Business Podcasts | The Emotional Trade-Offs Of A Successful Person

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Audio Transcription

We’re getting started now. Folks, what we’re going to do now is we’re going to do this whole training, this whole thing we’re working through. It’s going to be very linear. So what I’d like you to do, if you can, just humor me for the weekend. If you learn something on a certain page, I recommend that you dog ear that thing and you take the time to just circle what you’re learning. So anytime there’s an action item where you’re like, I need to do this when I get home, just write it in the margins and circle it so when you get back home you’ve got a list of action steps. You know, so you want to attack it so you leave with action steps. You go back home and you go, wow, here’s all the action steps. Sean, I’m going to have you, uh, nine o’clock you’re going to be leading the search engine. I just wanted to let you know if somebody’s Jeep is like going on parkour outside it’s no harm. But eventually the battery will die, it’ll be fine. Okay, so page number six. This is important stuff. How many of you have ever looked at a duck? Anybody here like ducks? Yes, come on up here, sir. You’re our duck specialist. Come on up here. That’s good. That’s great. Okay, what is your name there, sir? My name is Matthew Dark. Okay, Matthew, I’m going to keep you up here because you’re our duck expert real quick here. Okay, so page six, a lot of people look at a duck and they think, man, a duck, it looks like it’s calm, it’s making progress on the water, it’s moving, but below the surface, a duck is doing what? Paddling, okay? So if you look at someone who’s organized, by very definition, you cannot build an organization unless you’re organized. Right. So if you want to be organized, if you see above the water, wow, this is an organized person. You’re gonna see somebody who has a to-do list. So I’ve printed off a copy for you guys today. This is a copy of my to-do list for today. So you look at it here. Okay. So this is my to-do list for today and then I printed off my schedule for Monday just so you can see what my typical day looks like and you can see what my to-do list looks like. So Sean, pull my schedule for next week. Okay, so my schedule for next week. So let’s look at this. Organization. You’re the duck specialist, Matthew. Most Americans don’t carry a to-do list. So I’ve interviewed thousands of millionaires on my show and they all carry a to-do list but most people don’t carry a to-do list. Why is it that most people by default do not carry a to-do list when all the millionaires I’ve interviewed carry a to-do list? Why is that? Just the fear of getting started with all that work. I think that’s a lot of it. Also, people are… It’s so funny. I met Roger Stone for the first time and I was at this dinner and the person turns to me, the person to my right says to me, are you carrying a clipboard to dinner? I go, oh yeah, I carry a clipboard to all situations because you never know when you want to write something down, right? So, and Roger was saying things and I was like taking notes, you know, because I’m not going to speak at a dinner unless I have something to say. So, I had my opportunity to answer some questions. I had certain things I wanted to clarify with him, but you got to, you got to have some ability to catch these ideas, You gotta have some ability to catch these ideas, these gifts from God, Your phone is a distraction zone. That’s where you go to find pictures of your ex-boyfriend, ex-girlfriend, you get a text message. Like if I pull up my phone at any given time, I usually have a hostile text message from, I’m not exaggerating. Every time I look at my phone, there’s usually somebody who’s cursing me out, someone who’s mad about something. And that was pre-COVID because I run businesses and therefore I have to fire people. Just fired someone on Monday. I have to fire someone almost every Monday. What? Come on, you know what I’m talking about. Look this up, Sean. Pull it up. 75% of employees steal from the workplace, according to the U.S. Chamber. 75%. Look that up, Sean. So if you have finds of Mr. Duck, if you have someone on your team that you know is stealing from you, should you keep them on your team? No. On a hard no. But, so, I have to fire people. Again, 75% of people, look at that, steal from the workplace. According to Inc. Magazine, 85% of people lie on their resumes. 85%. So if you have someone who says, I’m awesome at Photoshop, and they come to work and it turns out they can’t do Photoshop, should you fire them or keep them around? We’re going to have to let you go. So I fire when ready, you know, it’s like a Galaga for me. I just, I don’t even think about it. If someone’s stealing from me, they’re gone. So when you fire somebody, what happens in today’s culture? Back in the 80s or the 70s, could you send someone a hostile text message because you fired them three years ago? No. No? No. And I love Church on the Move, but the last time I went to Church on the Move, this is a real story. Church on the Move, great big church. Willie George built it. It was a phenomenal church. Did a very good job. I’m going to the bathroom. How many of you have ever been to a urinal? Men, how many of you have been to the urinal? There are certain rules we have in the urinal. Mr. Duck, maybe you don’t agree with these rules, but we’ll throw it out. One is you don’t strike up a conversation with a new person at the urinal. Correct. Is that a rule? Fair. Yes. Okay. Second thing, you never compliment another man’s watch in the urinal situation. Okay. So you’re in the urinal and so I’m not gonna… I’m at the church. Someone will get that tomorrow. That’s fine. But I’m at the restaurant. I’m at this… I’m at the Willie George’s church. He has like this restaurant, this coffee bar area and then there’s a bathroom. And so I noticed this guy’s kind of giving me the look but I’m like I don’t know what’s going on. It’s kind of sad. So I go to the bathroom and the guy’s like, hey, you fired my daughter. And I’m like, you know, got a lot of things on my mind other than that right now. And so I’m like, you know, I respond to a guy. So I don’t know, is he talking to me? Is he talking to other people? It’s kind of echoing, we’re in the bathroom, you know? So I go wash my hands. You like I’m talking to you buddy. You fired my daughter I was like why I don’t know who she is, but I’m sure she was the worst person on her payroll That’s what I said to him and he’s like you seriously you seriously yeah, I mean I don’t round up the best people and fire them. That’s not a strategy So I don’t know who she was it’d probably be better if you didn’t tell me who she was But I would be sure if I fired her there was a reason to it You know and he’s like she tells me her name, and I’m going oh, yeah, she was always late, late and inaccurate and better job. This is the trifecta, the Trinity, the unholy Trinity, whatever, you know, and I leave and my wife is like, this man is following me angrily as I’m trying to go into praise and worship. This is the same as last time I went to church to move to store and then it turns to move ahead of thing where you’d say you turn to the person next to you after praise and worship and you shake their hands. And I turn around and there he is again, had to switch churches, a different church. But I, you, you, it’s a true story. But you run into if you’re, if you have a business, how many of you have ever fired somebody? Do you not get a message on social media or a bad review or some hostile text message? Do you not? Who’s gotten this before? Hostile text message or email or social media posts? Oh, you guys aren’t employing enough people. Come on. How many of you own a business and you’ve got a bad review or a hostile text message or email from somebody you had to fire Complaint promotion that’s exciting. Yeah, so I don’t want a complaint from OSHA on my to-do list does that make sense So you need to have a separate to-do list that’s not attached to your phone. Are you on the same page? We feel me okay, so next thing accountability Above the water you see accountability. Well, that’s an impressive duck, but below it you see irritating people people. Why don’t people, when they look at an organization with really great employees, why don’t they see that you as the owner of a business, Mr. Duck, why don’t they see that the owner of the business has to fire people? We’re taking care of all that behind the scenes. We want the customers to see all the pretty stuff we leave. There it is. Yeah. Okay. So next is reading. I have a man cave. I don’t really read books the way I used to. Right now I’m reading the Bible, like that’s all I read is the Bible. So I used to read other books. I have a ton of books. If you go into my man cave, there’s all these books I’ve read. And my goal was I’ll read all the books and then I’ll interview the people that I’ve read their book, you know. So I’ll read Robert Kiyosaki’s book and then I’ll go interview him. I’ll read John Maxwell’s book and I’ll interview him and Damien John. And now, you know, I know what I’m doing and I read certain technical books like the mechanics of search engines or mechanics of ads. But I don’t really read biographies anymore, you know, that kind of thing. Because I read the Bible all the time. But when people say to me, man, you really, really know how to optimize a website. That’s true, but to learn it, I had to read. And we’re in a post-reading culture. People now watch a TikTok video that’s 14 seconds long and now they’re an expert on ivermectin. I watched this 14 second video on TikTok, now I’m an expert on ivermectin. So again, we have to read, and to read you have to block out time. Next is sales. People see sales, but they don’t see rejections. Mr. Duck, why don’t people see rejections and they just see sales? Well, we’re relentless and we continue, we pursue, we move on, we reject it, and we go pursue that next sale. And I happen to really, really like rejection. I don’t know if anybody else on my team on this. I like it. It’s a fun, it’s like a fun sport for me. So I like it. I also like, I, if, you know, I don’t know. It’s kind of a fun thing. So you get leads that come in and you have to call all your leads. And the average, this is a good teaching for somebody out there. Your average person in America has to be called five to six times before they pick up the phone. For an inbound lead on the same day. Let me repeat that again. For an inbound lead, you have to call the person an average of five times in the same day to reach them now. For an inbound lead in America, so if somebody goes to Elephant in the Room, they go to, they fill out the form and they say I would like to request to schedule a haircut, the first haircut’s a dollar. Why, Mr. Duck, do you think we have to call people an average of five to six times in one day to get them on the phone to schedule their haircut. They don’t want to do these things. Anybody else? Any thoughts? Yes. They forgot they contacted you. Keep going. What else? They’re stupid. Okay. Well, they are us. We are them. Oh no. We are they. They that we’re talking about are us. We have a problem. Okay. What’s the problem with us? Let me give you an example of one that’s a recent example. This is, I am building a lot of stuff here right now, okay, a lot of stuff. And we have different contractors that build stuff, people that do like the roof, people that frame, people whatever. And a lot of times framers and roofers, they’ll say to me, Clay, I want to get started to finish ABC 123, but I can’t get a hold of the framer or the roofer or the plumber and I go so you’re telling me that you can’t get a hold each other yeah I’ll solve this problem so what I do is I’ll group text the parties text and then I call them and I just keep doing it until someone gets pissed and then eventually it gets solved but what happens is there’s three different people can be so let’s say that the plumber how many of you don’t answer the phone if you don’t know the number? This is a real story that really did happen recently. So said contractor says to me, Clay, I’ve called this guy over and over, he never answers the phone. So said contractor has a thing where if you call him, and you call him, his phone immediately goes to voicemail. That’s a setting. How many of you know about that setting? It’s a setting. So if you call him, it always goes to voicemail. And so that’s a thing. So the other guy says, I’ve called this guy, I’ve multiplied, do you text him? He goes, no, I call him and I leave a voicemail. How many of you don’t listen to voicemails ever anymore? Show of hands, who does not do voicemails? So the one guy is impossibly mad that the other guy hasn’t responded to his voicemails. So I go to the other guy and I’m like, hey, are you not getting his voicemails? He’s like, I don’t do voicemails. I’ve sent this guy a ton of text messages. So I go to the other guy, he goes, I don’t use text. You don’t use text? No. I’m like, you don’t? No, I’m calling from my office. You see the problem? So our culture is very much that way. So you’re gonna have to call, text, and email every single lead at least five or six times to get people on the phone now because that’s just the culture that we’re in. Next, time freedom requires you to say no. You have to say no to stuff. And so there’s a lot of good, it’s not hard to say no to bad stuff, but it’s good stuff. You have to say no to good stuff in order to make room for the great stuff. Make sense? So if you think about your business, your life, you gotta say no to things. You gotta say no to grow. You gotta say yes to, but you gotta say no to a lot of things that seem important, but they’re maybe not, okay, related to the growth of the business. Mentoring. How many of you have ever mentored someone that became your competitor? Who’s ever had that phenomenon? Show of hands. So you mentored the person that competed with you in the future. Has that happened? Okay. So next is saving. If you’re gonna save money, you have to delay gratification. And we’re in a culture now that a lot of people haven’t delayed gratification for a long time, or maybe ever, you know. And so you have to, in order to save money, you’ve got to delay gratification. And the final is time management. To have time to do time management, you have to have a calendar. So Sean, will you pull up my calendar for today? Okay, so today, here we are today. And so in order to be with you guys today, I appreciate everybody carving out time to be here. You’re intentional, I’m intentional. If we go to today, so I blocked out time today to be here with you, which means everything that I would normally do, go to a tomorrow show. Go to Saturday, I’m sorry. So this is my Saturday brought to me by you. Okay, so my Saturday is now, so a lot of things I was gonna do today are on my Saturday because my Saturday, the things I had to do on Thursday are now on Saturday. Are we on the same page? So you gotta block out time for those things. If you don’t block out time for those things, you’re gonna kinda drift into a, where you have an idea but it never gets done, and now you get kinda depressed and frustrated because you have an idea and it never gets done. So I’m just trying to give you those tools. Now we move on here to page number eight. On page eight, you’re gonna see a guy’s business who grew from 2019 from 191,000 to 2022 to 1.9 million. And all throughout this book, if you go to page number, let’s go to, let’s go to page number 25. All throughout this book, you’re gonna see case studies, examples, testimonials, graphs of people that are having success. And I’ve worked with all these people and they’re all real people and they can all have success just like you can but if you go to page 32 this is the stuff that gets in the way of getting it done. Okay and the average person spends how many hours per day on their smartphone consuming media? It’s 11.3 so if you go to page 32 I want you to write somewhere 11.3 hours per day. The average person spends 11.3 hours per day consuming content that’s not related to Just its media that doesn’t you know so um If you’re not careful, that’s your day, but then there’s all these interruptions so here we go. I’m gonna read these off here mr. Duck you told me if you recognize these as holidays in your world, and there’s no right or wrong I just want to get your thoughts on this okay the day before New Year’s Eve no How many of you have a business though and everybody calls in the day before New Year’s Eve? Show of hands. Okay. Then New Year’s Eve, is that a holiday in your mind? No. What about New Year’s Day? The morning maybe. Okay. What about the day after New Year’s Day? No. How many of you know though, how many of you by show of hands have a business where people try to call in the day after New Year’s Eve and the day after New Year’s Day as well? Have you seen that? Like the whole week is a holiday. Okay. Okay. The day before Martin Luther King Jr. Day. Anybody take off that week to get amped up for that day? Okay. Martin Luther King Jr. Day, the day after Martin Luther King Jr. Day, the day before Presidents Day, Presidents Day, the day after Presidents Day, Thursday before Good Friday, Good Friday, the Saturday. How many of you know people that take off for Good Friday, but they don’t at all think about Christ. They’re like, man, I’m going to go to the bar. You’re going to the bar on Good Friday? A lot of times people will take off. I want to celebrate St. Patrick for his saintly behavior by engaging in fornication in public places. I mean, what? So there’s just a lot of weird stuff in our culture here. The day before Easter, Easter, you know, you have Memorial Day. Anyway, I’m just giving these examples because if it’s not, if you’re not careful, you leave a conference like this and you go, I don’t have, what, to get it done? I don’t have enough time. Right, so we wanna make sure that we block out time, all right, to get these things done. So what we’re gonna do is we’re gonna open up our book here, we’re gonna turn now to page 45, page 45. And you can dog ear these pages, but this right here was a group of people that I was building a wedding entertainment company with. It was called And how many of you know what a bridal show is? I built a big bridal show and sold it, but I also attended bridal shows. And for the bridal show, who’s been to a bridal show by show of hands? Okay, so the pitch we had at the bridal show, you have to come up with a no-brainer. So you need to write this down somewhere on page 45. You have to develop a no-brainer for your product. And a no-brainer is a deal that’s so good, so awesome, that people can’t say no to it. So if you’re at the bridal show, how many disc jockeys do you think are at this expo, this bridal show? How many vendors, how many booths are at a bridal show? In this particular picture, how many bridal show vendors do you think were at the bridal show? Somebody throw out a number. How many vendors? 80. 80, it’s about 100 vendors, okay. And how many DJs were there? Disc jockey companies. Yeah, it’s a lot. I mean, it’s probably like 10 maybe at least, you know. So there’s 10 DJs and everybody says, we’re the most professional. Everyone, I’m the most professional. No one says, my niche is I’m not professional. What? So everyone, have you noticed that? Everyone says, I’m professional. So somewhere on page 45, I want you to think about the profundity of this photo. I want you to think about if you were at a bridal show, what’s your no-brainer? What’s the no-brainer for your business today? So this is the no-brainer I came up with. I’m trying to get you going. And if you have a she-shed, this is for you too. So just be thinking, with your business, how can you make it stand out? So what I said was if you booked an appointment with our disc jockey service, you were entered in for a chance to win a dream vacation to either Hawaii or Mexico, dream honeymoon. So that was, so no other vendor said that. Every other vendor is saying I’m the most professional, we have the most songs, we’re guaranteed, we’re insured, we’re bonded, we take credit cards, whatever. And I’m saying we do all of that and if you book a consultation with us, you’re entered in for a chance to win a trip to Hawaii or to Mexico, all expense paid for honeymoon. Why, Mr. Duck, would that work? Matthew, why would that work? I have incentive now and a little freebie, maybe dangling at the end. I know you’re professional already. I’m taking that into assumption. Okay, so that was one thing we did. That’s the no-brainer. You got to keep jotting these down. Second thing we said is we’ll beat anyone’s price on the first time using us. So if we’ve already DJed for your wedding, we’ll beat your price. But if it’s like a corporate event, so we DJed your wedding and now we’re DJing for a corporate event, you know, a lot of times we work with the same customer multiple times. But the first time we’ve done business with you, it’s, oh, we’re gonna beat anyone’s price. Why does that work? Well, now I don’t have to worry about saving money. You’ve already taken care of that. So we’re gonna beat anyone’s price. And if you book an appointment, you have a chance to win a trip. Okay. Other things we did. Every DJ. Who’s ever booked a DJ for an event or a live band? They normally book based upon the number of hours. It’s like an hour. Who’s ever booked a band before? They’ll say we’ll perform for four hours or ten hours or five hours or whatever and you pay a fee. So we said we would do unlimited time. Why would I do unlimited time Mr. Matthew? Wow look at that value just continues to grow. Wow. And again, most brides aren’t like, keep it going DJ, we’re going till 4 in the morning because we paid for Unlimited, let’s go. Just you and me, let’s go. Most people are going to wrap it up at midnight and the venue is going to kick you out at one o’clock. We had one guy, I’m not attacking people from India, but this guy was from India and he had this move where he was like, his name was Harry, H-A-R-R-I, last name Patel, Harry Patel. Harry Patel, if you’re watching right now, you know who you are. And here he says, I wanted to keep it going. It’s unlimited time. I’m going, bro down. It’s like two in the morning. He’s like, I want to keep it to go. And it’s every song is binga binga binga binga binga binga binga binga binga binga binga binga. Sean, look it up. Kid the Wick, Kid the Wick. It’s by Punjabi MC. Every single song. I think I’m going to bang on it. And he’s like, you’ll keep it going. Keep it going, DJ. And this guy’s like hammered. He can’t even talk. No, I’ll keep it. Go ahead. Need a order and then like dude, it’s like four in the morning. Harry, your wedding is over. No one’s here. Keep it Go who’s been to an Indian wedding? Who’s been to anyway? Who’s not been to it? You gotta go you gotta crash an Indian wedding fine when there’s an Indian wedding pretend like you know the couple Who’s ever crashed a wedding? You gotta crash a wedding Who’s not crash who’s ever crashed a wedding? You haven’t crashed a wedding. You’ve crashed one. It’s good times. It is in college. That was our move. We would see how long we could be there and how much we could eat before we got punted. Because if you actually you kind of know the groom, you’re OK. If you know the bride, people ask questions. But anyway, how do you know the bride? We don’t know the bride. We know the groom kind of. We’re a friend of a friend. OK, you just sit there and eat. There’s a move. By the way, so this guy, he says we’re out there. I’m DJing. My wife’s come here. You OK? You alive? John, did you find the Punjabi MC? P-U-N-G-A, P-U-N-J-A-B-I, Punjabi MC, Kid Da Wick is the artist, did you find it, Sean? Come on, find it, hit play, hit her, let’s go, you got it. You’re gonna get it. Oh, yeah, yeah, yeah, yeah, yeah, yeah, play it. Crank it up. Every song was like this. And the bride changed his gowns throughout the day it’s a whole day festival and this and everyone dances counterclockwise in a circle and the whole time Harry’s starting like 6 p.m. you like keep it going DJ let’s go on and we’re going it’s like 2 in the morning 3 in the morning 4 in the morning pause and my tell my wife like I promise I haven’t murdered this guy he can’t feel his face he doesn’t know who I am. But he’s like, it’s unlimited time. Keep it going. And I’m like, Oh, come on, bro. And so that has happened. I also went to the Elks Lodge in Broken Arrow where I lost all my hope and dreams. And I basically DJ there forever because the guy had the key that happened. I was in Sepulpa for the Sand Springs softball, whatever parents party. And these people were hardcore partiers. It was an all night. I’ve had some hell gigs. I’ve had some hell gigs. But the unlimited time works most of the time. And why am I telling you this? Because if you offer a no brainer, somebody will take advantage of it. Not everybody, but somebody will. But the deal has to be hot. It’s got to be like a like a tractor beam, like a like a Kung Fu grip. It’s just you can’t escape it. It’s got to be. Why? And why, Matthew, why did we have to have a no-brainer at these bridal shows that was unlimited time, will beat anyone’s price, and if you sign up with us, you have a chance to win a thing? Why do we have to do all of that? We want to stand out. We’re competing. We are the one that need the first shot, and we’ll take it from there. So why, before I sold the company, we were doing 4,000 weddings a year, 4,000, which is like 80 weddings a weekend, and our average competitor would do like 80 a year. Why? Your value. You were a no-brainer. You got the first shot. People would say the service was legitimately good, but it was just like we had… in the bridal show you have to stand out. So if you’re here today and you’re going, man we’ve got a great product, I love that, but you’ve got to find a way to stand out with a no-brainer offer that’s so good that people can’t ignore what you’re doing. Does that make sense to you? Okay, so I’m going to bring up Randy. Randy, are you here? Can I bring up Randy? Let’s hear it for Matthew, by the way, the duck expert. Thank you. Thank you. Okay, so this is Randy, and Randy has a company called I’m going to bring him up here for about five minutes just to kind of harass him, but can you tell everybody what the products you sell? Well, it’s all outdoor living. Anything in your backyard, pools, fireplaces, kitchens, stuff like that. And we work together for? Going on our fifth year now. And Randy’s the only, one of the only people, like we have, every client has their own flow. So I have some clients, their flow is they wanna work at the fewest number of hours possible, and I’m not attacking them, and that’s kind of their game. They go, I wanna work one hour a week, how can I build my business to do that? Some people like to work, you know, and so everyone’s got their own thing. This guy likes to work. So, we kind of share in that. We just like to work, you know. And your dad taught you how to do, what are all the skills you can do as it relates to building that you can actually do if you had to? Well, my upbringing was masonry. So, that was my trade. I started off bricking homes. And then, right around 2008, social media took off. Started doing more outdoor living stuff. So we got into framing, masonry, and then pools eventually. And really now it’s just all of the backyard. So really anything and everything. Landscaping. And since we’ve met, like how much have you grown? Since we’ve met, let’s see, the first year we met I was doing four million a year and we’ll do almost 20 this year. Okay, so it’s like five times more revenue. Now if you look at PMH OKC, we’re going to talk about marketing. We come back at 9, we’re going to teach you how to search engine optimize, how to get to the top of the search engine. So we’re working off the assumption that you come up top in the search engines right now. I know some of you don’t, so we’ll help you with that, but we’re going to talk about that next in a minute. But once you came up top, and again, I don’t care, if you have a business that’s not ever going to be top in Google because you’re competing nationally, you still have to have a no-brainer. Okay, so everybody has to have a no-brainer. So at PMH, I’m going to throw out some things that you guys do that I think blows people’s minds. When you go to, pull it up real quick there, Sean. You guys have financing. You have done the work to find the financing for people? Yes. How big of a deal is that for people? Well, it’s huge. I think ever since the pandemic, people stayed in their home and interest rates have gone up. So we’ve seen our revenue climb, I mean, just massively since financing has been a big part of our business. And when people call you, I know you have people to answer the phone for you, but what are the most common questions people ask you when you meet them face to face, to give them a quote for a pool, let’s say, or a hot tub or something? I mean, price is a big one. Financing gets brought up a lot. Seeing it before you buy, which is what we really focus on. We do 3D renderings with virtual reality. We have three showrooms. So really we’re really just kind of pushing that information to them before they even ask. We’ll show up with catalogs and you know already have our timeline kind of set. We have a system down for every pool and at that point it’s really easy to sell. Now let’s think about it. And if you could draw this, folks, on page 45, this would be helpful. There’s a scale in the customer’s minds. And on one side of the scale is the reasons why they shouldn’t buy. And the other side is why they should buy. There’s why they shouldn’t or why they should. It’s a scale. And so the no-brainer is where you have enough on the side of to buy that people buy. You’ve got to have enough on the scale in favor of buying to make people buy. That’s how it works. It’s a scale. So the benefits that you throw at people that I think are pretty outstanding, and I’d love to get your thoughts on this, is one, you by far have the most video reviews and Google reviews from actual customers. Why is that important? Well, everybody we talk to says that they’ve looked at reviews, and so when you hear that over and over again, and then people name their product, they basically post their project on Google pictures, they’re talking about the communication and all of that. People read that and whenever they’re looking for a pool or looking for a project in our world, they’re looking at all that stuff. So again, let’s go to Whitlock Cosmetic, Sean. Whitlock Cosmetic in Tulsa. This is a client, Dr. Whitlock. He might be here today, we’ll see. But he’s a cosmetic surgeon. Now, again, I’m not asking for show of hands, but if someone was having a scar removed or reduced or you were having a cosmetic procedure, why would they want to see testimonials or reviews first? Now, why would somebody not want to leave a video review if they’ve had a cosmetic procedure done? People aren’t typically like, oh yeah I had my entire face replaced. Oh you know people typically don’t want to. So the hardest customer I’ve ever worked with to get reviews is this guy. It’s the hardest one because so we call people. This is a service we offer for our clients. We call his patients and we say hey, just the first name, we don’t know their last name, we don’t know what procedure. We say hey is this Karen? Yeah Karen. Hey I want to call you to see how, I’m calling on behalf of Dr. Whitlock to get your feedback on the professionalism we provide. And I wanted to ask you on a scale of one to 10, how happy you were with our service with 10 being the highest, one being the worst. Just tell us. And now give us a number and we go, okay. In your mind, what can we improve? And we take notes of it and we say, hey, and if you could leave a review today, you’re entered in for a chance to win a flat screen TV or a thousand dollar gift card. And people will leave reviews. And so that’s how it happens. But if he’s not intentional, Randy, about asking for the reviews, or in this case, having our team call to get reviews, why won’t the reviews just come in? Well, because nobody really wants to do it. I mean, that’s a fact. I mean, you have to really work to get reviews, and especially the video reviews. But those video reviews are even more powerful than the actual Google review because they’re looking at people just like you and it’s a raw video it’s not edited and when someone asks for references I really just go straight to the video reviews now I find something that is very similar to what they’re looking for so just use a pool for example he just said a nugget there it’s so powerful it’s a raw video it’s not edited you want real people being real about the real stuff they really had done so if you could play on the top left there real quick. Right. What is your name and where are you from? Lynette Cahen. I’m from Oklahoma City. OK. And how did you hear about Perfect My Home? I met Randy at the Home Garden Show. OK. Pause. And she seems real, right? Yes. And so if you see enough of those, you start to go, well, enough people are saying good things. I’m reading good reviews. I don’t want to hear where you’re from. I, OK. And so you just have to have a no-brainer. So I want everybody on page 45, if you don’t have a no-brainer, just circle that, dog-ear that page, and come up with it. And I’m picking on people with a business name, She Shed. Your business, and theoretically, if people find your store, and they find the retail clothing that you provide, they should come back. That’s the idea. So the key is, how do we get them to come in to your store for the first time? Because the lifetime value of a customer is pretty awesome, but you gotta get them in the first time. And that’s the challenge. I’m gonna give you a whole bunch of ideas and then we’ll wrap before we take our little break because we’re at nine o’clock when we teach charge engines. There was a coffee shop, I won’t mention the name right now because I don’t have her permission to do so, but she has a coffee shop and the business was doing really bad and it’s in Tulsa. And what we did is we built a big fireplace. I didn’t know Randy at the time, but it’s a huge fireplace. And I said, she said, I don’t have a no brainer. I said, just do your first cup of coffee for a dollar and build a huge fireplace, huge fireplace out front. Well, it’s a covered pergola patio thing and just be burning like pinion wood or, you know, nice smelling wood. So when you’re walking downtown, you always smell the wood and a big sign that says the $1 for the first coffee, you know, it’s gourmet coffee. Why did that work, Randy? Well, it brings people in. We do that in all of our showrooms and we commonly get people to say, what is that burning? And it just brings them in because they’re curious. And again, in her particular business, she’s competing like just right down the street from a Starbucks. I mean, a Starbucks, you could throw a rock and hit the Starbucks. And we were able to grow the business by coming up with the no-brainer. I didn’t help her at all with the products she made or served. I just had to get people in the store. And then once people were in the store, we said, hey, is this your first time in? Yeah. Well, hey, if you register today, if you enter in today, you’re entered in for a chance to win free coffee for a year. Like a free, it’s like unlimited coffee for the year. All you got to do is put your name, phone number, and email. Now why did that work, Randy? You’d sign up for a chance to win free coffee for a year. Well, that’s a no-brainer offer. A lot of coffee people spend $7 a day, $10 a day, whatever, and they go, all I’ve got to do is put my name, phone number, email, yeah. And so now she has a database, and then once a month now we send a text and email to everybody telling them, hey, don’t miss our pumpkin spice. Come in right now for the fall special. And it keeps the flow going. So if you’re listening today, whether you’re online or in person, and you don’t have a no-brainer, just circle page 45, and we’re going to take a 10 minute break. We’ll come back at 9.05 to talk about search engine optimization. And that’s Randy with, and that’s Ryan over there. And they’re available if you have any questions, you want to talk to them. But he’s a real guy. You heard him. He’s grown his business by five times. And you might be struggling with a no-brainer or a system, and you might have some questions. You can write them on the whiteboard or you can ask Randy, and he’ll be here today. All right, let’s hear it for Randy. Yeah! I’ll be back here in 10 minutes. 9.05 for search engine optimization. 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. 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, 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 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 and more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists 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 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 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 pediatrician. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, 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 checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crocker, the head of Disney with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly, he’s running 160 companies. Every 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 of critical thinking, document creation, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. 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 of 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 listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me, brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. So, he’s impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns, because our clubs were all closed for… I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate I appreciate how far you’ve taken us. This is our old house. This is where we used to live years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. 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 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 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 there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever. 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 you. 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 or four years. So someone that would be a good fit for Tip Top loves dogs, they’re high energy, they love to go out and do things, and they love to have a good time. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great fit for them. So we’re going to be a great 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 the high failure rate. They want to do that like bowling with bumper lanes. So you give us a call, reach out to us and we’ll call you. And then we’ll send you an FDD, look over that, read it, fall asleep to it, it’s very boring. And then we’ll book a discovery day. And you come and spend a day or two with us, make sure that you actually like it, make sure that your community dog is something that you want to do. So an FDD is a franchise disclosure document. It’s a federally regulated document that goes into all the nitty gritty details of what the franchise agreement entails. So who would be a good fit to buy a Tip Top K9 would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun, it’s very rewarding. And who would not be a good fit is a cat versus a dog. So the upfront cost for Tip Top is $43,000. And a lot of people say they’re generating doctor money, but on our disclosure, the numbers are anywhere from over a million dollars a year in dog training, what our Oklahoma City location did last year, to 25, 35 grand a month. To train and get trained by us for Tip Top K9, to run your own Tip Top K9, you would be with us for six weeks here in Tulsa, Oklahoma. 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 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 seeing the transformation taking that dog home and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested I’d say don’t hesitate make sure you like dogs make sure that you enjoy working with people because we’re not just dog trainers, we are customer service people that help dogs. And so definitely, definitely don’t hesitate. Just come in and ask questions. Ask all the questions you have.


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