for a lot of retail locations, one thing that he would do, I’ve seen a lot of people that will actually implement this, but he says, you’d put a giant gorilla out. It doesn’t matter what the business is, but if it’s a giant gorilla, you’re going to go see what’s going on. Shaw Homes, actually one of the home builder clients that we work with, they saw an uptick just by putting out feather signs in front of their model homes. So you could drive by and see a little feather sign waving at you and come on in for whatever their no-brainer they had on the feather sign is. Signage will help, but looking at your competitors, if they’ve got really nice signage, you probably want to have that too. If your competitors are, let’s say you’re a builder and you’re building a house in a neighborhood and there’s another competitor in there, you probably should have a better sign than them, you know? You probably should have the no-brainer on that sign. So just thinking about the signage, every aspect of your business is something you want to be intentional about as it interfaces with the customer and for employees as well. That’s another big point. Don’t just brand for your customer. Brand for your employees. Branding is big. The sights, the sounds, the smells, the tastes, all that stuff. Clay’s been very, very intentional about that here in our office, both for the employees and for the great people like yourselves visiting. And you smelled pinion wood probably when you walked in. Very intentional, hyper-intentional. He’s obsessed with pinion wood. I think he wafts it when he wakes up in the morning. The first thing he does is waft pinion wood. But the taste, we’ve got the coffee here. We’re trying to hit all that stuff intentionally. If you personally haven’t thought about it, then it’s probably weird and you don’t realize it. For instance, one of my clients is like really struggling with people not being able to hire people and as we dive deeper and deeper into the issue, it’s just a very uninspiring location that he’s doing interviews in, kind of like a shop that’s like, you can tell they started to renovate and then never finished it like eight years ago. And there’s like a desk in the middle of the shop. Just not inspiring, right? So people come in for the interview and go, I don’t want to work here every day. But he hadn’t really thought about that, you know? So now he’s completely solved the issue because all he did was put a couple grand in and make his office not look like a shop that was half finished. And he’s hired several people now. So these are just examples that I’ve personally experienced with how branding can impact you from the customer side and as well as from the employee side. Something to think about. Is anybody in here? This one always gets hands. Anybody in here struggling to hire people right now? Anybody? Okay, we’re going to get into that big time. But for branding, it is an important piece of it. When it comes to your customers, you just want to make sure, again, everything that they see is first class. Whatever your competitors are, be better than that, and that’s going to be first class in your niche, if that makes sense. Any questions so far over the branding checklist? Any questions at all? No? I think we’re good. Okay, cool. Moving on to the next thing. You want to have a Google my business account. This is where you actually get the reviews Is there anybody in the room who does not have a Google my business account? Okay, got a couple there this is something I want to prepare people in the room for it’s a lot more difficult now than it used to be to get them registered and if you don’t have one you’re going to want to get a physical office. A lot of my clients don’t have those and they’re like, what do you mean I have to get a physical office? Yes, and usually it doesn’t, you know, you have to go there, but Google’s gonna look at the address and if the address is like at your house, they’re not gonna allow that anymore. They have in the past and if you have that situation, you’re gonna want to start looking for an office because it’s only a matter of time before Google takes away your ability to have a listing without having that legit office. And they’re usually going to look for a sign on the door. They’re going to want, I’ve had to go and do video chats with Google in order to get them to verify that this is actually a workspace that we’re using. So you don’t really have to go there. You can kind of get a broom closet, set up a desk in there, and put your sign on it and get away with that. But Google’s just getting a little bit more strict with it. And that’s all because they are looking out for the consumer more than they’re looking out for you as the business owner trying to market to them. They want to make sure the results are good for those people and you know if I’m wanting to get you know some t-shirts and an embroidery and I’m showing up at somebody’s house and they’re line of 12 people outside their house that’s just a little weird you know Google’s not not wanting that. So we have to get a physical address and you definitely want to do this. Does it really matter what your business is, Clay’s going to suggest that you get reviews and you’re going to need the listing for that. Any questions about it? No? Okay. As far as branding goes, we also recommend on that listing that we would upload the photos, like Randy was saying, he uploads like 10 photos or something every week. You want to upload consistently to that listing. Consider it like a place you can give Google a heartbeat to show that you are alive Getting Google reviews adding videos to that listing as well as posting photos Somebody should write down vism v. I s m at the top of page 123. That’s videos Images search engine content, and more reviews. Well, the Google Business Listing, three of those things, the reviews, the videos, and the photos are all heartbeats for your marketing to tell Google, hey, I’m alive, show me to people. And if you’re doing those things more consistently than your competitors, Google’s going to prioritize you over them. And of course, you have to have a Google business listing to do that. So it’s a big point. And getting reviews is number nine. I think we’ve covered that intensely. But you’ve got to get Google reviews. Like Clay said, if there’s one thing you walk away from here today, it’s like, I need to get Google reviews. That’s what you need to do. Yes. The next thing is testimonial videos. We definitely hit on that on Randy’s website. But does anybody have any questions about that? Because I’d be weirded out if you didn’t. Who has video testimonials in here? Okay, so we’ve got a few, we’ve got a few. Yeah. What is more important, reviews or Google reviews? Because I’ve seen the video only get one from a customer, but that’s okay. I’ve heard Clay say he’d pay 500 bucks for a good video testimonial, more depending upon how expensive the service is. And then I’ve seen him pay $2 and $5 for Google reviews, but because they’re harder to get is why he would pay more for it. But they are very, very valuable. Like Randy said, for him, they do a lot of selling for him. But you can incentivize your staff to try and get these things, and you just need to use a big carrot and stick to get them to ask. And generally speaking, when you’re trying to get testimonials, they don’t have to be these long produced things. The highest trust value ones are simple short ones that you can just slap on your Google business listing. Oh, point there, there is like a 50 megabyte limit on the videos you can upload to your Google business listing. Just a little tech point there for you. Anyway, you want to be above a 4.8. 4.8 is kind of the threshold. If you fall behind or below that, you really want a boogie to try and get above it. I don’t know the stats behind that, but Clay does. I know that he’s said that before. Cool? Yeah. All right. Any other questions? Yeah. What do you got, Heath? The words in the video review. I suppose you could transcribe them and then… No, no, no. Not that I know of. Probably in the future though. Probably though. It’s not really local, it’s more like, more, and so with the Google My Business account, and like uploading photos consistently, how would that like really, is that, does that still apply kind of, same-wise, or how should we be thinking about that? So, if part of your strategy, like there, page 123, your marketing strategy is gonna be made up of a handful of those things. And if one of those things is search engine optimization, that’s where you’re gonna need that heartbeat a lot. Now you would still wanna upload stuff if people are gonna be looking you up. And when they look you up, that’s when your reviews are gonna matter. It’s when they go look you up. So it’s more about having reviews there and if you have video testimonials, having them on there, because they’re gonna look you up and do research. The heartbeat thing is more about showing Google. We’re alive, but if you have a product It’s gonna be harder to rank for specifically what product you guys have And just to re-clarify the question for anybody’s watching online They were saying what if you have like a business that you know SEO isn’t part of the path or maybe that’s not a Yeah, it’s a less local service Yeah, and you can set the the Google business listing for a service area of like the United States. If you’re trying to rank in Google, don’t do that. If you’re trying to rank and you have a local SEO like you know just Tulsa men’s haircuts, then you want to have an actual location and you don’t want to put a service area, you want to have the actual location on there or your maps won’t show up. Cool, does that answer your question? So we’d want to go after more of a keyword SEO strategy versus… Yeah, you guys for what you would do, which I’m talking to you in the break, you guys have a unique medical product. What you guys would probably want to do for… Sorry, rephrase the question, because I want to let people know again. So, instead of trying to rank where, when people go there on the map, they see our office address, because our office address isn’t really relevant to our product. into our products. So for you, yeah, I would set it as a service area, and if you don’t want people showing up to your office. But then make sure you get reviews and have videos and some images on there, too. Cool? All right. Any other questions about Google Business Listing, reviews, or testimonials? Because as it relates to your brand, this is a very big deal on these things. Clay has a poster around here somewhere. If I were behind the computer, I’d pull it up, but it’s kind of a scale, and it shows all the reasons why people don’t buy, and then all the reasons why people buy, and there’s this big, long stack of all the reasons. About 25% of the reasons on his stack of why people would buy from it, it’s a time-based pressure like Hobby Lobby, get it Black Friday. Or another reason might be celebrity endorsement. Anybody know about the George Foreman grill? You know, that’s a that’s celebrity endorsement That guy made a ton of money off of just slapping his name on what used to be like the Fiesta grill or something now It’s a George Foreman grill and everybody knows that name That’s a reason why people might buy and that’s kind of a form of review right there Sometimes people will buy because oh my gosh, there’s only one thing a toilet paper left on the shelf. That’s a reason why people might buy. But one of them is reviews, about 91% last time I checked, according to Forbes, is the amount of people that read online reviews. That’s a lot. And then the video testimonials and case studies, those are another reason people would buy. It kind of roots back to the same thing. Video testimonials are just a more powerful version of that. But about 25% of the reasons why people would buy anything comes back to that stuff, what your customers are actually saying about working with you. So, very important. The next thing that we have is memorable uniforms. Does anybody here have uniforms? I love uniforms, they’re awesome, because then your dress code’s easy. If you have uniforms, you just want to make sure that they’re matching, they’re obviously not tattered. What kind of uniforms does your competitors have? That’s another thing you want to know. If they don’t have uniforms, maybe just having uniforms will make you stand out. One company that Clay worked with in San Jose, California, called Mike Council Plumbing. That was their big purple cow. It was a plumbing company, but they would do all sorts of construction. They had lime, bright lime highlighter green trucks and they’d wear the shirts that are bright highlighter lime green and they’d always be tucked in always khaki pants always a belt always you know the right shoes and when you see that showing up to your house versus the average contractor showing up to your house you’re a whole lot more willing to buy stuff you know just that alone could make a huge difference for you and then create a story video so a marketing video versus a story video in my mind they’re kind of the same thing. The story video is meant to be on the home page, but you may also have like marketing videos that are ads. A lot of our clients will run Facebook ads, and that’s a video as well. So it would be good to have the about us video from a branding standpoint, and from a marketing standpoint, a lot of times those things can double. You can use them as ads, and you can also put them on the website, and they’re helpful and relevant for customers. So that is our super moves for enhancing the branding. And of course, if you want specifics, like Clay will dive into the specifics with you if you put your question up on the board. But just as far as right now goes, because we’re ready to move on to the next page where we’re gonna start talking about marketing. Is there any questions about branding? Any branding questions at all? Going once, going twice. All right, cool. So the marketing here on page 123. Can somebody tell me that is doing one of those right now? Is there anybody that’s doing any one of those things? Is there anybody in here that’s marketing their business? Hey, look, we got two people that are alive. Cool. If you’re marketing your business, how are you guys doing it right now? Okay, radio and social. Dr. Zellner uses the radio. The radio is usually a little more of an expensive one. Some of the more common ones that I find are people are doing a lot of online advertising like social media or Google. And in our path, like when we get a new client on board, it’s almost always on there. And Clay customizes these in his 13-point assessments when he meets with new potential customers. But almost always we’re going to try and use online. We’re going to try and use Google Ads. For most businesses, we’re going to try and run some Facebook ads. And then we’re going to have retargeting ads, which are on there. So you guys can circle those things. Those are pretty hardcore best practices in our program. The next one that’s on here is the Dream 100. And I could go, I could spend two hours talking about the Dream 100 up here. It’s a very powerful system for marketing, but it takes it takes a little more legwork than some of the others, but it’s very, very powerful. So I just want you guys to be aware from the list below, you’re gonna need three. Generally three. The three-legged marketing stool is the principle. If you look on the board over there, it’s one of the main boxes on the workflow of what we’re going through. And then back on page five, I think, back on page 5, you’ll see that workflow. That’s what we’re about to talk about here. And the main goal of this whole step is to figure out what are your three legs of marketing going to be. How are you going to get your brand in front of that ideal and likely buyer? As a small business, usually we’re not going to have the resources to do 10, 15, 20 different types of marketing like big corporations. So we’re going to have to figure out what are the three we can do over and over. Can anybody tell me what would maybe be the danger of only having one type of marketing in your business? People don’t look there. Do what? People don’t look there. People don’t, what did you say? People don’t look there. People don’t look there. Okay. So, I don’t know what you mean. Let me come back at you. All your eggs are in one basket. Oh, OK. People don’t look there. Yeah, that’s basically it. I mean, Clay says it like this. If you get one leg kicked out, you’ve still got two. If you get two kicked out, you’ve still got one. But you don’t want to be flat on your face if just all of a sudden something happens. All of a sudden, you’re dependent upon all Google, and now all of a sudden your Google ad account gets suspended, that can be a big issue. So having three legs of marketing just protects you against that. And as you grow, you would want to try and expand marketing and scale marketing along with everything else in your company. But those are kind of the main ones that we use. There’s a cool story. I think Myron is here in the back with White Glove Auto. There’s all sorts of creative things you can do marketing, and testing is a big piece of that. Tracking your marketing where your leads are coming from is huge on this but I think you maybe give me the updated number you sent out a $300 voicemail blast through supply broadcast about a 20% off on a ceramic coating or something on a high-end cars how much did you end up making on that Myron. So marketing is very powerful. If you’re no-brainer was you call I mean you basically send it out to your whole list of was like four or five thousand people who had filled out a forms on your website or something is that right? You filled it out you like basically sent that to your whole database of people about five thousand people. Yeah so the entire customer base, 5,000 people got a voicemail and he sold $77,000 off of that. That’s pretty impressive. Marketing is very powerful, but had you ever done that before? They just tested it, right? Testing is huge. This is a big thing. Most clients that I initially work with, they’re not tracking where their leads are coming from and none of these things matter at all unless you know that. I mean, you’re calling into a business and they don’t ask you how you heard about them. You would have had to have, for us to know anything, we would have to be tracking digitally. But the simple way to do that, guys, the simple way to do that is call recording. It’s more of a sales thing. Call recording and then write a script that has that question in there. And then that’s pretty much the answer to, you will always know where your leads are coming from because you have to ask them. Yeah. Six to eight weeks is the typical time period that we look at. Um, so with one of my clients right now in, uh, Tennessee, he is doing cabinets and he wants to go from four million dollars a year to eight or ten million dollars a year in just a couple of years. And one of the areas of his marketing that we haven’t really scaled has been Google. We’re only spending like a hundred bucks a week on it. So right now we’re at the third iteration of increasing the ad spend and then tracking how much did we make from Google in profits. So we’re looking every week to see do we get one dollar in, four dollars out, one dollar in, ten dollars out, one dollar in, zero dollars out. Was this a good marketing campaign or not? The level of tracking you need to do to do that starts when the phone rings. You have to ask everybody, how did you hear about us? Sometimes you need to dig a little bit, especially if you’re starting a new campaign, and then you would want to dig a little bit there. Hey, how did you hear about us? Google. Oh, great. We’ve been working on that. What did you type in? That’s a big piece of it. So that’s kind of where the marketing meets the sales in the company. That’s where the handoff is, is on that initial conversation you have. And we just want to be very intentional about finding out where they’re coming from. Is there any questions about that? Yeah. Yeah, yeah. I’m sure you got quite a flood the day or so after. And then is it kind of tapered down now? Have you got any calls since then? gotcha well I mean at least in the future now you know if you have your vendors that have deals that’s like a move now you know just prepare the sales team but this is a this is a big area that a lot of pushback in. I don’t understand why, because logically it makes good sense that if you’re not advertising, you’re probably not going to be able to grow your company, because new people aren’t just going to wake up with a burning desire to come and give you money. You’re going to have to get in front of new people somehow. But it’s not a huge area. People love to allocate in the budget, generally speaking, until they’ve done it and seen return on it. But marketing is a huge… Who in here has wasted a bunch of money on marketing before? Oh, yeah. Yeah, that’s a super common situation to waste money on marketing. You can go to a marketing firm, the one’s right here in Tulsa, and they’ll take your money from you, and they’ll be super happy and thrilled about what they produced for you, but they don’t care at all where your leads are actually coming from. And that’s what matters, is where your leads are coming from, is the marketing working? So that’s where Clay’s a little bit different with our program. He started a marketing agency and it became a coaching company because quite frankly, most people aren’t very good at marketing and they don’t know how to use a marketing team even if they had one. And Clay does, so we help clients with that. But a big part of it is just, it has nothing to do with marketing, it has to do with knowing if your marketing’s working by being dialed in on your sales systems, and we are definitely definitely gonna dive into sales systems What’s the next page here that he said we need to hit? 101 let’s go to page 101 and we’re at 30 minutes in okay, so Where are we at? 107 okay, so 101 this is the systematic sales checklist. I kind of, it’s helpful for me to think about business as a consultant with all the different things I deal with in just kind of three categories. You got marketing, sales, management. There’s more to it than that but I’m like always trying to figure out what kind of problem am I solving here? Is this a marketing problem, sales problem, or is this a management problem? And I kind of try and keep things in those buckets. Well, marketing and sales that’s basically two-thirds of that equation. And a lot of time as business owners, good or bad, we don’t necessarily think intentionally about each one of these things. So Clay, we’re on the sales conversion checklist. The first thing on here is an inbound script. This is where you ask people how they heard about you before you move on to what they’re even wanting. And Clay is an absolute expert in scripts. Steve, I’m bringing you up here. Let’s bring up Steve Currington. Yeah, Steve Currington. Okay, Sean, I’m going to keep you up here. Steve, can you hop on that mic there? Over there? Okay, so on the sales scripts, let’s go through this real quick. Steve, when you sell mortgages, by the way, mortgage means death grip. That’s a motivation for you. So mortgage, a death grip, you sell death grips? I sell death grips, yeah. Okay, how does that work? How do you make money? People call me, I finance their loan, I get paid a small percentage of their loan amount. Okay, so if somebody goes to in all 50 states and they are looking for a mortgage, you supply them a mortgage and you get a percentage. Yep. Okay, so how many other mortgage people are there in Tulsa? There’s a lot. I mean more than five? Oh yeah, there’s a bunch of idiots. Okay. So, including me. Okay, now with your, one thing that you’re into, you’re a car guy. Yep. So, walk us through your fleet of cars that you’re passionate about. What is your fleet of cars? I mean, I just do Lamborghinis. I mean, I’ve done some other stuff like my little Rolls Royce that’s out there, I just got that. I swapped a V12 for a V12. That’s your thing is cars. I just do my work every day, seven days a week so that I can drive real fast and meet police. And you also… I love police. You also just bought a plane. Yes. And with the plane, do they charge you money for the plane? Yes. They charge you money for the Lamborghini? At Carrington Airlines, there’s a no mask policy. That’s great. You can seat a capacity of four people. Yeah. So I’ll say all this to say, you have sales scripts in place. Yep. So if somebody goes to, they fill out the form, who calls them back? I do. You do? When the first call first comes in? Yeah. Most people don’t fill out a form. They just call. Well, let me be very clear. You’re one of the most successful mortgage people I’ve ever met, and you call people back on the first call? Yeah, my phone number is on Google. So when I call, it goes to my cell. I’m hoping I’m helping somebody out here. Somebody out there, you like sales, and you’ve been told you need to delegate to elevate, but you might be God’s gift to sales. So in Steve’s case, he loves to do the sales, and then he delegates the paperwork. But you sell everything. And then what’s the statistical probability that you’re going to fire yourself at some point? I’ve decided at this point not to, but it could change. Okay, but you have scripts in place for the rest of the process, right? Yeah. Okay, so it’s sales scripts. I encourage you if you’re listening today and you’re going, man, I don’t have sales scripts. You just want to circle this in your book and Sean, I’m gonna have you go there and pull up an example for us real quick, okay? And let’s pull up a script for elephant in the room. That’s a haircut chain that I have here. So the phone rings, elephant in the room, elephant in the room, how can we help you? We have a script in place. And why, Steve, do I have a script in place for that business and why do I not answer the phone myself even though I used to? I would say probably the volume of calls and you have a script in place so that you can have a repeatable system of how people answer the phone. Otherwise you just leave people to their own devices and some people answer the phone like this, hello, and then some people might answer with excitement, but if you don’t have a script, they’re going to do whatever they feel like and not what your system is. So here’s the rules for a script, okay? It needs to be one page. But it can be a really big page, though. Like… Stop. Well, one page, 8.5 by 11, and you want to make it where anybody can learn how to do it within an hour. You know, it’s like anybody you hire could learn it within an hour. So Steve, we’re going to go through the script. You’ve never read this before. Sean, zoom in real quick here. And Steve, I’m going to call you, okay? You’re in yellow. I’m in yellow. Okay, ready? Steve. Thank you for calling Elephant in the Room. This is Steve. Oh, this is super humble Steve. How may I help you today? Yeah, I’m looking to get a haircut, you know, because I want to get my hair cut. Oh, okay. Is this your first appointment with us? Well, yes, it is. It is our first time. Oh, great. How did you hear about us? Google. Oh, nice. What did you search for? I’m kind of curious about that. I’m just kidding. That’s in the script. Well, let me tell you a little bit about Elephant in the Room in the Elephant in the Room haircut experience. First of all, all our packages come with a beverage, a hair consultation, a tailored haircut, shampoo, with a massage, and a conditioner with a massage, as well as a hot towel, but not too hot. Ooh. Face moisturizer and style. Because this is your first time in you’ll also receive two free upgrade add-ons which are the paraffin hand treatment and an essential oil scalp massage. And great news because this is your first time in with us your first haircut is only $1. Ooh! And we actually donate that $1 to Compassion International which is a nonprofit organization that gives food education and medical care to children in third world countries. Wow. Yeah. What do you think about that? Keep going. Are there any additional services that you’re looking for? I got my eyebrows. They grow together. I feel like I’m Andy Rooney. Oh, OK. Well, we can do an eyebrow wax. We might just need a little bit more wax. How familiar are you with the way that we train our grooming professionals? I’m not at all. Oh, well, let me tell you. I don’t even have the script in front of me to look at this. Keep going. To provide a better experience for you and allow you to go to any shop and any grooming professional, we do all of our training in-house to ensure consistency from store to store. Oh. So are you looking to schedule your haircut in Oklahoma City or Tulsa? Oklahoma City. Oh, OK. So does Nickel Hills location on Western Avenue or the Quail Springs location? Quail Springs, baby. OK. We’ve got one on May as well. OK, great. So anyway, he’s never read that script before in his life, and he did it, and that would work. So that’s how a script should be. You gotta make a really tight sales script that it’s really easy to follow. And a lot of people make a very complicated sales script, and the problem is that people are not complicated, and the complicated people don’t stick around. You feel what I’m saying? So you gotta build a system. So, an example, OxiFresh, we have, there’s 500 locations. We’re gonna book 5,000 carpets on many given days. The script is really simple. You’ve got to make it simple. And if you make it difficult, Steve, because you sell mortgages, what happens if it becomes difficult? People check out. Yeah. So they’ll just not. And some people, including myself, are… I mean, I tend to get a little annoyed when people are asking me all those questions, and I know it’s a script. But the alternative is that they show up with the wrong expectations. And so that’s what’s good, is it literally sets them up for when they show up, what to expect, what the cost is going to be, all of that’s done. Randy, can I write a script for you real quick? Okay, so if I was gonna do a script for Randy, do we have a marker? Is there a marker? Shawn, do we have a marker? Maybe we have a marker. Oh, here we go, marker. So I’m gonna write a script for Randy or for you guys, so this is how we write a script, okay? No matter what script it is, who remembers Bob Ross? Happy trees? He said, happy, happy, happy, happy tree, happy tree over here. Okay, rapport. Little needs, little happy needs over here. Put a little happy needs, just a little, just a little bit of rapport. You get the, oh, you get the, remember Bob Ross, was he high or just excited? I don’t know. Oh yeah, put the B here, love the way the B contours to the F and the I and the T and the S and the close. You got the mountain, you get the little mountains. You can see it creeping up here. So it’s report, needs, benefits, close. Okay? And you get to have no more than five questions for report, five questions for needs, five questions for benefits, or five benefits, and close five questions. So again you get to have five questions for report, five questions for needs, three benefits, five questions for close. That’s all you get to do because the average person on the phone cannot handle talking to you or me about anything for more than about 90 seconds. Okay? So Steve, you’re going to call me and I’m going to pretend that I work at PMH. Okay? Okay. And by the way, if I did, we’d kill some sales. Okay, so here we go. Are you ready? Is this Steve? This is Steve. Steve, this is Clay Clark with Perfect My Home. How are you, sir? I’m amazing. I saw you were looking to build a pool. Is that right? Yeah. I hear my five questions. So how did you hear about us? I found you on Google. Oh on Google. Okay, great. And do you remember what you were searching for? My wife was searching for build a pool. Got it. Okay. And how familiar are you with PMH? Okay, see I’m not. I don’t want a pool. Have you shopped around with other competitors and kind of looked around or is this your first time looking into building a pool? First one. Okay. And are you pre-qualified or is this something you wanted to finance or are you all good to go with that? My dad’s gonna pay for it. So that was like my report. That’s about all I’m gonna do. Okay, and again I got about a minute and a half, maybe two minutes max here. Okay, and the next is needs. So when would you like to build the pool ideally? As soon as possible so I can stay married. Okay, and we have all different pricing options to make it work for you, but do you have like a certain budget that you were trying to stick within for this project? Can you build a pool that looks like it cost $100,000 but only cost $20,000? We could try. Do you have photos of your project? Do you have photos off of Pinterest or somewhere where you’ve seen photos of what you want the pool to look like? No. You’d have to climb into the brain of a woman. If price wasn’t… Say everybody charged the same price. What’s the one thing that’s important to you about hiring a builder? For Sally to smile. Okay, so I’m going through, I’m taking notes as he’s talking, so we go a little bit slower, but I’m taking notes, active listening, I’ll repeat back what he’s saying. You go to benefits, I’ll say, well Steve, there’s three things that Perfect My Home does that nobody else does. So, one is where the highest rated, most reviewed company in Oklahoma for what we do. We’ve got video reviews and Google reviews. Have you seen some of those? Yeah. Okay, second thing we do is where we always guarantee to be on time and on budget. That’s a huge thing for us. So if we tell you we’ll be done by November 1st, we’ll be done by November 1st. On time, on budget is a big thing for us. Third thing we do, and this is a big thing, is we like to do at the end of every process, before you pay the final bill, we do a walkthrough with you to make sure that you’re super happy. We have all different financing options, and we’ll figure out a plan that works for you. But when’s the best time to meet? Could you meet today at 5 or maybe tomorrow at 5 or weekends? What’s a better time for you? Today at 5. Cool. And I’ll go, hey, I’ve got you. I’m gonna send you a quick review. Basically, I’m gonna send you a quick email that’s gonna have thousands of video testimonials from actual customers. So if you want to check them out, you can. And if not, no worries. And we’ll see you at this time. Boom. That’s it. Okay. Now, what we did here is we wrote a call script. Okay. Now, it’s not on this page, but you need to write it down on page 101. You have to install call recording. So, sir, you were asking me about DuckDuckGo. So, you asked me a question, and I have a certain amount of knowledge over here that I have, and you have a certain knowledge you have over here. So, the communication doesn’t happen until like both parties get it. So you feel like you’ve been heard and I feel like I’ve heard, you know what I mean? We have to both believe going, I get it, you get it, we both get it. And so if the question you had about DuckDuckGo wasn’t resolved, then that’s my fault, then we’ll talk about it more. You know what I mean? Because it’s not like a bad question, it’s just a bad teacher. Does that make sense? So call recording is so important because you’re able to play the call for your team and play it back, and they’re able to hear, wow, I’m communicating effectively, or wow, people are not getting it. And the only way to get better is to measure what you treasure. So I recommend you use a company called, but you can use anybody you want, but is who we use at Tip Top K9, it’s who we use at Oxifresh, it’s who I use in my own companies. But it helps so much to have recorded calls. It really helps. And then you need to, this is again, this is not gonna be on page 101, but you need to actually sit down with your team and listen to the calls every week. Only on the weeks that you don’t want your life to be terrible. So every single Tuesday at seven, we sit with the whole team and we play calls for a full hour. There’s nothing else we’re doing during the meeting. We’re not talking about sales theory. We’re not talking about new ideas. We’re just playing the calls. And why, you’ve been a home builder for 30 years, why do you suppose that’s helpful, sir, to play the calls back? So you know what they’re doing it right? How else is it helpful? Anybody else? Why else is it helpful? Recording calls and playing them in the meeting. What’s that? Accountability is huge. What else? Coaching, practice, I mean all of it. So a lot of business owners, as an example, who knows about John Wooden, the Hall of Fame basketball coach? And I’ll leave you with this before break and we’ll come back after break and talk about this. But John Wooden was the Hall of Fame basketball coach, top basketball coach in the history of college basketball. And if you look up John Wooden real quick here, I don’t want to get it wrong, but he won 10 championships in 12 years. I believe that was the record. 10 in 12 years. And when asked why he retired from coaching, he said it’s really easy to win championships. Like it was like boring for him. So I’m gonna walk you through how John Wooden did his practice, okay? Who’s read John Wooden books? Okay, so this is what John Wooden would do. This is crazy stuff. Who is who has read John? Anybody read John Wooden? You’ve got to read John Wooden. Okay. This is what John Wooden’s practice would go, okay? We’re talking about college basketball, division one, the best players in the world. He would say, guys, our first practice we’re going to make layups. And if anybody misses a layup, we all have to do pushups. And the whole practice is going to be on layups. And if anybody misses layups, we have to start again because no one can miss a layup. And they’re like, are you serious? Because these are the best players in high school. He’s like, we’re just going to make layups. Steve, why does he, why would John Wood, and I don’t expect to be a basketball expert, why would he say we’re going to do practice until no one misses a layup? Every practice will be the exact same until no one misses a layup. It’s basic. And people miss layups in games. So then the next move is, hey, we’re going to shoot 10 footers, and we’re going to shoot 10 footers, and if you miss it, we all have to do it again. We do pushups, and we’re going to do practice until no one misses a 10-foot bank shot. You can’t not use the bank. If you try to go off, not use, because people want to not use the bank because it looks sexier. But he’s like, if you don’t use the bank, if you don’t bank it, we’ve got to do it again. So his whole team, these are the best players in the country, they have to pull up, hit a 10-footer jump shot, do it again. And if someone misses, they have to do push-ups and do it again. So you get to a place where, you know, this is like the second week of practice. He goes, now we’re all going to shoot free throws. If anybody misses a free throw, we redo it all again. You have to run until we throw up. This is what we’re going to do. So he goes and plays a game versus teams, and he never misses layups, don’t miss free throws, and don’t miss bank shots. It’s kind of hard to beat them. And they’re super in shape, because if they miss, they have to do push-ups as punishment and run around. So they’re like super in shape. Their punishment was physical fitness. So they go play against another team who gets tired. They never get tired. And they don’t mess up the basics and they throw up a lot. So yeah, they throw up weight loss. But in business, this is so important because in business, Steve, if you don’t record the calls, which is a basic thing because you’re too busy and you move on to something else, what happens? Then people don’t follow script and I’m not attacking your team or my team or anybody, but then this is important. You have to have a daily huddle with your sales team a daily huddle like in football. You have a huddle after we play you to have a huddle every day. And it has to be every day. Because the people that don’t look you in the eyes will stab you in the back. You should write that down. The person who won’t look you in the eye will stab you in the back. You have to meet these people face to face. You cannot do like a call-in meeting where they don’t have… you have to check in every day. I’m telling you. Because if not… how many times, Steve, have you been stabbed in the back by somebody who won’t look you in the eye? Oh, I’ve been stabbed in the back by people that will look me in the eye. So the ones that don’t… But I mean when you meet with people every day, though, seriously, when you say, did you do the checklist? Yeah. What percentage of the time, you’ve been doing mortgages a long time, does somebody go, yep, you’re right, I forgot something? My team doesn’t, because I have a giant hammer. OK, but if you didn’t do it. But if I didn’t, then things drift. It’s just how it goes. Employees respect what you inspect. And when they realize you’re not inspecting or asking the questions, they might just quit doing it. But I have had that conversation recently and someone lost their head. Have you ever had, again, a lot of business owners will hire a social media person. It’s their job to post something on social media every day, but they didn’t do it for the last two months because we didn’t check. Yeah. So it’s just really important to have a checklist for these things. Now the next thing here, this is on page 101 here, headed into the break here. You wanna have pre-written emails, pre-written text messages, anything that’s going to be done at scale needs to be pre-written. So right now we’re taking the Reawaken America tour into Miami, Florida on October 13th and 14th. And by the way, if you haven’t been to the Trump International Hotel in Doral, the resort and golf club, it’s incredible. It’s awesome. But if you go there, people ask, they request a ticket. So we have a pre-written text we send you and on the text it tells you some of the confirmed speakers, and it tells you, it’s a code to get a discount at the hotel, so you get a discount there, and then it gives you some basic information, and we send that to you before we call you. And it’s because I want everyone to have the hotel code, I want everyone to know the speakers, and I want everyone to know we have scholarship pricing. So it’s a pre-written text, and I update that probably about every 72 hours, you know, if we add another speaker, you know, so we just added Malik Obama, which is hilarious to me because that’s Obama’s brother. You know, it’s like, so, and a lot of people are like, you’re adding Obama? What? Not Obama, it’s his brother, Malik. And so that’s kind of a fun update. Or Roseanne just joined the tour, you know, and these are fun things. And so I need to tell my team, hey, here’s the new text we’re sending out today. So any questions about sales scripts? Anybody? Questions about sales scripts? Anybody? Final thing, then we’ll go to break. If the people on your team can’t read well, no, I mean this seriously, they’d better be good at memorizing because you can’t sit around and try to work with somebody who’s an introvert on sales if they just refuse, because Steve has never done this in his life. I was outside, I grabbed him, and I said, Steve, I’d like you to bring in here, put a little meat on it because you are an actual client and you’ve been through the system. Could you come in here? And without any preparation, he’s never read the script. He read it, and in my opinion, he’s probably already in that top 10% and has never done it. And I didn’t have to talk to him about mumbling or whispering. Who has done a call recording in your office before? Who’s caught the whisperer? Who’s caught this person? Anybody? No? I have. I’ve caught some really cool rap music on the recording. Yeah, I mean, they were wearing AirPods and they were jamming. This is a true situation. Two years ago, we had an elephant in the room employee that was wearing ear pods underneath their headset while talking to customers. So every single call, you could tell they weren’t paying attention, but you could also hear songs and I’m like hey hey real quick are you wearing ear pods while also answering the phone to go yeah yeah but I think they they’re like yeah why what’s the problem they don’t realize it we had a this is big this one I don’t own the company anymore but years ago I had a wedding video company and I had a video editor that would edit the videos while watching Game of Thrones so when the first edit we would look at the wedding video before we send it to the bride we would quality control it I’m like bro her name’s Amanda and you put like Karen and he’s like oh my bad I got confused and I’m like the scene where they’re kissing that’s not the same couple who is in the rest of the video and he’s like my bad I got distracted like were you watching Game of Thrones again yes I was so you got to inspect whatever you can make all these systems but if you’re not willing to inspect it’s not gonna work and you have to have a merit-based pay program in place where someone gets paid well if they do it well and poorly if they don’t do it well. If you don’t have that, all that stuff won’t work. Now we’ve got lunch today. Is the food here? Is the food here? It is here? Okay, so we’re gonna go ahead and serve some food. It’s 12.05. We’re gonna come back here at one. And what we’re doing is, hey, Andrew, is Andrew here? Is he here? Is Devin here? Andrew, Carl, anybody? Devin, is today helicopter day? It is helicopter day, okay. So, some of you don’t wanna ride a helicopter, some of you do, but Steve, can you move that whiteboard real quick here? What we’re gonna do today is if anybody leaves a review, you got two ways to win here. These tables here, this is a table, and am I getting this wrong, Greg? Did you make this table? Yeah, I’m for it. All these tables. This is what Greg does. He makes custom tables. And so if you leave a review on his website, it’s called Glue and Nails. If you leave a review about the table, you’re entered in for a chance to win a helicopter ride. So you can put, this table sucks. I hate Greg, and I’m sitting next to him. It’s so weird. You don’t have to leave a five star. Just a review about the table, please. You’re entered in for a chance to win a helicopter ride. And if you also leave a review on the Thrive Time Show map, it’s Thrive Time Show. And there is a map. There’s just search for Thrive Time Show. And if you leave a review right there, you’re also entered in for a chance to win a helicopter ride. And if you’ve left the review, I won’t know if you’ve left the review unless you sign up. And so JT, can you be the sign up guy? Yes. OK, so JT is going to hang out by the TV. And if you leave a review, all you got to do is write your name there. And then we’ll be drawing the winner at, I think, three. And we’ll be doing helicopter rides. So basically, the helicopter will leave from our parking lot. And don’t worry about it. It’s moderately safe. Very few people crash. It rarely crashes. Rarely. It’s a very rare. It’s probably any. And even if it does crash, you might live. They record the calls sometimes, and they maintain the vehicles often. And so anyway, but that’s going to be at 3 o’clock. So we’re going to be going nonstop till 3. And then helicopter rides will start at 3. And we’ll do about 8 of those helicopter rides. And then we’re going to wrap up today at approximately 4 p.m. Okay? So when we get back from lunch, we’ll have four quick sprints. So again, if you have any questions, put them on the board. If you want to grab some lunch, do it. If you want to leave a Google review for glue and nails about your table, that’d be great. If you leave a review about the Thrive Time Show, that’d be great. And we’ll come back here at exactly 1 o’clock. We’re starting right at 1 o’clock. Food’s in the back. All right, here we go. 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 wanna do is we wanna 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 non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with the 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 that we followed with Thrive and in the refining process and that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like I said, the diligence and consistency in doing those and that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck, really no new growth with our with our business. And we were in a rut and we didn’t know. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah. And so we didn’t we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut. And if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So, we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42 percent 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 the use of services, you’re choosing to use a proof and turnkey 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 Kola with Kola Fitness today I want to tell you a little bit about clay Clark and how I know clay Clark clay Clark has been my business coach Since 2017 he’s helped us grow from two locations to now six locations We’re planning to do seven locations in seven years and then franchise and clay has done a great job of helping us navigate anything that has to do with like running the business building the systems the checklist the workflows the audits how to how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockwell, head of Disney with the 40,000 cast members. He’s friends with like Mike Wendell. 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, graphic designers, and web developers. They run 160 companies every single week. Think of this guy with a team of business coaches running 160 companies. In the weekly, he’s running 160 companies. Every 6-8 weeks he’s doing reawaken America tours. Every 6-8 weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from start ups go from start ups to being multi millionaires. Teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And 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 you. And Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing was when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listened to it. When we walked out, I knew that he could make millions on the deal. They were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down. Because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. 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, because our clubs were all closed for. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey, guys. I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team I mean it’s me and another guy. This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website, we’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re gonna leave energized, motivated, but you’re also gonna leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this and because it 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 you’re like oh, but we’ll teach you the knowledge after our next workshop And the great thing is we have nothing to upsell. At every workshop we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses? Or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’ll even give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. Hey, I’m Ryan Wimpey with Tip Top K9 and I’m the founder. I’m Rachel Wimpey and I am a co-founder. So we’ve been running Tip Top for about the last 14 years, franchising for the last three four years. So someone that’d be a good fit for Tip Top loves dogs, they’re high-energy, they want to be able to own their own job but they don’t want to worry about you know that high failure rate. They want to do that like bowling with bumper lanes. So you give us a call, reach out to us, we’ll call you, and then we’ll send you an FTD, look over that, read it, fall asleep to it, it’s very boring, and then we’ll book a discovery day and you come and spend a day or two with us, make sure that you actually like it, make sure that you’re training dogs to do something that you want to do. So an FTD is a franchise disclosure document. It’s a federally regulated document that goes into all the nitty gritty details of what the franchise agreement entails. So who would be a good fit to buy a Tip Top K9 would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun, it’s very rewarding. And who would not be a good fit is a cat person. So the upfront cost for a Tip Top is $43,000. And a lot of people say they’re generating doctor money, but on our disclosure, the numbers are anywhere from over a million dollars a year in dog training, what our Oklahoma City location did last year, to 25, 35 grand a month. To train and get trained by us for Tip Top Canines, or learn your own Tip Top Canines, you would be with us for six weeks here in Tulsa, Oklahoma. So we’ve been married for seven years. Eight years. Eight years. So if you’re watching this video, you’re like, hey, maybe I want to be a dog trainer. Hey, that one sounds super amazing. Go to our website,, click on the yellow franchising tab, fill out the form, and Rachel and I will give you a call. Our Oklahoma City location last year, they did over a million dollars. He’s been running that shop for three years before he was a youth pastor with zero sales experience, zero dog training experience before he ever met with us. So just call us, come, spend a day with us, spend a couple days with us, make sure you like training dogs and own your own business. Well, the biggest reason to buy a Tip Top K9 is so you own your own job and you own your own future and you don’t hate your life. You get an enjoyable job that brings a lot of income but is really rewarding. My name is Seth Flint and I had originally heard about Tip Top K9 through my old pastors who I worked for. They trained their great Pyrenees with Ryan and Tip Top K9. They did a phenomenal job and became really good friends with Ryan and Rachel. I was working at a local church and it was a great experience. I ended up leaving there and working with Ryan and Tip Top K9. The biggest thing that I really, really enjoy about being self-employed is that I can create my own schedule. I have the ability to spend more time with my family, my wife and my daughter. So my very favorite thing about training dogs with Tip Top K9 is that I get to work with the people. Obviously I love working with dogs but it’s just so rewarding to be able to train a dog that had serious issues whether it’s behavioral or you know whatever and a transformation, taking that dog home and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested, I’d say don’t hesitate. Make sure you like dogs, make sure that you enjoy working with people because we’re not just dog trainers, we are customer service people that help dogs and and so definitely definitely don’t hesitate just just come in and ask questions ask all the questions you have


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